Agenda

1) Trends in the world today

2) Target Market approach

3) About Getronics

4) About our Global Alliances & Technology Partners

Trends in the world today

A world of continuous change – we will never reach stability

80% of businesses expect to do the same or more outsourcing in 2003

Customers will only outsource to those who can demonstrate expertise and offer cost-savings

Connectivity and security: how to maximise one without compromising the other

People want to pay for what they use:use is better than ownership

ICAT trends in IA and ICTEra ICT device Power Technology Leit motive Issues

1.Departmentautomation

Doing everythingyourself.Everything at onesupplier.

SelfIBMSiemensABB

InterfacesIn-service

Efficiency inarithmetic

System controlPower of supplier

2.Database

Saving (one time) Oracle Databases Efficiency indata-handling

AchievementPower of supplier

3.ERP

Opinion corporateprocesses.One supplier

SAP Business ProcessRe…

Efficiency incorporateprocesses.Certainty

Power of supplier

4.Networkcompany

Industry standardBuilding (one time)Payment per trans-action (one time)

EverybodyMarketersValueannexes

Value ChainUnbundlingComponent BasedDevelopmentPlug and playsoftwareApplication ServiceProviding

EffectivenessProfitEntrepreneurship

Co-operation

GetronicsMarket Specialised Partners in Realising Added Value

Our global Suppliers Global Alliances & Technology partners

Interactively Collaborating Apart Together

Agenda

1) Trends in the world today

2) Target Market approach

3) About Getronics

4) About our Global Alliances & Technology Partners

Our Clients per Target Market

Finance:34%

Government: 21%

Technology, Media and

Telecom: 15%

Manufacturing:14%

Retail andTransport: 16% Getronics serves 27

of its top 50 clients on an international basis

Over 50% of our Top 200 are multi-national

Government/Public SectorCommonwealth of Mass. (US)Deutsche PostEuropean CommunityFlorida Dept. of Law Enforce. (US)InterpolMinistry of Defence (NL)Ministry of Education (Spain) Ministry of Health (Spain)Ministry of the Interior (Italy) Ministry of Justice (NL) Ministry of Finance (BE)Ministry of Water (NL) Prince William County (US)Social Security (BE)Social Security (Italy) State of Georgia (US)State of Illinois (US)Treasury (Italy)Treasury (NL)

Manufacturing & PetrochemicalARCOBPDaimler Chrysler Fiat Ford Johnson Controls Philips RenaultShell Unilever

RetailAholdElizabeth Arden Inc.Giant Eagle StoresHarris-TeeterMakro

TransportDutch RailwaysKLM Swiss Railways

Telecom, Media & Technology Avantel BTCox CommunicationsDell ComputerEnergisFrance TelecomHPIBMKPNMonster.com - TMP Corp SprintTelecom Italia TelefonicaTiscaliVersatel

Healthcare & Pharmaceutical NovartisBayerSolvay PharmaceuticalsAssn. of Paris Hospitals

Financial ServicesAbbey NationalABN AmroAGF AllianzANZAXA GroupBanco Bilbao VizcayaBank of Tokyo-MitsubishiBarclays BankCitigroupCommunity First BankFortisHSBCIndependence BankING GroupIntesaBciLa CaixaMizuhoNational LifeRabobankSanPaolo ImiSantander Central Hispano

Our Clients per Target Market

Working in close collaboration with specialised Target Market partners

Specialised Target Market partners are at least specialised in three ways:

1) Known, recognized en respected within a specific Target Market and by the leading companies in that market. (in Dutch Gekend, bekend en erkend)

2) Experienced through at least 3 serious references within this Target Market.

3) Experience with several solutions Getronics offers for this market. Certified Engineers to realise the project successfully

Agenda

1) Trends in the world today

2) Target Market approach

3) About Getronics

4) About our Global Alliances & Technology Partners

Introducing Getronics

VISIONTo be one of the worlds’ leading providers of ICT- solutions and services tothe business world.

MISSIONTo partner with our clients – both local and global – delivering ICT solutions and services that help them achieve their business objectives and maximise the return on their ICT investments.

A € 2.6 billion global ICT company

22,000 employees supporting our focus on ICT infrastructure and business solutions

Creating business advantage for you

Strong local presence and globally available standardised services

Independent and transparent – listed on Euronext Amsterdam since 1985

Our Worldwide Ranking

Millions of US dollars

2.

3.

4. AT&T Solutions

5.

6.

7. Unisys

8.

9.

10. Perot Systems

Getronics

Hewlett-Packard/Compaq

1,300.00

1,200.00

550.00

450.00

387.00

340.00

120.00

1,700.00

NDOS(Network Desktop & Outsourcing Services)

Source: IDC, August 2002

547.00

1. IBM Global Services 3,125.00

EDS

SBS

CGI

CSC

2. Getronics 1,700.00

% of worldwidemarket share

2.

3.

4. Alcatel

6.

7. Unisys

8.

9.

10. SBS

EDS

Hewlett-Packard

7.3

6.3

3.1

2.7

2.4

2

17.7

NCIS(Network Consulting & Integration Services)

Source: IDC, August 2002

4.1

1. IBM Global Services 17.9

Compaq

5. 5.6Getronics

Lucent

Nortel

Getronics 5.65.

What Drives Getronics?

We want to become the long-term, trusted ICT partner for our clients

Sharing our international experience of your industry1

Covering the territory where our clients need us2

Giving you the benefit of our alliances and partnerships3

Delivering quality, reliability and cost-effectiveness4

Working with Getronics

Our mission is to partner with our clients delivering ICT services and solutions that help them achieve their business objectives.

Consulting, designing, integrating, supplying and managing innovative, vendor-independent, cost-effective solutions.

EndtoEnd

Day-to-day Support

ICT Management

New Business Applications

Business Process Outsourcing

Strategic

Operational

What can Getronics do for you?ICT solutions and services

p r o c e s s e s

a p p l i c a t i o n s

i n f r a s t r u c t u r e

YourCustomers

Your Business

YourSuppliers

What can Getronics do for you?ICT solutions and services (see triangle)

The Market-segmentation ABC Maturing Customer Needs

Professional Services

ZoneA

Product Zone

B

Low Cost, Transaction Zone

C

Basic Business Models

The Market-segmentation ABC Influence on sales process

A) ROI sale / consultative sales process / solution development– Search for 3 Launching customers per geography in Target Markets

– Thorough understanding of customers processes + Needs & Req

– Needs & Requirements + KO-criteria not able to meet with std product

– Pilot-projects drive product development & first ref in Target Markets

B) Large sale / solution sales process / multiple (different) products– Collaboration with consultants for Customers outside Target Markets

– Clearly divided roles within the sales process

– Q3 / Q4 small % of CIP’s and new “PIE-integrators” do implementation

C) Fast sale / product sales process / based on commodity products– The IIM-sales process will not be in this area

C

Product

(Partner)

Channels

A

Target

Markets

B1 / NASA Top-250 National

B2 / NASA Top-1000 Geographical

B3 / INDIRECTUnnamed Accounts

Agenda

1) Trends in the world today

2) Target Market approach

3) About Getronics

4) About our Global Alliances & Technology Partners

Major Global Alliances

Nobody can do everything themselves Our 3 current formal Global Alliances with

Cisco, Microsoft and Dell provide:– Keeping clients aware of developments, and of

how these can be adopted– Communicating our clients’ particular

requirements directly to those who influence technology development

– Combined strength of alliances allows Getronics to participate jointly in very large bids

– Getronics clients benefit from what we learn from our business partners

Technology Partners in ICT & Automation

Knowledge, Document & Workflow Management– FileNET, Documentum, Staffware, Open Text

Customer Relationship Management– PeopleSoft, BMC(Remedy), Applix

Specialised Applications– Meta4, Hitachi

Business Intelligence– Business Objects, Cognos, Microstrategy

Enterprise Resource Planning– JD Edwards, SAP

Development Platforms & Application Integration– IBM, BEA,Tibco, Citect, Mitsubishi

Management Platforms– Concord, HP Openview, Tivoli

Platforms & Peripherals– HP, IBM, Olivetti, Stratus, CTS, Hitachi, Oracle

Technology Partners in Automation in focus

Citect IIM : Industrial Information Management - value added solutions , T&T , Q , ….- an industrial database solution- connectivity solutions to Oracle and SQL - many different solutions for production plants

Citect SCADA- Monitoring industrial production plants- Facilities Monitoring and Building Automation

Mitsubishi Electric- powerful systems PLC , Robot , … - capable capturing signals from the automation production floor - providing IT communication possibilities

MITSUBISHIELECTRIC

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