Sean Hobday. Senior Vice President, International and Strategic Accounts

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1 Sean Hobday Senior Vice President, International and Strategic Accounts

2 Global Services Platform Sean Hobday SVP Global Sales and Operations

3 global services provides our global clients with a consistent worldwide IT fulfillment model. operates offices in strategic geographic locations around the world, and we leverage our strategic in-country partners. We provide a support structure that is experienced in the management, execution, and strategic development of global clients. drives value through vendor consolidation, price constancy, standardization, order management, and other areas specific to client needs.

4 Global Fulfillment and Integration Global HQ Seattle, WA Canada Toronto EMEA HQ London In-country account executives, dedicated sales support and global order management. India New Delhi AU / NZ Sydney ZONES-owned locations Strategic Partnerships Export FULFILLMENT Capabilities in 80 countries EXCHANGE Transacting in over 20 currencies COMMUNICATION Supporting more than a dozen languages

5 Global Fulfillment and Integration Global HQ Seattle, WA Canada Toronto EMEA HQ London Turkey In-country account executives, dedicated sales support and global order management. UAE Dubai India New Delhi Singapore AU / NZ Sydney ZONES-owned locations Strategic Partnerships Export Coming Soon (Turkey, UAE, Singapore) FULFILLMENT Capabilities in 80 countries EXCHANGE Transacting in over 20 currencies COMMUNICATION Supporting more than a dozen languages

6 Global logistics, fulfillment, and support Global Account Team Global Operations Center Global Desk Global account manager Local in-country account management Solution development Order management Customer service Reporting Catalog management Inventory management Invoicing assistance Portal maintenance Pre sales activities Formal global onboarding program Global vendor consolidation Recommendations for global standardization Global regulatory consulting

7 Core global business problems Product Availability $ Price Continuity Order Management 5 Vendor and Headcount Sprawl

8 Account Management Structure Global Account Executive Single point of contact for Global business relationship Local Account Manager Internal Sales (ISS) Solutions Architect Project Managers SPOC for entire regional business relationship Support identified customer requirements Leverage internal experts to engage with customers Engage vertical solutions experts Collaborate with Inside Sales Team Expand business with dedicated customers Business hour internal contact for enquiries via telephone, or IM Process quotes, orders, returns and reporting Available to help you find answers rapidly Technical solutions Subject Matter Experts (SME) Experience and Expertise in solution verticals Whiteboard solutions and advise customers on the BEST solution Coordinate Professional Services and implementation resources Provide Pre- and Postsales support to customers Covers Software, Hardware and services All large or complex projects receive a project manager for the on-boarding process All significant technical or nontechnical client projects are managed by a dedicated project manager to ensure 5-Star execution Each account has an executive sponsor to insure we have a high level understanding of each customers needs.

9 Connect Online procurement site simplifies ordering, tracking and reporting. Web-based, integrated fulfillment system Real-time quoting of special bid pricing Real-time reporting Order tracking Standards management/compliance Visibility to client-specific inventory and pricing Integrated data warehouse for report generation On-line asset management information

10 Order Management Clients need automated tools and reporting to support efficient global order management Global Challenges Limited automation tools available in the market. Those that are available comes with minimum cost premium of as much as 4% Client has disparate ERP systems across different countries Lack visibility of IT assets, spend, and inconsistent product descriptions from a diverse supplier base Purchase order requirements at the country level to meet both legal and OEM regulations Review Existing order management systems Client order process Purchase order requirements Solution Global operation team provides monthly,quarterly, and annual reporting provides a custom global purchasing portal > CXML/XML shopping cart integration with ERP and procurement systems > Individual catalogs by country (single site with drop-downs and local currency) > Separate system logins by country > XML integrated fulfillment system > Management/compliance standards > Integrated data warehouse for report generation > Real-time inventory and pricing updates > Online asset management information > Purchase order generation 10

11 Product Availability Clients experience extended lead times, especially in tier 2 and tier 3 countries Global Challenges Lack of local (in-country) stocking of IT products in either distribution or local VARs Global configure to order standards set in the U.S. requires special order process globally Different supply chains depending on country or region Internal client communication challenges within the clients various divisions putting strain on lead times Review Last six months of purchasing data Hiring forecast and budget Current asset data and refresh cycles Transparency of the supply chain for particular products/oems > Route to region or market > Lead times > Country specific challenges Solution Build a collaborative plan to meet client s monthly and quarterly needs > Consolidated buys > Minimum/maximum stocking at the local level Project management services for global office openings or expansions or our strategic partners act as importer of record (IOR) for products that are not widely distributed in country or region

12 Price Continuity Clients are looking for transparency in the pricing of their IT standards. $ 5 Global Challenges Variances in taxes and duties Currency changes Local transportation costs OEMs operating independently from U.S. counterparts impacts discounted pricing Management issues around the clients in-country IT and procurement undermines global efforts Review Current global pricing OEM pricing > Local pricing programs > Current pricing methodologies Global standards Countries of fulfillment Seat size per country Solution Build a program framework > Monthly price books of IT standards > Break down of costs In-country account teams to work with OEMs and local IT and procurement > Bring parity to global pricing > Bring the global picture to the local level Global account team works with OEM at global level > Filter pricing to the local level > Leverage global executive management relationships

13 Vendor and Headcount Consolidation Clients face vendor management challenges when procuring IT products Global Challenges Multiple vendors in each individual country around the world Varying SLAs Lack of price transparency Disparate processes between countries Lack of control over global standards Review International locations Requirements for particular products/oems Roles and responsibilities > IT > Procurement > Finance Current asset data and refresh cycles Existing methods for global deployment of hardware > Route to region or market > Country and region specific management challenges Solution Manage worldwide vendor locations Commit to global SLAs Automate procurement > E-commerce > Punch-out integration Elevate data visibility through global reporting IT staff augmentation > Smart hands > Engineering > Part time on-site presence 13

14 Thank You

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