Worldline - Registration Document 2016

6

Business Sales andmarketing

India. In addition, Worldline contracts to use a number of regular business continuity procedures and internal and customer audits. Worldline also operates a small data center in operated either by Atos or by other third party data center providers. In total, these data centers process approximately 15% additional highly secure and standard certified data centers Spain, Germany, Argentina, the USA, Russia, China, Hong Kong, of the Group’s total transaction volumes. These data centers are distributed globally, and are located in the United Kingdom,

1,200 information technology experts. telecommunications centers are operated and maintained by a global infrastructure and operations team of approximately with its data centers through high capacity optical fiber networks. Worldline’s data centers, networks, servers, and Germany) rented from external parties that are interconnected network connectivity, the Group uses four European telecommunications centers (located in France, Belgium and and Malaysia, among other countries. To benefit from maximum

6.7

Sales andmarketing

mainly on two dimensions: Worldline commercializes its products and services through different approaches and dimensions. Sales activities take place local management of each global business line, who establish the overall strategy to develop their portfolio of global business line: under the supervision of the global and ● offerings in coordination with the various geographic entities. The global business line managers are also involved in overseeing sales initiatives and approving major bids in connection with the “Rainbow” procedures; and which the Group operates. Each sales team is led by a coordinator at the regional level; the teams cover one or geographic market: by the sales teams in each region in ● Latin America, India/Asia-Pacific). more countries depending on the size of the markets in question (France, Benelux, United Kingdom, Germany, Spain, employees dedicated to sales and sales-related activities (approximately 215 sales representatives employees and 260 As of December 31, 2016, the Group had approximately 475 and marketing). employees in business development, pre-sale, bid management client base is composed of a large number of small merchants (the “mass market”), the Group’s customers are primarily large Except in Benelux, in Czech republic and in India, where the clients. The Group’s sales efforts differ according to the type of client. For large clients, managed by dedicated manager in charge of the quality and development of the relationship, the sales teams development goals, identifies additional services that might be existing business is based on a systematic process of “client account planning”. For each large account, the Group sets solutions using in the vast majority of the cases modules or components that already exist. The approach for developing clients’ requests based on solutions from the Group’s existing commercial portfolio and, where relevant, build tailored work in close collaboration with the technical teams to answer

This approach represents the main sales channel for the Group’s products and services. supported by targeted communication and marketing actions. contracts, establishes an annual plan, with ad-hoc commercial actions and focused or customized innovation workshops, sold and, while ensuring the quality and satisfaction of existing In addition, a second approach, in constant evolution, is centered on acquiring new clients. Client acquisition initiatives of requires public entities to launch competitive bids both for the initial contract and for each renewal. this approach is obviously different, due to the obligation to comply Public Procurement Codes, which in most countries services), networking and lobbying. In public-sector accounts specific prospection, in particular through industry groups (in such sectors as retail, telecommunications, and financial course include submitting bids in competitive public tenders initiated directly by clients, but indeed also proactive market Finally, for the “mass market” (acquiring business) clientele in Belgium, Czech Republic and India, marketing efforts are divided offer. standard-defining team that formulates the Group’s standard sales offers, which generally combine different products in one team, which determines pricing policies, creates various promotions and identifies target markets, as well as by a efforts are supported by a marketing campaign management Indirect sales are made through independent parties and corporate partners, as well as by banking partners. These sales into direct sales and indirect sales. Direct sales include telephone sales and sales made face-to-face by sales representatives. a call center, which primarily markets check verification services. In Belgium, direct sales rely mainly on a call center for sales of In India, direct sales rely on a team of sales representatives and Indirect sales in Belgium are made through resellers who distribute the Group’s branded payment services. payment acquisition by bank card. Indirect sales in India relate to distribution of white label electronic payment services. payment acceptance services (including terminals) and

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Worldline 2016 Registration Document