1. Ericsson Account Plan- Condensed Version

2. Contents Relationship SWOT Targeted Revenues Historic
Current Projects/Initiatives
SWOT
Targeted Revenues
2015 Revenues
2016 Strategy
3 month Action Plan
Growth Opportunities

3. Ericsson Programs: Direct
RAN Design and Optimization:
Staffing opportunities in St. Louis and Albuquerque markets through EMS team for Sprint
Lab Testing
Multi vendor verification testing for Sprint and Verizon in Ericsson Richardson lab
OSP Engineering
Outside plant engineering opportunities with Google and ATT SE markets
Transport Engineering
TK microwave TDM to IP migration in Arizona for Cellular one
Transport staffing position to work on pre sales link designs, Sprint mw designs and BAMA mw designs

4. SWOT for Ericsson WEAKNESSES
While we have good exec/VP/Director level relationships- we need to leverage it to turn into revenue
Lack of tools in general ; GINA’s readiness
Thought Leadership- being 2 steps ahead
Solutions
Diversification of Services/One trick pony
STRENGTHS
Relationships- Mapping and Account contacts across CU, Sourcing and operations
Proven Track Record as ARP in RAN domain and with Managed Services team
Understanding of internal processes
Approved ARP
Approved ASP under process with MSA being finalized
Perform similar services at much lower costs than internal Ericsson
OPPORTUNITIES
Staffing – CSI domain; OSP engineers, GIS engineers, Cloud/NFV/SDN engineers; OSS/BSS engineers
All Accounts – Driveless tuning
Leverage GINA
ATT DOT deployment
Benchmarking/ Drive Testing=network quality/assurance
E911 Accuracy Compliance Verification
Multi-vendor microwave deployment for TMO and Sprint (?)
OSP Engineering – ATT and Google
THREATS
OEM self performing with internal resources + offshoring centers in India and Mexico.
Vendor Consolidation
Competition is furious with large vendor pools across all domains
Internal Politics and frequent internal changes

5. What did we sell in 2015?
Ericsson Sales revenue till September: $637,000.00
Projected year end revenue of $726,000
Division
Product
Value
Why did they buy from us?
Optimization
Staff Aug – EMS St. Louis Mkt
$240k
Relationships with Amy Kidwell and Merle Haslem (KC)
Transport Engineer
Staff Aug
$178k
Relationship
MVV Enginer
$40k
Relationship + strong recruiting support
OSP Engineer
Staff Aug -
$55k
Microwave Services – Celone in AZ
Turnkey – TDM to IP migration
$124k
Relationship with reasonable costs that internal Ericsson team couldn’t match (35% higher quote)
TOTAL
$637k

6. What did we not sell in 2015? Product Value
Why did they NOT buy from us?
Who did they buy from and why?
ATT OSP FTTC engineering
$100k
Higher driver pricing, Lack of MSA at the time and proper team of resources
Competition had a forward thinking solution
Google fiber deployment in San Jose
>$1M
GTA not self performing this work; had to apply for CA state construction license
The awards were given out to few ASP’s; the work is delayed into Q1 2016
Comcast Wi-Fi access point survey
$150k+
GTA only went after 33% of the markets;
Ericsson awarded work to one ASP – potential sites
Staffing positions – OSP, GIS, MRE engineers, CSI domain openings in software, OSS/BSS, cloud, SA etc
$500k+
General shortage of OSP resources; Few candidates we found ended up taking roles with other ARP’s; Lack if our recruiting team’s knowledge and network in CSI areas
Other ARP partners of Ericsson

7. 2016 Ericsson Quota Overview
Account
2016 Quota
Backlog
Implied
Delta
Funnel
Ericsson
$35,000 $
Proprietary and Confidential

8. What will we sell in 2016? / Quota: 5M ( stretch yourself and think of all possibilities on what we can sell)
Product
Value
How do we get in position?
Why will they buy from us?
Ceragon – Aviat Microave link deployments in Central and West Regions for TMO account (150 links $8k)
1 – 1.2M
Ericsson is looking for proper partners; Arizona project under GTA belt already; MSA execution and language has been our issue till now
Ericsson doesn’t have too many trusted partners in this space; good relationships with sourcing and CU leadership
Fiber engineering staffing positions - 5 k
Positions are opened periodically due to volume of work
Good relationships; Need strong candidates to put in front of manager
ATT FTTC TK project in TN
75-100k
Work closely with PM – Gary Keylon to be able to keep enough backlog for the team GTA builds for this project
Ericsson sourcing is asking to help by signing up to the F1/F2 drivers provided back in April; Need strong candidates with ATT experience
CSI staffing positions (5-6 resources) 1M
Software development; Cloud/SDN/NFV app/project support
Strong candidates matching their requirements
Driveless tuning in Ericsson ATT territory
500k
Ericsson has to win it first from ATT
Competitive pricing that allows Ericsson to also make margin in range of 20-25%
VoLTE and ViLTE Strategic Consulting
250k
VoLTE/VilTE for VZW
Experience consultants with e2e knowledge on VoLTE/ViLTE optimization
Fixed Network/ Core Work
Small cell deployments – ATT
150k
Need to resubmit driver pricing; suppliers are walking away due to low pricing and limited work
Leveraging relationship to get volume work in a region
RAN initiatives across all Ericsson customers – ATT, TMO, Sprint, VZW and BAMA
TBD
Reduced blue badge resources will mean more outside vendor to support Ericsson; already asking for expert ALU and NSN resumes for MV tuning/opto work
Staying close to internal developments; Satish welcomes any ideas where we can team up with RAN engineering team
TOTAL
3-3.7M

9. Ericsson: 2016; Growth Opportunities
Show Ericsson RAN 2016 slides for each CU and potential opportunities to support and provide solutions or staffing
Proprietary and Confidential

10. 3 Month Action Plan ( 11/1- 2/1)
By Date1
Action
Measurable Outcome
What/who is needed
12/2
Meeting with Slavko Djukic
Great oppt to meet with Hui-Lin and start building relationship with team
Deval
11/10
Meeting with Robin Lewis
Meet with Robin and understand how Small Cells for ATT getting deployed and any external support beyond deployment is required
Deval, Liz
11/13
Meeting with Brian Welch / Israel Vlademir
Getting to understand potential mw deployment opportunity for TMO CU in Central region; pricing drivers should have been in GTA’s hands prior to the mtg
Deval, Paul S.
TBD
Meeting Gary Keylon – ATT FTTC PM in Atlanta/Nashville
Meet with Gary in Atlanta for ATT FTTC ongoing program and key areas of drivers that GTA will be working on and their track record in 2015; Understanding their challenges to run program smoothly
Deval, Paul
Meeting with Murali Nair and Director of google programs in San Jose, CA
Meet with leadership on the ground to be able to support their needs and understand their plans for 2016
W/O 11/30
Meet with ATT – Vikas Sharma, Transport – Travis Baker, Sprint – Franz De Waal
Discuss 2016 opportunities with their respective accounts and also present GTA solutions and pricing on VoLTE, driveless tuning and mw engineering svcs
Deval, Aman, Liz
Meet with CSI Jason Bradlee / Vidya Krishnan
To understand Ericsson challenges in this 4GIP space and how GTA can support – staffing to TK opps

11. Ericsson RNAM Angel Ruiz, CEO CU & Finance VZW-Neville Ray
ATT-Niklas Huvendep
TMO – Johan Bjorklund
Sprint-Mikael
Strormquist
BAMA – Greg Stein
Operations
Roger O’Hargan
RAN-Satish Sharma
NB-Michael Davis
MS-Bradley Mead
Small Cell – Robin Lewis
Fiber – Ed DeLong EP
Gowton Achaibar
CSI Del.-Geeta Chaudhary
EP Svcs&Prod -Greg Rogers
EP OSS/BSS-Ray Bariso
EP FBB-Sri Koratala
4GIP/Cloud-

12. RAN Engineering RAN Eng – Satish Sharma ATT – Vikas Sharma
Derek Yachanin
TMO – Patrick Langsley
Canada – Yaseer Butt
Hernan Carboni
Sprint – Franz De Waal
Clyde Lewis
Solutions – Mike M.
Kantesh Ahuja
David Nurre
Pulin Chhatbar
BAMA & VZW – Ron Walters
Dante Lopez
Transport – Travis Baker
Harish Narang
Offshoring & MV – Manoj Krishnan
VoLTE CC – Steve Zimmel
Vidhi Sim
Centralized Eng -
Tuan Vo
PMO – Rajesh Sharma

13. Small Cell/DAS/Wi-Fi Practice
Small Cells/DAS/Wi-FI – Robin Lewis
Engineering – Rod Woodley
Pre Sales – Slavko Djucik
Readiness/Processes – Julio Velo
VP PMO - Vacant
VZW Viking – Juan Valencia
Project Director – Henry Pino

14. Network Build NB – Mick Davies Sprint – Ron Bowhay ATT – Vishal Desai
BAMA -
TMO -
VZW -
Integration - Neeraj Arora
Pre Sales – Dan Butterworth
PMO Process – Wendy Winkeler

15. Fiber Practice Fiber – Ed DeLong Engineering – Murali Nair
Rajesh Raina
Processes - John Mato
PMO
PMO Mgr – Jayant Chaudhary

16. CSI CSI – Geeta Chaudhary VP BSS – Mark Yampolski VP OSS - ?
Lalin Sourjah
VP TV/Media – Dwight Davis
Labs – Peter Hjiem
PMO - Tanveer Mohamad
M2M - Akil Siddiqui
Pre Sales – Ather Chaudhary
MVV - Jamison Rewitzer
Learning Center – Vidya Krishnan
Dillon Mahipala
VP PMO - Eric Davis
VP 4GIP / Cloud – Jason Bradlee
Tom Conklin
Pre Sales –

17. Juniper NDA signed back in May
Became Juniper’s approved staffing partner in May ‘15 along with other 12
Missed out on placing Juniper product and IP routing consultants for over 25 positions since May; Submission of over 20 resources with support from staffing team
Lack of being able to find Juniper certified individuals
Highly qualified candidates prefer to work remotely or from their home market
Working with national services manager for Cloud/NFV/SDN requirements needing solution architect, implementation and lab testing of Juniper cloud networking product with operators network
Proprietary and Confidential

18. Cisco
Initial engagement in March ’15 around GTA’s capabilities around small cells
GTA filed Cisco supplier questionnaire and submitted back in April ‘15 with no response
GTA has to be sponsored by internal Cisco ATT account VP – John Shelnutt in order to become their approved vendor
ATT have yet to announce Cisco’s selection as their small cell vendor
Based on internal sources, Cisco didn’t do good job with their small cell engagement/trials
Lead sales and operations head were let go back in August; replacement haven’t been announced; John Shelnutt moving from ATT acct to take over pre sales role
Cisco smart city concept sold in KC is being pitched to other cities across US; 12 different companies providing services in KC program; Program Mgmt has been an issue in KC
Proprietary and Confidential

19. Viavi (Formerly JDSU) update
Partnering with Viavi for RF Shaping svcs – GTA Services + Viavi Tool
GTA can help promote and expand Viavi’s product portfolio, including AriesoGEO / RF Shaping, to our customers.
GTA can be a new source of revenue to Viavi.
With 400+ engineers, we can provide technical feedback on your product to help improve its performance through various services engagements.
GTA is open to assemble a team of engineers to be trained on AriesoGEO / RF Shaping and act as your services arm / technical support to Viavi’s select customers.
Proprietary and Confidential

20. JMA Wireless NDA signed
Partnering discussions = JMA product solution for DAS + GTA engineering & deployment services
JMA sells their DAS gear under TEKO – R&D and manufacturing from Italy
$200M HW business growing 30% yoy
Proprietary and Confidential

21. Net America Alliance NDA signed
GINA Core analytics development proposal using Net America’s Ericsson CORE network for 3G and 4G
Proposal to provide the use of GINA free for next six months in exchange of developing GINA’s CORE capabilities; GTA to turn this into paying engagement after six months into multi-year contract
GTA proposal is awaiting for approval by their CFO as engineering director – Alan Alexander is no longer with NAA; working through Nadeem Haider and Tuan Kha
Proprietary and Confidential

22. What will we sell in 2016? / Quota: 5M ( stretch yourself and think of all possibilities on what we can sell)
Product
Value
How do we get in position?
Why will they buy from us?
Juniper Resident Engineering Staffing positions (5 positions for one year)
800k- 1M
Sourcing strong candidates to open up dialog with operations managers managing accounts
Need strong candidates to put in front of manager
Viavi Partnership – RF Shaping solutions to Sprint/VZW/TMO
500k-750M
Perform one friendly trial to show results before going after additional markets with Viavi ACP / AriesoGEO toolset
Relationships; strong performance during trial and marketing of our services effectively
JMA Partnership – Systems engineering and deployment of DAS system k
JMA already knows our capabilities; need to
Relationship and showing our capability through first engagement
Juniper Cloud/NFV/SDN support towards contrail network platform deployment with ATT
150k-300k
Being able to source this skills set and be able to put a small team to support Juniper initiatives around contrail
Being able to show Juniper with capable resource pool to get in on first engagement
TOTAL
1.6 – 2.4M

23. 3 Month Action Plan ( 11/1- 2/1)
By Date1
Action
Measurable Outcome
What/who is needed
11/16
Lunch meeting with Ron Unger and Kirit Patel at TMO South region office in Frisco, TX
To gain understanding of all ongoing transport and optimization projects and see what needs do they have, oppts for FIT/Lab testing
Deval, Liz
TBD
Meeting w/ Gopal Sood
To meet and gain understanding of TMO small cell / DAS deployments in 2016 and how GTA can support on TK basis
Deval, Liz (Liz to set up meeting)
Meeting with David Goldman and Nelson Ghogomu
Discuss south region market performance needs for TMO
Deval, Aman, Liz
Meeting with Bobby Rentco
Introduction of GTA and discuss transport related nationwide work opportunities
Meeting with Dwight Davis’s team in CSI – Tanvir M and Akil C.
Meet and understand more specific requirements in Dwight’s domain and start out with staffing opportunities
Deval
Meeting with Vikas Sharma
Introduce GTA’s driveless tuning opportunities for ATT account with a proposal for 2016 svcs
Deval, Ozan, James

24. Account Mapping To Be Updated by Domain
Proprietary and Confidential