FUJITSU Confidential Fujitsu Government Craig Thomas – Federal Sales George Patrick – SR Government BDM Ray King –Account Mgr TechData 1

FUJITSU Confidential Agenda Fujitsu at a glance Market Share / Trend Becoming a Partner GSA LOS Requirements SharePoint Demo 2

FUJITSU Confidential 3 Fujitsu at a Glance Technology Solutions Ubiquitous Product Solutions Device Solutions Other Operations US$ 26.8 billion US$9.5 billion US$6.5 billion US$ 4.2billion LSI Devices Electronic Components Others PCs/Mobile Phones Hard Disk Drives Others System Platforms System Products Network Products Services Note: Percentage breakdown for each segment is calculated as segment’s net sales / ( total consolidated net sales + elimination). US$1 = ¥118. FY 2006 is fiscal year ended March 31, Revenue by Business Segment Consolidated Net Sales by Business Segments

FUJITSU Confidential Innovation History M3093E Introduction of the award winning M- Series family of scanners M3097D Changed LVP segment with duplex and VRS innovations ScanPartner 3091DC Redefines the workgroup segment with small format duplex scanning fi-5900C Redefines MVP segment with unprecedented speed and price value 2008… fi-6130 and th Generation of award winning WG scanning platform ScanSnap S300 Worlds smallest ADF scanner 4 7,000 14,000 34, , , 000 Unit Shipments

FUJITSU Confidential Fujitsu Scanner Market Share Vendor Market Shares (Units) − All Segments Combined,

FUJITSU Confidential Overall end-user Industry Segmentation

FUJITSU Confidential Government POS Monthly Trend

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9 Scanner Selection Criteria Paper handling Speed ADF versus flatbed Deployment (centralized versus decentralized) Scanner’s capacity (duty cycle) Black and white, grayscale, or color Image enhancement (VRS) Fujitsu-IPG

FUJITSU Confidential 10 Becoming a Fujitsu partner Submitting an application is easy. After initial review, the qualification process will follow. For more information on becoming a Fujitsu partner, please call (888) or visit our website at

FUJITSU Confidential Partner Programs 11 Design-in Registration Program Government and Education Discount Program One Capture Alliance Reseller Program –Financial Incentives –Sales tools and marketing aids to help you sell more effectively –Dedicated account representative to support your staff in the field –Discounted demonstration units enable you to show prospects the latest products at below-market rates

FUJITSU Confidential 12 Fujitsu Rewards Program Purchase Entry Validation Your purchase submissions will continue to be validated on a weekly basis and will still require proper invoice documentation. Visit the Fujitsu Partner Rewards website at to enter your purchases today.

FUJITSU Confidential Meet Comps / DR’s MC – Meet Competition - Resellers get the same cost - Fujitsu sales rep must verify deal by phone or see specs from a RFP. DR – Deal Registration - Reseller is protected on price - Fujitsu sales rep must speak or meet with end user - Joint meeting with Reseller if possible - New opportunity or end user 13

FUJITSU Confidential 14 LOS Requirements -$300,000 minimum annual sales of Fujitsu IPG products/services not to include consumables. -Minimum combined services attach rate of 50% on Fujitsu IPG products in the Low to Mid Volume segments. -Minimum of 75% of annual sales must be Government, SLG revenue included, if applicable. -A strong Federal end-user/agency relationships, key contracts and BPA’s. -An established outside sales force that calls directly on end-user/agency customers -Present a documented and active government marketing program, utilizing MDF -Limited internet-based sales model is mandatory.

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FUJITSU Confidential Fujitsu Focus for 2010 Going after HP on the desktop Continuing GSA Schedule Clean Up National Trade shows Finding new key Resellers focused on Federal Share Point 16

Fujitsu Federal Market Strategy & SharePoint Overview/Demonstration George Patrick Sr Government BDM Craig Thomas Federal Account Manager

FUJITSU Confidential Scan to File System 18 75% of global scanner shipments are desktop scanners Many customer use scanners for scanning documents to the file system using various naming conventions Storing scanned images without adding index data for searching is worst than a paper based filing system

FUJITSU Confidential Microsoft SharePoint 19

FUJITSU Confidential Fujitsu Scan to SharePoint Solution 20 Step 1 Scan paper documents creating a digital image of the original Index Field 1 Index Field 2 Index Field 3 Step 2 Select a SharePoint server, add index data to the image, and on-ramp the content into SharePoint server Step 3 Access SharePoint server via browser for managing, searching, and retrieving scanned documents Paper Documents Digital File

FUJITSU Confidential Benefits 21 DATA-ON-RAMP Scan paper documents directly into SharePoint CONTENT MANAGEMENT Manage data from a centralized repository BUSINESS INTELLIGENCE Provide instant access to information COLLABORATION Share content from a centralized repository SEARCH Efficiently search for information using specified index fields

FUJITSU Confidential Sharepoint Demo Infonic Presentation Kim Kuykendall- Infonic 22

FUJITSU Confidential 23 Thank You! How do we Engage? Questions?