Accelerating Value End-to-End Value Creation Advisory Services

Paul van Doorn Founder & Owner Eikenzande BV - Business Acceleration

EIKENZANDE  BV    KONIJNENLAAN  42  2243ET  WASSENAAR  THE  NETHERLANDS  Tel      +31  6  53261324

Eikenzande BV

September 2012

Agenda

1.  Eikenzande

2.  From Opportunity to Value End-to-End Value Creation Advisory Services

3.  The Business Acceleration Framework

Annex •  Eikenzande - Selected Transactions -> Contact Paul

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Professional Model & Qualifications

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Over 28 years of Global experience in the ICT, Mobile & Technology industry as salesman, banker, CEO, board member and trusted advisor Actively serves clients - end-to-end – to assess, develop, prioritize, and successfully implement solutions. Role varies between temporary executive, hands-on business & people coach, deal maker, or board advisor Global Experience with Complex Assignments I leverage my global network to provide high quality hands-on expertise. A mix that can include acquisitions, capital raising or divestitures which I execute for my clients Passion: Unlock value with Business Acceleration Future Perfect Business Planning & Modeling to optimize Strategy, Organization, Technology, and M&A scenarios

IBM Network Services Account Manager

Nolan Norton & Co. Senior Manager US Consultancy

Thought leader technology platform implementations

Sprint International Founder & CEO Dutch Business

KPN Mobile CEO

KPN Executive Board Member KPN Intl, SVP M & A

KPNQwest Executive Board Member

Eikenzande BV Founder

NTT DoCoMo Tokyo Senior Advisor / Executive Director

3UK London Non Exec Board Member UK Mobile Carrier

Many M&A, Funding, Coaching and Strategy Assignments

Paul’s CV Experience, Capability

Unlock value through Business Acceleration •  Future Perfect business planning & modeling •  Hands-on coaching of talented people, strategy, organization, technology & corp. fin. / M&A scenarios •  Manage market & transaction perception through clear positioning •  Focus on fast growth sectors: Cloud/Mobile, Security, Social Media, Renewables & Agri Technology

www.linkedin.com/in/paulvandoorn

Eikenzande BV ©

Agenda

1.  Eikenzande

2.  From Opportunity to Value End-to-End Value Creation Advisory Services

3.  The Business Acceleration Framework

Annex •  Eikenzande - Selected Transactions -> Contact Paul

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Eikenzande Support Services Overview

From Opportunity to Value: Providing End-to-End Value Creation Advisory Services

Investment Selection

M&A Transaction

Support

Investment Value

Development

Investment Portfolio Management

End-to-End Value Creation Advisory

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Detail from Opportunity to Value – Service Steps

Investment Selection

M&A Transaction

Support

Investment Value

Development

Investment Selection

Investment Value

Development

Investment Portfolio Management

End-to-End Value Creation Advisory

M&A Transaction

Support

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Services – Investment Selection

Investment Strategy

Portfolio Market Scan

Risk & Plan Assessment

Investment strategy •  Define Investment strategy

•  Detailing: sector, company

type, development phase, risk profile and size

•  Portfolio Risk requirements

•  Result: clear company and risk profiles

Portfolio Market Scan •  Market Research based on

Company & Risk profiles

•  Per investment detail on investment goal and potential risks and support requirements

•  Result: company list with detail and profile priority

Risk & Plan Assessment •  Full Analysis of a specific

company

•  Company detail on market, technology, product, finance, legal, governance, leadership issues

•  Result: overview of risks and company value potential

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Services - M&A Transaction Support

M&A Support •  Supporting shareholders

and or the company with an acquisition or a sale

•  Project manage and coordinate various experts

•  Conduct negotiations with focus on value, control and shareholder protection

•  Result: a transaction with maximum value realized

Acquisition Support

Disposition Support

Cap. Raise Support

Carve Out & Transactions

Capital Raise Support •  Supporting shareholders and

or the company with Raising capital from investors

•  Project manage, coordinate experts and documentation

•  Conduct negotiations with focus on value, control and shareholder protection

•  Result: a successful investment

Carve-Out & Transaction •  Supporting shareholders and

or the company with carving out a company

•  Project manage, coordinate experts and documentation

•  Conduct negotiations with focus on value, control and shareholder protection

•  Result: a successful and stable carve out

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Key Services - Value Development

Business Acceleration •  Advising shareholders and supporting and

coaching management to accelerate realization of potential company value

•  Develop and review business plans, product and market propositions, distribution, production platforms and key reporting criteria.

•  Regular structured management reviews

•  Result: faster and larger realization of potential value

Portfolio Development Support •  Advising, supporting and help managing the

development of a company investment portfolio

•  Developing the optimal portfolio support model for developing stable value growth

•  Analysis of portfolio company progress, required development and providing governance support

•  Result: a well managed growing portfolio of companies

Business Acceleration

Portfolio Development

Key Service

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Agenda

1.  Eikenzande

2.  From Opportunity to Value End-to-End Value Creation Advisory Services

3.  The Business Acceleration Framework

Annex

•  Eikenzande - Selected Transactions -> Contact Paul

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Business Acceleration Framework

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Business Coaching

Creating Superior

Business Value

M&A Exit Positioning

Product / Market Positioning

Business Plan & Reviews

“Result Realization”

“Perception Realization”

“Focus”

“Facts”

Approach based on 28 years of experience in the Global ICT & technology industry as a successful salesman, banker, CEO, board member, and trusted advisor

Eikenzande structured support can fast track company value Eikenzande BV ©

Realizing Results Reach Full Potential Through an Active Integral Approach

1.  Output Thinking – back track from the perfect future §  Describe goals and business plan as future perfect Information Memorandum in 2 to 3 years §  Create right company perception and parameters; fast growth from Day One

2.  Precise Goals – clear priorities

§  Closely align people and financial resources with business plan, and keep it that way §  Mistakes lead to wasted time, resources and motivation §  Provides decision review frame work supporting all to stay on plan

3.  Clear and timely Decisions – focus, planning and preparation §  Think ahead; timely and solid preparation always improve decision quality §  Acceleration occurs only through a positive cycle of increased revenue & margin §  Delayed or flawed decisions have an extremely negative long term effect

4.  Integral Tracking & Tracing – always know where you are

§  Integral approach is superior: Include corporate finance in execution planning & decision §  Actively, Fanatically check, review and adapt plan and metrics to business & valuation targets §  Only a fool never changes his mind ;-)

12 If you don’t know where you are going, you will never get there!

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Realize Perception In a World of Recurring Revenues & Cloud Margins

1.  Recurring Revenue – Effect of Delay and Acceleration is disproportionate Rule of 78 effect:

§  Speeding up has very big impact on Annual revenues §  Slow decisions or delivery cut revenues significantly

2.  Cloud Model – Marginal Costs drop disproportionate §  Additional Clients, after fixed cost coverage, only minimally increase costs §  Margin improvement significant when client numbers grow

3. Multiples – Perception is Reality

§  Fast growth has a significant positive effect on exit multiples §  Clear Positioning attracts relevant buyers, additional synergies push multiple up §  Potential Buyers see what they are looking for; Confirmation Bias is your friend

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Revenue growth & clear positioning kick starts exceptional value growth !

Value Calculation : Revenue x EBITDA Margin x Company Multiples*)

*) EBITDA Multiples calculation as based on expected value of discounted future cash flows (DCF)

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Eikenzande Approach Aimed at Maximizing Value Only active integral method will accelerate revenue, margin & positioning

•  Establish clear “future perfect” company goals •  Plan how to get there •  What resources are required •  Financial Plan including valuation parameters

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Solid Business Plan Foundation

•  Review results, decisions and priorities against plan •  Positively align personal strengths with company

requirements •  Provide frame work for reflection & lessons learned

Business Coaching

•  Overcoming temporary Skill needs by providing additional Professional Commercial, Financial or IT Strategy Support from extensive global network

Adding Professionals

•  Integrate Corporate Finance skills from the start •  Validate positioning versus likely buyers needs •  Focus on the right relationships early on pays off •  Business and Financial Plan always prepared

Manage M&A and funding processes

Timely preparation & focused execution creates superior results

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