2. agenda what are the needs of the market? what we are doing to meet those needs? how are those needs likely to evolve?

3. differentiating through the customer

4. understanding the customer understanding customer needs rational / functionalattitudinal / behavioural enterprise stakeholders end-users

5. understanding the customer understanding customer needs rational / functionalattitudinal / behavioural enterprise“We need to centralise processes to cut cost” - The Board stakeholders“How can mobility make our field force employees more effective?” - CTO end-users“How can I do more with my time?” - Accountant

6. understanding the customer understanding customer needs rational / functionalattitudinal / behavioural enterprise“We need to centralise processes to cut cost” - The Board “We’ve been let down in the past by IT vendors with big promises” - Board Member stakeholders“How can mobility make our field force employees more effective?” - CTO “I’m fed up with my job – I know I could play a more strategic role” - Mobile Fleet Manager end-users“How can I do more with my time?” - Accountant “I get stressed out when I’m not in touch with the office.” - Sales Executive

7. understanding the customer organisations and stakeholders

8. understanding the customer different enterprises different needs

9. propositions… not just products

10. work without frontiers Multinational Account Management

11. work without wires Mobile Office Card

12. unleash machines

13. evolving needs

14. a simple and safe future is a… bright future

15. thanks

16. the future’s bright, the future’s Orange