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Update: Selling VeriFone - Update: Selling VeriFone - A Global View A Global View
Bill NicholsBill Nichols
Our Innovation and CommitmentOur Innovation and Commitment
Our cultureOur cultureour historyour historyour sense of urgencyour sense of urgencyour disciplineour disciplineour managersour managersour operationsour operationsour driveour driveour productsour productsour innovation & commitment our innovation & commitment are geared toward one thing, are geared toward one thing, and one thing onlyand one thing only
To lead the sectorTo lead the sector
TranslatedTranslated … …Your Success.Your Success.
The VeriFone Team of partners The VeriFone Team of partners and employees represent the and employees represent the best people in the businessbest people in the business
Integration of Acquired ProductsIntegration of Acquired Products
VeriFone’s integration of acquired products VeriFone’s integration of acquired products has been a great success:has been a great success:
• NURIT wireless development and NURIT wireless development and manufacturing expertise paying offmanufacturing expertise paying off
• VeriFone model applied to NURIT productsVeriFone model applied to NURIT products• NURIT, Secura & OP new product introductions NURIT, Secura & OP new product introductions
even in year oneeven in year one– OP4100 an important intro to Pay at the Pump market OP4100 an important intro to Pay at the Pump market
• Emerging markets penetration growingEmerging markets penetration growing
Our distributed offices around Our distributed offices around the world work around the clock the world work around the clock to deliver successto deliver success
Honolulu
SacramentoSan Jose
Mexico CityClearwater
Miami
Atlanta
Sao Paolo
Buenos Aires
Paris
WarsawLondon
Bangalore
Singapore
TaipeiHong Kong
Manila
DallasBeijing
Savannah Tel AvivSpain
Italy
China
TorontoNew York
Russia
India
Turkey
Australia
Dublin
Product Design Centers Platform Software Development Centers
Application Development Centers
Offices worldwide are active any day, any time
Working GloballyWorking Globally
VIPs & Resellers
Staying LocalStaying Local
Key to our culture is the growing influence & Key to our culture is the growing influence & responsibility of regional, autonomous organizationsresponsibility of regional, autonomous organizations
• Headed by local Headed by local General ManagersGeneral Managers
• Building Centers of Building Centers of ExcellenceExcellence
• Building regional Building regional product roadmapsproduct roadmaps
Staying LocalStaying Local
This autonomy & entrepreneurialism is already at workThis autonomy & entrepreneurialism is already at work
QSR (IP enabled)QSR (IP enabled)
Started in NAStarted in NANow in EMEA
Petro (multi lane/integrated)Petro (multi lane/integrated)
Started in NAStarted in NANow in LAC
Unattended (self service)Unattended (self service)
Started in EMEAStarted in EMEANow in NA
Our “go to market” strategies Our “go to market” strategies are the most focused, the are the most focused, the most detailed and the most most detailed and the most well executedwell executed
““Go to Market” CommitmentGo to Market” Commitment
VeriFone local office very effectively managing VeriFone local office very effectively managing “go to market” details:“go to market” details:• Country by country certificationsCountry by country certifications
(card assoc, banks, applications)(card assoc, banks, applications)• Application development (writing, testing)Application development (writing, testing)• Marketing strategiesMarketing strategies• Training, channelsTraining, channels• PromotionsPromotions• VAPVAP• Security standardsSecurity standards• High-profile integrationsHigh-profile integrations
(e.g., taxi meters, banks, fuel pumps)(e.g., taxi meters, banks, fuel pumps)
VeriFone’s Go To Market ApproachVeriFone’s Go To Market Approach
Step 1:Identifymarket opportunities
Step 2:Identify candidates
Step 3:Follow integration process
Step 4:Executego-to-market strategies
Example: UnattendedExample: Unattended
Global markets for self-service machinesby major segment, 2002-2010 ($ Millions)
Step 1: Identify market opportunities
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
16,000
18,000
2002 2003 2004 2005 2010
$ M
illio
ns
Financial services Self-service kiosks
Consumer goods vending Automated convenience stores
Self-checkout units
VeriFone Portfolio: UnattendedVeriFone Portfolio: Unattended
Outdoor PIN Pads
OP 3000,SIM 7x0, QX720
ATM / Kiosk
NURIT 6000/6100
Step 3: Follow integration processStep 2: Identify candidates
Multimedia
Custom Payment Terminal Designs
OP 4000
SoftwarePayment Solutions
ATM Management & Switching Solution
(AMSS)
VeriFone Unattended: Go-To-MarketVeriFone Unattended: Go-To-Market
Step 4: Execute go-to-market strategies
Self-Service Payment Systems from the Worldwide Leader in Secure, Payment Technology
The VeriFone Portfolio of SolutionsThe VeriFone Portfolio of Solutions
Our objective is to dominate, shape and ultimately change this industry
• Scale & economiesScale & economies• BrandBrand• Solution portfolioSolution portfolio• Execution &Execution &
disciplinediscipline• PeoplePeople
The best brands and thebreadth you’ll need
VeriFone is developing VeriFone is developing unique, complete solutions unique, complete solutions that are extending payment that are extending payment like never beforelike never before
VeriFone SolutionsVeriFone Solutions
• Accelerating solutions areas:Accelerating solutions areas:– QSR, taxi, petro, hospitality, transit & unattendedQSR, taxi, petro, hospitality, transit & unattended
• Solutions are impacting and changing business Solutions are impacting and changing business processes: processes: – Speed of service, marketing at the POS, privacy & Speed of service, marketing at the POS, privacy &
serviceservice
• Solutions are also driving growth in support, Solutions are also driving growth in support, services and softwareservices and software
Ways VeriFone Will GrowWays VeriFone Will Grow
VeriFone will grow via traditional channels and VeriFone will grow via traditional channels and with world class discipline and planningwith world class discipline and planning
New TechnologyAcquisitions
New Vertical Markets
New Geographic Markets
Sources of Growth
VeriFone scale allows us to VeriFone scale allows us to quickly address worldwide quickly address worldwide trends in fraud and securitytrends in fraud and security
Addressing Fraud and SecurityAddressing Fraud and Security
• PCI PED leadership: PCI PED leadership: – Largest product portfolioLargest product portfolio– Sole manufacturer on PCI board Sole manufacturer on PCI board
of advisorsof advisors– Thought leadership in RetailThought leadership in Retail
• VeriFone technology replacing VeriFone technology replacing systems (DSS)systems (DSS)
VeriFone growth, stability and VeriFone growth, stability and ability to re-invest is fueled by ability to re-invest is fueled by initiatives around the worldinitiatives around the world
Global InitiativesGlobal Initiatives
• Major initiatives: contactless pilots, mobile Major initiatives: contactless pilots, mobile solutions, banking initiatives, unattended, taxisolutions, banking initiatives, unattended, taxi
• Major clients: RBS, McDonalds, FIMPE, Major clients: RBS, McDonalds, FIMPE, CitiBank, Tesco, associations …CitiBank, Tesco, associations …
• Major wins on all fronts: UK, Germany, Spain, Major wins on all fronts: UK, Germany, Spain, Russia, Turkey, Brazil, Mexico, China, Russia, Turkey, Brazil, Mexico, China, Australia, U.S., Canada, Poland, Venezuela, Australia, U.S., Canada, Poland, Venezuela, Colombia, India, Argentina, Singapore …Colombia, India, Argentina, Singapore …
Global Technology DriversGlobal Technology Drivers
ContactlessContactless
EMV
WirelessWireless
IP-EnabledIP-Enabled
Security
UnattendedUnattended
VAT Tax
Our market leadership is Our market leadership is evident behind the evident behind the scenes tooscenes too
World class personnel
State of the art e-SCMtools & systems
Unparalleled flexibility andcost productivity
Global, regional and localsupplier alliances
Global capacity
Quality
Demand management excellence
Behind the Scenes LeadershipBehind the Scenes Leadership
Unparalleled capabilityas you would expectfrom the industry leader
Premier Supply Chain that guarantees a competitive advantage for our customers
Our success is most defined Our success is most defined however by our ability to however by our ability to compete, to garner big wins, compete, to garner big wins, and to be consistent and to be consistent everywhere we operateeverywhere we operate
Competitiveness and ConsistencyCompetitiveness and Consistency
• Regional growth & successRegional growth & success
• Major wins versus Ingenico & HypercomMajor wins versus Ingenico & Hypercom
• Weakened competition: CEO turnsWeakened competition: CEO turns
Thank You!Thank You!