Comcast is the largest cable provider in the US with 21.5 million subscribers. The document provides an overview of the major companies in the telecom, wireless, broadband and field service markets including Sprint, AT&T, Verizon, Qwest, BellSouth, Cingular, Alltel and others. It estimates that these companies have over 160,000 mobile employees and the potential market for rugged laptops among their field service workers is estimated to be over $560 million over three years.

1. WORKFORCE MANAGEMENT HARDWARE AND SOFTWARE:
BUSINESS DEVELOPMENT STRATEGIES FOR THE TELECOM, WIRELESS,
BROADBAND AND FAST (FIELD AUTOMATION SERVICE TEAM) MARKETS
Prepared by Kim Boggio
Presented to:
Mike McMahon
Director Workforce Automation (WFA)
Panasonic Computer Solutions
Thell Gillis, Manager, Market Development
Panasonic Corporation of North America
January 12, 2006

2. 1
CONTENTS
1. MARKET OVERVIEW ………………………………………………2
2. MOBILE WFM – TARGETED COMPANIES …………………….6
3. PARTNER PROFILES …………………………………………….14
4. EVENTS ………………………………………………………….…..23
5. MEDIA ……………………………………………………….………25
6. STRATEGIES AND TASKS …………………………..…………..28

3. 2
OVERVIEW OF THE TELECOM, WIRELESS, BROADBAND AND
FAST (FIELD AUTOMATION SERVICE TEAM)
WORKFORCE MANAGEMENT MARKETS
The mobile workforce consists of individuals in many industries including business professionals, field service
workers, fleet drivers, utility workers, health care providers, insurance claims adjusters and law enforcement
personnel.
The number of mobile workers in the United States will total 105 million in 2006, according to research firm
IDC. In contrast, the number of stationary workers will decline by 2 million through 2006, down to 53.8 million.
Two-thirds of the U.S. workforce will be considered mobile by 2006. According to IDC, mobile professionals
will number 24.1 million by 2006; all other mobile workers will total 81.9 million.
The bottom line benefits of mobility and workforce automation include:
Increases in productivity and efficiency
Enhanced customer service capabilities
Optimized route management decreases mileage and fuel costs
Competitive edge due to the ability to close business or solve problems on the spot
Reduced total cost of ownership
Improved inventory management
Reduced administrative costs and errors
Expedited billing and cash flow
To date, most wireless applications have focused on vertical industries with nine industries accounting for the
majority of wireless data subscribers. The industries are:
Transportation
Utilities
Retail Trade/Point of Sale (POS)
Wholesale Trade
Financial/Insurance/Real Estate
Health Care
Communications
Professional Business
Durable Manufacturing
The need to improve productivity will fuel the expansion of wireless applications. The trends toward increased
bandwidth, standardization of protocols, interoperability across operating systems, and enhanced content
presentation will expand the utility of wireless applications for business.
Mobility and WFA applications encompass:
E-mail, Database Query
Field Service and Sales Automation
Information-Based Systems
Location-Based Systems
Messaging Transactions
Vehicle Location and Positioning

4. 3
Accessing Web Portals
The availability of the above applications is driving the implementation of Workforce Management hardware
and software in the Telecom, Wireless, Broadband and FAST markets. Field Service systems and
Transportation & Logistics systems are the main applications used in the Panasonic Toughbook markets.
Field Service Systems include:
Installation, maintenance, service and repair – Mobile and wireless applications enable the electronic
dispatch of work crews, reducing call center staff requirements. Equipment and supplies used on the
job site can be accurately tracked to reduce inventory requirements and repeat calls.
Work order changes – Dispatchers can send new work order insertions to the handheld device of the
most geographically and economically relevant crew, reducing customer wait times and ensuring the
most cost-efficient deployment of resources.
Outage management – Utility linemen can quickly access underground lines and wiring box
configurations using mobile devices, so service can be reinstated.
Inspection automation and regulatory compliance – Handheld devices used for inspections of all kinds,
including structural, food and equipment, enable the error-free capture of data in a standardized format.
Synchronizing data to back-end systems immediately after the inspection reduces data latency and
eliminates paperwork
Transportation & Logistics systems include:
Fleet management– Connecting the office, loading dock and drivers with one system can significantly
lower costs and improve service while expediting billing and improving cash flow. Mobile solutions
provide you with tighter control of stock in transit and help reduce loss and theft of goods.
Route management– Increasing communication with drivers for real-time route changes and providing
them access to customer information enables savings on fuel costs and increases driver productivity.
Using bar code scanning handheld devices enabled with signature capture, administrative errors from
paper-based systems are virtually eliminated.
Direct-to-store delivery – Equipping sales and delivery staff with mobile devices provides them with
customer and product data, and enables them too quickly and efficiently take orders. Wireless
connectivity permits personnel to spend additional time selling or delivering while making order cutoff
deadlines.
Overview of specific Markets in the United States
Telecom Market Overview
The US telecommunications market is changing rapidly, driven by changes in communications technology
such as digital VoIP telephony. The RBOC legacy networks are no longer an insurmountable barrier to entry,
as cable TV, satellite, wireless and even ISPs can offer VoIP bundled with Internet access and video/TV
content services. The RBOCs, led by SBC and Verizon are moving to stem the flow of customers to the MSOs
by building out fiber access networks. Despite extensive consolidation in the wireline and wireless sectors,
competition remains intense and market growth is expected through to 2008.

5. 4
Changes to the 1996 Telecommunications Act and rapidly changing communications technology have
changed the structure of the US telecommunications market. Most CLECs have left the market or been
acquired by the RBOCs, and wireline operators have been reduced to a handful of significant players,
dominated by two telcos, SBC and Verizon. Market competition has risen mainly from new technology (VoIP)
which has enabled broadband access providers to deliver services independently of wireline infrastructure. The
principal Telco competitors are cable TV operators, with new entrants from satellite, broadband over power
line and WiFi and WiMAX.
The US telecom environment has consolidated rapidly with mergers between major players, including the
acquisition of long distance companies, AT&T and MCI, leaving 5 major players: Verizon, SBC, BellSouth,
Sprint and Qwest. Competition in the telecom market has become a race to deliver bundled communication
services including voice, wireless, data and TV. In this infrastructure based competition, Cable TV is currently
ahead of the telecom companies. In the long term, the wireline networks will deliver services cheaper than
cable TV and will dominate.
Broadband
With approximately 35 million broadband access lines in December 2004, the US ranks as the worlds largest
broadband market. However, it is ranked around twelfth in broadband penetration. In 2004 and 2005,
broadband penetration began to accelerate due to increased competition between wireline DSL and cable
modem; the mainstreaming of VoIP telephony; and the need for higher bandwidth to view Internet Websites;
bandwidth hungry home entertainment applications such as HDTV; and the development of alternative
broadband access technologies such as BPL, WiMAX and mobile 3G.
The Cable market has undergone significant change over the last several years. New markets and
applications have changed the way Cable views itself as an industry- hence the term Multiple Service Operator
(MSO). The delivery of advanced consumer services is important in keeping subscribers and Openet Telecom
provides convergent, real-time mediation to make charging for these services easier. Cable operators are
retaining customers by offering differentiated services and bundling value-added services such as high-speed
internet access, video, VoIP, and even Wi-Fi.
Mobile Market - Major Operators
Major mergers and acquisitions since 1999 have consolidated the highly fractionated US wireless market into
five national players. In October 2004, Cingular acquired AT&T Wireless creating the nation‟s # 1 wireless
operator. In the # 2 position, Verizon achieved record sales in 2005 and could regain # 1 position by organic
growth by the end of 2006. In August 2005, Sprint and Nextel merged, creating # 3. In August 2005, Alltel
acquired Western Wireless, creating # 5, just behind T-Mobile. The „Big 3‟ control around 75% of the US
market, and the „Big 5‟ over 90%.
In terms of wireless revenue in specific vertical markets, the financial/insurance/real estate, transportation and
professional business industries will generate the greatest revenue. Several business trends are driving the
wireless revenue growth for the financial industry. Among them are direct selling of financial products such as
stocks and bonds via the Web and call centers; wireless access of bank accounts; and a push toward
transacting as much business as possible over the Internet.
VoIP Market
In 2005, VoIP entered the mainstream residential telephony market in the USA, and is rapidly becoming a
billion dollar industry. Until 2004, Vonage was the main provider of residential VoIP. In 2005, the lead was

6. 5
taken over by the powerful MSOs, or cable TV companies. Government policy supports VoIP. Threatened with
major revenue and customer losses, the wireline telcos have responded by investing billions to build out fiber
networks and recapture customers lost to cable. Cellular companies derive 80% of their revenue from voice
calls, and are likely to be the greatest losers from VoIP technology.
Rugged Laptop Market Estimate for Telco/ Wireless/ Broadband companies
The rugged Laptop computer market is a subset of the Mobile Computer market. Generally, If three or more
applications listed below are required by a field service employee, then that employee is a candidate for WFA
and Toughbook deployment. Less than three applications can probably be accomplished with a handheld
device.
The WFA applications:
1. E-mail, Database Query
2. Hardware Test and Turn-up
3. Field Service and Sales Automation
3. Information-Based Systems
4. Location-Based Systems
5. Messaging Transactions
6. Vehicle Location and Positioning
7. Accessing Web Portals
8. POS Transactions
The table below shows the estimated sales volume for rugged computers for the major Telco/ Wireless/
Broadband companies over a three year period. The estimate in based on the assumptions that 30% of
employees are mobile, 50% of the mobile workers are in Field Service, the refresh period is 3 years, and each
Rugged laptop unit is $3,500.
COMPANY
2004
EMPLOYEES
MOBILE
WORKFORCE
(ESTIMATE)
FIELD
SERVICE
EMPLOYEES
(ESTIMATE)
SIZE OF RUGGED
COMPUTER MARKET
OVER 3 YR. PERIOD
(ESTIMATE)
SPRINT 59,900 17,970 8,985 $62,895,000
AT&T 162,000 48,600 24,300 $170,100,000
VERIZON 210,000 63,000 31,500 $220,500,000
QWEST 41,000 12,300 6,150 $43,050,000
BELLSOUTH 63,000 18,900 9,450 $66,150,000
ALLTEL 18,598 5,579 2,790 $19,527,900
CINGULAR 70,300 21,090 10,545 $73,815,000
COMCAST 70,400 21,120 10,560 $73,920,000
CABLEVISION 19,095 5,729 2,864 $20,049,750
COX 22,350 6,705 3,353 $23,467,500
TOTAL 736,643 160,770 80,385 $562,695,000

7. 6
MOBILE WORKFORCE MANAGEMENT - TARGETED COMPANIES
TELECOM/ WIRELESS
SPRINT
Sprint Nextel combines the best of two powerhouse wireless companies. The combination of #3 US wireless
carrier Sprint with #5 Nextel Communications has created a wireless giant that aspires to take on bounding
former Baby Bells Verizon and AT&T Inc. (formerly SBC Communications). Sprint Nextel operates a
nationwide digital wireless network with more than 44 million subscribers. The #1 non-Bell local phone
company in the US, Sprint Nextel has said it will spin off its local wireline operations to focus on the future of
wireless -- namely wireless broadband.
2004 Sales (mil.) $27,428.0
2004 Net Income (mil.) ($1,012.0)
2004 Employees 59,900
AT&T/ SBC
AT&T Inc. (formerly SBC Communications) was formed in 2005 when SBC bought AT&T Corp., for some $16
billion, creating the largest telecommunications outfit in the US (after the merger, SBC adopted the more
familiar AT&T moniker). The new AT&T has more than 50 million switched access lines in service; its biggest
markets are California, Texas, and Illinois. The company has combined its US wireless operations with those
of BellSouth to form Cingular Wireless, the leading US wireless carrier with more than 50 million subscribers
after its acquisition of former rival AT&T Wireless. It is also a market leader in providing DSL broadband
services with some 6 million subscribers.
2004 Sales (mil.) $40,787.0
2004 Net Income (mil.) $5,887.0
2004 Employees 162,000
VERIZON
Verizon is a top US telecom services provider. Verizon has nearly 145 million access line equivalents in 29
states and Washington, DC. Verizon Wireless, the company's joint venture with Vodafone Group, is the #2 US
wireless provider (after Cingular Wireless), with 45.5 million customers. Outside the US, Verizon's affiliates
serve 33 million wireless customers and operate 10 million access lines; the company also operates a national
Internet protocol (IP) network. The company also has nearly 18 million US long-distance lines and has
expanded its enterprise services with the acquisition of MCI
2004 Sales (mil.) $71,283.0

8. 7
2004 Net Income (mil.) $7,831.0
2004 Employees 210,000
QWEST
Qwest Communications International spans the globe with its high-capacity broadband fiber-optic network. It is
the #4 local phone company in the US (behind AT&T Inc. (formerly SBC Communications), Verizon, and
BellSouth); the company more than doubled in size and gained 25 million local phone service customers in 14
states in the US with the acquisition in 2000 of Baby Bell U S WEST. Qwest uses its network to provide long-
distance, as well as broadband data, voice, and video services outside its local area and around the world.
Qwest is expanding its wireless services, offered in affiliation with Sprint PCS, previously only available in its
own local area.
2004 Sales (mil.) $13,809.0
2004 Net Income (mil.) ($1,794.0)
2004 Employees 41,000
BELLSOUTH
BellSouth is the incumbent local exchange carrier (ILEC) for nine states from Louisiana to Kentucky. In spite of
a decrease in demand for local wireline services, the company has more than 21 million access lines in service
and is the country's #3 local phone company (behind Verizon and AT&T Inc., formerly known as SBC
Communications). BellSouth owns 40% of Cingular Wireless, the #1 mobile phone operator in the US after its
acquisition of rival AT&T Wireless (former market leader Verizon Wireless is now #2). BellSouth had teamed
up with SBC to form Cingular Wireless.
2004 Sales (mil.) $20,300.0
2004 Net Income (mil.) $4,758.0
2004 Employees 63,000
CINGULAR
Two regional Bell companies have combined assets and joined forces to acquire rival AT&T Wireless, thus
creating the #1 wireless carrier in the US, overtaking Verizon Wireless. The Cingular Wireless joint venture is
60%-owned by AT&T Inc. (formerly SBC Communications) and 40% by BellSouth, according to the
contributions made by the two companies, which share control. (SBC is now AT&T Inc. after its purchase of
AT&T Corp.) Cingular has more than 50 million customers, including subscribers to its Mobitex wireless data
services network.

9. 8
2004 Sales (mil.) $19,436.0
2004 Net Income (mil.) $201.0
2004 Employees 70,300
ALLTEL
ALLTEL offers telecommunications and information services to more than 12 million customers in 26 US
states. The firm provides local wireline services to 3 million customers, primarily in rural areas, in 15 states. It
operates as a competitive local-exchange carrier (CLEC) in nine states and offers long-distance services to
nearly 2 million customers, as well as Internet access and paging services. ALLTEL's wireless operations
serve 10 million customers following its acquisition in 2005 of Western Wireless. Later in 2005, the company
arranged to buy cell phone service provider Midwest Wireless for more than $1 billion and announced it will
spin off its local telephone operations to shareholders.
2004 Sales (mil.) $8,246.1
2004 Net Income (mil.) $1,046.2
2004 Employees 18,598
MCI WORLDCOM (VERIZON)
VERIZON WIRELESS
NEXTEL (SPRINT)
SPRINT WIRELESS (SPRINT)
T-MOBILE (AT&T)
VONAGE
BROADBAND
COMCAST
Comcast has 21.5 million subscribers and is the largest such provider in the US (well ahead of #2 Time Warner
Cable). Comcast Cable brings in about 95% of revenues and offers cable TV, high-speed Internet, and voice
services. Comcast also has programming interests such as the Outdoor Life Network, and majority stakes in E!
Entertainment Television and Comcast SportsNet. In addition, it partially owns Philadelphia's pro sports teams,
the 76ers and the Flyers. Comcast joined the Sony-led consortium that bought MGM in 2005, investing $300
million. One third of Comcast is controlled by CEO Brian Roberts, son of founder and former chairman Ralph

10. 9
Roberts.
2004 Sales (mil.) $20,307.0
2004 Net Income (mil.) $970.0
2004 Employees 74,000
CABLEVISION
There's no business like show business for Cablevision Systems provides cable TV service to about 2.9 million
customers in and around New York City. The firm has upgraded its network and services to include digital
cable, movies-on-demand, and VoIP telephony. It also operates business communications service provider
Cablevision Lightpath and regional sports channels. Cablevision controls Madison Square Garden, the New
York Knicks, and the New York Rangers, plus Radio City Music Hall. Cablevision pulled plans to spin off its
cable network unit, Rainbow Media Holdings, and instead closed that company's money-losing satellite TV
assets. Chairman Charles Dolan and his family control Cablevision.
2004 Sales (mil.) $4,932.9
2004 Net Income (mil.) ($676.1)
2004 Employees 19,095
COX COMMUNICATIONS
Cox Communications Cox provides basic cable service to 6.6 million customers, including 2.4 million digital
cable subscribers and 2.5 million Internet access subscribers, making it the third-largest US cable company,
behind Comcast and Time Warner Cable. Cox has also entered the telecommunications arena, operating a
competitive local-exchange carrier (CLEC). In addition, the company offers voice and data communications to
businesses, and has investments in TV programming and broadband technology firms. Media conglomerate
Cox Enterprises controlled 63% of Cox Communications until it bought out the rest of the company for $8.5
billion and took it private.
2004 Sales (mil.) $6,425.0
2004 Net Income (mil.) ($2,375.3)
2004 Employees 22,350
ADELPHIA
TIME WARNER
FAST

11. 10
SEARS
Sears Holdings Corporation was created by the acquisition of troubled department store operator Sears,
Roebuck and Co. by Kmart Holding Corp in March 2005. The megamerger created the nation's third-largest
retailer (behind Wal-Mart and Home Depot), with about 3,900 stores in North America. (Sears Holdings owns
about 54% of Sears Canada.) Sears Holdings is the holding company for the retail operations of Sears (2,350
department stores) and Kmart (1,100 discount outlets), which will continue to operate separately under their
familiar brand names. ESL Investments, controlled by the newly formed company's chairman Edward Lampert,
owns 39% of Sears Holdings.
2005 Sales (mil.) $19,701.0
1-Year Sales Growth 15.4%
2005 Net Income (mil.) $1,106.0
1-Year Net Income Growth 346.0%
2005 Employees 380,000
PITNEY BOWES
Pitney is the world's largest producer of postage meters, the company also makes other mailing equipment
and provides shipping and weighing systems. Pitney Bowes offers online postage services, financing for office
equipment purchases, and facilities management services. It also develops software to create mailers and
manage shipping, transportation, and logistics for government agencies and corporations. The company spun
off its copier and fax business, Pitney Bowes Office Systems, as a separate public company called Imagistics
International. Pitney Bowes' Capital Services business provides financing for Imagistics' products and other
non-Pitney Bowes equipment.
2004 Sales (mil.) $4,957.4
2004 Net Income (mil.) $480.5
2004 Employees 35,183
XEROX
Xerox is best known for its color and black-and-white copiers, but it also makes printers, scanners, and fax
machines. The company sells document management software and copier supplies, offers such services as
consulting and document outsourcing, and holds a stake in a joint venture with Fuji Photo Film called Fuji
Xerox. Xerox designs its products for businesses in the financial services, graphic arts, health care,
government, and industrial sectors. Customers include FedEx Kinko's and Southern Company.

12. 11
2004 Sales (mil.) $14,788.0
2004 Net Income (mil.) $859.0
2004 Employees 58,100
NORTEL NETWORKS
Nortel Networks, which operates through its Nortel Networks Limited subsidiary, is one of the top global
makers of telecom equipment in North America. It makes core network switching, wireless, and optical systems
for customers worldwide. Nortel's wireline and enterprise network equipment includes systems for digital voice
and data switching, routing, and call center communications. Wireless products include cellular base stations
and controllers. The company makes such long-haul fiber optic products as multiplexers and optical switches.
Clients include global communications carriers; regional, local, and wireless phone carriers; and corporations.
2004 Sales (mil.) $9,828.0
2004 Net Income (mil.) ($51.0)
2004 Employees 34,150
AVAYA
Avaya‟s communication equipment and software integrates voice and data services for customers including
large corporations and government agencies. Avaya's office phone systems incorporate IP telephony,
messaging, Web access, and interactive voice response. The company also makes network cabling and
connectivity products and offers consulting and outsourcing services. Avaya has sales partnerships with
service providers and systems integrators including Science Applications International. Formerly a subsidiary
of Lucent Technologies, Avaya was spun off in 2000.
2005 Sales (mil.) $4,902.0
2005 Net Income (mil.) $921.0
2004 Employees 14,900

13. 12
JOHN DEERE
John Deere, one of the world's two largest makers of farm equipment (CNH Global is the other), is also a
leading producer of industrial, forestry, and lawn-care equipment. Its farm equipment includes tractors, tillers,
harvesting machinery, and soil-preparation machinery. The construction equipment includes backhoes and
excavators. Deere also makes drivetrain components, diesel engines, chain saws, and leaf- and snowblowers.
To further consolidate its business operations and increase sales, Deere bought all of the outstanding shares
of Nortrax (a John Deere dealer for construction, forestry, earthmoving, and material handling equipment).
2005 Sales (mil.) $20,126.3
2005 Net Income (mil.) $1,446.8
2004 Employees 46,500
TYCO FIRE AND SECURITY/ ADT SECURITY
ADT Security Services has come a long way since it was founded as American District Telegraph in 1874.
Acquired by conglomerate Tyco International in 1998, the security services company has some eight million
commercial, residential, and government customers worldwide. ADT provides services such as fire protection,
access control, alarm monitoring, medical alert system monitoring, video surveillance, and intrusion detection
through more than 200 offices nationwide. The company, part of Tyco's Fire and Security Services business
unit, expanded in 2001 when Tyco bought ADT rival SecurityLink.
2004 Sales (mil.) $11,447.0
2004 Employees 100,000
MOBILE COMPUTING CORP.
SIEMENS BUILDING
MITEL
FUJITSU NETWORKS
LUCENT TECHNOLOGIES
ALCATEL
NEXTIERA
NEOPOST

14. 13
MAYTAG
HEWLETT PACKARD
BOEING
NORTHROP GRUMMAN
CISCO
CANON
TELLABS
UNISYS
IKON
SHINDLER ELEVATOR
BEST BUY - GEEK SQUAD

15. 14
PANASONIC PARTNERS
The following section provides a list of WFM software application providers. The list includes both existing and
potential partners in providing solutions to targeted end users.
Windows Mobile Solutions
Mobile Field Force Automation solutions for Windows Mobile are available for Field Centrix, SAP, Siebel, and
PeopleSoft, as well as other leading SFA systems.
Mobile Data Solutions Inc. (MDSI)
MDSI
10271 Shellbridge Way
Richmond, BC Canada V6X 2W8
Phone: 604-207-6000
Fax: 604-207-6060
Email: info@mdsi-advantex.com
Website: www.mdsi-advantex.com
CSG provides convergent billing, customer care and order management solutions. Applications include
real-time workforce management and automation including statement processing and output services.
CSG Systems, Inc. Corporate Headquarters
7887 East Belleview Avenue, Suite 1000
Englewood, CO 80111
Tel: 303-796-2850, 800-366-2744
Fax: 303-804-4088
Epicor|CRS, the Retail Solutions Division of Epicor Software Corporation is the leading provider of real-time
store and multi-channel management solutions for today‟s innovative retailers who want to optimize each
customer touch point across all of their sales channels, including stores, online and catalog operations.

16. 15
Corporate Headquarters:
CRS Retail Systems
15 Governor Drive
Newburgh, NY 12550
Telephone: (845) 567-1234
Fax: (845) 567-1244
www.epicor.com
Spirent provides equipment manufacturers the ability to identify design flaws early in the development process
and enables terminals to be tested in a controlled, repeatable environment. Spirent ensures the quality of
service of terminals deployed on networks and can help accurately benchmark and plan network capacity.
Spirent Communications
15200 Omega Drive
Rockville, MD 20850-3240
ph. 301-590-3600 or 877-OSS-TEST fax 301-590-3698
sales-spirent@spirentcom.com
Dexterra Mobile Software Solutions delivers wireless and mobile software business solutions - with easy to
assemble mobile workforce software application components that connect quickly to the end users networks.
Dexterra, Inc. - Headquarters
21540 30th Dr SE, #230
Bothell, WA 98021
United States
Office: 425 939 3100
Fax: 425 415 1225

17. 16
Mobile Computing Corporation (MCC) has been a leading provider of proven enterprise workforce automation
solutions for companies that depend on mobile workers.
More than 100 companies across North America have selected MCC's industry solutions to automate their
mission critical field service and distribution processes. Over 10,000 mobile workers use MCC solutions in
some of North America's leading Media and Publishing, Oil and Gas, Retail, High Tech, Business Services,
Solid Waste and Recycling, and Environmental Service organizations
Intergraph provides Mobile Workforce Management (MWFMS) applications for the organization and
administration of a company's field activities – scheduled and emergency – that are assigned to field
personnel. It covers the creation, scheduling, dispatch, and completion of work orders, with the key goals of
optimizing field crews, recognizing cost savings, improving availability of information, and ensuring premium
customer service.
P: 256.730.7191
P: 800.791.3357 (US Toll Free)
F: 256.730.2080
F: 791.3357 (US Toll Free)
OTHER POTENTIAL PARTNERS
Oracle Corporation
500 Oracle Parkway
Redwood Shores, CA 94065
Phone: 650-506-0794
Website: www.oracle.com
Research In Motion/Blackberry
Phone:
Website: www.rim.com
SAP America
3999 West Chester Pike
Newtown Square, PA 19073
Phone: 888-227-1727
Website: www.sap.com

18. 17
Astea International
240 Gilbraltar Road
Horsham, PA 19044
Phone: 215-682-2500
Fax: 215-682-2515
Email: bsauter@astea.com
Website: www.astea.com
ClickSoftware
35 Corporate Drive, Suite 140
Burlington, MA 01803
Phone: 781-272-5903
Website: www.clicksoftware.com
Indus International, Inc.
3301 Windy Ridge Parkway
Atlanta, GA 30339
Phone: 770-952-8444
Fax: 770-955-2977
Email: sales@indus.com
Website: www.indus.com
NEXTEL Communications
Phone:
Website: www.nextel.com
Choice Logistics
733 Third Avenue
New York, NY 10017
Phone: 212.370.1999
Fax: 646-865-0934
Email: rkass@choicelogistics.com
Website: www.choicelogistics.com
Encover, Inc.
1616 N. Shoreline Blvd.
Mountain View, CA 94043
Phone: 650-903-8700
Fax: 650-903-1919
Email: solutions@encover.com
Website: www.encover.com

19. 18
Rainmaker Systems Inc.
1800 Greenhills Rd.
Scotts Valley, CA 95066
Phone: 831-440-5002
Fax: 831-440-5102
Email: mike.davidson@rmkr.com
Website: www.rmkr.com
Service Strategies Corp.
17075 Via Del Campo, 2nd floor
San Diego, CA 92127
Phone: 858-674-4846
Fax: 858-674-1192
Email: info@servicestrategies.com
Website: www.servicestrategies.com
Siebel Systems, Inc.
2207 Bridgepoint Parkway
San Mateo, CA 94404
Phone: 650-477-6923
Fax: 650-477-7341
Email: info@siebel.com
Website: www.siebel.com
A Turnaround Company
81 Croton Ave.
Ossining, NY 10562
Phone: 914-762-5910
Fax: 914-762-9473
Email: tmclaughlin@aturnaroundcompany.com
Website: www.aturnaroundcompany.com
Acclivus
14500 Midway Road
Dallas, TX 75244
Phone: 972-385-1277
Fax: 972-386-6720
Email: marketing@acclivus.com
Website: www.acclivus.com
Antenna Software
111 Pavonia Avenue
Jersey City, NJ 10012
Phone: 888-723-2832(U.S.), 201-217-3800(Intl)
Fax: 201-239-2315
Email: sales@antennasoftware.com
Website: www.antennasoftware.com

20. 19
Baxter Planning Systems
7801 N. Capital of Texas Hwy, Suite 250
Austin, TX 78731
Phone: (512) 323-5959
Fax: (512) 323-5354
Email: info@bybaxter.com
Website: www.bybaxter.com
D.F. Blumberg & Associates, Inc.
1300 Virginia Drive - Ste. 110
Fort Washington, PA 19034
Phone: 215-643-9060
Fax: 215-643-9066
Email: michaelb@dfba.com
Website: www.dfba.com
C3i Inc.
25 Lindsley Drive
Morristown, NJ 07960
Phone: 973-401-4748
Fax: 973-401-46
Email: fhylton@c3i-inc.com
Website: www.c3i-inc.com
Datria
7211 South Peoria St., Suite 260
Englewood, CO 80112
Phone: 1-800-583-9509
Fax: 303-728-1301
Email: anthony.martini@datria.com
Website: www.datria.com
ECONZ Wireless
3919 Westerly Place, Suite 104
Newport Beach, CA 92660
Phone: 866-408-3475 (Toll Free) or 949-251-
0178
Fax: 949-251-0878
Email: salessupport@econz.com
Website: www.econz.com
GoldCRM
2306 Shimmering Bay Lane
Cincinnati, OH 45244-2760
Phone: 800-950-GCRM
Email: sales@goldcrm.com
Website: www.goldcrm.com

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Infomill
35 Corporate Drive, 4th Floor
Burlington, MA 01803
Phone: 781-685-4902
Fax: 781-685-4601
Email: sales@infomill.com
Website: www.infomill.com
InterAct, Inc.
5 Mountainside Road
Berkeley Springs, WV 25411
Phone: 304-258-1611
Fax: 304-258-2003
Email: sandy@interactstanbigelow.com
Website: www.interactstanbigelow.com
MCA Solutions
2 Penn Center Plaza (1500 JFK Blvd.), Suite 700
Philadelphia, PA 19102
Phone: 215-717-2180
Fax: 215-717-2189
Email: info@mcasolutions.com
Website: www.mcasolutions.com
Nexterna Limited
5515 North Service Road, Suite 303
Burlington , ON Canada L7L 6G4
Phone: (888)343-5377
Fax:
Email: info@nexterna.com
Website: www.nexterna.com
Patton Consultants Inc.
36 Blue Heron Point
Hilton Head, SC 29926
Phone: 843-689-6650
Fax: 843-689-6651
Email: JDPatton@PattonConsultants.com
Website: www.PattonConsultants.com
PEAK Technologies
9200 Berger Road
Columbia, MD 21046
Phone: 800-950-6372
Website: www.peaktech.com

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Psion Teklogix
1810 Airport Exchange Blvd
Erlanger, KY 41018
Phone: 800-322-3437
Fax: 859-371-6422
Email: americas.marketing@teklogix.com
Website: www.psionteklogix.com
Service Pro
277 Fairfield Road - Suite 300
Fairfield, NJ 07004
Phone: 800-320-7555
Email: info@serviceprointl.com
Website: www.serviceprointl.com
ServiceWare LLC
PO Box 4156
Copley, OH 44321
Phone: 330-665-7617
Fax: 330-665-7617
Email: mailto:warep@servicewarellc.com
Website: www.servicewarellc.com
Servigistics
320 Interstate North Parkway, 4th Floor
Atlanta, GA 30339
Phone: 770-565-2340
Fax: 770-565-8767
Email: mailto:dtoretti@servigistics.com
Website: www.servigistics.com
Single Source Systems, Inc.
9003 Technology Drive
Fishers , IN 46038
Phone: 317-596-3000
Fax: 317-596-3001
Email: mailto:solutions@singlesrc.com
Website: www.singlesrc.com
Solarvista Software
225 Franklin Street, 26th Floor
Boston, MA 02110
Phone: 617-217-2852
Fax: 617-217-2000
Email: sales@solarvista.com
Website: www.solarvista.com
Tesseract
11150 Sunset Hills Rd - Suite 304
Reston, VA 20190
Phone: (800) 747-6882 or 703-437-4230
Email: sales@tesseractUSA.com
Website: www.tesseractUSA.com

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Vertical Solutions, Inc.
4243 Hunt Road, Suite 201
Cincinatti, OH 45242
Phone: 513-891-7997
Fax: 513-891-8163
Email: ronnie.wegmann@vertsol.com
Website: www.verticalsolutions.us
OTHER POTENTIAL PARTNERS
DATALINX
VERSATILE MOBILE SYSTEMS
CGI
VERIZON
TELCORDIA

24. 23
EVENTS
The following list includes trade shows and other industry events in which Panasonic should present their
hardware solutions.
TELECOM NEXT
Conferences: March 19-23, 2006
Exhibition: March 21-22, 2006
Location
Exhibits: Mandalay Bay Convention Center
info@thetelecomevent.com
Phone: 202-326-7258
Fax: 202-218-3542
Address:
TelecomNEXT
1401 H St., NW
Ste. 600
Washington DC 20005
GLOBALCOMM 2006
The entire buying/selling chain for the global information and communications technology industry converges
at GLOBALCOMM.the Next-Generation Communications Marketplace and Summit. Owned, produced and
powered by TIA, the exhibition and conference brings together a broad international base of ICT suppliers,
service providers, enterprises and other users in a pure business-to-business environment.
Contacts:
GLOBALCOMM team 703-907-7002
email exhibit@globalcomm2006.com.
FIELD SERVICE 2006
April 3- April 6, 2006 * La Costa Resort & Spa, Carlsbad, CA
Chapter: AFSM International Address: Orlando, Florida
6000 West Osceola Parkway, Orlando, FL USA 34746

25. 24
Contact Name/Email: Stephen Stidinger: AFSM International's 2006 World Conference."sstidinger@afsmi.org
Contact Phone: 239-275-7887, ext. 12
CTIA WIRELESS 2006
CTIA WIRELESS 2006 is a global event that represents the entire wireless industry. The event is collocated
with the IEEE Wireless Communications and Networking Conference, the 9th Annual Tower Summit and the
Mobile Entertainment eXpo.
Michael Cerami
mcerami@ctia.org
(202) 736-3895
INTERNET TELEPHONY CONFERENCE & EXPO
January 24 - 27, 2006
INTERNET TELEPHONY
Conference & EXPO.
Ft. Laurderdale, FL.
The INTERNET TELEPHONY Conference & EXPO is an event where service providers, enterprises,

26. 25
SMBs, government agencies, developers and resellers gather to learn and conduct business.
Technology Marketing Corporation,
One Technology Plaza, Norwalk, CT 06854 USA
Ph: 800-243-6002, 203-852-6800; Fx: 203-853-2845

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MEDIA/ WEB PRESENCE
This section describes publications and web sites which may be appropriate for advertising the Panasonic
Toughbook line of laptops and mobile computers.
FLEET EQUIPMENT
Fleet Equipment is a magazine dedicated to the management, specification, purchase and maintenance of
truck equipment, Fleet Equipment is the "must read" for 61,000-plus trucking industry professionals.
Fleet Equipment readers are experienced fleet managers who have the authority to specify and purchase
trucks, trailers, components and parts, fuel and oil, tires and wheels, support services - everything necessary
to reduce downtime and meet customer expectations, and do so cost efficiently and profitably.
Fleet Equipment specifically targets and carefully qualifies fleet equipment managers - individuals who are
personally responsible for making equipment and maintenance purchasing decisions.
Telephony is the leading publication for all communications service providers: new and incumbent, wireline and
wireless. Telephony delivers insightful and thoughtful coverage of the news, technologies and business
strategies driving the industry. Telephony is delivered to more than 70,000 providers at ILECs, CLECs, ISPs,
IXCs wireless carriers and cable operators.
Telephony Division
One IBM Plaza, Suite 2300

28. 27
Chicago, IL 60611
(312) 595-1080
(800) 458-0479
Main fax (312) 595-0295
Editorial fax (312) 595-0296
telephony@primediabusiness.com
Headquarters
Overnight and Messenger:
8878 S. Barrons Blvd., Highlands Ranch, CO 80129-2345
Mailing Address:
P.O. Box 266008, Highlands Ranch, CO 80163-6008
(303) 470-4800 Phone
(303) 470-4892 Fax
Corporate Headquarters
Edgell Communications
4 Middlebury Blvd.,
Randolph, NJ 07869-1111
(973) 252 -0100
(800) 948-6189
OTHER PUBLICATIONS
Broadband Business Forecast
VoIP News
Communications News
Billing World and OSS Today

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STRATEGIES AND TASKS
Targeted companies: Determine where they are in WFA deployment; number of field employees; what
software/ hardware platforms are they using; do the FAST test. Offer Professional Services
(consulting) to determine how WFA can enhance their bottom line.
Perform the FAST test for targeted companies: The FAST test consists of determining how many of
the applications listed below are required by field employees of a targeted company. If three or more
applications are required, then that company is a candidate for WFA and Toughbook deployment. Less
than three applications can probably be accomplished with a handheld device.
The WFA applications:
1. E-mail, Database Query
2. Hardware Test and Turn-up
3. Field Service and Sales Automation
4. Information-Based Systems
5. Location-Based Systems
6. Messaging Transactions
7. Vehicle Location and Positioning
8. Accessing Web Portals
9. POS Transactions
Baseline: Database of Panasonics customers, contacts, what products they use, what applications
they run, need for refresh, etc.
Regulated entities in the telecommunications and CATV sector have field employees in Regional
markets and corporate headquarters outside of these markets; this points to the need for a coordinated
sales effort crossing geographic boundaries. The Telecom/ CATV market is sizeable and sales efforts
need to be addressed at the local, regional and national levels.
Reseller “starter” packages: these starter packages consist of Panasonic Toughbooks loaded with our
partner‟s software targeted at small end users in various markets. The reseller‟s receive entry level
pricing in pre packaged software in groups of 10 licenses with the image, tough book, training, and
implementation included. We take the lead in marketing the starter packages through our reseller
channels. The benefit to the small end-user is a low cost, “plug and play”, proven WFA solution. Turn
agnostics into believers. This may also induce software vendors to change from being hardware
agnostic into Toughbook believers.
Develop ROI tools for end users and resellers in various vertical markets
Target Field technician and Operations people in Fleet Equipment and similar publications.
Publications like Fleet Equipment target the real end-user and produces a “pull” effect for Panasonic‟s
products from the field
Software application vendor relationships: Continue existing relationships and foster relationships with
new vendors

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Facilitate relationships between software vendors and loyal Toughbook resellers. If software vendors
know their applications are going to be implemented properly by a specific reseller they are likely to
recommend that reseller to and end-user.
End-user Lead generation: produce leads through Harte Hanks, trade shows, media feedback,
resellers and software vendors.
Provide introductory trials for potential customers already penetrated by competitors. i.e. Ikon
Determine Panasonic‟s competitors in the rugged laptop market: who they do business with, who their
partners are, and identify their product offerings.
Media advertising - determine the publications and web sites best suited to marketing the Toughbook
and advertise in that space
Event Presence – determine what Trade Shows and events provide the highest ROI and market the
Toughbook at these shows.