Intermec BSA Partner Overview

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Agenda

Intermec OverviewProduct solutionsMarket segment focusSolution system componentsChannel ecosystemGo to market sales strategyPartner solutions blueprint

Further areas where we can collaborate

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Joint CustomersAnd

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Key Customer Segments

Field Service andAsset Management

Direct Store Delivery

Retail

Transportation and Logistics

Warehouse Operations

Freight Yard Operations

Manufacturing Operations

Postal

Healthcare

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The World’s Most Complete Line of Supply Chain Products and Services

Mobile Computers Data Capture:RFID and Scanning

Barcode Printers and MediaSoftware Tools and Applications

Implementation and Support Services

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Solutions Come From Products And System Tools

Industrial Design

Portable or Fixed?Ergonomics?Ruggedness?

Processor Architecture

(Intel)

Operating System(Microsoft)

PeripheralsBarcode, RFID reader, Imager,

Printing, Single or Multidock

Development Tools

Wireless WANMicrosoft.NET

Windows Mobile

CommunicationsGSM/UMTS

CDMA / EVDO RevAIEEE 802.11 b,g

Bluetooth

Host System

IntegrationMiddleware

Intermec Premier Solution Partners

Device Management

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Partner Ecosystem Community

Distributors

Reseller Partners

ISV’s

Alliances

Sell through

Enable and sell with

Enable through

Influence through

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Intermec Technologies Sales Strategy

Direct Accounts

150 Worldwide

In-Direct Channel

Partners And ISV’s

Intermec Sales Teams

SAM – Strategic Account Manager = Assigned accounts

TAM – Territory Account Manager =

Assigned Geography

CBM – Channel Business Manager =

Assigned Partner Portfolio

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Partner transaction detail

All Channel Partners Purchase Product Through Distribution

Sell thru to end user via several models;

1. Capital Purchase

2. SaaS / Lease

Income / profit source

Hardware margin

Software license

Maintenance – both

hardware / software

Wireless activation commissions

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Further Opportunities For Intermec And Verizon Wireless To Closer Collaborate

Develop a consistent and predictable co-sales / collaboration model!This would provide a collaborative sales methodology for the

Verizon Wireless direct sales teams to win target market vertical accounts where Intermec L.O.B. (line of business) solutions can be deployed.

This could also provide a predictive “everybody wins” methodology for downstream Intermec channel Partners and for the Intermec direct sales teams.

Provides Intermec channel Partners with an activation commission offer for Verizon Wireless opportunity positioning (some Partners are getting this from other carriers today).

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Further Opportunities For Intermec And Verizon Wireless To Collaborate Closer

Provide additional intrinsic value for Intermec device solutions by providing pro-active access and certification efforts for Verizon Wireless value-added solution offers.Field Force Manager certification for CN50 and CN4 platforms.PTT client certification for CN4, and CN50 platforms.PrivateNetwork testing and certification for CN50 and CN4

platforms.Provide “on-the-bill” BOBO application offers for other joint

vertical market ISV’s (like a Gearworks) that have already certified their content on Intermec platforms. Intermec has over 1200 reseller Partners and ISV’s in our solutions ecosystem.

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Further Opportunities For IntermecAnd Verizon Wireless To Collaborate Closer

Intermec Rugged Mobile Business Solutions provide inherent value to ARPU contribution within the Verizon Wireless subscriber base.No device subsidies to deal with.Device platforms are almost always married with imbedded

content that provides “stickiness” to a subscribers contract. This justifies the execution of 2 plus year contracts at the start of application deployments.

Device life cycles are typically 5 to 6 times that of consumer devices, reinforcing “less churn” behaviors.

Intermec’s Channel ecosystem of Partners can help extend the reach of the Verizon Wireless Sales teaming efforts by providing “sticky” solutions that are differentiated from commodity offers.

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Team With Us Because…

We are WWAN experienced – we have been integrating wide area radios in rugged platforms for over 16 years.

We will Co–Sell with you, where you can leverage our industry and application expertise.

We have a long history with Verizon Wireless for deploying vertical market applications and we are a market leader with CDMA radio integration.

We have WWAN value added software tools and integration capability that provide for lower T.C.O. for our devices with the end user.

Back Up Mobile Platform Slides

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Changing the game

Ergonomic design for all day "hold and carry" use and direct customer interaction

Class-leading “software” Flexible Network™ Radio (Industry First)

Optimized for Enhanced Mobile Document Imaging - Industry First (eMDI)

Fourth generation CDMA architecture platform (follows 760 series, CN3, CN4)

The highest performance 3.75G mobile computer in a small, lightweight and ruggedized form factor

Showing eMDI

Most Advanced Rugged 3G Mobile Computers

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The most lightweight, fully-rugged 3.5G mobile computer in its class (CDMA Rev A.)

Showing image capture

Designed, built and tested like no other

Fully-rugged: Six ft. (1.8m) drop specification (faces, sides, corners); compact internal antenna design; and IP64 sealing

3.5G technology benefits and investment protection through compatibility with CN3 accessories

Enhanced Mobile Document Imaging (eDMI)

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The most lightweight, fully-rugged, versatile mobile computer in its class

First to incorporate Options for up to four radios

Versatility enables mobile and in-premise applications, allowing for maximum usage

Provides a complete suite of performance optimized accessories, and developmentand management tools, minimizing TCO

Fully-rugged: Six ft. (1.8m) drop specification (faces, sides, corners); compact internalantenna design; and IP54 sealing

Showing proof of delivery

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Thank You for viewing this presentation!

Please feel free to contact me if you have any comments or questions or if you think I can be of any assistance whatsoever.

Clark RichterWireless Channels Manager

Intermec Technologiesclark.richter@intermec.com

Office – 314-317-2615Mobile – 314-378-7934