SwiftCache Positioning and Objection Handling This document contains proprietary information of Conversant and may not be reproduced in any form or disclosed to any third party without the expressed written permission of a duly authorized representative from Conversant

Sales Positioning

Sales Positioning Objective Outcome Help customer understand what we do quickly Explain who we are like Help customer understand why they need us Explain our business benefits Help customer understand why we are better Explain how we are different Outcome More sales!!

What do we do? SwiftCache is a high performance, media caching appliance We help network owners manage the cost of web traffic - especially video You might have heard of Bluecoat who do something similar... N.B. we intentionally don’t mention “Tier 2” vendors (Peerapp, Oversi etc) - we want to associate ourselves as Tier 1

Why do you need us? We help network owner manage cost of over the top web traffic Bandwidth Savings We help network owner deliver a great experience to subscribers Improved end user experience We help network owner generate new revenue from their network Platform for value added services

How are we different? We are as good as Bluecoat Our performance and bandwidth savings are as good We offer all of the same key features (although not some of their legacy/enterprise features) But we are 100% focussed on telco market Product features are better aligned to this market Sales, Technical and Support staff understand this market intimately We are a local partner Based in the region, same time zone… We understand our customers and value their business We have a vision beyond traditional caching With the SwiftPlatform we are constantly innovating and leading the caching market in new directions

Objection Handling

Lack of credibility “I’ve never heard of you guys” “How many deployments do you have?” We’ve been actively selling for just over 12 months Our product is stable and proven in hundreds of deployments We’re growing fast We have customers in Singapore, Thailand, Vietnam and Cambodia We have ongoing trials with large providers across the region

Lack of experience “Bluecoat has been doing this for over 10 years, why should we trust you” We have developed SwiftCache based on our experience We developed Zeus, CacheLogic and Velocix All successful, high performance Internet infrastructure businesses (most recently Velocix was acquired by Alcatel-Lucent) We’ve built SwiftCache to solve challenges on the Internet inside an operator network today This is a very different problem to Internet 10 years ago

We’re small but growing fast We’re profitable Lack of size “You are only a small company: will you still be around in 12 months time?” We’re small but growing fast We’re profitable Being small means that we can innovate faster and that you will be important to us Customer happiness is critical to us

Risk “You’re the new kids on the block, I like your product, but my boss thinks Bluecoat is a safer choice” We think we can meet all of your requirements as well as Bluecoat AND offer you a better service from a provider in the region But why not split the project between us That reduces the risk and gives you the best of both worlds Our solution can easily co-exist with other providers

We try harder!

Singapore : 112 Robinson Road, #03-01, Singapore 068902 Thank You Singapore : 112 Robinson Road, #03-01, Singapore 068902 Tel: (65) 6226 1138 Fax: (65) 6226 1381 United Kingdom: 26 Saint Thomas Place, Ely Cambridgeshire, CB7 4EX, England, United Kingdom Tel: (44) 845 299 7354 Fax: (44) 845 280 1774 Email: sales@conversant.com.sg