1. Customer Perspective Luis Azoy Trias de Bes Corporate CIO

2. Customer Business Overview MRW Group Courier, parceltransportation and advantedlogistics Founded at 1977 with 100% of spanish capital More than13.000peoplerelatedtothebrand 1.300Branches (Franchises) 61 OperativePlatforms Presence in Iberia and South America A Fleetwith more than4.000vehicles and 8 air planes In 2010 MRW Groupturnoverwas583.005.897€ Wededicatedthe1,5% of ourbilling in Social Actions

4. Decrease the amount of shipmentsChallenges Internationalization Rentability Virtualization CRM CloudComputing ERP B.I. BalancedScorecard SaaS GIS – RoutesOptimization iPortals2010 More sales • cost optimization • expense reduction • strategic analysis • forecasting• etc ….

5. Role of Microsoft within IT Strategy ESB (Enterprise Server Bus) Dynamics CRM TDD (Test DrivenDevelpment) SharePoint 2010 EAI (Enterprise App Integration) Exchange 2010 Virtualization • Hyper-v Virtual DC W. Azure / SaaS NOW WCF/WPF/WWF Dynamics Axapta Analisis/ReportingServices BalancedSorecard DWH Windows Mobile .Net/SOA SharePoint 2007

6. Working with IT Service Providers 2007 2008 2009 2010 2011 0% Internal Projects 20% Avanade (.Net) Qurius (ERP) Internal Projects 45% Avanade (.Net) Avanade (SharePoint) Avanade (ERP, BI, …) Qurius (ERP) Internal Projects 76% Avanade (.Net , WCF) Renacimiento (.Net) Avanade (SharePoint) Pasiona (SharePoint) Avanade (ERP, B.I, …) Internal Projects 100% Avanade (.Net , WCF) Renacimiento (.Net) Avanade (SharePoint) Pasiona (SharePoint) Avanade (ERP, B.I, …) Vertical solutions Projects / Consulting Resources T.I BUDGED / Consulting Investment Wedideverything Readytoplay Buildingtogether All eggs in one basket ? A sky full of clouds Budget: 2,5 Mill € Fees: 0 € Budget: 3,1 Mill € Fees: 0,6 Mill € Budget: 3,8 Mill € Fees: 1,2 Mill € Budget: 5,3 Mill € Fees: 2,1 Mill € Budget: 7 Mill € Fees: 2,8 Mill € INMATURE ORGANIZATION INFORMATION SYSTEM PLAN OUR STRATEGIC PARTNER TAKING ADVANTAGE INVESTING TO SAVE

8. Real Technological Partner

9. Real close management relationship(CarlesPujol)

10. Not only a license seller. He becomes a business confident.

11. So, he can propose the best solutions for MRW

12. And can be involved and engaged with our projects.

13. Creative development solutions

14. That brings added value to our applications

15. That make our professionals grow near theirs

16. Over-dependenceon technology

17. Certain projects depends exclusively of Avanade’s collaboration

18. Impossibility to balance the assigned resources from strategic projects.

20. Thank You Luis.azoy@mrw.es