1. Welcome to compuBase UK compuBase Partner Day !

2. compuBase? Created in 1989 European HQ Paris, France 35 persons from 10 different countries 10 outsourced call centres EMEA coverage: 20 countries 12 languages used 120.000 profiles Services oriented compuBase 2007 2 compuBase Presentation

3. Our Business Data & Information gathering and processing Organisation Analysis And Marketing compuBase 2007 3 compuBase Presentation

4. We transform information into value compuBase 2007 4 Data collection Organisation Valorisation Data Access solutions Business Intelligence compuBase Presentation Technical skill index vertical speciality Knowledge of offer Services, product compuBase Activity index Contacts Profiling Company Profiling Database management matching, merging…

5. One Universe: ICT industry One Expertise: Channel Partners Consumer Electronics Office equipment Telecoms network IT compuBase 2007 5 compuBase Presentation We cover the 4 Worlds of ICT industry… …Complete partner population

6. The Data The largest ICT partner database in Europe 120 000 companies profiled in Europe All in the ICT industry Resale: 61 000 companies IT Services & Integration: 84 000 companies ISV: 28 000 companies Manufacturers: 8900 companies 226 000 contact names 60 % with direct email address 20 countries covered today for Channel: A, B, CH, CZ, D, DK, E, H, F, FIN, I, IRL, L, N, NL, S, P, PL, UK, RU. Countries to come in 2007 SLO, SVO, RSA, Maghreb…. 5 500 distributors in EMEA 60 countries compuBase 2007 6 compuBase Presentation

7. Vendors Marketing partners and compuBase

8. Why the Vendors needs Marketing Partners? A vendor is successful if:  He is business focused.  He can quickly react and is adaptable to market changes.  He can measure ROI. Marketing Partners provide them:  Adaptable and reactive teams.  Strong Know-How in Marketing / Channel / CRM.  Lines of budget instead of permanent costs.  Transversal experiences and best practices. compuBase 2003 8

9. And compuBase needs partners too. Why?  To have the local / and the client understanding.  To integrate our solutions. What is our goal? Create a European IT & Telecoms Channel Marketing eco-system With:  A network of strong IT Channel experienced agencies.  compuBase as the favourite data provider of channel data.  compuBase as a provider of “ready to integrate solutions” that the marketing partner will integrate in its own services. compuBase 2003 9

10. Our marketing partners compuBase works with 90 agencies in UK, France, Germany, USA…  Different types of agencies:  List Brokers  mailing & telemarketing files  IT Communication & Media Agencies  mailing marketing files  Mass Marketing operation  Specialised IT marketing agencies:  Files for partner recruitment  Lead generation  Analysis  Market Research Companies (Consulting)  Analysis, Statistics  Activity segmentation  Market studies compuBase has a dedicated team to support them. compuBase 2003 10

11. compuBase is just a part of the solution together we are the solution The client: IT Vendors compuBase data compuBase Advanced Services Agency A Agency B Agency D Agency C compuBase 2003 11 Data compuBase provides rough data Tools compuBase provides brick of services Context Sensitive Services Agencies integrates compubase services with its own expertise to deliver the client. Marketing Communication IT - CRM Indirect sales

12. Data Offers Offers Web based system Updates included One shot mailing Telemar- keting operation Many mailings on the same target Many mailings on differents targets Data to built or enrich the Partner database Data to feed the CRM systems Rent No ●● Data purchase No ●●●● Data & Web Yes ●● compuBase 2007 12 Data offers: Built to be adapted from an emerging company to a well established leader.

13. compuBase 2007 13 The one use targeted file Rental : Addresses/fax/email Company name 1 contact (chosen position) Full address or Fax number or e-mail address Benefits: Adapted for punctual mass marketing operations Can easily reach a large number of companies Our Range of Products

14. compuBase 2007 14 Direct Marketing on a specific target Basic Module Company name Address Contact name (chosen position) Job title Telephone number Complementary module available Benefits: Can be integrated into your clients' database Unlimited access of data Solution tailored for both telemarketing and mailing campaigns Our Range of Products

15. compuBase 2007 15 Multi-Channel Direct Marketing Advanced Module Company name Address Phone number Fax number Company e-mail Benefits Depth of information adapted to your clients’ needs Import data in your clients’ database Website Contact name Job title Personalised e-mail Complementary modules available Our Range of Products

16. compuBase 2007 16 Our Range of Products Recruit new partners & enhance the knowledge of your clients’ channel Full Profile: Pro Solution Marketing Information (Company name, address, telephone…) Activity (Main activity, freetext, list of detailed activities) Modules (TO & number of employees, Company information, Telecommunication Hardware & software…) Options… Available in 3 Formulas (Data Only, Web Credit, Data & Web) Benefits: Up to Date Marketing & Sales information Import the data in your clients’ database Information available online

17. compuBase 2007 17 Our Range of Products Analysis on your clients’ channel Full Profile: Expert solution Same as Pro Profile plus: Vendor’s Accreditation & distributor used as a provider. Split of revenue in % and turn over by: Available in 3 Formulas (Data Only, Web Credit, Data & Web) Benefits: Online export of:  Files for your clients’ direct marketing campaign  Data for integration and analysis Complete profile of a company Accurate and up-to-date information Import data in your clients’ database  OS platform  Activity  Client’s type  Product’s range  Sale methods  Direct / Indirect

18. Discounts for agencies compuBase ServicesAgency Discount Data15 % Data + Subscription25 % on 1 st data purchase compuBase 2003 18

19. compuBase 2007 19 Range of Services  Channel Mapping: Studying the strengths and weaknesses of vendor’s distribution network by comparing it to competitors’ networks or with potential targets.  Channel Ranking: Find the revenue for a product category for each reseller selling this category of product. Used collected data & models.  Channel Scoring: After a Ranking, benchmark the revenue with your own sales, find vendor’s Share Of Wallet. Using Mapping results create score cards. Part 2 – IT Channel Services

20. Channel Mapping

21. Channel Mapping Q&A - I Why vendors need it? To understand their position against the targeted market or competition. What it is? How it is delivered? A report of 60 pages comparing the brand’s position against the targeted market and 6 direct competitors. What type of vendors need it? Vendors having a large and complex indirect channel Who buy it? Country or EMEA Marketing Managers. How long to get the report? 6 weeks. compuBase 2003 21

22. Channel Mapping Q&A - II What benefits a vendor gets from a Channel Mapping? He will know where are the weak points and strengths of its network. Vs Market Vs competition Vendors may reduce full profiles data purchase focusing on top partners. From client perspective what benefits an agency gets selling Channel Mapping It will underline the problems to solve. It will justify with figures the new channel marketing programs ROI will be measurable. It will put the agency in the centre of marketing strategy. compuBase 2003 22

23. Channel Mapping Q&A - III What an agency has to do? Sell the idea to the client Select with compuBase the main dataset and competitors to study. What compuBase does? Run the analysis and generate a 60 pages report. As a report in Word format, where the agency will add its own analysis and comments. Or As a printed report ready to be delivered to the client. compuBase 2003 23

24. Channel Mapping Q&A - IV How much does it cost? Between 20K€ to 25 K€ by product / country depending on market size (volume of partner in the dataset). Agencies discount? 15 % if compubase delivers a ready to go report. 40 % if you add your own analysis to the reports. compuBase 2003 24

25. Channel Ranking & Scoring

26. Channel Ranking Q&A - I Why vendors need it? To find who are the top partner in revenue for its category of product. What it is? How it is delivered? An Excel report will all companies reselling the vendor’s product with various strategic information such as: Partner Business model Partners total revenue Partner revenue with the product in % Partner revenue with the product in turn over… compuBase 2003 26

27. Channel Ranking Q&A - II What type of vendors need it? All vendors having an one tier / two tier business model. Who buy it? Country or EMEA Indirect Sales Managers. How long to get the report? 6 week What benefits a vendor gets from a Channel Mapping? He will know who are the partner to recruit. Focusing on top partners will save 75 % of its energy (ressource & time) to achieve the same results. compuBase 2003 27

28. Channel Ranking Q&A - III What compuBase does? Run the analysis and generate the excel report. How compuBase does it? We work with existing data and models. Models are elaborated thanks to the 100 000 partner profile database. Why the delay is 6 weeks? After analysis compuBase run a quality insurance program to check by telephone the results for top 100 companies. compuBase 2003 28

29. Channel Scoring Q&A - IV What is the Channel Scoring It is a complement to the ranking where we will find the SOW (Share Of Wallet) per partner. Prerequisites: The vendors has this information (from distributor reports) We match compubase records vs. vendors records. What are the vendor benefits? He will get not only the top resellers but what to do with each reseller. Using Channel Mapping information, and vendors priorities we will create Score cards per resellers. compuBase 2003 29

30. Channel Ranking Q&A - V How much does it cost? For Ranking between 18.5 € to 22.5 K€ by product / country depending on market size (volume of partner in the dataset). For Ranking and Scoring between 20 € to 25 K€ by product / country depending on market size (volume of partner in the dataset). How much does the agency get? 25 % discount compuBase 2003 30

31. Scoring Deliverable Scoring compuBase 2003 31 The data shown do not represent real figures or client case

32. How compuBase helps you to do more business!

33. Marketing cooperation Europe & MEA ICT Distribution Guide Promotes your company to top manager vendors Is sent to 500 Top EMEA Channel & Marketing Managers. www.compubase.net Promote your company and know how into compuBase website. compuBase 2003 33

34. Marketing cooperation Add to your website a counting system at your colors! Add a “white box” compuBase counting system to your website. Brand it to your name. Help your client to do their targeting. And receive leads directly into your email box! Receive the lead from IT vendors. And the target they want! compuBase 2003 34

35. Questions / Answers Thanks for your attention! compuBase 2003 35