Slide title 48 pt Slide subtitle 30 pt Smart selling in competitive edge

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Agenda ›Competition –The amoebic roller-coaster ›The Art of War - Selling SMART –Key attributes –Business Models

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi ERICSSON competition

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Market dynamics ›Changing consumer behavior ›Technology on the fly ›Intense entrepreneurial competition ›Regulatory environment ›Central role in the defining emerging and evolving Competition

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi An all-communicating world MOVIE What people need…

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Know your competitors Internet FusionTraditional50 billion connections… Current customer perception Source: Imtrack 2008 COMPETITIVE ENVIRONMENT GROWING RAPIDLY AND THE NEED FOR ALTERNATIVE BUSINESS MODELS

Slide title 48 pt Slide subtitle 30 pt Selling ‘smart’

Slide title 48 pt Slide subtitle 30 pt -Know your Customers -The Jigsaw Puzzle -the wow challenge

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Know your customers ›Customers’ buying process & experience ›Customers’ payments criterion ›Level of Customizations/ SI required ›Level of Post sales Support required ›Cost: goals & tolerances ›Growth: Sales Targets ›Reach: widen the access ›Visibility: Taking the brand further

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Finding the right balance SMART Technology Leadership Customer Engagement Leadership Technology focus Customer/market focus From To

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Widen the scope

Slide title 48 pt Slide subtitle 30 pt DESIGN LOW COST EFFICIENT PROCESSES

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi › The wow challenge: Innovate business models

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Innovate business models ›The Minute Factory ›The Great Wall syndrome ›Partnership Ecosystem ›Managed Services ›Leverage on Acquisitions ›Go Green

Slide title 48 pt Slide subtitle 30 pt Parameters of success

Slide title 32 pt Text 24 pt Bullets level pt › !"# $%&'()*+,-./ :; EFGHIJKLMNOPQRSTUVW XYZ[\]^_`abcdefghijklm nopqrstuvwxyz{|}~¡¢£¤¥ ¦§¨©ª«¬®¯°±²³´¶·¸¹º»¼½ÀÁ ÃÄÅÆÇÈËÌÍÎÏÐÑÒÓÔÕÖ×ØÙ ÚÛÜÝÞßàáâãäåæçèéêë ìíîïðñòóôõö÷øùúûüýþÿĀ āĂăąĆćĊċČĎďĐđĒĖėĘęĚ ěĞğĠġĢģĪīĮįİıĶķĹĺĻļĽľŁłŃ ńŅņŇňŌŐőŒœŔŕŖŗŘřŚ śŞşŠšŢţŤťŪūŮůŰűŲųŴŵ ŶŷŸŹźŻżŽžƒȘșˆˇ˘˙˚˛˜˝Ẁẁẃ ẄẅỲỳ–— ‘’‚“”„†‡…‰‹›⁄€™−≤≥fifl Do not add objects or text in the footer area Sales Summit, May 21, New Delhi Selling smart