1. GET. Into The Future Team Meetings Sales & Business Development
Global Enterprise Technologies Corp.
Team Meetings
Sales & Business Development
R&D - Solution Marketing
May 18th to 22nd
Waltham MA, USA
GET. Into The Future

2. GET Products and Solutions
Better understanding and sales speech fine tuning
Passport
Toppan E2000 Main Differentiators
Designed from its initial concept to be a dedicated passport printer
One-step integrated retransfer printing/laminating mechanism
Uniqueness of pigment ink
Constrains !!
Data page paper material (cotton/pulp 100% or 50/50)
Data Page gramage (120gm - 140gm)
Laminate exclusivity
Limitations of multiple page printing and turning
Price against inkjet (X6 low-end, ≥ than high-end)

3. GET Products and Solutions
E2000 SDK (ePassport Support)
Support integration with ePIS SW applications
PKI, KMS, and CA interface
Compatible with any type of inlays and/or chip OS
Consumables
Crystagram and Pigment ink rolls (500 passport each)
Crystagram price is to the high-end of overlays films
Pigment ink is an extra cost for personalization comparing to inkjet (justified by higher stability and security)
Both are less expensive than PC data page of laser engraving
Crystagram production lead-time 4-6 months
Spare parts availability guaranteed for the project lifetime
Ps. read comparison technical sheets Toppan vs. other technologies

4. GET Products and Solutions
ePIS (now in Mauritius, Tanzania, Zimbabwe, and Oman)
Platform: MS Dot-net, MS OS, Intel boxes
Modules Front-end: Data entry, Audit, Personalization (Spooler), QA, and Delivery
Modules Back-end: Stop-list, Stock control, Configuration, User Management, reporting
Integrations with biometric enrollment (Aware), biometric matching (Daon and L1), with PKI/KMS (Entrust)
Customization performed by SW team upon requirements
Modular, advanced, and ICAO compliant
eVIS (Qatar printing module only
Modules: issuing site, communication, and back-office

5. GET Products and Solutions
eBCS (some modules delivered with Viisage readers in Oman)
Sophisticated back-end and front-end application
Fully ICAO compliant supporting ePassport BAC/EAC
Working on integration with biometric components

6. GET Products and Solutions
ID Card
Toppan CP400 Main Differentiators
Desktop 600 dpi card printer allowing variable micro-text printing and high resolution images
Uniqueness of pigment ink yields the highest durability of printed data
Delivered to government security applications only
Support multiple card material PVC, PET, and PC
Constrains !!
Limitation of speed and throughput
Limitation of cards material composition on the CL40
No edge to edge lamination (developing a solution)
Different competition scheme of ID card market

7. GET Products and Solutions
CP400 SDK (Smart Card Support)
Windows driver supports spooler for printing farm option
Support multiple smart cards IC contact chip OS
Support Mifare contactless OS
Encoding printing and encoding demo application
Consumables
Pigment ink ribbons available in 5, 7, and 9 panels (UV upon request, minimum order 1000 rolls)
Re-transfer clear film (500 prints). Holographic is under development
Third party patch laminate from CLR applied by CL40
Consumables price is slightly higher than dye-sub, yet justified enough by security features and pigment ink durability

8. GET Products and Solutions
eNID (now in Niger and Central Africa “no smart card”)
Platform: MS Dot-net, MS OS, Intel boxes
Modules Front-end: Data entry, Audit, Personalization (Spooler), QA, and Delivery
Modules Back-end: Stop-list, Stock control, Configuration, User Management, reporting
Integrations with biometric enrollment (Aware), biometric matching (Daon), yet CMS to be integrated
No smart reference
eDLVR (now in Sudan, UAE, and Oman)
Sophisticated back-end and front-end application
Wide array of modules cover different transport, road safety, and traffic management
Smart cards references are needed

9. GET Products and Solutions
eSID (now in Morocco and Egypt)
Embraces biometric functions, digital signatures, and access control.
Support handheld terminals for mobile patrols and checking points
Multiple contact and contactless applications for fix and mobile terminals

10. GET Products and Solutions
Market Position
SWOT Analysis
Strength (Internal)
Specialized personalization Solution Provider
Exclusive supplier of Toppan printers
Worldwide representation and presence
Experienced and competent professional team
A total vision of the market elements and economical, cultural, and political components of the market

11. GET Products and Solutions
Opportunity ( External)
Capitalize on strong partnerships and references
Enhancement and improvement of Toppan security offerings
Increased need for ePassport and secure ID solutions
The April 2010 set by ICAO
Weakness
Did not have a unified corporate image
Lack of professional marketing materials including website development (English and French)
Over dependence on one supplier (Toppan)
Relatively higher cost of our solution

12. GET Products and Solutions
Threats
Political influence on customer decision making
Counterfeits trying to discredit our solution
Laser engraving and other competing technologies
Switch to centralized issuing with less human resource requirements
Efforts to minimize the participants in the distribution channels
Delay in government decisions

13. GET Products and Solutions
Competition Analysis
Market Today
The ePassport and biometric elements have changed the face of industry
No more one man-show approach, the consortium you form is before the solution you offer
New players have entered the market from IT (system integrators), biometric (AFIS vendors), and smart card (inlay manufacturers) arenas
The physical security features are given less importance (wrong concept from customer side)
21 non-MRP countries world wide (7 in Lat Am, 4 in Asia, and 10 in Africa)
Around 55 countries only issue ePassport

14. GET Products and Solutions
Competition Scheme
Direct competitors manufacturing their own printers either inkjet (i.e. Safe ID, Diletta, DIS, Mauhlbauer), or laser engraving (Data Card, Mauhlbaeur, IAI). In ID business, the direct competitors are DIS, Fargo, and Data Card
Indirect competitors:
Security printing press doing a total solution approach (De la Rue, Oberthur, Bundesdruckerei, CBN, G&D, etc). Yet, still there is room for cooperation
Conglomerates specialized in security systems with “one-stop-shop” approach (i.e. SAGEM and Gemalto). Room for cooperation is narrower

15. GET Products and Solutions
Partnership Scheme
Dynamic and flexible; change due market and opportunity aspects
Regional rather than global
Oriented by objective:
Prime contractors which GET approach for subcontracting personalization solution (i.e. system integrator – TCS, Unisys, and IBM; total solution provider – Gemalto, SAGEM; Security Printer – G&D, BDR)
Subcontractors which GET hire for completing a solution (i.e. biometric – L1, Aware, Daon; booklet – ABN and OeSD; cards – ABN and CardLogix; readers – 3M and Data Strip)
Ps. Relations with partners are complicated should be managed from technical and business perspective at the same time

16. Inter-department Organization
Roles and duties (who and where)
Sales and Business Development
Identify opportunities and determine strategy
(Vince: Lat Am, Sherry: Asia Pacific, Khaled: MEA, Rida: Global)
Qualify in-country partner
Market research and intelligence
(Vince: Lat Am, Sherry: Asia Pacific, Khaled: MEA and Cord.)
Competition analysis from business perspective
(Khaled to share records and update status in coordination with the team)

17. Inter-department Organization
Presales
Sales support and back up for tenders, proposals, and presentations
Determine solution component
Communication with 3rd party vendors
(Int. Presales Manager, Magdi at Cairo office)
Marketing
Marketing message and materials
Corporate communication
Shows (selection, vetting, budgeting, marketing message and requirements)
eMarketing plans and campaigns
(Marketing Specialist, Hoda at Cairo office)

18. Inter-department Organization
New Technology and Marketing Solutions
Introduce new technology write-ups and technical materials
Vetting solutions components and architecture
Technical comparisons verses other technologies
Support techno-commercial aspects for marketing, sales, and business development activities (samples, demos, testing, etc)
(Isam, Michael, and their team)

19. Inter-department Organization
Legalities
Sales agreements: NDA, Teaming, Contracts: When to sign an agreement, which kind of agreement, and what form of agreement? Signing authorities POA
Technology partnership agreements (3M example)
Legal docs and statements needed for tenders: lead time and processes
Proposal commercial terms and conditions
(Yvonne, Nikki, and the team)

20. Inter-department Organization
Operations and Projects Management
Logistics
Pricing reviews and invoicing
Projects management
Procurement of sales support and marketing materials
(Alex and the team)
Technology
Software support and development
Hardware support and development
Post sales technical support and maintenance
(Bahjat and the team)

21. Inter-department Organization
Internal Communication (how)
Point of contacts
Inquiry processing
Define Processes (what and when)

23. Market Status (MEA) Market penetration and strategies
Actively approaching the African market since 2000
4 passport references and 6 IDs
Focusing on non-MRP countries
Introducing GET as solutions oriented vendor.
Develop alliances with technology partners and total solution supplier
Expand network and extend regionally with current in-country partners
Prospects and opportunities
Prospects: Tanzania, Kenya, Uganda, Iraq, KSA, and UAE
Opportunities: Ghana, Mozambique, Yemen

24. Market Status (MEA) Partnership and alliances
ABN for passport booklets and cards
Omnix for system integration
L1 and Daon for biometric solutions
Channels open with NXP, TCS, HP, Gemalto, SAGEM, and others
In-country partners and networks
A local contact in 80% of the target territories
Active local partners for Eastern Africa, North Africa, and western Africa

25. Ongoing Sales Related Projects
Reform presales activities (completed by end of 2009)
Data Management
Partners/Competitors database and analysis online
Proposal unified model and quality enhancement
Share Point Launch
Sales tools kit (ready by end June 2009)
Professional samples of cards and passports,
Specimens of consumables and security papers
Complete kit of UV light, magnifier, etc.

26. Ongoing Sales Related Projects
Marketing materials (completed Sep 2009)
Completion of designs then delivery of flyers and brochures
Readiness of all exhibitions materials
GET-eP600 launch (completed Aug 2009)
Preparation of technical write-ups
Preparation of all marketing and exhibition materials
Website
Should be launched in June 2009
eMarketing plan
To be launched as soon as the new site is up and running