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

Global Enterprise Technologies Corp.

GET. Into The FutureGET. Into The Future

Team Meetings

Sales & Business Development

R&D - Solution MarketingMay 18th to 22nd

Waltham MA, USA

GET Products and Solutions

1. 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)


• 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


• 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 Platform: MS Dot-net, MS OS, Intel boxes Modules: issuing site, communication, and back-office


• 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


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


• 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


• 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


• 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


2. 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

• 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


• 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


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


• 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:a) Security printing press doing a total solution approach (De la

Rue, Oberthur, Bundesdruckerei, CBN, G&D, etc). Yet, still there is room for cooperation

b) Conglomerates specialized in security systems with “one-stop-shop” approach (i.e. SAGEM and Gemalto). Room for cooperation is narrower


• Partnership Scheme Dynamic and flexible; change due market and opportunity

aspects Regional rather than global Oriented by objective:

a) 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)

b) 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


Inter-department Organization

1. 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 (Vince: Lat Am, Sherry: Asia Pacific, Khaled: MEA, Rida: Global)

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)


• 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)


• 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)

• 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)



• 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)


2. Internal Communication (how)• Point of contacts • Inquiry processing

3. Define Processes (what and when)

Passport & ID Business development, Sales, and Presales

Opportunity Identification Lead Development Prospect Management Tendering Evaluation Award

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Conduct Presentation

Pricing

PrepareDemo and

Presentation

Identify Customer requirements &

Technical Specifications with

the customer

Estimate Cost

Sponsor & follow-up actively on the whole process

Review & Approve Proposal

Contact 3rd party to reach a complete solution

Prepare Bidding Document

Screen the market

Size up potentiality

Generate and develop lead

Analyze Competition

Find out opportunities

Qualify Local

contacts

Wrap up Proposal

comments

Respond to Proposal

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Respond

Filter

Final meeting, Proposal &

Demo

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Contract Negotiation

Contracting Execution

Conduct relevant marketing activities

Conduct relevant legal activities

Passport & ID Market

Understand the

customer

Identify team members &

establish responsibilities

Educate the cutsomer

Issue RFP

Analyze the RFP

Structure bidding

document Attend Bidding Conference and/or

Q&A sessionDone with the

sales dept.

Fo

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could be also conducted by the

presales

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

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

Market Status (MEA)

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.

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

Ongoing Sales Related Projects

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

Documents

highend slide

technologies slide

pigment ink durability

smart card platform

solutions epis

usa slide

office slide

smart card enid