Account Name

Account Plan
May - 2011

Agenda

Customer Overview
 Veolia Environnement is a France-based Company which provides environmental management services. The Company provides environmental services through four divisions i.e. Water Management, Waste Management, Energy Management and Transport Management.  Water Management services includes management of water and services of municipal clients in the public sector and in various industries. Waste Management services includes recycling and recovery of waste and resource conservation. Energy Management includes energy and climate conditioning services power equipment installations and industrial maintenance. Transport services includes airport hub services, rail branch line management and management of regional and national public transit systems under publicprivate partnerships.  The Company has its operations in Europe, Asia and the United States.

Revenue Analysis 2010($ Mil)

55,000.00 50,000.00 45,000.00 40,000.00 46,070.20 47,217.80 51,324.70

Segment wise Analysis (2010)

2010 2009 2008 16.60% 34.90% Waste Management Energy Transportation 26.80% 2010 2009 2008 Water

Operating Income Analysis (USD Mil)

2,850.00 2,800.00 2,750.00 2,700.00 2,808.20 2,756.10 2,818.90

21.80%

IT Trends & Overview

Total IT Spend for the year 2010-2011 is$ 1,296.40 mil. Predicted IT spend in 2012 is $1,311.29 mil

2011 spending pattern by sub-segment (% of external ICT budget)

Hardware Server & Storage Network Equipment End-User Computing & peripherals Software Software Licences Support & Maintenance Services Application Development & Integration Infrastructure Support & Management Helpdesk & User Support Communications Voice Services Data Services Converged Services Consulting Systems Planning & Design Consulting Disaster Recovery & Business Continuity Plan Training, Education & Other Consulting Other
Source: (OneSource, Data monitor) 4

11.0% 10.6% 3.0%

14.8% 6.7%

8.2% 7.9% 4.5%

5.6% 6.1% 4.8%

4.4% 5.7% 2.2% 4.6%

IT Spend (1/2)
Overall ICT Spend 2011 Overall ICT Spend 2012 ($m) ($m)
1,296.40 Hardware ($ m) Software ($ m) Services ($ m) Communications Consulting ($ m) Other ($ m)
204.64 164.98 121.64 45.92

($ m)

1,311.29 Support, Maintenance and Other Software ($ m) 66.83 Converged Services ($ m)

243.87

213.86

Total Software Software Spend 2011 Licenses ($ m) ($ m) 213.86 Total Voice Communic Services ations ($ m) Spend ($ m)
164.98 55.69

Internal IT ($ m)
301.49

Product Vendor Local Reseller Telco ($ m) ($ m) m)

216.49 157.74 270.16

($

Systems Specialist Integrator ($ Outsourcer ($ m) m)

144.89 205.62

147.02 Data Services ($ m)

Total Hardware Spend ($ m)

243.87

Servers & Storage ($ m)

109.31

Networking Equipment End-user Computing & ($ m) Peripherals ($ m)

105.16 29.40

61.09

48.20

Total Consulting Spend ($ m)

121.64

Systems Planning & Design Consulting ($ m)

43.51

Disaster Recovery & Training, Education and Business Continuity Other Consulting Planning ($ m) ($ m)
56.37 21.76

Total Services Spend ($ m)

204.64

Application Infrastructure Support Development & & Management ($ Integration ($ m) m)

81.19 78.94

Helpdesk & User Support ($ m)

44.51

Source: Data Monitor 5

IT Spend (2/2)
2011 ICT budget by entity (as % of overall ICT budget) Internal Budget External Budget Total 23.3% limit 76.7% 100.0% Upper

Company ICT Spending Profile

ICT budget estimates for 2011 (in $m US) 1361.22

Internal IT budget includes spending on staff salaries, administrative overheads, and business travel. External IT budget includes all spending on third-party channels such as vendors, service providers and consultants. 2011 spending pattern by segment (% of external ICT budget) Hardware Software Services Communications Consulting Others Total 24.5% 21.5%

Lower 1231.58 limit The upper limit of the IT budget estimate represents the maximum expected IT budget for the company, estimated based on its demographic profile. Similarly, the lower limit is the minimum expected IT budget for the company. ICT budget estimates for 2011 (as % of revenue) Upper limit Lower limit ICT budget predictions for 2012 (as % of revenue) Upper limit Lower limit 3.2% 2.9% 2.6% 2.3%

20.6% 16.6% 12.2% 4.6% 100.0%

2011 spending pattern by channel (% of external ICT budget) Product vendor Local reseller Telco 21.8% 15.9% 27.2% 14.6% 20.7% 100.0%

2011 ICT security budget (% of overall ICT budget)

Systems integrator Specialist outsourcer

Security Budget

15.1% Total

Source: Data Monitor

IT Landscape By Function
Generation
Process Control / Performance Management

Energy Supply
Energy Trading & Risk Management (ETRM)
S

Delivery
Energy Management System (EMS) / SCADA CIS

Customer Service

Shared Services
Portfolio / Project Management
SAP

SAP IS-U

Optimization

Meter Data Management

Work and Asset Management

SAP Oracle

CRM / Telemetry
Siebel. Salesforce. Microsoft dynamics. SAP IS-U/CRM

Finance/Administration
SAP Oracle eBusiness Suite

Work and Asset Management

SAP Oracle

Load Forecasting

Outage Management

Complex Billing
SAP

Human Resources Management

SAP PeopleSoft

Fuel Management

Demand Response

Field Force Enablement

SAP

Legal/Regulatory Affairs management

GIS

SOA Oracle

Metering / AMR

Content Management/Collaboration

Entrprise Business Intelligence

SAP

IT Landscape Other Technologies

Enterprise Apps
Websmart peoplesoft 9.0 SAP net waiver

Custom Applications Development

SQL, XML, HTML, Ruby, JavaScript, B2B Web Apps SharePoint .NET ASP.NET

Backend Systems (OS/DB)

Oracle DBA Oracle RDB IBM's DB2 SQL Server Oracle databases

Hardware/OS/System

Other IT Applications & Products

Networking, Management & Security

IBM i ,AS/400 170s HP- UX X86 Linux servers

Agora Integrated Management system. Custom software from evolveIT M2o city Win 200x Citrix Microsoft terminal services

Cisco routers Cisco switched Oracle 10g Recovery Manager (RMAN)

Source: Job Portals, carriers at veolia case studies: http://www.indeed.com/q-Veolia-Environmental-Services-l-Menomonee-Falls,-WI-jobs.html http://www.responsesource.com/releases/rel_display.php?relid=60291 8

Key Solutions and Vendors Presence

  NetMotion Wireless Avista Corp. has deployed mobile hardware and software to field workers to enhance utility workforce productivity and increase their ability to better serve customer needs. The Mobility XE software is deployed from NetMotion Wireless.

 

Itron Inc. Itron Inc. and Tropos Networks jointly developed Smart Grid solution which has been chosen by Avista Corp. as part of its $38 million Smart Grid Demonstration Project in the city of Pullman, Washington, and in a nearby locality of Albion.

For Avista, the implementation of the OpenWay-Tropos smart grid communications solution will combine the two network technologies, reducing the number of devices to be managed and supported by Avista.

The project also enables Avista to centrally monitor the situation and take quick actions for power outages and decide which DA devices need repair and maintenance with the help of real-time communication provided to DA devices.

  

TeamQuest Corporation TeamQuest Corporation is the global leader in IT Service Optimization (ITSO), specializing in Capacity Management software. Avista Corporation is one of the TeamQuest Customers to get help in proactively improving service delivery and support best practices.

Source: Factiva 9
Microsoft Offi Microsoft Offic Word Docume Word Docume

Competitors

  

HP
HP Enterprise Services has signed a seven-year technology and applications outsourcing renewal agreement with Avista Corporation to help with its ongoing transition into a digital utility. HP to manage most of its major enterprise systems as well as its data center and workplace environments. HP will continue to provide Applications Management Services for Avista's enterprise applications portfolio, including its customer information and work management systems. Under the agreement, HP also will provide Applications Modernization Services that will help replace some of Avista's custom applications, improving efficiency and creating a path for Avista to continue operating among the lowest cost utilities in the United States.

HP also will continue delivering Data Center Services, monitoring and operating about 500 Avista-owned servers in the client's data center. Managed Mainframe Services will be delivered from HP's data center in Sacramento, Calif.

Avista uses HP Workplace Services to provide end-user support of approximately 1,600 devices, including PCs, notebooks and handhelds.

Source: OneSource Report 2011

10

Highlights/ Lowlights FY 10-11

 What have we achieved so last year. What went well and what didnt?

11

Organization Chart
KEY EXECUTIVES  Chief Executive Officer - Antoine Frerot.  Chief Finance Officer and Executive Vice-President - Pierre-Franois Riolacci.  Chief Operating Officer and Senior Executive Vice-President - Denis Gasquet.  Chief Executive Officer of the energy services division - Franck Lacroix.  Chief Executive Officer of Veolia Transdev - Jerome Gallot.  Executive Vice-President in charge of the water division - Jean-Michel Herrewyn  Executive Vice-President in charge of Human Resources - Jean-Marie Lambert.

12

Organization Chart IT Executives

    

Mr. James M. Kensok - Vice President and Chief Information Officer of Avista Corp. Dick Leavell - Information Technology Director Jim Corder - Director, Information Technology Bill Abrahamse - Information System Information Technology Project Manager Mark Feichtner - Information Technology Director

13

Current Relationship
 Use Additional slide to capture all meetings held so far and the outcomes  OUR CURRENT CLIENT RELATIONSHIP  We view them:  Satisfied Client  Dormant Client  Dissatisfied Client  No Relationship  Other: They view us: Strategic Partner Preferred Vendor Product Provider

14

Customer Meetings
HISTORICAL ACTIVITIES KEY EVENT DATE ATTENDEES PURPOSE RESULT

 Any key customer meetings at CXO level

15

Service Offerings
 What have we offered so far?  What can be offered next year and why?
OUR CURRENT SERVICE PRODUCTS

PRODUCT

CUSTOMER PAIN

EXECUTIVE SPONSOR

CUSTOMER BENEFITS

16

Opportunities - FY 10-11
 Key Opportunities last year  By segment and who have won  If we have lost - why did we loose?

Opportunity

Date

TCV

Won By

Why HCL Lost

17

Opportunities - FY 11-12
 Current Funnel and Opportunities expected

Opportunity

Service Line

Create Date

TCV

Closure Date

Probability

18

Differentiators
 Can be Segment wise  What differently you plan to do this year  Differentiating Advantage Why Us (Feature/Capability): ?  Strategic Benefit (Competitive advantage, market share, shareholder value, speed survival, regulation, global expansion, growth, mergers and acquisitions): ?  Cultural Benefit (Values, empowerment, change management, employee morale, flexibility, global awareness): ?  Political Benefit (Peer respect, recognition, satisfied boss, promotion, personal agenda, job stability) (Who): ?  Operational Benefit (Process improvement, time savings, increased production, customer service): ?

19

Targets
REVENUE TARGET JAS'10 OND'10 JFM'11 AMJ'11 FY 10-11 JAS10 OND10 Actual JFM'11 AMJ'11 FY10-11 JAS10 Performance % Target OND10 JFM'11 AMJ'11

QoQ Growth Acheived in FY 10-11

JAS'11 OND'11 JFM'12 AMJ'12 FY 11-12

QoQ Growth Forecast in FY 11-12

Service Line

Billing 10-11 USD Mn

Billing 11-12 USD Mn

Growth 10-11/11-12

Visibility Rationale

ERS SAP BPO ETS + Downstream Total

Revenue EE EN Total
20

% of total

Strategy & Rationale

21

Account Structure The Team

Customer Name
Strategic Account Director
ERS IT

EE (Delivery Excellence Team)

SAP
XXX

BPO
XX

Oracle
XXX

ERS SAP BPO ETS

ETS :
XXX

22

22

Support Needed
 Marketing  Delivery  Corporate  HR  ???

23

Thank You