WORLDLINE_REGISTRATION_DOCUMENT_2017

Worldline positioning and strategy Strategy and 2019 ambition

B.3.1.2

Capture strong cross-selling opportunities within existing customers

Ultimately, the Group aims to offer the full range of its services portfolio in each of the countries in which it currently operates. The Group also intends to expand in key regions in Europe in which it currently has a smaller footprint but sees significant growth potential, including the Nordics, United Kingdom, Iberia and Central & Eastern Europe. All the while, the Group seeks to maintain its distinct competitive advantage relative to its global competitors, particularly in Europe. This competitive advantage stems from the Group’s ability to access and leverage secure and compliant technology infrastructure locally, its local on-the-ground knowledge of the countries in which it operates, and the breadth of products and services that it offers across the payment value chain, which provides for extensive cross-selling and expertise sharing opportunities across Business Lines and geographic regions. The expansion of the Group’s footprint beyond the 29 countries in which it currently operates is equally fundamental to its growth strategy. To that end, by, in part, leveraging the Atos group’s extensive international footprint, the Group currently extends its reach to the more than 72 countries in which the Atos group operates, notably Northern America (in addition to Digital River World payments activities) thanks to former Xerox ITO business now integrated in the Atos group, and will seek to take full advantage of this additional reach going forward. As part of its strategy to attract new customers and optimize scale efficiencies, the Group intends to continue to develop its distributor and partner sales networks to drive the expansion of its customer portfolio. Additionally, as regulatory changes alter the mechanics of the payment services industry in Europe, financial institutions, forced to reassess their cost structures, are expected to increasingly opt to outsource key functions to third party payment service providers. Given its scale, leadership position within the European payments market and full range of services offered across the extended payment value chain, the Group is ideally positioned to expand its banking customer base by capitalizing on the accelerated outsourcing trend among banks. Furthermore, the Group expects to be well-placed to capture additional business from banks looking to enhance revenue streams through the provision of additional value added services to their customers. The Group additionally intends to leverage its scale and leading existing market position to further increase its competitive position within the payments market. This move is and will continue to be supported by a strong brand awareness reinforcement plan, through increased visibility in the media driven by a strong PR strategy, brand positioning campaigns over digital media and social networks, innovation and co-creation workshops for customers and prospects. Leverage franchise and brand to attract new customers and optimize scale efficiencies B.3.1.4

The Group has begun and intends to continue to leverage the extensive cross-selling opportunities afforded by its comprehensive positioning across the extended payment value chain to broaden and strengthen existing relationships with clients, to whom it may currently provide only a limited range of its extensive services portfolio, by seeking to offer them its full array of end-to-end technology solutions across Global Business Lines. This strategy has already given first results, with the launch of ACS services in Asia. The Group will continue to increase the bundling or cross selling of its offers: targeting & marketing solutions, Omni-Channel Commerce, Cloud ECR, payment acceptance & acquiring, accounting solutions. Additionally, in line with its strategy to enhance its international footprint, the Group seeks to offer its existing customers, particularly its larger merchant clients with global operations, services in other geographic regions in which they operate, whether or not the Group currently has operations in those regions. Through its globally centralized vertical organizational structure, the Group aims, over time, to provide the full range of services that it offers through all of its Global Business Lines in each of the geographic regions in which it currently operates. The Group also plans to leverage its relationship with and continued support from the Atos group to capture cross-selling opportunities deriving from the Atos group’s broad existing customer base. A key component of the Group’s strategy is the consolidation and extension of its international presence, both within the European markets in which it has traditionally operated and beyond, with a focus on emerging markets. The Group will seek to extend the full breadth of it product offering to all of its jurisdictions over time. In Europe, the Group intends both to consolidate its positions within the various payment services submarkets in which it currently occupies a leadership position, and to expand the scope of services and products that it offers within these countries by leveraging its ability to offer solutions across the extended payment value chain. Extend international footprint B.3.1.3

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Worldline 2017 Registration Document