WORLD CLASS – through people, technology and dedication

Kongsberg Satellite Services (KSAT)

Sigmund Dehli International Sales Manager

To Charlotte

/ 2 / 12-Dec-11

A success story from last year’s meeting

/ 3 / 12-Dec-11

• A true story based on my own truth

• The road from GRSG-London to contract

• A personal touch

• Hopefully I will not offend anyone

• Why GRSG-London was a success?

• Who attended last year?

And by the way, you know you’re Norwegian when:

• …a stranger on the street smiles at you, you assume that: a) he is drunk b) insane c) American d) all of the above

• …you think nothing of paying €50 for a bottle of „cheap‟ spirits at Vinmonopolet.

• …you get scared when a stranger randomly starts up a conversation with you

• …you go for a swim when it‟s only 12 degrees Celsius (53F) in the water and claims that it‟s “fresh”

• …you have bad conscience if you‟re not outside when it‟s sunny

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/ 5 / 12-Dec-11

Tromsø, 70´North

WorldView-2 true color image

Tromsö

Norway May 26, 2010

Tromsø

Tromsø, 70´North

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• KSAT established in 1967

• World leading commercial satellite

centre

• Head office located in Tromsø

• Round the clock near real-time operations (24h/365d)

Tromsø city

In the beginning……..

• Richard told me that I had to go to GRSG in London because

+ The right people

- Warned me about a lot of highlevel ”above my head” techie-presentations = boring

• So… off we went, myself and my colleague Hugo.

• By the way…. Do you remember the weather / blizzard?

• The last plane from Tromsoe – they closed the airport after our takeoff

• The last plane to land at Gatwick – they closed the airport after we landed

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The first day of the meeting….

• It’s OK to be outside when it’s f……. cold, because I know how to dress

• But the meeting room last year…………

• A lot of techie presentations – probably interesting to the rest of the audience, but to an ex-army officer – above my head

• I gave a KSAT presentation on ground station network, satellite-based oil-spill-monitoring and ice navigation, probably also boring …

• After the presentation I was approached by a nice lady, who told me that I really had to talk to her colleague the following day.

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The second day of the meeting

• Forgot my long-johns

• Had an interesting chat with Martin during one of the coffee / thawing breaks in the library

• Actually I almost started to drink tea…… just to heat up

• Martin looked for someone who could monitor an exploratory oilrig and the area around

• And as a well-trained salesguy I responded: Stop looking!!

• Due to security reasons I will not mention the good time we had during the social events

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The way home….

• One of the first planes from Gatwick, actually our plane had been parked there since we landed!

• And just one hour late

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The next steps – with personal touch

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• Dec, signed contract for a new house in Tromsø with my fiancée

• Dec - Jan, mailed oil spill service description and some additional info to Martin in TullowOil

• 15th of Feb. Received RFQ/SoW. Deadline a couple of days later – THANK YOU!

• Requirement for one highres SAR image every other day. + One optical image per week

• BUT we offered medium-res SAR and explained why (Pricing and performance)

• The customer isn’t always right – BUT is still the customer

• Monday 21st of Feb. Offer sent to TullowOil and it’s snowing heavily in Tromsø

• Monday the 28th of Feb. Snowing heavily and got the keys to our new house

• Tuesday the 1st of March. Snowing heavily and started to move boxes and stuff and clearing snow

• Wednesday the 2nd of March. Snowing heavily and moved boxes and had to buy a snow thrower

• Thursday the 3rd of March. Snowing heavily andTullowOil got the final thumbsup from the local government to explore.

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The next step

The next step

• Friday the 4th of March. Snowing heavily and I moved boxes and continued to shovel tons of snow. The piles of snow more than 4 meters high and growing rapidly.

• Martin called me and we talked while I was shovling snow – brand new snow thrower

• Good news; he told me that they would like to sign a contract with us ASAP

/ 14 / 12-Dec-11

Bus-stop shelter

The next step – a lot of new stuff

• Saturday the 5th of March. Drilling started

• Monday the 7th of March. Internal KSAT KickOff and appointment of PM

• Tuesday the 8th of March. First delivery based on RadarSAT-2

• Thursday the 10th of March. First delivery based on CosmoSkyMed and a brand new software package for analysis!

• Monday the 14th of March. First delivery based on TerraSAR-X and the new software package + new......

• And....... Snowing heavily in Tromsø

/ 15 / 12-Dec-11

The next step

• Wednesday the 16th of March. Meeting and training in London

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The next step

• A lot of great input from TullowOil, in order to improve our mail-report.

/ 17 / 12-Dec-11

The next step

And all the time:

/ 18 / 12-Dec-11

Success

• Because we participated and gave a presentation in last year’s GRSG-meeting in London

• The right people attended

• Because we responded the RFQ based on extensive experience, and explained that we would NOT deliver what was requested, but what they needed.

• Because we could customize / plan the monitoring based on different satellites.

• We are data agnostic and so are out customers.

• MultiMission Planning and ordering tool - SaVoirK

• Because my colleagues and I saw this as a challenge! (New customer, new software, new places for downloads, new tools, new inputs and so on)

/ 19 / 12-Dec-11

We created a collection plan and finalized the plan together with the customer

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The final comments

• Monday the 10th of November. Shutdown and preparation for moving the rig.

• Saturday the 26th of November. Final delivery.

• AND 9 September 2011

- Tullow Oil plc (Tullow) announces that the Zaedyus exploration well (GM-ES-1), offshore French Guiana, has made an oil discovery having encountered 72 metres of net oil pay in two turbidite fans. Results of drilling, wireline logs and samples of reservoir fluids show that the well has encountered good quality reservoir sands on prognosis.

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