2. StrategyStrategy

3. Real client needs are the starting point “In the 90’s, we are facing the toughest business decade in history, with more competition, tougher competitors, and customers who will be judge, jury and executioner of any business that does not anticipate, satisfy, and care about their needs.” John F. Welch, Jr. Formal CEO General Electric Company Where to start?

4. Globalization Tactical Drivers Competition => Back-up => Disaster Recovery => Business Continuity Mission Critical Applications Explosion

5. Strategic Drivers

6. Centripetal/CentrifugalCentripetal/Centrifugal

7. FSP Market ICT Full Service Provider INTERNET SERVICE PROVIDER InternetServiceProvider ISP ComputingServiceProvider CSP ApplicationServiceProvider ASP

8. In a “Everybody sells Everything” Market 4 Kotler Ps don’t work any more From 4 P s to 4 C s

9. The 4 C s of Mautler Innovation Differenziation Quality “Get Better or Get Beaten” Competitive Advantage From 4 P s to 4 C s Client is The Boss Client is The Strategy Client is The Asset

10. FSP VALUE CHAIN CONNECTIVITY SERVICES FACILITY SERVICES MANAGED SERVICES APPLICATION SERVICES Transport/ Access Network Mgmt. Web Hosting Application Hosting Base Services Advanced Services Software Platform Application Monitoring Management Web Agency Consultancy System Integration PROFESSIONAL SERVICES EPIClink offers turn-key 360 solutions o

11. CSP & ISP SERVICES Connectivity Services Facility Services Managed Services Security Back-up Storage Systems Content Distribution & Caching HW/SW Provisioning Performance Solution Basic Applications Network Services Hosting Services Co-location Housing SharedHosting Quality, Security,Control Customer Care DedicatedHosting Monthly based flat fee

12. ASP SOLUTIONS Hosting Services Trouble Shooting Customer Care Connectivity Services ERP EnterpriseE-business Application Suite Customization & Integration Services Facilities Services Security Services Applicazioni Complementari (Messaging, DM, KM, Profiling tools,...) CRMBI Corp. Portal e-Comm.e-Procur. Monthly based PUPM (Per User Per Month)

13. ERP (Enterprise Resource Planning) CRM (Customer Relationship Management) BI (Business Intelligent) Corporate Portal E-Commerce E-Procurement E-Marketplace Corporate Messaging Document Management Supply Chain Industry Solutions ASP SOLUTIONS

14. VISION It’s Real Progress when Innovation is made available to everybody MISSION To offer ICT integrated solutions creating value for companies and their clients. STRATEG Y ISP, CSP & ASP services to MLE market segment WRAP-UPWRAP-UP

15. WRAP-UPWRAP-UP Possession..Variable CostFixed Cost..Usage From 3-Y-I..Time-2-Market Inflexible B usiness Model..On-Demand Model Pay Forever..Pay Per Usage Fortress Company..Network Company

16. Il Full Service Provider