www.cartesian.com
Confidential and Proprietary — Copyright © 2014 The Management Network Group, Inc. d/b/a Cartesian. All rights reserved.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or means (electronic,
mechanical, photocopy, recording or otherwise) without the permission of The Management Network Group.
mechanical, photocopy, recording or otherwise) without the permission of The Management Network Group.
Investor Relations Presentation
Presented by: Donald Klumb
March 2014
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Confidential and Proprietary — Copyright © 2014 The Management Network Group, Inc. d/b/a Cartesian. All rights reserved.
Cautionary Statement as to Forward-looking Statements
This presentation contains forward-looking statements within the meaning of the Private Securities
Litigation Reform Act of 1995. In particular, any statements that do not relate to historical or current facts
constitute forward-looking statements, including any statements contained herein or therein that concern
the Company or its management's intentions, expectations, or predictions of future performance. Forward-
looking statements are subject to known and unknown risks, uncertainties, and contingencies, many of
which are beyond the Company’s control, which may cause actual results, performance, or achievements to
differ materially from those projected or implied in such forward-looking statements. Factors that might
affect actual results, performance, or achievements include, among other things, the Company's ability to
successfully complete and implement the proposed strategic relationship with Elutions, Inc.; the Company's
ability to close the transactions contemplated by the Investment Agreement with Elutions, Inc.; the
conditions in the telecommunications industry, overall economic and business conditions, the demand for
the Company’s services (including the slowing of client decisions on proposals and project opportunities
along with scope reduction of existing projects), the level of cash and non-cash expenditures incurred by
the Company, technological advances and competitive factors in the markets in which the Company
competes, and the factors described in this presentation and in the Company's filings with the Securities
and Exchange Commission ("SEC"), including the risks described in its periodic reports filed with the SEC,
including, but not limited to, “Cautionary Statement Regarding Forward Looking Information” under Part I of
its Annual Report on Form 10-K for the fiscal year ended December 29, 2012 and subsequent periodic
reports containing updated disclosures of such risks. These filings are available at the SEC’s web site at
www.sec.gov. Any forward-looking statements made in this presentation speak only as of the date of this
presentation. The Company does not intend to update these forward-looking statements and undertakes no
duty to any person to provide any such update under any circumstances.
Litigation Reform Act of 1995. In particular, any statements that do not relate to historical or current facts
constitute forward-looking statements, including any statements contained herein or therein that concern
the Company or its management's intentions, expectations, or predictions of future performance. Forward-
looking statements are subject to known and unknown risks, uncertainties, and contingencies, many of
which are beyond the Company’s control, which may cause actual results, performance, or achievements to
differ materially from those projected or implied in such forward-looking statements. Factors that might
affect actual results, performance, or achievements include, among other things, the Company's ability to
successfully complete and implement the proposed strategic relationship with Elutions, Inc.; the Company's
ability to close the transactions contemplated by the Investment Agreement with Elutions, Inc.; the
conditions in the telecommunications industry, overall economic and business conditions, the demand for
the Company’s services (including the slowing of client decisions on proposals and project opportunities
along with scope reduction of existing projects), the level of cash and non-cash expenditures incurred by
the Company, technological advances and competitive factors in the markets in which the Company
competes, and the factors described in this presentation and in the Company's filings with the Securities
and Exchange Commission ("SEC"), including the risks described in its periodic reports filed with the SEC,
including, but not limited to, “Cautionary Statement Regarding Forward Looking Information” under Part I of
its Annual Report on Form 10-K for the fiscal year ended December 29, 2012 and subsequent periodic
reports containing updated disclosures of such risks. These filings are available at the SEC’s web site at
www.sec.gov. Any forward-looking statements made in this presentation speak only as of the date of this
presentation. The Company does not intend to update these forward-looking statements and undertakes no
duty to any person to provide any such update under any circumstances.
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Executive Summary
Summary
• Re-launching our Ascertain analytics platform, as a SaaS model which manages massive, complex,
and critical data for Tier 1 operators
and critical data for Tier 1 operators
• Industry know-how, and a track record of solving operational and business problems in TMT
• Ongoing commitment and focus through reorganization on optimizing our core business
• By leveraging our deep business and operational knowledge in TMT, we will jointly market
and deliver Elutions’ unique solutions to our customers
and deliver Elutions’ unique solutions to our customers
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For over 20 years, TMNG delivered deep subject matter expertise with a services focus
to clients in the TMT sector
to clients in the TMT sector
Our History
We are here today to (re)introduce our company
and our plans for creating value for investors
and our plans for creating value for investors
1990
TMNG founded
Jan. 1999
IPO on NASDAQ
($78.5M)
($78.5M)
Mar. 2002
Jan. 2007
Jan. 2012
Jan./Feb. 2014
Cartesian re-brand,
re-org, Elutions
partnership
re-org, Elutions
partnership
Corporate Milestones
• Largely independent business units, assembled through acquisition
• Multiple customer-facing brands
• Deep subject matter expertise
• Strong client relationships
• Traditional professional service model
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Cartesian is a leading provider of professional services and managed solutions in the
global communications, technology and digital media sector
global communications, technology and digital media sector
Company Overview
• Offices in Boston, Kansas City, London, New York and
Washington
Washington
• Onsite and offsite delivery models to suit client needs;
partner network of ICs, technology providers and SIs
partner network of ICs, technology providers and SIs
• Clients across six continents include communications
service providers, technology vendors/OEMs, digital
media, financial companies and regulators
service providers, technology vendors/OEMs, digital
media, financial companies and regulators
• Proven understanding of business strategy and client issues
• Expert assessments of operations, platforms, and business
processes to support corporate strategies
processes to support corporate strategies
• Аward-winning technology platform and 20+ years
experience deploying solutions for CSPs
experience deploying solutions for CSPs
• Industry specialists, focusing exclusively on
communications, technology and digital media
communications, technology and digital media
• Expert operational know-how and project management
skills, with proven methodologies across content areas
skills, with proven methodologies across content areas
• Several hundred consultants, averaging 15 years of
sector-specific experience
sector-specific experience
Capabilities
Global Reach
Industry Focus
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Our target clients are the global leaders in the communications, digital media,
technology and financial services sectors
technology and financial services sectors
Our Market
Mobile • Fixed • Cable/MSO • Satellite • Cloud & Hosting
Service Providers
Consumer Electronics • Enterprise • Software & Apps
Components • Infrastructure • Intermediaries • Integrators
Components • Infrastructure • Intermediaries • Integrators
Technology
Digital Media • Automotive • Energy • Hospitality
Health • Insurance • Retail
Media & Verticals
Government • Regulators • Industry Groups • Foundations
Influencers
Private Equity & Venture • Funds • Commercial Lenders
Investors
Our growth plans are focused on serving the largest players
in our target sector
in our target sector
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We are repositioning Cartesian in light of new market realities
Market Overview
Source: Ovum
We understand how to succeed in current market
conditions, and have already achieved measureable success
conditions, and have already achieved measureable success
The Keys to Success
• Scale, in order to service large clients
• Strong customer relationships
• Solutions that reduce costs and
deliver efficiencies
deliver efficiencies
• Vertical expertise
Global Telecom Revenue Growth
• Market saturation
in wireline,
wireless, pay TV
in wireline,
wireless, pay TV
• Price erosion
Slowing Market
Growth
Growth
• Most markets
increasingly
dominated by 3-4
large players
increasingly
dominated by 3-4
large players
• Similar trend in US
and Europe
and Europe
Industry
Consolidation
Consolidation
Completed
Announced
+
+
+
+
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We now operate under a singe brand, Cartesian - a move the symbolizes our new vision
and unified approach to the market
and unified approach to the market
New Brand
The New Brand
Acquired
2001
2001
Acquired
2007
2007
Founded 1990
Rigorous scientific principles
Intelligent, creative thinking
Deep technical expertise
Imaginative problem solving
René Descartes (Cartesius)
Analytic Excellence
Measurability
Reliability
Results
New, unified brand - 2014
Symbolizes:
Symbolizes:
Cartesian
Coordinate System
Coordinate System
Inspiration for New Brand:
Identifying
Symbol
Symbol
Name and
Logotype
Logotype
Mathematician,
Philosopher,
Inventor of the
Cartesian
Coordinates
Philosopher,
Inventor of the
Cartesian
Coordinates
The new brand represents lasting, sustainable value for shareholders, employees, and customers
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We have restructured the organization to optimize BAU and to better support growth
objectives
objectives
Company Structure
This structure supports all 3 parts of our growth strategy:
a)BAU optimization
b)Solution focus
c)Partnerships / M&A
Legacy Structure
Sales
Delivery
Sales
Delivery
Sales
Delivery
Sales
Delivery
New Cartesian Structure
One firm
Clear accountability for
revenue growth and
account ownership
revenue growth and
account ownership
Emphasis on solution
development, at scale
development, at scale
Flexible structure for
new solutions and
partnerships
new solutions and
partnerships
Sales
North America
Sales
Europe
Delivery
Strategy
Execution
Managed
Solutions
Solutions
Partner
Solutions
Solutions
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Cartesian now provides a unified services portfolio under a single brand, sold through
our dedicated sales channel
our dedicated sales channel
Unified Service Portfolio
This unified approach is better for our customers, and
should allow us to more effectively drive cross-sale
should allow us to more effectively drive cross-sale
Growth & Transformation
Market & Competitive Assessment
Go-to-Market Strategy
Corporate Strategic Planning
Deal Development and M&A
Legal & Regulatory Support
Program Management (PMO)
Operational Excellence
Product Design & Launch
OSS/BSS Transformation
Networks & Infrastructure
Business Assurance, Risk, Compliance
Ascertain® Platform Solutions
• Sales & Marketing Optimization
• Customer Lifecycle Management
• Device Lifecycle Management
• Assurance & Fraud
• Network & Provisioning
• Business Intelligence
Managed Analytics
Smart Building Solutions
Business Process Outsourcing
Strategy
Execution
Managed Solutions
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Managed Solutions
• Originally developed for revenue
assurance - carrier-grade, big
data implementations
assurance - carrier-grade, big
data implementations
• Features a new data analytics
engine and UI
engine and UI
• Provides automation of common
operational processes
operational processes
• Turnkey solutions addressing
common service provider needs:
revenue assurance, device
logistics, marketing campaign
analytics, network capacity
planning
common service provider needs:
revenue assurance, device
logistics, marketing campaign
analytics, network capacity
planning
• Our pro services capabilities are
inherent to the overall solution
inherent to the overall solution
Ascertain Overview
• Software combined with pro
services capability
services capability
• Flexible platform - reusable &
scalable
scalable
• SaaS model - not license
• 10+ years of run-time
experience
experience
Key Attributes
The repositioning of our pro services with Ascertain
provides a strong and differentiated value proposition
provides a strong and differentiated value proposition
Security and Audit Layer
Consistent User Interface
Big Data
Outputs
Dashboards/Reports
Business Processes
Visualisation
Workflow
Business
Logic &
Analytics
Engine
Logic &
Analytics
Engine
Data Sources
Event data
Customer data
Enrichment data
Social media data
Third-party data
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Our success with Managed Solutions is exemplified in this client implementation
Managed Solutions
ECM is one offering in our suite of Managed Solutions, built on a common
technology core and supported by our pro services capabilities
technology core and supported by our pro services capabilities
Client Case Study
Client Benefits
Cartesian Solution
Client Context
• Loading, indexing and aggregating of
event data
event data
• Handling of millions of records per day
• Low-latency search across 2 years of
data; 7 years of archival data storage
data; 7 years of archival data storage
A comprehensive and fully managed
data store and big data analytics
solution
data store and big data analytics
solution
• A subsidiary of a Global
Telecom provider needed
a searchable data store to
replace legacy systems
Telecom provider needed
a searchable data store to
replace legacy systems
• Client needs & objectives:
• OPEX reduction
• Regulatory compliance
• Improved business
intelligence
intelligence
• Seamless access to data
from across the client
organization
from across the client
organization
• Scalable platform, handling
80M records daily
80M records daily
• Easy platform scaling using
commodity hardware
commodity hardware
• Real-time identification of
rating issues
rating issues
• User defined queries
through Query Builder
Tool.
through Query Builder
Tool.
Ascertain Event Data Store (EDS)
Key Capabilities Include:
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Our approach to Managed Solutions creates value for Cartesian and for our customers
Managed Solutions
Managed solutions provide a path to recurring revenues and improved margins
Managed Solution Model
Development is leveraged across multiple customers
Customer
Deployment 1
Deployment 1
Customer
Deployment 2
Deployment 2
Customer
Deployment 3
Deployment 3
Solution A
(e.g., Right Bill)
Customer
Deployment 4
Deployment 4
Solution B
(e.g., SmartXchange)
Cartesian Benefits
• Recurring revenue - typical
contracts of 12-18 months
contracts of 12-18 months
• Greater cost/capex leverage
• Differentiation from integration
from consulting with technology
from consulting with technology
• Cross-sales opportunities
• Deeper relationships with key
accounts
accounts
Customer Benefits
• Operational efficiency through
automation
automation
• Faster impact and lower cost
• Solutions tailored to deliver ROI
• Expert advice and “so what”
messages
messages
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Our recently announced partnership with Elutions is the result of a systematic process
Solution Partnerships
This process, which was executed over the past 12 months,
will be applied on an ongoing basis going forward
will be applied on an ongoing basis going forward
Strategic Partnership Process
2013/14 Outcome
• Alliances established as key part of our
corporate growth strategy
corporate growth strategy
• Seeking revenue scale and differentiated
tie-in to pro services
tie-in to pro services
• Energy = Large area of spend in TMT
• Energy = Complement to Cartesian
operational expertise
operational expertise
• Elutions = Industry leader in smart building
solutions for energy management
solutions for energy management
• Elutions = Multiple professional ties to our
exec team
exec team
• Joint sales team in place, with advanced
sales pipeline
sales pipeline
• Identification of numerous areas for
collaborations (PMO, marketing)
collaborations (PMO, marketing)
Working Model
Development
Development
Partner Selection
Target Market Selection
Partnership Rationale
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Why energy management? Why smart buildings?
Solution Partnerships
Large
Addressable
Market
Addressable
Market
Plays to
Cartesian
Strengths
Cartesian
Strengths
Relevant Cartesian Assets
1.Sales channel and trusted customer relationships
2.Analytics capabilities
3.Knowledge of strategic and operational challenges
facing TMT players
facing TMT players
4.Proven ability to deliver complex solutions that
create value for our customers
create value for our customers
TMT Industry Issues
•Energy is a significant
expense (~1%-3% of
revenue)
expense (~1%-3% of
revenue)
•Lack of expertise in energy
management
management
Energy management
represents a key
need in TMT
represents a key
need in TMT
This move aligns
with our capabilities,
relationships, and
growth strategy
with our capabilities,
relationships, and
growth strategy
Est. Addressable* US Service
Provider Energy Spend
Provider Energy Spend
This move aligns with our customers’ needs, Cartesian strengths, and our growth strategy
VZ, AT&T,
Sprint,
Comcast,
TWC
* Represents network operators only and assumes total energy spend is 0.8% of revenue with 50% of that addressable; Revenues for US fixed and wireless service providers based on Ovum
$1.92B
$1.36B
Total*
Major Target
Accounts
Accounts
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Cartesian is partnering with Elutions to bring Smart Building solutions to the TMT sector
Solution Partnerships
SCADA
Power
Metering
Metering
Electricity
HVAC
Controller/
PLCs
Maestro Energy Management Platform
Analytics & Business Intelligence
• Managed solutions that deliver operational
intelligence and workflow process improvement
intelligence and workflow process improvement
• Built on Maestro - a cloud-based, data analytics
platform
platform
• Automated and intelligent control by linking to
existing systems
existing systems
• Consolidated view of facilities and asset
performance across the full estate
performance across the full estate
• Delivered via a shared savings model
Solution Overview
• Major OPEX reduction, -- energy savings of 16-25%
• High certainty of benefit from 20+ years experience
• Option for solution financing - EBIT positive from
Year 1
Year 1
• Capital-light business case -- payback in >32 months
• Operational intelligence and improvement
• Managed service model, with continued
optimization
optimization
• Support for environmental sustainability initiatives
Customer Benefits
The customer value proposition is strong, and highly relevant to the TMT sector
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Our strategic partner, Elutions, is a leader in the smart building space with highly
complementary skill set
complementary skill set
Solution Partnerships
The extent of Elutions’ investment signals their commitment
to Cartesian, and to the smart building market opportunity
to Cartesian, and to the smart building market opportunity
Partnership Details
• Strategic relationship to market, sell and implement certain
products, solutions and services developed by Elutions pursuant
to a Market Development Agreement
products, solutions and services developed by Elutions pursuant
to a Market Development Agreement
• Success of partnership incentivized through the Investment
Agreement
Agreement
• Key terms of the Investment Agreement:
• Elutions to buy 609,756 shares of Cartesian stock at $3.28
• Elutions to lend Cartesian (through UK subsidiaries) $3.3M (at
7.825%) that can be converted into 996,544 shares via a
Tracking Warrant ($3.28 exercise price)
7.825%) that can be converted into 996,544 shares via a
Tracking Warrant ($3.28 exercise price)
• Subject to shareholder approval, Elutions has ability to acquire
3.4M additional shares via an Incentive Warrant (exercise price
between $3.85 and $4.85) by delivering a minimum of $85M of
partnership revenue over the next 5 years (number of
Incentive Warrants to be vested equals 4% of partnership
revenue up to cap).
3.4M additional shares via an Incentive Warrant (exercise price
between $3.85 and $4.85) by delivering a minimum of $85M of
partnership revenue over the next 5 years (number of
Incentive Warrants to be vested equals 4% of partnership
revenue up to cap).
• Opportunity for Cartesian to eliminate debt after 30 months
(or 18 months if share price is at $5.50)
(or 18 months if share price is at $5.50)
Elutions Overview
• End-to-end energy solutions, including web-enabled application
software, wireless and wireline networking hardware, energy
management bureau services, and engineering and integration
services
software, wireless and wireline networking hardware, energy
management bureau services, and engineering and integration
services
• Centralized business operations intelligence spanning the entire
energy supply chain, all infrastructure, and all critical assets
energy supply chain, all infrastructure, and all critical assets
• Improvement of business processes relative to critical asset and
enterprise infrastructure via turnkey application software and
intelligent hardware solutions
enterprise infrastructure via turnkey application software and
intelligent hardware solutions
• 2,750+ smart building deployments, with 30,000+ smart assets
under monitoring
under monitoring
• Offices in Tampa, Wisconsin, London, and Lyon, FR
• Founded in 1995
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We are repositioning Cartesian to better address market needs while still capitalizing
on our strengths in TMT
on our strengths in TMT
Market Positioning
• Our strong industry ties and
expertise have been, and will
continue to be, key drivers of
our success
expertise have been, and will
continue to be, key drivers of
our success
• We will complement our
consultative capabilities with
replicable solutions
consultative capabilities with
replicable solutions
• The combination of technology
and know-how is a critical
differentiator
and know-how is a critical
differentiator
• A unified brand and
organization will enable greater
scale efficiency and market
impact
organization will enable greater
scale efficiency and market
impact
Vertical
Focus
Focus
Customer
Orientation
Orientation
Product Orientation
Generalist
Service Focus
Solution
Market Positioning
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Executive Summary
Summary
• Re-launching our Ascertain analytics platform, as a SaaS model which manages massive, complex,
and critical data for Tier 1 operators
and critical data for Tier 1 operators
• Industry know-how, and a track record of solving operational and business problems in TMT
• Ongoing commitment and focus through reorganization on optimizing our core business
• By leveraging our deep business and operational knowledge in TMT, we will jointly market
and deliver Elutions’ unique solutions to our customers
and deliver Elutions’ unique solutions to our customers
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Where to Find Additional Information
The Company plans to file with the Securities and Exchange Commission ("SEC") a proxy statement for its
2014 annual meeting of stockholders that will include a proposal relating to the proposed transaction with
Elutions, Inc. ("Annual Meeting Proxy Statement"). The Annual Meeting Proxy Statement will contain
important information about the Company, the proposed transaction with Elutions, Inc. and related matters.
Investors and stockholders are urged to read the Annual Meeting Proxy Statement carefully when it is
available. The Annual Meeting Proxy Statement and any other relevant documents (when they become
available) may be obtained free of charge at the SEC's web site at www.sec.gov and at the Company's web
site at www.tmng.com or by directing a written request to: The Management Network Group, Inc., 7300
College Boulevard, Suite 302, Overland Park, Kansas 66210, attention Corporate Secretary.
2014 annual meeting of stockholders that will include a proposal relating to the proposed transaction with
Elutions, Inc. ("Annual Meeting Proxy Statement"). The Annual Meeting Proxy Statement will contain
important information about the Company, the proposed transaction with Elutions, Inc. and related matters.
Investors and stockholders are urged to read the Annual Meeting Proxy Statement carefully when it is
available. The Annual Meeting Proxy Statement and any other relevant documents (when they become
available) may be obtained free of charge at the SEC's web site at www.sec.gov and at the Company's web
site at www.tmng.com or by directing a written request to: The Management Network Group, Inc., 7300
College Boulevard, Suite 302, Overland Park, Kansas 66210, attention Corporate Secretary.
Participants in the Solicitation
The Company and its executive officers and directors may be deemed to be participants in the solicitation
of proxies from the stockholders of the Company in connection with the proposed approval of certain
agreements and transactions with Elutions, Inc. Information about the executive officers and directors of the
Company and their ownership of the Company's common stock is set forth in the Company's proxy
statement for its 2013 annual meeting of stockholders, which was filed with the SEC on April 29, 2013, and
in the Company's periodic and current reports and in statements of changes in beneficial ownership
subsequently filed with the SEC, which are available free of charge as described in the preceding
paragraph. The Company will provide more information about these potential participants in the Annual
Meeting Proxy Statement and other relevant documents which may be filed with the SEC.
of proxies from the stockholders of the Company in connection with the proposed approval of certain
agreements and transactions with Elutions, Inc. Information about the executive officers and directors of the
Company and their ownership of the Company's common stock is set forth in the Company's proxy
statement for its 2013 annual meeting of stockholders, which was filed with the SEC on April 29, 2013, and
in the Company's periodic and current reports and in statements of changes in beneficial ownership
subsequently filed with the SEC, which are available free of charge as described in the preceding
paragraph. The Company will provide more information about these potential participants in the Annual
Meeting Proxy Statement and other relevant documents which may be filed with the SEC.