David GoldsteinManaging Partner11 December 2012

Building Effective Strategic Charts

0

20

40

60

80

100%

2012 Revenue in $M

Revenue by Region

US 29%

Western Europe 25%

Asia/Pacific 16%

J apan 9%

Latin America 8%

Middle East & Africa 7%Eastern Europe 4%

$3,304MCanada 2%

Revenue by Region

Over 50% of revenue from US and Western Europe.

Revenue by Vertical

Financial Services 22%

Public Sector 20%

Manufacturing 19%

Communications 9%

Retail 9%

Services 7%

Utilities 5%Transporation 4%

Healthcare 4%

Agriculture, Mining and Construction 1%

$3,304M

Revenue by Vertical Market

80% of revenue comes from 5 largest verticals.

Growth opportunities per sector:• Add dedicated public sector sales

force• Focus manufacturing sales on

China• Healthcare should be an emerging

market worldwide

0

20

40

60

80

100%

2012 Revenue by Vertical

Vertical Markets

Financial Services $730M

Public Sector $651M

Manufacturing $617M

Communications $292M

Retail $303M

Services $248M

Other Verticals $464M

$3,304M

Other Verticals

Utilities $167M

Transporation $144M

Healthcare $116M

Agriculture, Mining and Construction$37M

$464M

Revenue by Vertical—Another View

Drilling down highlights healthcare and other smaller verticals.

Revenue Growth by Vertical

0

1,000

2,000

3,000

$4,000M

Revenue in $M

2009

Financial Services$741M

Public Sector$621M

Manufacturing$634M

Communications $286M

Retail $307M

Services $243MUtilities $163M

Transportation $146MHealthcare $113M

Agriculture,Mining andConstruction $39M

$3,293M

2010

Financial Services$775M

Public Sector$657M

Manufacturing$666M

Communications$304M

Retail $321M

Services $258M

Utilities $173MTransportation $154M

Healthcare $120M

Agriculture,Mining andConstruction $40M

$3,468M

2011

Financial Services$711M

Public Sector$627M

Manufacturing$613M

Communications $286M

Retail $298M

Services $243MUtilities $162M

Transportation $141MHealthcare $113M

Agriculture,Mining andConstruction $36M

$3,230M

2012

Financial Services$730M

Public Sector$651M

Manufacturing$617M

Communications $292M

Retail $303M

Services $248MUtilities $167M

Transportation $144MHealthcare $116M

Agriculture,Mining andConstruction $37M

$3,305M

-0.50%

-1.74%

1.59%

-0.90%

0.69%

-0.44%

0.68%0.81%

-0.46%0.88%

2009-2012CAGR

Public sector had largest growth over the past 4 years.

Revenue Mix Change by Vertical 2009-2012

0

20

40

60

80

100%

% of Revenue from EachVertical 2009-2012

2009

Financial Services 22.5%

Public Sector 18.9%

Manufacturing 19.3%

Communications 8.7%

Retail 9.3%

Services 7.4%

Utilities 4.9%Transportation 4.4%

Healthcare 3.4%

Agriculture,Mining andConstruction 1.2%

$3,293M

2012

Financial Services 22.1%

Public Sector 19.7%

Manufacturing 18.7%

Communications 8.8%

Retail 9.2%

Services 7.5%

Utilities 5.1%Transportation 4.4%

Healthcare 3.5%

Agriculture,Mining andConstruction 1.1%

$3,305M

Revenue mix relatively stable. Public sector only vertical that accounted for a significantly larger proportion of revenue in 2012 when compared to 2009. Financial services and manufacturing shrinking the most.

0

20

40

60

80

100%

2012 Revenue by Region and Vertical

USA & Canada

Financial Services 27%

Public Sector 16%

Manufacturing 16%

Communications 8%

Retail 10%

Services 11%

Other 13%

$1,031M

Europe

Financial Services 28%

Public Sector 23%

Manufacturing 14%

Communications 6%

Retail 9%

Services 8%

Other 12%

$976M

Asia Pacific

Financial Services15%

Public Sector 17%

Manufacturing 24%

Communications 11%

Retail 9%

Services 5%

Other 20%

$820M

Rest ofWorld

FinancialServices 13%

Public Sector27%

Manufacturing23%

Communications13%

Retail 9%

Services 4%

Other 12%

$477M Total = $3,304M

Market Map by Region and Vertical

Opportunities in financial services and services in APAC and ROW.

0.0

1.0

2.0

3.0%

Projected Growth Rate 2012-2016

2.5%

1.5%

1.1%

Public Sector

0.8%

Retail

0.5%

Manufacturing

0.4%

$120M $40M $140M $70M $200MMarket Size 2012

FinancialServices

Services

2.3%

Communications Other

$90M $160M

Projected Growth by Vertical Asia Pacific

Largest projected growth in financial services and services verticals.

2

4

6

8

10%

Profit Margin by Region 2012

Asia/Pacific

9.7%

8.4%

Canada Western Europe

4.7%

US

4.1%3.8%

$516M $305M $836M $958MMarket Size 2012

0J apan

5.1%

LatinAmerica

EasternEurope

2.1%

Middle East& Africa

1.2%

$75M $257M $141M $217M

Profitability by Region

Highest profit also in Asia/Pacific and Japan.

Impact of Proposed Changes

New campaigns in APAC could significantly increase profit over next two years.

300

310

320

330

340

350

360

$370M

Projected Profit 2012-2014

2012 Profit

$314M

ProjectedGrowth

$12M

APACFinancialServices

Campaign

$15M

2013 Profit

$341M

ProjectedGrowth

$14M

APACServices

Campaign

$8M

2014 Profit

$363M