enterprise business

Enterprise BusinessDennis Renaud, Vice President

Agenda

The Enterprise Business

Market and Technology Overview

Strategy

Strategy in Action

Panduit

Industrial & Electrical Infrastructure

(IEI)

IC/MRO Business

OEM Business

Enterprise /

Data Center Infrastructure (EDI)

Data Center Business

Enterprise Business

Industrial Automation

(IAI)

IA Business

Business

Units

(3)

Businesses

(5)

Business Unit Advantages

• Aligned to end marketsand customers

• Products, solutions, salesteam, services…

• Improved customer experience

• More agile and efficient

4

Enterprise Business – Aligned with Partners

Enterprise Business Unit

Enterprise Business

Connecting people, information and technology with reliable and innovative physical infrastructure

Solutions for…

Work Areas

& Building

Connections

Conference

Rooms

Operations

Center

Telecom

Rooms

Copper Connectivity and Cable

Fiber Connectivityand Cable

Faceplates, Outlets, And Modules

Broad Product Portfolio

Racks andCable Managers

CableManagement

Labelling & Identification

GroundingPhysical

Infrastructure Management (PIM)

Broad Product Portfolio

Enterprise Market Overview

Global Structured Cabling Market Size (2014)2014 BSRIA Data

Asia, 24%

EMEA, 33%

LATAM, 7%

NA, 36%

Global Market - $6 Billion

$1,457

$1,974$410

$2,165

12

Market Growth 2015 - 2017

Region 2014 14/15 Grth 15/16 Grth 16/17 Grth

NORTH AMERICA $2,203 2.7% 2.6% 2.4%

EMEA $2,008 0.8% 2.6% 2.7%

APJ $1,478 6.2% 6.5% 6.5%

LATIN AMERICA $416 2.2% 3.8% 4.3%

Grand Total $6,106 2.9% 3.6% 3.7%

EMEA Top 10 Countries

Region 2014 14/15 Grth 15/16 Grth 16/17 Grth

Germany $473 1.4% 1.7% 1.7%

UK $313 2.9% 2.5% 2.3%

France $243 0.8% 2.8% 1.6%

Russia $144 -11.0% 4.3% 6.7%

Switzerland $126 0.8% 1.3% 1.4%

Italy $97 -1.4% 3.5% 3.8%

Saudi Arabia $69 6.9% 6.9% 6.9%

Spain $69 2.0% 2.8% 3.6%

Netherlands $59 1.0% 1.6% 2.8%

Turkey $56 3.5% 4.5% 6.4%

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60 Years a Trusted Partner

13

Panduit Continues to Gain Share

• Panduit has gained 2.4 share points over 9 years

BISRIA Data – Connectivity & Cable

Cat 6A in Enterprise is Growing

2014 2015 2016 2017CAGR

2014 - 2017

Cat 7/7A 57.9 63.8 72.2 72.9 8.0%

Cat 6A 1,129 1,263 1,423 1,597 12.3%

Cat 6 3,964 4,133 4,323 4,539 4.6%

Cat 5e 1,998 1,886 1,787 1,679 -5.6%

• Cat 6A will grow 300% growth from 2016/19 to 43 million ports

• Enterprise will outpace growth in Data Centers

Millions of meters of cable:

Convergence Driving Port Growth

Access

Lighting

CCTV

AV - Signage

Power

Monitoring

Data, video

Energy

BACS/HVAC

Smoke detector

Wireless AccessContinued Bandwidth and Growth

• 14% CAGR through 2020

• Continuous upgrades inbandwidth (NG BaseT - 2.5/5.0G)

• 6A standard of choice

POE Enables More Applications Up to 100 Watts

• 100 million POE capable switch ports have shipped

• 100 watt standard in 2016

• 6A standard of choice

Enterprise Strategy

21

Enterprise Strategic Initiatives

• Growth in core markets and at target end users and Contractors/Integrators

• High growth rates through channel led selling in the small/medium segment

• A differentiated partner program that contractors, integrators, and distributors see value in

• Improved customer experience and overall operational efficiency

• Product innovation and effective lifecycle management

22

Enterprise End Customer Segments

Revenue

# of FTEs

<$50M revenue

<100 FTEs

$50M - $1B revenue

100 to 1000 FTEs

$1B+ revenue

> 1,000 FTEs

# of telco rooms

<5 telco rooms 6 - 20 telco rooms 20+ telco rooms

SMALLENTERPRISE

MEDIUM ENTERPRISE

LARGEENTERPRISE

Sq. footage <100K sq ft 100-500K sq ft 500K+ sq ft

Current Panduit ‘sweet spot’ – continue to

double down

Pursuetargeted

opportunities

Serve segmentthrough distribution

23

Panduit’s Value Proposition Alignment – Medium/Large

Target verticals

Branch officesSmall business

Small retail

K-12 schools Local government

RetailLocal hospitals

Small healthcare systems

FinanceTechnologyHealthcare

EnergyFederal government

Higher education

Key influencer Distributor/Contractor SI/Contractor Large SI/Contractor

SMALLENTERPRISE

MEDIUM ENTERPRISE

LARGEENTERPRISE

Primary decision maker

Contractor/DistributorEnd user

(IT engineer/ manager) + SI

End user (IT/facilities director/officer)

Decision makers and verticals that value product quality and sales support

24

Target Vertical Markets

FinanceTechnology

Healthcare Education

Gov. / Defense

25

Enterprise Go-To-Market Strategies

Distributor Contractor/SIEnd User

Large

Distributor Led(Flow Business)

Panduit Led

Contractor/SI Led

Leads Supports Sells To


Large/Medium


Small

2016 Partner Program Introduction

27

We will offer a differentiated partner program

that rewards, motivates, and produces financial

benefit for our Partners and Panduit

Program Improvements – Voice of Customer

SIMPLEPartners value and find easy to understand

DIFFERENTIATESbased on performance and commitment

ADAPTABLEby business (Data Center, Enterprise, IA), partner type, and geography

EASYto access and use

Improving Customer Experience – Preferred Parts

• Focused list of highusage parts

• Inventory at Distributorsand Panduit

• 12 page catalog with~200 p/n’s

Panduit Innovation

32

28 AWG Cabling

Higher density using small diameter cable

32

33

Existing 24 AWG

Configuration

New 28 AWG

Configuration

Small Diameter in a 768 Port Application

• 60% reduction in original total cord length of 1 mile

• Simpler routing & all same cord lengths

• Reduced cross connect RU by 22

The Market is Recognizing Panduit’s28 AWG Solution

• Increased capacity, higher density

• Easier cable management

• Lower costs (up front & operating)

• Improved port access, visibilityand airflow

35

CAT8 Performance Design and Prototypes

Density and Space Saving - 28 AWG Campaign

Q3Q2 Q4Q1 Q2Q1

CAT6A for the Enterprise

2015 2016

New Product

Technology

Application

POE++/WAP : White Paper CIM

Internal Shutter Jack

CAT8 System - Webinar Q2/Q3

Field term 6/6A Plugs

New SM boxes

Plenum WAP SM Box

Direct Switch Patching

HDBase –T : Certification, Whitepaper

Enterprise Roadmap

37







World class global

customer support

World class Partner

community

Extensive distribution

network

Industry’s broadestproduct portfolio

Engineering, product

quality, and innovation