Go-To-Market Strategy

Delivering profitable organic growth

Patrick Adiba
Executive Vice President Sales & Markets

London, December 2007

Atos, Atos and fish symbol, Atos Origin and fish symbol, Atos Consulting, and the fish itself are registered trademarks of Atos Origin SA. June 2006
© 2006 Atos Origin
Our Go-To-Market strategy focuses on
3 dimensions
Portfolio of offers

WHAT
to sell
GO-TO-
TO MARKET
HOW WHO to
to sell sell to

Customer Base
New Sales Model Customer
Partnerships

1
 WHAT to
sell

GO-TO-
MARKET

HOW to WHO to
sell sell to

2
Our target portfolio is built around 3 axes
and supported by a coherent structure

Distinctive offers by
selected markets
» Global portfolio
AO with management process in
AO alone
partners place

» Dedicated innovation
function to align offering
proactively with demand

» Partner management to
extend geographical
Distinctive, coverage and complement
«Mainstream» integrated offer portfolio
offers cross service
line offers

3
Our target portfolio is a balanced mix of
mainstream and distinctive offers

Financial Manufactu-
Public Sector Utilities Telecom Retail
Services ring

E-services Nuclear Intelligent

SAP for
/ CRM SAP MMT Instrum. & Network /
banking
Public Control Other
Distinctive
offers Payments
Enterprise Content Management
Other offers (E-Services and CRM for private sector, SAP legacy transformation)

Main- Consulting,
stream Consulting,SI,
SI,MS
MS

» Strong positions in mainstream spearheaded by distinctive, market-

specific and cross-service line offers
4
 Distinctive offers by selected markets

Intelligent Networks
and convergent
billing

Financial Manufact u-
Public Sector Utilities Telecom Retail
Services ring

Distinctive offer s
E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . & Co ntrol Intelligen t Net work / Other

Client Benefits
Payments

Enterprise Cont ent Management

Other offer s (E-Ser vices and C RM for pri vate sector, SAP legac y tr ansfor mation)

» Business process knowledge of

Main-stream

Consulting, SI, M S

Consulting, SI, M S
selected markets
» Global solution experts, linked
Nuclear SAP across service lines
instrumentation & MMT » Dedicated consultants
control

Portfolio of offers in place and tangible benefits for customers

5
We offer a truly distinctive solution for
Nuclear Instrument & Control
Solutions for Nuclear Instrument & Control Some of our clients
Opportunity
» Rapidly growing market for refurbishment and
new nuclear power plants
» Unique 30 years expertise in real-time
technologies and unique skills basis for control
and command system in an environment of talent
scarcity
» Unique proprietary and service oriented solution
» Proven sourcing model with numerous existing
projects between service center in France and UK
» Best-of-breed partnerships with ABB,
Westinghouse, Serck, Gillam, Simone, ESRI
» Opportunity linked to becoming the preferred
supplier of one of the leading players
Value proposition
Provide Nuclear & Utilities industry
clients with monitoring and command
control systems (design-build-operate)
6
Distinctive, integrated “cross-service line” offers

Enterprise E-services
content /CRM
management
Client Benefits
Financial Manufact u-
Public Sector Utilities Telecom Retail
Services ring

E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . & Co ntrol Intelligen t Net work / Other
» Deep solution knowledge
» Global solution experts and
Distinctive offer s

Payments

sales, linked across service

Enterprise Cont ent Management

Other offer s (E-Ser vices and C RM for pri vate sector, SAP legac y tr ansfor mation)

Main-stream

Consulting, SI, M S
lines
Consulting, SI, M S

» Dedicated international
SAP ERP account management
Legacy
Transformation

Portfolio of offers in place and tangible benefits for customers

7
We have a clear value proposition in
Enterprise Content Management
Solutions for Enterprise Content Management Some of our clients
Opportunity
» Increasing concern of companies on how to get
the information out of large volumes of content
and various types of media; increasing
compliance rules
» Exploding demand for storage
» Leadership position in NL to be leveraged and
unique design-build-operate offering (ACSIMO)
» Ability to deliver full Enterprise Content
Management (ECM) programs: end-to-end
solution from strategy to architecture and hosting
» Strong partnerships with all key players (EMC,
Open Text, Microsoft, IBM Filenet)
Value proposition
Atos Origin solution addresses all types
of multimedia content management
needs through digitalization of
information and search engines
8
“Mainstream” offers – at the heart of our
business
Application
Business
management
Strategy and
Innovation
Client Benefits
Financial Manufact u-
Public Sector Utilities Telecom Retail
Services ring

Distinctive offer s
E-services / CR M Public SAP for b ankin g SAP MM T Nuclear Instrum . & Co ntrol Intelligen t Net work / Other

» Cost effectiveness and

economies of scale
Payments

Enterprise Cont ent Management

» High offshore ratio

Other offer s (E-Ser vices and C RM for pri vate sector, SAP legac y tr ansfor mation)

Main-stream

» Reuse of best practices

Consulting, SI, M S

Consulting, SI, M S

» Dedicated international
account management
Workplace
Management

Portfolio of offers in place and tangible benefits for customers

9
Application Management for Dresdner Bank

Challenge
The Customer
» Consolidation & significant cost savings within IT
» Transition to flexible application development and
management
» Extension of Global Sourcing
Solution
» One of the leading banking » Long-term maintenance and development of 88
groups in Europe applications within business and retail banking
» 1,000 branch offices » Transfer of nearly 200 employees
» Sourcing: from a local delivery to a Global
» 26,500 full-time staff Sourcing mix with a significant offshore
» 50 different countries component
Benefits
» Significant cost savings
» Long term perspective for staff through HR model
» Formalization of informal SLAs and quality
improvements of existing service levels
» Increased flexibility and shorter time-to-market
10
 Case Study

Leveraging the Olympics

» The Olympic project is an ongoing case study of Atos Origin capabilities

» Project – Program management
- Coordination of 15+ suppliers Timing, Scoring Systems & Services

Film/Photographics Document publishing,

» Risk driven program management & Imaging Processing & Supplies

TECHNOLOGY
- Mission critical role in a very visible environment AV/TV/Video
OPERATIONS
CENTER
Wireless communication

- No second chance Equipment equipment

- Must deliver on-time

Hardware & Servers
Telecommunications

» Ability to offer an end-to-end service – Design-Build-Run - Operate

- Testing and Operational Readiness
» Rapid IT deployment
- Setting up IT in 60+ venues within tight timeframe
» IT Security
- Filtering millions of security events
- 0 impact on the games
» Successful long term mutually beneficial relationship
- Since 1992 and as IOC Worldwide IT Partner from 2001 until 2012

11
 WHAT to
sell

GO-TO-
MARKET

HOW to WHO to
sell sell to

12
We are already growing our client base and
winning new contracts
Top client weight in Group revenues %

Other & New logos 37% 38% 44%

63% 62% 56%

Top 50 clients
46% 46% 42%
Top 20 clients
31% 31% 28%
Top 10 clients

2005 2006 2007

Diversification of client base means reduction of client exposure and risk

Increase of win-rate, driven by new customers and medium size deals
13
In our target customer set, we are growing
faster than the market

11% organic
growth
37% 38%
Market
growth
6-7%
Other &
new logos

2006 2007

“Atos Origin is a partner, not purely a supplier” - French Financial Services client
“Atos Origin people are open and understand our culture, this is why we
chose them” - UK Insurance client
14
 WHAT to
sell

GO-TO-
MARKET

HOW to WHO to
sell sell to

15
 One Go-to-Market model under the
leadership of Global Account Management

Global Account Manager

Distinctive
offers per
market
Integrated
cross SL AC SI MO WL
offers
Mainstream
offers

Global Account Manager as orchestrator of the customer relationship

Stronger role of Global Markets and Consulting in selling process
16
Enhanced Sales Force: Atos University –
Sales & Markets fully operational

Continuous
Professional
Development

3 way partnership:
Customers- Atos Origin – Analysts / Advisors
17
What will our customers see ?

From To

» Offers » Predominance of » Consistent, balanced portfolio

mainstream offers of offers
» Non-harmonized offers » Focus on business outcome and
cross service-line projects

» Account managers » Account managers capable of

» Client specialized in one SL leveraging the whole organization
management and/or geography » Consultative selling

» Several “Atos Origin”, » ONE Atos Origin

» Go-To- depending on
Market geography

We are well on track to achieve profitable organic growth

18
 Go-To-Market Strategy
Delivering profitable organic growth

Patrick Adiba
Executive Vice President Sales & Markets

London, December 2007

Atos, Atos and fish symbol, Atos Origin and fish symbol, Atos Consulting, and the fish itself are registered trademarks of Atos Origin SA. June 2006
© 2006 Atos Origin