WAVECOM©2005. All rights reserved Wavecom Confidentiel 2007 Wavecom Distributor Conference...

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Wavecom Confidentiel

2007 Wavecom Distributor Conference

Maximizing Wavecom Resources

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Agenda

Market Outlook

Wavecom Indirect Sales Channel approach

Wavecom value proposition

Maximizing Sales in new Product Portfolio

Conclusion

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Market Outlook

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Sub-segmentation (M Units)Worldwide

-

5 000

10 000

15 000

20 000

25 000

30 000

35 000

40 000

45 000

50 000

2004 2005 2006 2007 2008 2009 2010

Automotive/Tier 1 After Market Control&Monitoring Home & Security

Sales & Payment Automatic Metering Management Vehicle Remote Management Fixed Voice

Mobile Computing Entertainment

8.75011.477

15.410

19.750

25.944

34.054

44.757

CAGR31,2%

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Volumes by Segment (M Units)Worldwide

0

5 00010 000

15 000

20 00025 000

30 000

35 000

40 00045 000

50 000

2004 2005 2006 2007 2008 2009 2010

AUTO M2M Mobile Prof.

CAGR

27,5%

36,5%

26,6%

8.750

11.477

15.41019.750

25.944

34.054

44.757

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Segments Potential - Worldwide

Revenues (2006)

CA

GR

(2006-2

010)

20%

30%

10%

5m€ 50m€ 100m€+

AMM

AutoTier1

FixedVoiceRev. 2010

Mob.Comp.

SalesPayment

VRMAfter-

Market

Home&SecurityControl

Monit.

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Wavecom Indirect Sales Channel Approach

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The Basic Business Model / Value Chain Diagram

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Distribution Value Added to Wavecom

Sells within the assigned territory/region/country

Manage relationships with key players in the ecosystem

Maintains inventory for customer demand

Provides support to end customers on Wavecom portfolio

Provides additional components that are critical to the total integration of the Device

Promotion, advertisement, Project Management, etc. in local language

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Did you know?

Sells within the assigned territory/region/country– Your Regional Sales Manager available to support local needs

Manage relationships with key players in the ecosystem– Your Regional Sales Manager and Field Application Engineers are available

to assist with relationship management, meet with and support customers, engage into Carrier and local type approvals.

Maintains inventory for customer demand– Your RSM should be notified on monthly basis on the Distributor inventory

levels in order to assist you on the sale through

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Did you know?

Provides support to end customers on Wavecom portfolio– Wavecom services may enhance support and increase revenue

Provides additional components that are critical to the total integration of the Device

– Wavecom has partnerships with complementary component manufacturers (think eRide and companion technologies) which enable you to increase your commission by selling additional parts of the solution

Promotion, advertisement, Project Management, etc. in local language– Wavecom provides art files and guidelines for localization of marketing

materials online at the partners section. To obtain access, ask your RSM. – Wavecom offers financial, staff and materials support for local marketing by

distributors including trade shows (subject to certain restrictions).

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Wavecom Value Proposition

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(RDMS)

What We Are Providing to our Customers

®

®

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Wavecom value proposition

Extensive Wireless CPU® portfolio from Plug and Play to Wireless Microprocessor®

Virtually addresses all segments in the M2M Cellular space

Heavy push in increasing value to our customers

Particular analysis in reducing BOM and TCO– Distributors have provided key elements on BOM reduction– TCO reduction in DOTA and Remote Management

Increased Quality in products, IPR protection

The most advanced Roadmap in the industry

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Did you know?

Extensive product portfolio from plug and play to Wireless Microprocessor®

– A Wireless CPU® brochure covering the complete portfolio is available on line and in print.

– New sample kits are available to help your customers visualize a Wireless CPU® for their applications.

Virtually addresses all segments in the M2M Cellular space– Segment and marketplace information is closely monitored by Wavecom

and is available to help you size up opportunities and customize your approach.

Heavy push in increasing value to our customers– Extensive information is available to you to help you sell the improved value

offered by Wavecom. Keep up to date by participating in events like this, visiting the Web site and maintaining close contact with your RSM.

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Did you know?

Particular analysis in reducing BOM and TCO– Wavecom is dedicated to responsiveness to customer requirements in

these areas. Please keep your RSM abreast of customer pain points in order that we may address them in upcoming products.

Increased Quality in products, IPR protection– Wavecom is in the process of recertification for ISO 9001 based on

ISO/TS16949 – the highest quality standards.– Wavecom is committed to IPR ownership in all possible areas.

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Maximizing Sales in New Product Portfolio

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Product Portfolio: 1H2007

Hardware FamilyHardware FamilyHardware FamilyHardware Family

Wireless CPUWireless CPU®®Wireless CPUWireless CPU®®

Quik SeriesQuik SeriesQuik SeriesQuik Series

Wireless MicroprocessorWireless Microprocessor®®Wireless MicroprocessorWireless Microprocessor®®

Wireless CPU® FamilyWireless CPU® Family

Q2438 & CM52Q2438 & CM52Q2438 & CM52Q2438 & CM52

Plug & Play SeriesPlug & Play SeriesPlug & Play SeriesPlug & Play Series

Fastrack M1306Fastrack M1306Fastrack Supreme 10*Fastrack Supreme 10*Fastrack Supreme 20*Fastrack Supreme 20*

Fastrack M1306Fastrack M1306Fastrack Supreme 10*Fastrack Supreme 10*Fastrack Supreme 20*Fastrack Supreme 20*

Q2501 Q2501 (LA)(LA) Q2501 Q2501 (LA)(LA)

Integra M2106Integra M2106Integra M2106Integra M2106

Version: 27FEB2007

New New Q24 Q24 SeriesSeries

Q24 AutoQ24 AutoQ24 ExtendedQ24 ExtendedQ24 PlusQ24 PlusQ24 ClassicQ24 Classic



100 100 SeriesSeries100 100 SeriesSeries

GR64 & GS64GR64 & GS64GR64 & GS64GR64 & GS64

Professional ServicesProfessional ServicesProfessional ServicesProfessional Services

WavecomWavecomUniversityUniversityWavecomWavecomUniversityUniversity

Open ATOpen AT®®

ClassClassOpen ATOpen AT®®

ClassClass

ClassesClasses

*Wireless CPU*Wireless CPU®®

ClassClass*Wireless CPU*Wireless CPU®®

ClassClass

Class TargetClass Target

DeveloperDeveloperDeveloperDeveloper

SupporterSupporterSupporterSupporter

ApplicationApplicationSupportSupport


Design ReviewDesign ReviewDesign ReviewDesign Review

Open ATOpen AT®®

Code ReviewCode ReviewOpen ATOpen AT®®

Code ReviewCode Review

Customer Customer CertificationCertificationCustomer Customer

CertificationCertification

DesignDesign

*see roadmap for availability**3rd party component

Customer IMEICustomer IMEICustomer IMEICustomer IMEI

Tailored DeliveryTailored DeliveryTailored DeliveryTailored Delivery

Tailored Tailored ConfigurationConfiguration

Tailored Tailored ConfigurationConfiguration

BuildBuild

OOW RepairOOW RepairOOW RepairOOW Repair

Fast ReconfigFast ReconfigFast ReconfigFast Reconfig

Ext. WarrantyExt. WarrantyExt. WarrantyExt. Warranty

After salesAfter sales

Software FamilySoftware FamilySoftware FamilySoftware Family

Open ATOpen AT®® Software Suite Software SuiteOpen ATOpen AT®® Software Suite Software Suite

Open ATOpen AT®® built on Eclipse built on EclipseTMTMOpen ATOpen AT®® built on Eclipse built on EclipseTMTM

Open AT® IDEsOpen AT® IDEs

Open AT® Plug-InsOpen AT® Plug-InsTC

P/IP

TCP/

IPTC

P/IP

TCP/

IP

408

M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**

Inte

rnet

Inte

rnet

Inte

rnet

Inte

rnet

411

C-G

PSC-

GPS

C-G

PSC-

GPS

430

aqLi

nk* *

*aq

Link

* **

aqLi

nk* *

*aq

Link

* **

440

Secu

rity*

Secu

rity*

Secu

rity*

Secu

rity*

420

IBM

MQ

TTIB

M M

QTT

IBM

MQ

TTIB

M M

QTT

312

M2M

Con

nect

M

2M C

onne

ct

M2M

Con

nect

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2M C

onne

ct 313

RTOSRTOSRTOSRTOSVariPowerVariPowerwwVariPowerVariPowerww

Open AT® OSOpen AT® OS

DOTA I, II, IIIDOTA I, II, IIIDOTA I, II, IIIDOTA I, II, III

Open AT® FirmwareOpen AT® Firmware

GSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMA

BluetoothBluetoothBluetoothBluetooth *Other Wireless*Other Wireless*Other Wireless*Other Wireless416

VariSpeedVariSpeedwwVariSpeedVariSpeedww

Native C ExecutionNative C ExecutionNative C ExecutionNative C Execution

*Multitasking*Multitasking*Multitasking*Multitasking

Open AT® ApplicationsOpen AT® Applications

GTi

& T

CP/IP

GTi

& T

CP/IP

GTi

& T

CP/IP

GTi

& T

CP/IP

508

DeviceDeviceDriversDriversDeviceDeviceDriversDrivers

M2m

powe

r M

2mpo

wer

M2m

powe

r M

2mpo

wer

405

M2mpowerM2mpowerM2mpowerM2mpowerOpen ATOpen AT®® GTi GTiOpen ATOpen AT®® GTi GTi

GTi

& In

tern

et

GTi

& In

tern

et

GTi

& In

tern

et

GTi

& In

tern

et 511Q26 Series:Q26 Series:

Q2686 / 87Q2686 / 87Q26 Ultra*Q26 Ultra*Q26 Extreme*Q26 Extreme*

Q26 Series:Q26 Series:Q2686 / 87Q2686 / 87Q26 Ultra*Q26 Ultra*Q26 Extreme*Q26 Extreme*

Repair BenchRepair BenchRepair BenchRepair Bench

Protocol EnablersProtocol Enablers

HTTP 1.1HTTP 1.1**HTTP 1.1HTTP 1.1**End-to-End SecurityEnd-to-End Security**End-to-End SecurityEnd-to-End Security**

TCP/IPTCP/IPTCP/IPTCP/IP

RDM ServicesRDM ServicesRDM ServicesRDM Services

ServicesServices

Remote MonitoringRemote MonitoringServiceService


Download Over The Download Over The Air ServiceAir Service

Download Over The Download Over The Air ServiceAir Service

UpdateUpdate** UpdateUpdate**

OTA AgentsOTA Agents

OMA-DM DownloadOMA-DM Download** OMA-DM DownloadOMA-DM Download**

MonitoringMonitoring**MonitoringMonitoring**

Operated ServicesOperated ServicesOperated ServicesOperated Services



IESM:IESM:IOIOGPSGPS

IESM:IESM:IOIOGPSGPS

Integra M2106+Integra M2106+Integra M2106+Integra M2106+

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Hardware Sales Approach

Sizing up the opportunity– Plug & Play, Quik, Wireless Microprocessor®

Address the Wireless essentials– Present a broad overview of Portfolio– Ask the right questions: What is it you’re developing?

Then answer by offering more than just a modem.

Bring up Wavecom differentials– TCO, BOM, IPR, VariPower, ARM

Use the sample kit provided to illustrate offering. Leave a brochure behind.

Engage into Software capabilities– To strengthen TCO and BOM arguments

Hardware FamilyHardware FamilyHardware FamilyHardware Family

Wireless CPUWireless CPU®®Wireless CPUWireless CPU®®

Quik SeriesQuik SeriesQuik SeriesQuik Series

Wireless MicroprocessorWireless Microprocessor®®Wireless MicroprocessorWireless Microprocessor®®

Wireless CPU® FamilyWireless CPU® Family

Q2438Q2438Q2438Q2438

Plug & Play SeriesPlug & Play SeriesPlug & Play SeriesPlug & Play Series

Fastrack:Fastrack:M1306M1306Supreme 10*Supreme 10*Supreme 20*Supreme 20*

Fastrack:Fastrack:M1306M1306Supreme 10*Supreme 10*Supreme 20*Supreme 20*

Q2501 Q2501 (LA)(LA) Q2501 Q2501 (LA)(LA)

Integra:Integra:M2106M2106M2106+M2106+

Integra:Integra:M2106M2106M2106+M2106+





100100100100

GR64GR64GR64GR64CM52CM52CM52CM52

300300300300


Q26 Series:Q26 Series:Q2686Q2686Q2687Q2687Q26 Ultra*Q26 Ultra*

Q26 Series:Q26 Series:Q2686Q2686Q2687Q2687Q26 Ultra*Q26 Ultra*

GS64GS64GS64GS64

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Software Sales Approach

Evaluate the software needed– TCP/IP, RTOS, Internet, C-GPS, Etc.

Bring up the unparalleled value of Open AT– Eliminates Microprocessors (Less PCB design)– Free: IDE, Compiler, Source code examples– Compelling value proposition about BOM cost reduction

Enhance the TCO value proposition– DOTA in O&M (15% & 85%)

Leave behind a brochure as a reminder.

Visit the Distributor Web site to download or create your own development kit for your customers.

Engage into Services offering– Extended Warranty– Field Software upgrade (TCP/IP to Internet)– Training


Software FamilySoftware FamilySoftware FamilySoftware Family

Open ATOpen AT®® Software Suite Software SuiteOpen ATOpen AT®® Software Suite Software Suite

Open ATOpen AT®® built on Eclipse built on EclipseTMTMOpen ATOpen AT®® built on Eclipse built on EclipseTMTM

Open ATOpen AT®®Open ATOpen AT®®Open AT® IDEsOpen AT® IDEs

Open AT® Plug-InsOpen AT® Plug-Ins

TCP/

IPTC

P/IP

TCP/

IPTC

P/IP

408

M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**

Inte

rnet

Inte

rnet

Inte

rnet

Inte

rnet

411

C-G

PSC-

GPS

C-G

PSC-

GPS

430

aqLi

nk* *

*aq

Link

* **

aqLi

nk* *

*aq

Link

* **

440

Secu

rity*

Secu

rity*

Secu

rity*

Secu

rity*

420

IBM

MQ

TTIB

M M

QTT

IBM

MQ

TTIB

M M

QTT

312

M2M

Con

nect

M

2M C

onne

ct

M2M

Con

nect

M

2M C

onne

ct 313

RTOSRTOSRTOSRTOS VariPowerVariPowerVariPowerVariPowerOpen AT® OSOpen AT® OS

DOTA I, II, IIIDOTA I, II, IIIDOTA I, II, IIIDOTA I, II, III

Open AT® FirmwareOpen AT® Firmware

GSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMA

BluetoothBluetoothBluetoothBluetooth *Other Wireless*Other Wireless*Other Wireless*Other Wireless416

VariSpeedVariSpeedVariSpeedVariSpeed

*Multi Binary*Multi Binary*Multi Binary*Multi Binary*Multitask*Multitask*Multitask*Multitask

Open AT® ApplicationsOpen AT® ApplicationsG

Ti &

TCP

/IPG

Ti &

TCP

/IPG

Ti &

TCP

/IPG

Ti &

TCP

/IP

508

DeviceDeviceDriversDriversDeviceDeviceDriversDrivers

M2m

powe

r M

2mpo

wer

M2m

powe

r M

2mpo

wer

405

M2mpowerM2mpowerM2mpowerM2mpower

Open ATOpen AT®® GTi GTiOpen ATOpen AT®® GTi GTi

GTi

& In

tern

et

GTi

& In

tern

et

GTi

& In

tern

et

GTi

& In

tern

et 511

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Services Sales Approach

Portfolio is sophisticated…– Offer Wavecom University

Professional Services for:– Design, Code review– Application Pre-Certification

Tailored product build– On a request basis

Other Services:– Need? Is in the portfolio?– Part number available?– Project Management from

Distributor?

Professional ServicesProfessional ServicesProfessional ServicesProfessional Services

WavecomWavecomUniversityUniversityWavecomWavecomUniversityUniversity

Open ATOpen AT®®

CourseCourseOpen ATOpen AT®®

CourseCourse

CoursesCourses

*Wireless CPU*Wireless CPU®®

CourseCourse*Wireless CPU*Wireless CPU®®

CourseCourse

Course TargetCourse Target

DeveloperDeveloperDeveloperDeveloper

SupporterSupporterSupporterSupporter



Customer DesignCustomer Designreviewreview

Customer DesignCustomer Designreviewreview

Open ATOpen AT®®

Appli. Code ReviewAppli. Code ReviewOpen ATOpen AT®®

Appli. Code ReviewAppli. Code Review

Customer Appli. Customer Appli. certificationcertification

Customer Appli. Customer Appli. certificationcertification

DesignDesign


Customer IMEICustomer IMEIdownloaddownload

Customer IMEICustomer IMEIdownloaddownload

Tailored deliveryTailored deliveryTailored deliveryTailored delivery

Tailored Soft. Tailored Soft. configurationconfigurationTailored Soft. Tailored Soft. configurationconfiguration

BuildBuild

OOW RepairOOW RepairOOW RepairOOW Repair

Fast Reconfig.Fast Reconfig.Fast Reconfig.Fast Reconfig.Ext. WarrantyExt. WarrantyExt. WarrantyExt. Warranty

After salesAfter sales

Repair BenchRepair BenchRepair BenchRepair Bench

Protocol EnablersProtocol Enablers

HTTP 1.1HTTP 1.1**HTTP 1.1HTTP 1.1**End-to-End SecurityEnd-to-End Security**End-to-End SecurityEnd-to-End Security**

TCP/IPTCP/IPTCP/IPTCP/IP

Machine NetworkMachine NetworkMachine NetworkMachine Network

ServicesServices



Download Over Download Over The Air ServiceThe Air ServiceDownload Over Download Over The Air ServiceThe Air Service

UpdateUpdate** UpdateUpdate**

OTA AgentsOTA Agents

OMA-DM DownloadOMA-DM Download** OMA-DM DownloadOMA-DM Download**

MonitoringMonitoring**MonitoringMonitoring**

Operated ServicesOperated ServicesOperated ServicesOperated Services

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Conclusion

Most comprehensive M2M Cellular product portfolio in the industry

Identified key segment targets and growth trends

Strong commitment to and support for the Distribution Channel

Particular stress adding value by optimizing BOM and TCO

Expanding portfolio with Services offering

Increased Quality in products

Worldwide coverage and strong Mobile Carrier acceptance

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Wavecom ConfidentielWA

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THANK YOU !

WAVECOM©2005. All rights reserved Wavecom Confidentiel 2007 Wavecom Distributor Conference...

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