1. Confidential Page 1
Paris, February 2nd
2010
To whom it may concern,
Daiji Serra Hanaoka was employed as the Head of Sales of Cartesis Japan K.K.,
subsidiary of Cartesis S.A. from May 2002 to February 2005. At that time, this
position was reporting directly to me, President & GM of Cartesis Japan. Cartesis
SA was acquired by Business Objects in 2007 which is now part of SAP AG.
The reason why I recruited Daiji in 2002 was because of his sales skills and
strong experience in the Business Intelligence solutions (working for our main
competitor), his double nationality (French and Japanese) to simplify the
communication with our HQ, his multicultural mind-set, his motivation to join our
company with a dynamic/positive attitude, his knowledge of the Japanese
software market (players, partners, customs, etc.).
Daiji helped me to build the Japanese Sales Operations and his job carried the
following responsibilities:
 Develop a sales entry strategy for the Japanese & APAC market
 Secure the relationship and upselling opportunities with our main client
(Nissan)
 Identify, recruit and manage partners to introduce our solutions to the
market and implement them
 Develop Marketing activities (adapting marketing materials, organizing
seminars with partners) to build a pipe
 Handle the sales cycle for the hot prospects
The results for the company were very positive:
 Several partner deals signed: Accenture, BearingPoint, IBM Global
Services, NS Solutions.
 A substantial and balanced pipe including hot opportunities (Shiseido,
NTT)

2. Confidential Page 2
 Additional revenue from Nissan
 Two major deals (Asahi Glass, Wilhemsen in Malaysia)
Daiji is clearly skilled in closing deals with the right support from the technical
teams, has very good communication capabilities with all nationalities, works in a
team spirit, and reports in a timely manner. It is someone I trust and who is
totally committed to the company and its success.
I would happily re-employ Daiji if I was still in Japan as I consider him to be a
valuable member of my previous organization, who consistently achieved good
results and delivered most of our expectations.
Henri-Louis de VILMORIN