Mike Balk is a skilled sales professional with 15 years of experience in ICT sales and service delivery. He has a proven track record of driving business growth and achieving sales targets for global ICT companies. Mike's strengths include being creative in solving problems, developing opportunities, and building relationships. He has experience successfully qualifying and closing multi-million dollar deals across sectors such as government, enterprise, finance and more. References highlight Mike as expert, high integrity, and able to add exceptional value through his determination and knowledge.

1. Mike Balk June 2011

2. Agenda About Mike Why The Netherlands? Career History Skills and Experience Results Strengths and weaknesses What can I contribute? What others have to say Summary Questions?

3. About me...

4. Why The Netherlands?

5. Career History

6. Career History July 2007 – September 2010 Gen-i New Zealand Business Solution Specialist December 2005 – April 2007 Express Data Account Manager October 2004 – December 2005 ITNZ Solutions Business Development Manager March 2003 – October 2004 Meta Office Service Delivery Specialist November 2000 – March 2003 AMP Financial Services ICT Support Specialist March 2000 – November 2000 IBM GBS Australia LAN Engineer, Olympic Stadium March 1999 – November 1999 AMP Financial Services Project Delivery June 1994 – March 1999 Fujitsu New Zealand Systems Engineer

7. Skills and experience

8. Skills and experience... Fifteen years working in ICT sales and service delivery environments across multiple channels with a passion for delivering value-added services and optimized customer experiences. Direct experience in building pipeline, qualifying opportunities, and developing and executing sales plans for Enterprise grade clients. Six year track record of driving business growth for global and local ICT companies. Exposed to the bleeding edge of converged ICT solutions with a responsibility to drive new revenue streams from as-a-service-based products and services into the New Zealand market. Significant multi-million dollar wins covered Mobile, Data Management, Security, Storage, and Virtualized Solutions to key Government and Enterprise sectors. Express Data: Managed revenue growth of 110% in 2006 and 135% in 2007 for the Wellington regional account. ITNZ Solutions: Involved with all aspects of driving business growth, developing marketing and branding strategies, designing online services, CRM, training and certification programs. 200% increase in DT licenses under maintenance in 12 months. Creating an Accredited Provider network by organizing training and certification paths for technical staff of major NZ resellers.

9. Results

10. Recent achievements: Gen-i 2010 target: 700K – ACHIEVED 98% Won contract worth around $NZD30m to supply software and computer storage systems over 3 years to the Ministry of Defence. Acquired Netapp business from incumbent Fujitsu and Microsoft business from incumbent Datacom. Won a 3 year Data Management contract with New Zealand Trade and Enterprise supplying Netapp and Cisco infrastructure and consulting and implementation services. Won contract with Department of Corrections for a Citrix Farm redesign using IBM Blade Infrastructure worth $2m over two years. Gen-i 2009 target: 650k - ACHIEVED 100% Over-achieved the IBM New Zealand Storage target for Gen-i – 193% Gen-i 2009 target: 250k – ACHIEVED 106% Won a contract with Foodstuffs for a Data Management Contract, supplying Data Domain, Symantec Enterprise Vault, and consulting and implementation services. Won supply of desktop and laptop contract to Ministry of Education worth $2.5m over 3 years

11. Strengths and weaknesses

12. Strengths and weaknesses... Plant Team Role Contribution: Creative, imaginative, unorthodox, solves difficult problems Allowable Weaknesses: Ignores incidentals Resource Investigator Team Role Contribution: Extrovert, enthusiastic, communicative, explores opportunities, develops contracts Allowable Weaknesses: Over optimistic. Can lose interest once initial enthusiasm has passed Team Worker Team Role Contribution: Co-operative, mild, perceptive and diplomatic. Listens, builds, averts friction. Allowable Weaknesses: Indecisive in crunch situations Co-ordinator Team Role Contribution: Mature, confident. Clarifies goals. Brings people together to promote team discussions. Allowable Weaknesses: Can be seen as manipulative. Offloads personal work.

13. What can I contribute?

14. Adding value in the channel Previous experience in a solution sales role hunting for new ICT business within a Telco provider. I was part of a highly specialised solution sales team with the specific purpose of creating new business and revenue from converged ICT solutions. Direct experience in building pipeline, qualifying opportunities, and developing and executing sales plans for converged ICT solutions for Medium and Enterprise grade clients. I was employed to pair IT solutions (IBM, HP, Oracle hardware and software) with Telco solutions (Voice, Data, Mobile, LAN/WAN) and bridge the revenue gap in Telco margins. Experience in matching converged ICT Telco solutions to the clients ICT requirements and strategy. I was provided with world-class solution sales training designed specifically for Telco environments. As a Business Solution Specialist I was commercially focussed ensuring there was a business relevance to the ICT solution. Experience as a trusted advisor to clients, becoming the go-to person for ICT and business related talks, bringing the right resources for the job and ensuring that goals of the client are met on time and on budget. I have 15 years of ICT service and sales experience working in Telco, Finance, Government and Energy sectors. I have a 6 year sales track record in hunting, qualifying, bidding and closing new business contracts in the Medium and Enterprise markets.

15. What others have to say

16. What others have to say... “ Mike is a conscientious, highly self motivated, articulate, confident and capable Technical Pre Sales person. He has a strong intellect, and impressive business acumen, he will be a positive asset to any organisation that he works with in the future. I worked with Mike on several large projects over the last 2 years and believe him to have added exceptional value to all our business dealings.” 1 st Julian Walker , System x Territory Manager, IBM New Zealand, June 15, 2010 “ Mike is a very hardworking and professional person. He has developed great relationships within Gen-i and with our Clients and Business Partners. His determination to deliver Solutions that meet the needs of our clients is to be commended. I have no problem recommending him in this type of role.” Top qualities: Expert, High Integrity, Creative 1 st Scott Bilderbeck , Enterprise Sales Manager, Gen-i New Zealand, May 25, 2010 “ Mike has been involved in the first BlackBerry deployments for Gen-i customers. His knowledge and proactive approach has been excellent value.” January 21, 2008 1 st Liz Knight , Deployment Specialist, Gen-i New Zealand, January 21, 2008

17. Summary

18. Questions?