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Photo AlbumGiga Information Group®

YOUR e-BUSINESS ADVISOR

G ig a In fo r m a tio n G r o u p

Rev 9/30/9 8

V i v i a n G u n t h erE x e c u t i v e A ss i s t a nt

A sp e n

L a n a H a m o nE x e c u t i v e A ss i s t a nt

N e w Y o r k

O p e n G - 1 0 0E x e c u t i v eA ss i s t a nt

M ichael M ooradianSenior V ice President

Sales

D an M ahone yV ice President

A dvisory Researc h

Jeff TarrD irector

Techn olog y

Charlie Bacharach V ice President

M arketing

Jeff BartonD irector

IT Practices

Bruno Tourm eG eneral M anager

EM EA

G ig G r a h amE x e c u t iv e V ic e P r e s id e nt

V icki LynchV ice President and

Controller

Bonnie H urw itzD irector

Sales A dministration

Phil W eberV ice President

H um an Resource s

Carol LePlarV ice President

Conference and Publication s

Tom Chapm a nD irector

Finance and A dm instration

D a n C la r k eS e n io r V ic e P r e s id e nt

C h ie f F in a nc ia l O ff ic er

G id e o n G a r tn erC h a ir m a n o f th e B o a r dC h ie f E x e c ut iv e O ff ic er

Sept 1998

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

1999 Research Org Structure

3 A n a lys ts1 R A

E M E A

1 4 A n a lys ts6 R A s

C am b rid g e

1 4 A n a lys ts3 R A s

S an ta C la ra

1 2 A n a lys ts3 R A s

N orw a lk

6 R esearch E d ito rs3 In fo . A n a lys ts

Research ServicesD an ie l B ed n arek ,

M an ag er

6 K C A ssoc ia tes

Know ledge CenterC ath erin e F la tley,

S u p ervisor

Office of Research M anagem entG ig G rah am , D an M ah on ey,

R ob ert S oran

INFORMATION &KNOWLEDGE

MANAGEMENTDan Rasmus

IT MANAGEMENT& SERVICES

Chip Gliedman

SYSTEMS & PLATFORMSRichard Fichera

Colin RankineCharlie Burns

Brad Day

APPLICATIONDEVELOPMENT & ERP

Liz BarnettMike Gilpin

Stephanie Moore

Byron Miller

Margo Visitacion

Tom Harwick Connie Moore

Teri Palanca

Marc Cecere

Julie Giera

DESKTOP & MOBILE& SYSTEMSRob Enderle

Steve Hunt

Laura DiDio

e-COMMERCEAndrew Bartels

Martha Bennett

Erica Rugullies

Andy Bartels

Erin Kinikin

Research Orbits

COMMUNICATIONS& NETWORKING

Stan Schatt

Lisa Pierce

Bernt OstergaardJonathan Penn

Elizabeth Herrell

Jim Slaby

Brownlee Thomas

SYSTEMS MANAGEMENT

Will Cappelli

Patrick Dryden

Norbert Kriebel

Lou Agosta

Kazim Isfahani

Ken Vollmer

Carl Zetie

Phil Costa

Uttam Narsu

Ken Smiley

Mike Dodd

Art Williams

Gene Leganza

Robert Leonardi

Jan Feb Mar Q198 '98 Projected 1997Pa’s 10 25 23 58 232 346GIB’s 390 375 439 1204 4816 4933Inquiry 592 628 913 2133 8532 5419POC Phone 42 44 62 148 592 1247POC Face 12 11 14 37 148 322GigaTels 11 10 12 33 132 82Briefings 0 6 8 14 56 41

Walter Stine’s Analyst Productivity Report 1Q98

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only19

Inquiry

The best inquiries are when:– They relate to published research– Are a focused, specific question– Fall within the analyst’s area of expertise– Involve a two-way exchange of information

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only32

E-Practices

E-Practices

Advisory Research OrbitsE-Business

IT MANAGEMENT& SERVICES

Chip Gliedman

Marc CecereMike Dodd Julie Giera

Kazim Isfahani Art WilliamsGene Leganza Norbert Kriebel

James Grady Jon EricksonBill Sheehan

APPLICATIONDEVELOPMENT

Liz BarnettMike Gilpin

Stephanie MooreUttam Narsu

Carl Zetie Margo Visitacion

Tony WhiteElizabeth Thibault

INFORMATION &KNOWLEDGE MANAGEMENT

Dan Rasmus

Connie MooreLou Agosta Teri Palanca

Keith Gile

Nate Pruitt Kathy HallArianna Breitstein-Arazi

Annette Krotova

COMMUNICATIONS& NETWORKING

Stan Schatt

Lisa Pierce Elizabeth HerrellJonathan Penn Jim Slaby

Bernt Ostergaard Brownlee Thomas

Weston Henderek Chauthuy HoangShawn Riley Jadd Cheng

Elizabeth Collinge

PERSONAL & PC SERVER PLATFORMS & SECURITY

Rob Enderle

Laura DiDioSteve Hunt Ken Smiley

Stacey Quandt Jan SundgrenAileen Monahan

COMPUTING INFRASTRUCTURES

Colin Rankine

Regina DubrovskayaAdria Ferguson

Will CappelliPatrick Dryden

Bob Zimmerman Mike Adams J.P. Garbani

David Friedlander

E-BUSINESS APPLICATIONS & STRATEGIES

Andrew Bartels

Martha BennettErica Rugullies Erin KinikinKen Vollmer Byron Miller

Tom Harwick Joel Yaffe

Mark Rosenberg Edmund HaPascal Matzke Renee Woo

Gillian GlasserLouise Cotton

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only33

Advisory Research Orbits

e-Practices

STRATEGY PLANNING

Antonio Franco

Craig DonovanLaura Wiener

Harold Washington

TECHNOLOGY INTEGRATION

Alistair Stewart

ORGANIZATION & WORKFORCE

Peter McAteer

Bart BoltonHoward Adams

SECURITY & RISK MANAGEMENT

Lloyd Hession

Phil Rosch

RESEARCH(all areas)

Phil Murphy

Richard TelescaCatherine Lang

Danielle Saponara

Treena Colby Daphne Lincoln

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only47

Planning Assumption (PA)

• Our flagship (signature) deliverable• Strategic focus• Tackle an issue in depth• Actionable by client • Part of an overall research agenda • Highly engineered• Rich use of graphics• Bias towards quantitative information

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only48

Giga IdeaBytes

• Ad hoc – not planned• Spontaneous – interrupt driven (catalyzed)• Brief – one paragraph to one page

– Net, no background, focus on the so what

• Definitive – take a position• May or may not have a recommendation• A nugget of value added

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

New Hires

2000

Louise Cotton Jost Hoppermann

Mike Dodd Brett Husselbaugh

Dick Fisher Robert McNeill

Antonio Franco Dave Nelson

Jean Pierre Garbani Laura Pastor

Keith Gile Claire Schooley

Penny Gillespie Ken Smiley

Mike Grosvenor Jane Stanhope

Paul Hamerman Harold Washington

Michael Handley Susan Wiener

Randy Heffner Bob Zimmerman

2001

Anton Hios John Ragsdale

John Meyer Alice Salpeter

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

Minimum Publishing Productivity for 2001

PAs RequiredGIBs Requiredper Quarter per Quarter

Research Associate 0 10Associate Analyst 1 15Industry Analyst 1 20Sr. Industry Analyst 2 20Director 2 20Vice President2 10Research Leader 2 0

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

New Research Personnel 8/99

Tom Harwick (SCM) Ken Vollmer (eCommerce, EDI) Elizabeth Herrell (Customer Contact Centers) Erin Kinikin (CRM) Uttam Narsu (Apps Dev) Teri Palanca (Data Management) Lou Agosta (Data Warehouse) Jonathan Penn (Messaging) Edmund Ha, Gillian Glasser, Beth Thibault, Annette

Krotova, Bill Sheehan, Mark Rosenberg, Chauthuy Hoang, Jadd Cheng, Jan Sundgren, Shawn Riley

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

2000 by Quarter - Significantly Improving Performance

-$3.6

-$4.4

-$3.2-$2.5

-$2.8

-$2.0

-$1.0

-$6.1 1999 2000

1st Q 2nd Q 3rd Q4th Q

Net income$ Millions

4th Q

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

What do you do for a living in 2000?

Maintain 32 Salons

Write 454 PAs

Write 3052 GIB’s

Publish 79 Articles

Respond to 19,229 Inquiries

Do 1,575 Vendor Briefings

Do 980 POCs

Do 296 GigaTels

Do 325 Outreach Calls

Present 179 Times at Giga Conferences

Perform 1,859 Days of Consulting

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

The 2001 Numbers

Writing

2000 2001

PAs 405 454

GIBs 3828 3052

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

More 2001 Numbers

Client Touch

2000 2001

Inquiries 18,748 19,229

Analyst Inquiries 21,724 22,779

Only 17 urgent inquiries were late.

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

Minimum Publishing Productivity for 2002

PAs RequiredGIBs Requiredper Quarter per Quarter

Associate Analyst 1 15Industry Analyst 1 20Sr. Industry Analyst 2 20Director 2 20Vice President2 10Research Leader 2 0Research Fellow 2 0

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited.

Giga Information Group®

YOUR e-BUSINESS ADVISOR

gigabriefing

What Do Analysts Do All Day?Joel Yaffe, Senior Industry Analyst

October 10, 2000

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only136

Key People

• Robert, Dan, Rich, Craig, Merv• Lloyd Bunting, Mike Nawrocki, Jean-Michel Six

and DD’s• Glen Hartman, David Kitchen• Daniel Bednarek

• Sales Administration• Bonnie Hurwitz• Dan Clark, Vicky Lynch, Maryanne Fitzgibbons• Frank Campbell• Carol LePlar, Mike LeBrasseur• Karen Wadsworth• Sandi Casey Buford, Steve Genovese

© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only

A New Offering – Knowledge Salons

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

How to do Inquiries

The best inquiries are when:

They relate to published research Are a focused, specific question Fall within the analyst’s area of expertise Involve a two-way exchange of

information

Research OrganizationOffice of Research Management

Robert Soran, Marc Cecere,Merv Adrian, Craig Symons, Larry Paul

Merv AdrianVP, Research Manager

Santa Clara

Steve TelleenVice President

eBusiness Strategies

Craig SymonsVP, Research Manager

Norwalk/Northeast

Marc CecereVP, Research Manager

Cambridge

Robert SoranSr Vice President

Europe

Dan MahoneySenior VP of Research

Joan ManzlerOffice Manager, Santa Clara

Bonnie HurwitzVice President

Consulting

Rob Enderle, VP RL

Elizabeth Herrell, SIA

Erin Kinikin, VP RL

Jonathan Penn, SIA

Dan Rasmus, VP RL

Stan Schatt, VP RL

Carl Zetie, Dir

Liz Barnett, VP RL

Andy Bartels, VP RL

Chip Gliedman, VP RL

Kazim Isfahani, SIA

Stephanie Moore, Dir

Lisa Pierce, VP RL

Colin Rankine, VP RL

Lou Agosta, Dir

Steve Hunt, VP

Byron Miller, VP

Brownlee Thomas, SIA

Keith Gile, SIA

Margo Visitacion, SIA

Will Cappelli, VP RL

Mike Dodd, Dir

Norbert Kriebel, SIA

R Dubrovskaya, RA

Bernt Ostergaard, Dir

Pascal Matzke, IA

Louise Cotton, RA

Elizabeth Collinge, RA

Dave Nelson, SIA

Weston Henderek, AA

Elizabeth Thibault, RA

A. Vandersteen, PA

Cindy Liu, RA

Diana Vasquez, RA

Luis Moya, RA

Todd Siegel, RA

C Thomas, RA

Ron Rogowski, RA

Mark Sharp, RA WSSCPhil Rosch, SCA

Peter McAteer, VP

Susan Wiener, SCA

Alistair Stewart, VP

Richard Telesca, SIA

Gillian Glasser, RA

Jan Sundgren, AA

Susan Jette, CS

RESEARCH

AA - Associate AnalystCA = Consulting AnalystCS = Consulting SupportDir = DirectorIA = Industry AnalystIS = Information SpecialistKCA = Knowledge Center AssociateMRE = Managing Research EditorPS = Product SpecialistRA = Research AssociateRE = Research Editor

RL = Research LeaderRSA = Research Services AdministratorSCA = Senior Consulting AnalystSIA = Senior Industry AnalystSIS = Senior Information SpecialistSRE = Senior Research EditorTW = Technology WriterVP = Vice PresidentVPM = Vertical Program Manager*IA = RSS Information Analyst*SIA = RSS Sr Information Analyst

Research Titles

12/04/2000

Robert McNeill, RA

Annette Borba, RA

Stacey Quandt, AA

Renee Woo, RA

Carla Woo, PS

Ken Smiley, SIA

Bob Zimmerman, Dir

Jon Erickson, AA

Su Beagley, KCA Euro

Ryan Hamlyn, RA

Neil Workman, RA WSSC

Amanda Kahlow, PA

A. Breitenbach, RA

Brad Day, VP

Laura DiDio, Dir

Gene Leganza, SIA

Uttam Narsu, SIA

Jim Slaby, SIA

Ken Vollmer, Dir

Arthur Williams, Dir

David Friedlander, IA

Joel Yaffe, SIAAdria Ferguson, AA

James Grady, AA

Kathy Hall, IA

Mark Rosenberg, AA

Bill Sheehan, AA

Jean Pierre Garbani, SIA

Jane Stanhope, SIA

Julie Giera, VP

Wendy James, Admin

Matt Medlin, RA

Daniel BednarekDirector

Research Services

Cathy Flatley, KC Mgr

Charissa Joyce, KCA

Jim Madden, KCA

Donna Brignolo, RE

Peter Crone, RESuzanne Ciccone,SRE

Sheri Giglio, MRE

David Twiddy, *IA

Eliana Kimball, RSA

Sandra Lefebvre, KCA

Margaret McBride, *SIA

Arathi Nath, *SIA

Emmanuel Ording, SRE

Marie Rodgers, IS, Sr Info Arch

Cheryl Hines, RE

Carl Bohlin, RA

Caroline Mewing, RE

Aileen Monahan *IA

Michelle Brosnahan, TW

Kerin Flatley, TW

Sarah Kim, KCA

Larry PaulVP, Research Manager

Atlanta/Southeast

Mike Gilpin, VP RL

Tom Harwick, Dir

Connie Moore, VP

Terilyn Palanca, Dir

Howard Adams, SCA Antonio Franco, Dir

Harold Washington, CA

Phil Murphy, Dir

Penny Gillespie, SIA

Randy Heffner, Dir

Paul Hamerman, Dir

Michael Handley, Dir

Mike Grosvenor, IA

Brett Husselbaugh, Dir

Laura Pastor, CA

Heidi Dexter, KCA Euro

Jost Hopermann, Dir

Patricia Hyde, RE

Claire Schooley, SIA

Dick Fisher, Dir

Laurel Ruma, RE

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

Research Resources

Headcount1999 2000

Total 105 130

Sr. Analysts 45 64

Assoc. Analysts 27 16

Support 33 37

WSSC 0 13

2003 Kickoff

2003 Goals

#1 priority is GrowthLeverage our foundation

Products/Services Employees

Expand our market presence Visibility Sales productivity

Enhance our customer focus Satisfaction and retention New business development

Balance with fiscal management

G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group

Status of Industry 2001 Major Players

Forrester Rarely see them as direct competition

– Budget competition only

Financials • $141• Revenue Decline Q/Q <40.3%>• Income down <100%>• Cash $203• Mkt Cap $425 (2.98)• Forecast for 2002 $100m in Revenues

Appears they are in a spiral Adopted Our model with Forrester Whole View