100 Day Plan Critical Issue Action Plan Sharpness of Sales Execution – 45 Days Realign Team to Major Accounts, Groups, GEOS 2 .5:1 Qualified Funnel by 1/1/14 / Funnel Cleaned Process Standardization – Define Process, Management Framework, SF.com Adoption, Targets & Measures Regular Opportunity, Account, & Pipeline Review Compensation Restructure Stage 2-4 EXEC Influencing and Engagement Demand Generation / Marketing – Company in Front of the Team 60 Days 4:1 Funnel to Quota Rations Account & Territory Coverage Plans & Pipeline Review Current & Past Customer Mindshare & Awareness Program Future Customer Mindshare & Awareness Program Monthly Lead Nurture or Prospect Call to Action by Solution Competiveness & Market 90 Day Solution SWOT & Strategy – CA/MA, SA, RAN, Analytics Top 3-5 Market Targets & Use Cases CORE NG Facelifts – Road Maps Analytics Strategy, GTM, & Focus Sales & Operations Effectiveness & Efficiency 100 Days Project On Time / On Mark Alignment Customer PULSE & Operations Reviews Standard Pricing Books & Approval Levels Centralized Bid Management & Proposal Process Proof Of Concept Process & Support Business Case Templates & Calculators

Sharpness of Sales Execution NA – FY13 - Executive Summary - WIP Key Observations Response Growth Initiatives TURN DATA INTO VALUE Mature NA CORE Cost, & Routing, SA Cost of Capital is outpacing Return on Capital CFO Lacks Insight into Network - GAP Consolidation is shrinking addressable market Tier 1’s face M&A overhang & must find new revenue streams Tier 2 Wireline must Optimize and Extend to be survive Align to the Network and NG Spend Recurring Value Lead & Performance Based models Evolve to answer the tough analytical questions – Capital Allocation, Location, Roaming, Margin, Behavior, Network Insight Bridge the Gap – Data Access + Analytics + Know How Market Observations 8 X $3M Account Lead Cross & Upsell 1+1=3 Innovation & Analytics Target Insights with 8-9 figure biz cases -Optimize Biz, Grow Revenue, & Increase Network ROI Enter via contingency base audit / wrap into recurring Analytics program Must develop and enable out Analytics Strategy Target where we Own the Data & Climb the Value Chain Traditional Cost/Margin, SA is not garnering executive mindshare Investment priority given to Network CAPEX and NG Services Revenue generation & enablement prioritized over operations optimization Increasingly want to pass risk to the vendor Buying Behavior Sharpness of Sales Execution Strong Customer Base & Account Man. Market Leading Cost & Margin Domain Cost, Network, Location Data key enabler to applied analytics Location & Network Intelligence Opportunistic Heavy Analytics Approach limiting growth prospects Solutions (CM, SA, Routing – not scaling down to emerging and lower tiers – loss rates are high Big Players targeting MS & Analytics Scrappy Players driving down CORE price Major Account Focus with disciplined Account & Opportunity Management Target NEW SALE Opportunity Re-Capture Cost / Routing spend via Audit & Analytics Applied Analytics – Location, Content, Capital Deployment, Behavior, Propensity to Buy, Segmentation NETEX & JIT Network CAPEX Story – NEO Align to SA & RAN to NG Align Cost / Margin to the CFO / CTO Gap Enable Efficient / Self Sufficient Data Acquisition ETL SWOT Observations

Strategy Summary - GROW Turn Customer Data into Customer Revenue & Profit Own The Data Across the Enterprise (Finance, Network, Customer) To Generate Insight & Value Account Lead Go To Market NEW SALES Focused - Evolve from Retain to Grow Get Closer to the Customer At the Executive Level –CFO & CTO 1+1=3 – Climb the Value Chain via Analytics & Integration Innovate on top of the CORE Data Sources & Use Cases Across solutions and organizations Provoke our Customer – 8 Figure Value Props