STRATEGY FOR THE NORDIC AREA

RECOMMANDATIONS TO TELTECH M&S VICE PRESIDENT

Alice Barthalon – Bhuvan Mathur – Olivier Pacaud

Objectives

Restore TelTech Profitability Engaging businesses Businesses with a quick ROI

Diversify TelTtech Customer base. Incorporating more and more high-value businesses Reaching brand new customers

Develop a “Customer Centric” culture. Customer Days CEBIT Hannover

Develop a “ perfect “ CRM.

An Overview

61 potential clients : 19A (all in Telco), 25B and 15L. Global potential turnover : 8,524K€ Telco businesses are the most interesting ones :

represent 72% of the Total K€ Other interesting sectors : Medical, Subcontractor,

Military and Space. Products : out of the 61 potential clients, 32 interested

in Filters, 26 in Oscillators and 3 in Systems. Strategy : Focus on new businesses looking for

Innovative Products.

FINDINGS: A Clients

NOKIA and Motorola

Nokia Business Activities

Motorola Business Activities

Telco HandsetsTelco InfraTelco Networks

Telco Infra

Nokia Key Contact People

Motorola Key Contact People

Mrs. Sanna Mari Makinen,DirectorMs. Raja Salinen ,Buyer.Mr. Annala Sakkari

Mr. Mike Bladen , Manager New Projects

Key Strategy Competitive RFQsNew R & D Projects

Net Revenue Greater than 128 K€

FINDINGS: B Clients

Selex Business ActivitiesTactical Business Activities

Elektrobit and MDA Business Activities

PA Consulting and Fastrack

Military

Medical

Automation

Selex Key Contact People Mr. Robert MonroeMr. Stephen Padham

Key Strategy Competitive RFQs and New Product offerings through R & D Projects

Net Revenue Greater than 75 k€

FINDINGS: L & S Clients

Elcoteq Siemens Sub Contractor

Main Contact Person Mr. Anti Rutillati

Key Strategy 100 % TAM

Atierre Business Activites

Multimedia

Key Contact Person Mr. Bruce Brazelton ,VP R&D

Qualcomm Business Activities

Multimedia

Key Contact Person Mr. Carson Brooks , CEO, Corporate

Key Strategy High TAM

20 Selected Opportunities

Products Segment Product Technology

20 Selected Opportunities

2009 Sales Forecast( K€)

TelTech Profitability

Key features of a shifting

business environment From West to East

Decreasing revenues in Europe The rise of a concentrated Chinese

competition

A call for value Less and less bargaining power for

commodity products Unsufficient margin

W CUBE

When Customer Who What

April 09 Nokia Field sales Engineers to Mrs. Sanna Mari

RFQ for SAW 100-GP Filter

April 09 Nokia Field sales Engineers to Mr. Sakkari

RFQ for EPS -100 PR

April 09 Nokia Product Specialist Business Unit

Initiate project for New Low Cost Handset Product for SAW 100-GP

April 09 Nokia Product Specialist Business Unit

Upgrade Program for OSC 300-PR

April 09 Motorola Product Specialist Business Unit

New Technology for SAW 400-PR

W Cube

When Customer Who What

April 09 Selex Product Specialist Business Unit

New Product Generation Program

MDA Field sales Engineer

RFQ for OSC 400-HR

PA Consulting Field sales Engineer

RFQ for SAW 400-PR

April 09 Agilent

All

Regional sales Manager , Field Sales Engineer , Product Business Specialist

Regional KAM

Management Meeting and Customer Day

Registration and Preparation for CEBIT

W Cube

When Customer Who WhatMay 2009 Nokia

Nokia and Motorola

Regional KAM Response to RFQCustomer Days

July 2009 Nokia and Motorola

B and L Customers

Product Business Specialist ,Regional KAMsRegional KAMs

Report of R& D Projects

Customer Days

July 2009 All VP Marketing, R&D,Regional KAMVP Sales & Regional KAM

Quarter 1 Review MeetingWeb Campaign with Google

Sep 2009

Oct 2009 All VP Marketing, R&D,Regional KAM

Quarter 2 Review Meeting

All VP Marketing, R&D,Regional KAM

CEBIT Hannover

W Cube

When Customer Who What

Nov 2009 VP S&M with Regional KAMs

Assessment of Leads from CEBIT

Dec 2009

Jan 2010

All VP Marketing, R&D,Regional KAM

Quarter 3 Review MeetingBid for Annual Supply Contracts

Feb 2010

March 2010 All VP Marketing, R&D,Regional KAM

Annual Sales Review Meeting

Final Recommendations Develop Customer Centric Approach

through Internal monitoring and Product Innovations

Set up a R& D facility in India Concentrate on High Profit Margin

Businesses Develop partnerships with A customers

and initiate joint R& D programs .

THANK YOU

Alice Barthalon –Olivier Pacaud –Bhuvan Mathur