The document discusses a sales and marketing strategy for expanding into the EMEA region. It outlines goals such as signing early clients, filling the sales pipeline with 20+ prospects, and delivering $29 million in revenue over 24 months. The strategy involves meeting with teams, researching the region and competitors, creating marketing materials, pursuing leads, and closing deals with internet service providers.

1. Copyright 2009 ? Prepared by: Andy de Sallis Date: 28/6/10

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4. Copyright 2009 A results orientated business development leader

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11. Copyright 2009 Like the first date

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17. Copyright 2009 Competitors split across product categories We’re different, a smarter solution... Support Security Storage/sharing Dashboard

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22. Copyright Andy de Sallis 2010 South Africa Zimbabwe Sudan Nigeria Tunisia Algeria Morocco Uganda Kenya Spain France Netherlands UK Sweden Poland Italy Ukraine Russia Turkey Iraq Iran Palestine Kuwait Bahrain UAE Israel Oman Saudi Arabla Lebanon Jordan Germany Egypt Syria Qatar Yemen Top 35 EMEA Countries by Internet penetration

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24. Copyright 2009 Bar graphs = population M / Country = internet / Broadband users M

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27. Copyright 2009 Customer Engagement Director Subscriber Marketing Director Technical Director Account Program Manager GM’s GM EMEA

28. Copyright 2009 Meet the UK/Canadian teams . Immerse in the product & proposition . Culture . Research. Agree KPI’s with SMT. Build EMEA prospect database and CRM. Meet RP clients . Competitor analysis & EMEA ISP’s. Contact all hot AdS leads . Asses existing and create new EMEA marketing, sales & web assets . Attend existing client meetings & demo’s. Contact key EMEA ISP’s and Initiate sales activity program. Book demo’s and meetings. Create proposals, demo’s and PowerPoint decks. Travel to key markets to pursue leads. New business calls. Attain first RFP’s from key ISP prospects. Investigate profile raising initiatives with RP marketing . Meetings with internal teams. Negotiation , technology, costs, synchronisation. Ongoing new business calls. Attain second RFP from prospect. Presentations and responses to RFP’s. Pitching business, focus on closing the first order.

29. Copyright 2009 Win Business / PO / Implement Financials / negotiation Solution evaluation and refinement Present solution Develop solution / tech / synchronisation RFP / fact finding Initial communications / product demos Multiple new ISP prospects

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31. Copyright 2009 Av Revenue = approx $0.30 per subscriber per mth $

32. Copyright 2009 Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa $3.60

33. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa $3.60

34. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa Annual Revenue per order $3.6M pa $3.6M

35. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Client win rate: Yr 1: Client 1 6-9 Clients 2&3 9-15 Yr 2: Clients 4&5 15-24 Annual Revenue per subscriber $3.60 pa Annual Revenue per order $3.6M pa $3.6M

36. Copyright 2009 5 New Clients over 24 months 8 x $3.6M pa = $28.8M Average 1 million + subscribers per ISP Annual Revenue per subscriber $3.60 pa Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per order $3.6M pa Client win rate: 2010/11: Client 1 6-9 Clients 2&3 9-15 2011/12: Clients 4&5 15-24 $29M