© Nokia Siemens Networks

GS-CT Interlock and Enhancing GS Selling Framework

• Better Qualification

• Need to engage earlier with CTs

• Position GS value props, successes

• Client Portfolio Management

CT and GS interlock

• Strong service offerings

• Account Planning

• Origination Initiatives & Lead Generation

• Pipeline Prioritization

CT & GS Lead generation

• Sales Boost

• Qualification & Win Strategies

• Creating the win teams

• Deal Coaching

• GS Growth Engine propositions

BU Led Initiative

• Connecting with the Client

• Assisting CTs in Power Mapping

• Relationship planning

• Consultative sales

CT led - The Trust Equation • Engagement leads and Market Makers - by SBU

• Sales Methodology and process

• Operational and Commercial Value Proposition design

• Sales messaging, presentations, proposals, orals

• Sales Mgmt Infrastructure: Tools, Reporting & Analytics Sales Incentives

GS led sales process - to support CTs

© Nokia Siemens Networks

There is a significant upside potential

OPEX related to Sales & customer care, Billing & Collection, IT Services, etc

€~640 Bn

CAPEX

€~100 Bn

• Opportunities to address through further penetration & expansion into adjacent areas

• Over 70% of repair and maintenance is done by CSPs internal staff today

• Almost 100% of energy to power network OPEX is spent internally

• Addressing these new opportunities needs Transformation

Technical real estate

Leased capacity

Energy to power network

NW production & expansion

Network management

NW engineering & design

Production planning & controlling

Network repair and maintenance

Currently addressed by NEPs70% spent internally,

potentially addressable

Source: KPMG benchmarking using real data from selected CSPs representing a total of € 479bn 2008 revenue, extrapolation by NSN, Dec 2009

Network & service related OPEX

~10% of Network related Opex

€~250 Bn

© Nokia Siemens Networks

How do we engage...

Delivery Project OwnerResponsible for delivery of the solution, ensures that plans are in place to have the capability (capacity & ability) to deliver within the timescale

Case OwnerDrives the case forward, captures customer’s business requirements, drives the exploration and resolution of the customer’s pain points

Customer Solution OwnerResponsible for driving solution design, ensures that the solution offered is fit for purpose and delivers the requirements

Sales Solution

Project

The Key Players

TRICORN:unified model for all sales

cases

© Nokia Siemens Networks

Bharti Transport Network Group Managed Services, SWF60463

€291M

Maxis Aircell Ltd, Pan India MS, SWF60772

€102M

VDF Essar Greenfield MS, SWF34521

€100M

PT Excelcomindo Pratama, XL Managed Services, SWF66722

€700M

Project Starling, SWF61902

€202M

Orange Poland, Outsourcing, SWF35372

€250M

Zain, Bharti MS Airtel Africa, SWF78296

€113M

DEVAS LTE Multimedia Operation, SWF54724

€141M

Vodafone Essar, 9+3 Circles MS renewal, SWF70412

€184M

Everything everywhere, UK, 2G swap, SWF47388

€157M

Zain, MV support for MS/NOC, SWF64853

€137M

Project Bowe, UK, SWF58247

€224M

TATA, 2G-3G Combo Managed Services, SWF69011

€144M

Singtel MS, SWF72181

€271M

TEF LAT, YUCA MS - Phase I FLM SWF59927

€100M

MOI Saudi Arabia, ECO Center & C4IS Project, SWF76475

€130M

VDF Poland, Outsourcing, Adam, SWF56392

€150M

VDF Spain, Outsourcing,SWF23024

€137M

Outsourcing of Operations forT-Home's legacy TDM Network,

SWF50649

€100M

E-Plus Mobilfunk, MS Win Back, SWF68582

€450M

Wind Hellas, Managed Services, SWF76553

€200M

PT Indosat Tbk, Energy Solution, SWF71234

€100M

Gate 1-3 Gate 4 Gate 5M

S o

ng

oin

g ≥

m€

10

0 u

/w M

S

50 – 74 %

Go/No go

50% <

Probability:

Bid/No bid

>75 %

© Nokia Siemens Networks

Bharti Airtel Ltd, Bharti Transport Network Group Managed

Services, SWF60463

€496M

Aircel Limited, 3G RFP,SWF49151

€112M

Softbank, Japan, Advanced XGPfor Softbank, SWF66396

€111M

OAO Megafon Stolichny Branch, FOTS laying, SWF75604

€100M

Vodafone Omnitel N.V., LTE + MultiRadio RFQ, SWF70123

€120M

MÁV Hungary GSM-R,SWF3857

€120M

Telcel Mexico, LTE RFQ,SWF67189

€115M

Reliance India, 3G Opportunity, SWF70993

€112M

Bharat Sanchar Nigam Ltd, GSM Snap tender 5.5 Mio Subs,

SWF76443

€167M

Telefónica O2 Germany,LTE 2010 // 800 Mhz Access and

Service, SWF72242

€167M

Hi3G Access AB, 3 NorwayTurnkey LTE, SWF67967

€207M

IMOD US, MIL NGN VoIP Solution for US Forces NAM, SWF9249

€452M

Telkom SA, Mobile Solution for 2nd Vendor, SWF67972

€124M

CMCC, 2012 LTE central procurement, SWF73921

€136M

US ARMY – CECOM, Next Generation Networks MIL NGN,

SWF8625

€110M

LPTIC Libya, NGAN Package F2, SWF36424

€238M

Iraq Border Security & Baghdad Security Project, SWF70373

€120M

Gate 1-3 Gate 4 Gate 5N

I o

ng

oin

g ≥

m€

10

0 U

/W N

I

50 – 74 %

Go/No go

50% <

Probability:

Bid/No bid

>75 %

DEVAS LTE TDD(Gate 4 onwards),

SWF54724

€165M

San Miguel Corporation, Site Acquisition & CW Program

SWF65319

€154M

Everything Everywhere Ltd, 2G Swap, SWF47388

€122M