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PRADEEP ANAND SEETA RESOURCES pradeep@seeta seeta +1 281 265 9301 August 26, 2003

PRADEEP ANAND SEETA RESOURCES pradeep@seeta.com www.seeta.com +1 281 265 9301 August 26, 2003. MARKETING & COMMERCIALIZING OILFIELD TECHNOLOGIES President, Co-founder, PointCross VP Marketing, Landmark Graphics First marketing manager for LWD/MWD at Sperry-Sun

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PRADEEP ANAND SEETA RESOURCES pradeep@seeta seeta +1 281 265 9301 August 26, 2003

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  1. PRADEEP ANANDSEETA RESOURCESpradeep@seeta.comwww.seeta.com+1 281 265 9301August 26, 2003

  2. MARKETING & COMMERCIALIZING OILFIELD TECHNOLOGIES President, Co-founder, PointCross VP Marketing, Landmark Graphics First marketing manager for LWD/MWD at Sperry-Sun North American Operations Manager, a division of Baker Hughes SINCE 1993 Petroleum Industry: Baker Hughes, Baroid Corporation, Daniel Industries, Dresser Industries, Landmark Graphics (Halliburton), Numar (Halliburton), Sperry-Sun (Halliburton), PGS- Tigress Capital Goods/Manufacturing: NL Industries, Nutter Engineering, CompX, Gundle/SLT Environmental, IKG Industries, National Cabinet Lock, Patterson-Kelley, Waterloo Components IT/Technology: Sun Microsystems, Scicom, Scandent INTRODUCTION www.seeta.com

  3. MARKETING HAS TO BE SUCCESSFUL IRRESPECTIVE OF MARKET CONDITIONS!MINDSHARE ALWAYS PRECEDES MARKET SHARE! 1. Get Customers’ Attention 2. Show Customers Advantages Over Alternatives 3. Prove It 4. Persuade People To Grasp the Advantages 5. Ask For A Call To Action www.seeta.com

  4. DIFFERENTIATION! POSITIONING! Know Thy Customer WHAT’S CHANGING IN THE OILFIELD? www.seeta.com

  5. 1. OIL COMPANIES’ FOCUS • DISTINCTIVE FINANCIAL PERFORMANCE OF ASSETS • “THROUGH THE LENS OF PEOPLE, PROCESSES, TECHNOLOGIES” • MEETING ENVIRONMENTAL & SOCIAL OBJECTIVES • Ethical conduct • Sustainable development • Employees • Relationships • Health, Safety and Environmental • Performance control and finance www.seeta.com

  6. WHO IS YOUR TARGET CUSTOMER? COMPLEX POSITIONING AND SEGMENTATION 2. GLOBALLY DISTRIBUTED DECISION MAKING • Types of Customers: NOCs, Supermajors, Major Independents, Independents, Operating Partners, OTO • Multiple Roles: Cost-driven Buyer, Upper Management, Technical Buyer, End User • Types of Assets: 48% of production from mature field; Deepwater- 8%; Developing Fields- 44%; 70% of production from fields more than 30 years old. www.seeta.com

  7. 3. ASSET LIFECYCLE DRIVEN OVERARCHING PRIORITIES SOCIAL RESPONSIBILITIES, HSE, QUALITY, SCHEDULE, COST • CAPEX FOCUS • New Assets: Acquisition, Competition, “Business Development”, NPV Growth, ROCE • Develop Assets: Speed, Time to First Cash, NPV Growth, ROCE • OPEX FOCUS • Produce: Net Income, NPV Maintenance, Cash Flow, ROCE • Harvest: Net Income, NPV Maintenance, Cash Flow, ROCE www.seeta.com

  8. PEOPLE PROCESS TECHNOLOGY 4. PEOPLE, PROCESS, TECHNOLOGY www.seeta.com

  9. 4a. PROCESS/PROGRAM MANAGEMENT • BP’s CVP, Marathon’s MPMP • Chevron’s CPDEP: Chevron Project Development and Execution Process • 5-phase approach to definition and execution • Identify and Assess Opportunities • Generate and Select Alternatives • Develop Preferred Alternatives • Execute • Operate and Evaluate • At each phase, provides good definition of: • Decision Makers, Deliverables, Work Team, Focus Items, Resources, Value, Metrics, Role of Owner's Project Support Team www.seeta.com

  10. 4b. PEOPLE • Challenge: Experience Exodus, Brain Drain. • Refreshed Focus on Developing and Attracting New Talent • “GenX” • Preparing for “GenY” • Global Workforce • Diversity • Introducing New Ways of Working Fit for "GenX" and “GenY” • Using Technology to Work With a Global Workforce www.seeta.com

  11. 4c. TECHNOLOGIES • Asset/Field Technologies • Seismic Imaging- Difficult Subsurface Environments • Deepwater Engineering Technologies- riser vibration, subsea processing, cold flow • Real-Time Management of Fields • Optimizing Mature Fields • Organizational Technologies • Process Management • Compliance • Mining, Managing, Sharing, and Using Information • Renewed emphasis on technology as a savior • Autonomous business units were technology laggards • Independent technology units are not driven by business goals • Amalgamation of both, simpler decision making! www.seeta.com

  12. SUMMARY Oil Companies, Service Companies and Marketers have no choice but to be successful in every situation • Competitive Edge is Differentiated Value Addition in: • Financial performance across asset lifecycle • People/Process/Technology expectations • Social and environmental objectives www.seeta.com

  13. MARKETING SUCCESS = Competitive Advantages + Targeted Persuasion FINAL WORD www.seeta.com

  14. THANK YOU PRADEEP ANAND SEETA RESOURCES pradeep@seeta.com; www.seeta.com +1 281 265 9301

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