goto_marketstrategy

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Atos, Atos and fish symbol, Atos Origin and fish symbol, Atos Consulting, and the fish itself are registered trademarks of Atos Origin SA. June 2006

2006 Atos Origin

Go-To-Market Strategy

Delivering profitable organic growth

Patrick AdibaExecutive Vice President Sales & Markets

London, December 2007


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1

Our Go-To-Market strategy focuses on3 dimensions

GO-TO-

MARKETTO

WHO tosell to

WHATto sell

Customer Base

CustomerPartnerships

New Sales Model

HOWto sell

Portfolio of offers


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2

GO-TO-

MARKET

WHO tosell to

WHAT tosell

HOW tosell


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3

Our target portfolio is built around 3 axesand supported by a coherent structure

Mainstreamoffers

Distinctive,integrated

cross serviceline offers

Global portfoliomanagement process inplace

Dedicated innovationfunction to align offeringproactively with demand

Partner management to

extend geographicalcoverage and complementoffer portfolio

Distinctive offers by

selected markets

AO aloneAO withpartners


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4

Our target portfolio is a balanced mix ofmainstream and distinctive offers

Public Sector

Financial

Services

SAP forbanking

Manufactu-

ring Telecom Retail

NuclearInstrum. &Control

SAP MMTE-services/ CRMPublic

Enterprise Content Management

Payments

Consulting, SI, MSConsulting, SI, MS

Utilities

Other offers (E-Services and CRM for private sector, SAP legacy transformation)

IntelligentNetwork /Other

Strong positions in mainstream spearheaded by distinctive, market-

specific and cross-service line offers

Distinctive

offers

Main-stream


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5

PublicSectorFinancialServices

SAPforbanking

Manufactu-ring

Telecom Retail

NuclearInstrum.& ControlSAPMMTE-services/CRM Public

EnterpriseContent Management

Payments

Consulting,SI,MS

Consulting,SI ,MS

Utilities

Other offers(E-Services andCRM for privatesector, SAPlegacytransform ation)

Intelligent Network/Other

Distinctiveoffers

Main-stream

Distinctive offers by selected markets

Business process knowledge ofselected markets

Global solution experts, linkedacross service lines

Dedicated consultants

Client Benefits

SAP

MMT

Nuclearinstrumentation &

control

Portfolio of offers in place and tangible benefits for customers

Intelligent Networksand convergent

billing


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We offer a truly distinctive solution forNuclear Instrument & Control

Some of our clients

Opportunity

Rapidly growing market for refurbishment andnew nuclear power plants

Unique 30 years expertise in real-timetechnologies and unique skills basis for controland command system in an environment of talentscarcity

Unique proprietary and service oriented solution

Proven sourcing model with numerous existingprojects between service center in France and UK

Best-of-breed partnerships with ABB,Westinghouse, Serck, Gillam, Simone, ESRI

Opportunity linked to becoming the preferredsupplier of one of the leading players

Solutions for Nuclear Instrument & Control

Value proposition

Provide Nuclear & Utilities industryclients with monitoring and commandcontrol systems (design-build-operate)


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We have a clear value proposition inEnterprise Content Management

Some of our clients

Opportunity

Increasing concern of companies on how to getthe information out of large volumes of contentand various types of media; increasingcompliance rules

Exploding demand for storage

Leadership position in NL to be leveraged andunique design-build-operate offering (ACSIMO)

Ability to deliver full Enterprise ContentManagement (ECM) programs: end-to-endsolution from strategy to architecture and hosting

Strong partnerships with all key players (EMC,Open Text, Microsoft, IBM Filenet)

Solutions for Enterprise Content Management

Value proposition

Atos Origin solution addresses all typesof multimedia content managementneeds through digitalization of

information and search engines


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PublicSectorFinancial

Services

SAPforbanking

Manufactu-

ringTelecom Retail

NuclearInstrum.& ControlSAPMMTE-services/CRM Public

EnterpriseContent Management

Payments

Consulting,SI,MS

Consulting,SI ,MS

Utilities

Other offers(E-Services andCRM for privatesector, SAPlegacytransform ation)

Intelligent Network/Other

Distinctiveoffers

Main-stream

Mainstream offers at the heart of ourbusiness

Cost effectiveness and

economies of scale High offshore ratio

Reuse of best practices

Dedicated international

account management

Client Benefits

WorkplaceManagement

Applicationmanagement

Business

Strategy andInnovation

Portfolio of offers in place and tangible benefits for customers


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The Customer

Application Management for Dresdner Bank

One of the leading bankinggroups in Europe

1,000 branch offices

26,500 full-time staff

50 different countries

Consolidation & significant cost savings within IT

Transition to flexible application development and

management Extension of Global Sourcing

Challenge

Long-term maintenance and development of 88applications within business and retail banking

Transfer of nearly 200 employees

Sourcing: from a local delivery to a GlobalSourcing mix with a significant offshorecomponent

Solution

Significant cost savings

Long term perspective for staff through HR model

Formalization of informal SLAs and qualityimprovements of existing service levels

Increased flexibility and shorter time-to-market

Benefits


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Leveraging the Olympics

The Olympic project is an ongoing case study of Atos Origin capabilities Project Program management

- Coordination of 15+ suppliers Risk driven program management

- Mission critical role in a very visible environment- No second chance- Must deliver on-time

Ability to offer an end-to-end service Design-Build-Run - Operate- Testing and Operational Readiness

Rapid IT deployment- Setting up IT in 60+ venues within tight timeframe

IT Security- Filtering millions of security events- 0 impact on the games

Successful long term mutually beneficial relationship- Since 1992 and as IOC Worldwide IT Partner from 2001 until 2012

TECHNOLOGY

OPERATIONS

CENTER

Document publishing,

Processing & Supplies

Film/Photographics& Imaging

Hardware & Servers

Wireless communicationequipment

AV/TV/VideoEquipment

Timing, Scoring Systems & Services

Telecommunications

TECHNOLOGY

OPERATIONS

CENTER

TECHNOLOGY

OPERATIONS

CENTER

Document publishing,

Processing & Supplies

Film/Photographics& Imaging

Hardware & Servers



AV/TV/VideoEquipment

Timing, Scoring Systems & Services

Telecommunications

Case Study


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GO-TO-

MARKET

WHO tosell to

WHAT tosell

HOW tosell


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Diversification of client base means reduction of client exposure and risk

Increase of win-rate, driven by new customers and medium size deals

We are already growing our client base andwinning new contracts

Other & New logos

Top client weight in Group revenues %

2005 2006 2007

Top 10 clients

Top 20 clients

Top 50 clients56%

28%

46% 42%

31%31%

63% 62%

46%

44%37% 38%


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In our target customer set, we are growingfaster than the market

Other &new logos

2006 2007

37% 38%Marketgrowth

Atos Origin is a partner, not purely a supplier - French Financial Services client

Atos Origin people are open and understand our culture, this is why we

chose them - UK Insurance client

11% organicgrowth

6-7%


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GO-TO-

MARKET

WHO tosell to

WHAT tosell

HOW tosell


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One Go-to-Market model under theleadership of Global Account Management

Global Account Manager as orchestrator of the customer relationship

Stronger role of Global Markets and Consulting in selling process

Distinctiveoffers permarket

Integratedcross SLoffers

Mainstream

offers

Global Account Manager

AC SI MO WL


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Enhanced Sales Force: Atos University Sales & Markets fully operational

3 way partnership:

Customers- Atos Origin Analysts / Advisors

ContinuousProfessional

Development


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What will our customers see ?

From

Offers Predominance ofmainstream offersNon-harmonized offers

Clientmanagement

Go-To-

Market

To

Consistent, balanced portfolioof offersFocus on business outcome and

cross service-line projects

Account managers

specialized in one SLand/or geography

Account managers capable of

leveraging the whole organizationConsultative selling

Several Atos Origin,

depending ongeography

ONE Atos Origin

We are well on track to achieve profitable organic growth


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Atos, Atos and fish symbol, Atos Origin and fish symbol, Atos Consulting, and the fish itself are registered trademarks of Atos Origin SA. June 2006

2006 Atos Origin

Go-To-Market Strategy

Delivering profitable organic growth

Patrick AdibaExecutive Vice President Sales & Markets

London, December 2007

goto_marketstrategy

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