Combining research produced across the Business Networks and IT Services group in Q1 2011

1. European ICT Competitive Landscape 2011 Service Overview April, 2011 Presented by: Bernt Ostergaard & Sandra O’Boyle Business Networks & IT Services

2. Overview Market Trends and Drivers in ICT Services Competitive Landscape Overview Insight on Data Centre Services Insight on Managed Workspace Services Insight on UCC Services Insight on Network Services Recommendations & Take-Aways 2

3. Trends and Drivers in ICT Services Telco revenues shifting to value-add solutions – not in transport Disconnect between cloud vision & reality Continued Telco-IT Convergence Vertical solutions to address customers’ business KPIs VDI in workspace management market will grow with virtualization and cloud adoption in medium term Consumerization of IT, most evident in mobility Identity and device management is core requirement Everything as a service; pay as you go models Security with everything 3

4. 4 Competitive Capabilities & Momentum – Current Analysis View Green: Market threatening Yellow: Competitive Red: Weakness

5. Data Centre Competition From BT, T-Systems, IBM & HP BT: Manages 2,400 customer platforms across Europe. Manages 26,000 servers across 45 customer-facing data centres w. 900 DC ops staff. HP: 12 strategic DCs WW (equivalent to Tier 3 plus) and in total manages 180 data centers worldwide dedicated/shared facilities. IBM: market leader in on-demand computing supports 250 customers in multi-apps environments (SAP, PeopleSoft, Ariba, Siebel, PTC and Oracle) T-Systems: First Euro SI to offer Dynamic Infrastructure Services for SAP – supports nearly 600,000 on-demand users. DCs across 80 cities (including US, South Africa and Asia Pacific and 11 European countries 5

6. Data Centre Competition From BT, T-Systems, IBM & HP IBM & HP excel T-Systems can match them on performance BT has enhanced Virtual Data Centre IaaS offer, now offers VDC Private, and is available in the UK, Benelux, France, Germany, Italy, Spain, Ireland and Brazil For further details please see: Data Center Services: Transformation in the Cloud Era http://www.currentanalysis.com/COMPETE/FrontEnd/Report.aspx?rid=79515 6

7. Competitive Positioning: Managed Workspace Services 7 More details in: Workspace Management Overview: Wired to Mobility and the Cloud http://www.currentanalysis.com/COMPETE/FrontEnd/Report.aspx?rid=79407 Green: Market threatening Yellow: Competitive Red: Weakness

8. Competitive Positioning: UCC Services 8 More details in: IBM Global Services Unified Communications http://www.currentanalysis.com/COMPETE/FrontEnd/Report.aspx?rid=54043 Green: Market threatening Yellow: Competitive Red: Weakness

9. Data WAN: Evolutionary Drivers Resilience and diverse routes for mission-critical applications Enabling enterprises to move applications, computing power, and data storage into private and public cloud environments Super-fast networks for latency sensitive applications and financial services = move to Ethernet Read the Report: Global Data WAN Product Assessment Update http://www.currentanalysis.com/COMPETE/FrontEnd/Report.aspx?rid=79517 Report Date: March 30, 2011 Analyst: Stradling, Joel 9

10. CA Global Network Tracker: Ethernet VPLS 10 Check out the Global Network Tracker on http://www.currentanalysis.com/markets/gnt/

11. Recommendations & Take-Aways Link Service Tariffs to Business Value as customer focus on their KPIs rather than carriers’ SLAs Link Workspace Management, VDI and UCC more integrated service roadmaps and marketing and highlight joint value proposition. Prioritize Enterprise Mobility “The iPhone Effect” and the Consumerization of IT, device management and mobility as Business Process Transformation Formulate Solutions to Defined Vertical Business Needs using industry forums to ensure customer buy–in 11

12. Recommendations & Take-Aways UCC: ensure sophisticated mobile management and policy management for social networks Develop Managed Security ‘Packages’: DLP, SIEM, GRC etc. Assemble Eco-system Partners: to provide richer, flexible end-to-end solutions including applications/dedicated company apps stores 12

13. Thank you 13 Bernt Ostergaard Research Director, IT Services bostergaard@currentanalysis.com Phone: +45 445 50 51 83 Twitter: bostergaard Sandra O’Boyle Service Director, BNITS soboyle@currentanalysis.com Phone: +31 203200411 Paris, FranceBureaux de Sèvres - 2, rue Troyon92316 Sevres Cedex, FrancePhone +33 (0) 1 41 14 83 15 Washington, D.C.21335 Signal Hill Plaza, Suite 200Sterling, VA 20164, United StatesPhone +1 703 404 9200Toll free 877 787 8947Fax +1 703 404 9300 Outsmart Your Competitors