0 Copyright 2012 FUJITSU Service Consulting Program SCP for Sales A consultative approach to identify additional opportunities to increase the pipeline for Fujitsu’s services and solutions Bernhard Heep, Hubert Uebelacker January 2012

1 Copyright 2012 FUJITSU Benefit of the Program for the Company The program contributes to the goals of the company by enabling sales and people who are working in a sales team (e.g. Pre-Sales) to address customer needs by creating relevant solutions aligned to concrete customer needs, which are delivered by credible trusted advisor consultants and lead to unique value for the customer

2 Copyright 2012 FUJITSU Participant Learning Objectives Acquire “complete” knowledge about the customer and understand pain points including those that lie outside the traditional technical environment Understand the issues in depth to generate an added value Apply a consistent set of tools and processes Map requirements to Fujitsu Solutions & Services portfolio and communicate that Fujitsu can execute and manage the solution from within the company and with partners Provide a vision of how the solution will unfold and add value Deliver a compelling presentation of Fujitsu’s solutions to win the business

3 Copyright 2012 FUJITSU Sales Workshop – Program Overview Introduction / Assess Needs  Presenting the Fujitsu Value Proposition (earn the right)  Interviewing for Customer Needs (understand needs) Present Solutions  Understanding Customer Needs & Root Causes  Presenting Solution Options Day 1 Preparation Day 2 identify qualify Assess Need Develop Solution Present & Propose close Deliver

4 Copyright 2012 FUJITSU TimeAgenda Day 1 8:00Welcome, objectives, deliverables 8:30 Revisit (from delegate briefing teleconference) customer scenario and expectations 9:00Presentation of the FTS value proposition and portfolio 13:00Lunch 14:00 Preparation and presentation of key learnings Interview techniques / practice sessions Preparation for day 2 18:00Close day 1 SCP for Sales – Agenda Day 1

5 Copyright 2012 FUJITSU TimeAgenda Day 2 8:00Welcome, objectives, deliverables 08:15Fujitsu portfolio & resources 08:45 Documenting customer needs Prepare high level customer proposals with solution options 12:30Lunch 13:30Sales Teams deliver customer presentations 16:00Key learnings 16:30Stop-Start-Continue 17:00Close SCP for Sales – Agenda Day 2

6 Copyright 2012 FUJITSU Key Principles of the Program Structured process & methods based approach Driven by an inherent discipline Continuously raising the bar Requires strong commitment and focus

7 Copyright 2012 FUJITSU Roles and responsibilities NameRoleOrganisation Greg KiernanLead trainerThe TAS Group Bernhard Heep, Hubert Uebelacker Content development, alignment with Fujitsu’s strategy, advisor to local organization and stakeholders Support trainer FTS SBG PS&IS TBDCoordination, logisticsHR department TBDExecutive SponsorLocal Sales Management

8 Copyright 2012 FUJITSU Pre-requisites Maximum 12 participants per workshop Location: Ideally off site, requires 1 training room plus 2 smaller break-out rooms Time requirements: 1 briefing telco (ca. ½ h) and 2 days workshop This training is available in English and German language Participants must have sufficient English / German language skills to give presentations and conduct interviews Sponsorship from the sales management Ideally key note from sales sponsor / sales director

9 Copyright 2012 FUJITSU