businessprojects.com market segmentation and entry project

Confidential 1

BusinessProjects.com

Market Segmentation and Entry Project

Carlos F. Camargo,Senior Market Analyst

Collaborative Marketing

399 Main Street

Los Altos, CA 94022

650-949-4882

www.collaborativemarketing.com

October 1998

Confidential 2

Roadmap

IntroductionIntroduction

High Level FindingsHigh Level Findings

ConclusionsConclusions

Detailed FindingsDetailed Findings

Confidential 3

Objectives

•Provide a General Market Entry Strategy

•Identify and Profile Key Market Segments

•Identify and Profile Key Competitors

•Clarify BusinessProjects.com’s Differentiation

Confidential 4

Methodology

Project KickoffProject Kickoff

Secondary ResearchSecondary Research

Interim Brainstorming with


Management

Interim Brainstorming with


Management

In-Depth InterviewsIn-Depth Interviews

Synthesis & AnalysisSynthesis & Analysis

Recommendations and

Conclusions

Recommendations and

Conclusions

• Clarify Objectives• Review Methodology• Brainstorming• Define Deliverables

Phase I: Identifying Key Market Segments• Electronic Literature Search• Review Existing Studies• Trade Organizations

Phase III & IV: Market Evaluation &Competitive Analysis•End Users in Key Segments.

Phase II: Analyzing Market Segments• Qualitative & Quantitative Analysis• Fine Tune Market Selection Matrix• Discuss Strategy

BuildFactBase

•DevelopSegment Profiles

•DevelopCompetitorProfiles

Confidential 5

Contact Lists

Company Contact Title

Abernathy MacGregor Frank Ellie Gonda AttorneyAndersen Worldwide Christine Traut Strategy Advisor to CIOBain & Co. Jamey Sperans Senior ConsultantCompu Synergistic J. Boger Software SpecialistDeloitte & Touche Marlene Acevedos Senior Account ManagerDeloitte & Touche Kimberly Swanson Audit AccountantHoward Alan PR C. Relick Account ExecutiveKPMG Ken Rodrigues ManagerMcKinsey & Co. Blane Murphy ConsultantOracle Corp. Anne O'Leary Director of Public RelationsTCG Software Joel Navitad Technical DirectorTurtle Island Press Eileen Omalley Acquisitions EditorUS West Darren Nadel AttorneyWilson, Sonsini, Goodrich &Rosati

Eric Finseth Attorney

Competitor Contact Title

280 Inc. Nick Durrant Marketing Manager2Bridge Julie Farris VP MarketingChangepoint Chuck Tatham VP MarketingHot Office Steve Spiro Senior Director of MarketingInstinctive Dan Miley Director of Solutions MarketingLotus Mark Elliott GM Sales & MarketingNetopia Barbara Tien Director of Product MarketingTribal Voice Joe Esposito President & CEOVisto Steve Cox VP of Marketing

Contact Lists for Segment Interviews and Competitor Interviews

Confidential 6

Deliverables

•Executive Presentation

•Concise Project Report

•Extensive Supplement for Key Market Segments and Competitors

Confidential 7

Roadmap





Confidential 8

• Rapid development & introduction of service through use of partners• For mainstream market development target departmentsand individuals in the enterprise through VARs and trade organizations• Position BusinessProjects as the platform of the

enterprise iVPN.

High Level Findings

BusinessProjects.com Differentiators Top Competitors

Best Early Adopter Markets

Key Recommendations

Consulting, Finance & Legal

All aspects of project are in one place.

Seamless transitions without application barriers

Picks up where e-mail attachments and intranetsleft off.

Service not software.

Enterprise: Involv & 2Bridge

Technology Partners & Development Partners

Confidential 9

High Level Findings Summary

Positioning • Project Touchstone. Brings together everything one needsfor a project.

• Service not software.• Less time on process – more time on decisions.• Goodbye heavyweight misfits– Goodbye setup and training.

Price • A dollar per megabyte of disk storage.• Bundled with a iVPN to create a Virtual Private Solution.

Product • A service that organizes all activity around projects -- docu-centric collaboration, taskflow, executive subscription, andtargeted portal.

• A service that scales from individual to internal to externalprojects.

Distribution • VPN Solution Providers.• VARs/SIs providing industry-specific solutions.• Trade Organizations.

Confidential 10

Entering the Enterprise: Bottom Up -- Top Down

Two Pronged Entry into Market:

Use iVPN as vehicle for a top-down enterprise sell since:•iVPN evolution is in sync with BusinessProjects entry into themarket. BusinessProjects can grow as iVPNs grow.•Position BusinessProjects as the platform of the enterpriseiVPN.

Sell to individuals and departments since:•End user mindshare and endorsement is crucial.•Departmental sales through VARs or via trade organizationendorsement will accelerate acceptance.

Confidential 11

Why have Web based collaboration applications not realized their full Market potential?

Today’s collaboration environments force users to cross application boundaries.

BusinessProjects.com’s unique differentiator is that it organizes all project-related materials and activities in one place and smooths boundaries between

applications.

What’s in? What’s Out?

Product/Function

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Meeting Room X X X2Share 2.0 X X X X X X

eRoom X X X X X X XInvolv X X X

Hot Office X X X X X X XInstant! TeamRoom X X X X X

Pow Wow X X X X X xVirutal Office X X X X X X x

Visto X X x

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BusinessProjects’ Core Value Proposition -- Common to all Segments

•Allows companies to gain control of their intranets in way that other Web-basedcollaboration applications cannot.

•Allows individuals to controls their projects.

•Naturally extends the current method of external collaboration beyond e-mailattachments.

•Fills the “groupware gap” as groupware applications move to knowledge managementand document management.

•Adds value to the research process with a targeted, project-specific portal.

•Is a service not software. While IT works on the immediate concerns of Y2K and theintegration of legacy and back end systems, internal and external collaboration can beoutsourced.

•Combines the Best of all Worlds, while competitors focus on being one of three things:1) Project-centric, 2) Agent-centric or 3) Docu-centric

•Decreases proliferation of large email attachments.

•Helps to keep the review process “in synch.”

•Provides protected customer access areas to share and review documents.

•Posting to a Web site assures the latest version is reviewed.

•Common tasks and calendar increases organization of collaboration.

•Resource areas and targeted portals save time on doubled research and the distributionof research.

Confidential 13

Competitive Landscape: Channel Strategies and Value Propositions

Company Channels Value Proposition

280 Inc.Internet Search Services, Internet Service Providers, ILECs,CLECs and content providers.

• Service differentiation• Provide value-added capabilities to customers• Increase service revenues

2Bridge

Internet Software Vendors, Original Equipment Manufacturers,Systems Integrators, Internet Service Providers and Value-AddedResellers

• Integration of enterprise publishing, content management & knowledge sharing• Capture, create, publish, view & update business information in a collaborative environment• Easy-to-use GUI• Minimal training• Open & Robust Component Architecture• Management & control of the information supply chain• Real-time applications distribution

Changepoint

IT Consultancies, Systems Integrators, Internet Service Providers,VARs and Internet Software Vendors

• Mass Market Rental Internet Applications• Market Specific Rental Internet Applications• Community Based Rental Internet Applications• Custom Rental Internet Applications

Hot Office ISPs, Interactive Media Companies, WWW, VARs and Consultants Cost-effective remote access to LANs, WANs and stand-alone PCs

InstinctiveTechnology

OEMs, Internet Service Providers, Solutions Developers Allow cross-organizational project teams to effectively keep everyone up to date, get new members up tospeed quickly, meet their deadlines on budget, continually track their project status or learn from their mistakes.

Lotus

Internet Service Providers, Internet Software Vendors, VARs &Systems Integrators

• True team collaboration -- Work with colleagues, partners, even customers, anywhere, any time via theWeb.

• Subscription service -- Pay-as-you-go, and there's no software to buy or download.• Simple, easy access -- All you need is an Internet-ready computer, and a standard Web browser.• Fast workspace set-up -- Do it yourself in minutes.• Secure -- Instant!TEAMROOM supports SSL (Secure Sockets Layer) for network security. In addition, the

workspace is password protected.• Only invited team members have access. You also specify who can read and edit your documents.• Intuitive -- So easy to use, there's no training needed• Available and applicable worldwide -- The Web gives you unlimited reach.• No infrastructure required -- Hosted on powerful Lotus Domino(TM) servers owned and operated by

participating Internet Service Providers.

Netopia

ISPs, Portals, and VARs: Netopia targets those segments of thenetworking market that industry sources have identified as themost rapidly growing such as small businesses, geographicallydispersedfacilities of large enterprises, home offices, mobile users, schoolsand other small organizations. These usersgenerally do not have access to sophisticated technical supportand are not well-served by traditional vendors of networkingproducts since these products are not specifically designed forthem. Netopia intends to leverage the expertise it gained indeveloping easy-to-use, plug-and-play LAN networking solutions tomore rapidly penetrate the market for the Company'sInternet/Intranet products.

NVO allows you to establish a cost-effective web site that dramatically increases the quality of your customerservice and the visibility of your business.With your Virtual Office, you can:• Attract customers and partners to your site• Increase your sales and marketing efforts• Promote your products and services• Take advantage of our custom templates, eliminating the need to have someone design web pages

for you• Use Public and Private folders to exchange files with visitors• Communicate with others in one to one private chat rooms• Post graphics, photos and links to other web pages• Conduct web initiated conference calls, saving you time and money

Visto

OEMs, VARs, ISPs, ISVs and Consultants Sign up for the Visto Briefcase Pro and get:• All your email, forwarded from multiple accounts, even work email from behind a firewall• Your complete address book, so you can look upimportant numbers and change entries no matter where

you are• Your desktop calendar, always up to date, so you can stay on top of your ever-changing schedule

from any browser• All your browser bookmarks, from all yourcomputers, in one convenient place• The most current versions of key files, just a few clicks away• 20 MB of storage (more available) so you can keep files and email handy• Free copies of the Briefcase Assistant, to do the busywork for you• Leading-edge security, to ensure your information is always safe

Confidential 14

BarriersLowHigh

Low

High

MarketAttractiveness

A/E/C

ConsultingPublishing

Legal

IncreasedAttachments, Intranet & NotesAccounting

Ad/PR

Finance

Enhanced S

ecurity &

Vertical S

pec. Feature

*Size of bubble corresponds to size of market.

Evaluation of Key Markets

Confidential 15

Top Market is Management and Computer Consulting:•Highest Attractiveness and fewest barriers to entry.•Also has great appeal in SMB consulting market.

Finance, Legal & Accounting:•Need some vertical specific functionalities.•Have security concerns that can be satisfied by BusinessProjects.

Advertising/PR:•Need more experience using basic collaboration applications (e-mail attachments andintranets).•Some companies have also made recent, significant commitments to Lotus Notes andare not yet aware of its limitations.

Publishing:•Collaboration laggards. This market will be slow to develop. There are someexceptions that have adopted Lotus Notes and Quark’s workflow.

Evaluation of Key Markets (continued)

Confidential 16

Segment Additional Segment-Specific Value PropositionsAccounting Executive Subscription

Advertising/PR Taskflow, Versioning, Routing and Approval

BusinessConsulting

Access Control, Document Repository

Finance Executive Subscription

Legal Access Control, Taskflow, Versioning, Access & Billing

Publishing Simple Routing & Approval

Segment Specific Feature Appeal

These are the features that appealed to end users overand above BusinessProjects’ core value proposition set.

Confidential 17

Need -- Research Identified Problems with Current Collaboration Methods

• Posting of edits and documents back into the Web collaboration area.

• Interface is not scalable in terms of number of documents and number ofcollaborations.

• Significant amount of HTML conversion is occurring, because users often havedifferent content creation tools or versions that are out of synch.

• Web interface customization is limited and confusing.

• The primary Web-based collaboration environments are intranets and e-mailattachments. Users want to extend personal control from-e-mail to Web-basedcollaboration.

• Use of intranets and e-mail attachments indicate a level of dissatisfaction with clientserver groupware implementations -- especially -- but not exclusively for cross-organizational and cross-departmental collaboration.

• Today intranet and e-mail intensive, but efforts for extranets, hosted extranets, andiVPNs are accelerating.

• Intranets are the most out-of-control of collaborative environments.

Confidential 18

Review is an the most Interactive Part of Collaboration

Concept Author Review Edit Publish Use

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f P

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ed

A great deal of time and effort are spent during the review of a document. Manualor e-mail-based methods add time and confusion to the process.

Essential Capabilities for Review:•Robust Versioning.•Markup and Revision Tools thatallow author to “own document.”•Granular Access Control•Quick access to other relevantdocuments, e-mail & resources.

Confidential 19

MessagingDocument

ManagementERP

CollaborationProcess

Simplicity

Complexity

ProductionWorkflow

GroupwareAd Hoc

Workflow

Email Clients

MS Exchange/Outlook

Documentum

Web BasedGroupware

Baan, PeopleSoft,SAP, et al

ProductionWorkflow

ActionTechnologies,

Staffware

OCR/Imaging

Intranets

LotusLotus

Current Matrix of Collaborative Solutions for the Enterprise:Lots of Complexity for Simple Collaboration

Confidential 20

Document Management

Workflow

Groupware

KnowledgeManagement

The Limitations of C/ S Groupware Provide a Strategic Entry Point into the Enterprise.

In the Enterprise Space for docu-centric collaboration, there is aconvergence of functionalities and a movement away from groupware. Themarket is ripe for a simple, Web-based, collaborative solution in theenterprise.

Data

Insight

InformationDocument Management:•Adding worflow functionalities.•In some contexts, perceived as a knowledgemanagement solution.

Workflow:•Adding document management functionalities

Groupware:•Adding document management functionalities.•Repositioning as knowledge management solution.

Confidential 21

Profiles of Information Users

User Type Description

Likelihood ofUsing

CollaborativeNetworkingSolutions

Value Proposition for Web-based Solutions

Likelihood ofInterest InWeb-basedTask-FlowSolutions

InformationAnalyzer-Consumer

INSIGHT

One who takes a meta-level viewof content for high-level analysisor one who views and makes useof information but who does notupdate or create content

Low

• Timely access to trendsand tactical information

• Progressive data modeland data collectionintervention and direction

• Interactive communicationand participation

• Project management

High

InformationProducer

INFORMATION

One who creates and publishesnew content and who performsmajor updates of existing content

Medium

• Wider audience fordissemination of materials

• Automated disseminationmechanism

• Content Management

Medium

InformationMover

DATA

One who views and makes use ofinformation and who is appointed

to perform partial updates

High

• Real-time updates andnotifications of contentchanges

• Interactive participationand communication

Low

Confidential 22

Item Strategy

Product

• Componentization of relevant workflow tasks, such as Address Books/Directory,Calendar, White Board, BBS, Chat, Conferencing, Messaging and File Archiving

• Browser-based clients, requiring Java or Active X plug-ins• Thin-clients (3-5 MB) for server-affiliated solutions

Marketing Position• To enable web-based communication, collaboration and interaction among

enterprise & social communities and affinity groups or organizations

Channel Strategy• Use of Electronic Software Distribution via Portals & ISPs• Partnerships with IT Consultancies, VARs and SIs

Pricing Strategy• Per named-user license, priced from $25-$50• Server solutions, priced from $4,000 to $45,000• Site Licenses, priced from $50 to $125 per seat

Target Markets

• SOHO• SMB Market• Corporate Knowledge Workers• IT Consultancies• Product & Marketing Organization in Global 2000

Constraints to User Adoption

• "Information Overload in Getting Found Online"--Pow Wow• "Not-so-thin clients"--eRoom• Lack of IT/PC troubleshooting skills among users (Instant! TeamRoom)• Misunderstood Value Proposition: "It's got to be more than glorified Email"--Hot

Office• "Web bandwidth issues"--Changepoint• "Lack of management buy-in for collaborative solutions"--2Bridge• "The IT Department Nightmare"--Netopia

Accelerants to User Adoption

• Free Trial Periods• Low monthly recurring charges from $10 to $20• Multi-function project management tools• Simple and intuitive Graphical User Interface• Contact-centric affinity or affiliation groups (civic organizations, consultancies, etc.)• Invitation Model: "Friends & Family" Approach

Web-Based Groupware Competitive Matrix

Confidential 23

Competitive Landscape: Marketing & Positioning Strategies

Product Target Markets Differentiation

Meeting CenterConsultants, Customer ServiceManagers, Project Managers,Advertisers

Easy-to-use Network Applications Web service enabling people from multiple companies and locations to worktogether instantly and securely over the Internet.

2Share 2.0IT Consulting Firms, IT Departments,Software Companies, CorporateKnowledge Workers

Lifecycle management of digital information enabling companies to automate and manage business criticalinformation supply chains by gaining end-to-end control from creation to consumption.

Involv IT Consulting Firms, IT Departments,Software Companies

Superior Intranet Web-enablement and content managementLotus Notes & Domino compliant

Hot Office

Small-to-Medium-sized Business,Telecommunters, Mobile Workersand Small Office/ Home Office

Aggressive Partnering Program to achieve a Network Effect:HotLink ProgramReseller ProgramISP ProgramOEM ProgramAffinity Program

eRoom

Consulting Firms, CorporateKnowledge Workers, ITDepartments, Fortune 500

Flexibility & Scalability

Multi-purpose knowledge management and information sharing through wide use of applications, includingmanaging product launches, distance learning,client engagement, proposal evaluation, press relations and joint development.

Instant! Team Room

SOHO, SMB & Corporate Markets w/focus on Financial ServicesProfessionals, Consultants, Lawyers,Accountants, Therapists, Event &Project Planners & Managers, PR &Marketing Professionals

• Easy• Affordable• Secure• All you need is a computer with Web access and a standard Web browser.• There's nothing to download.• No software or hardware to buy.• No support or maintenance contracts.• No compatibility issues.• No shared infrastructure requirements.

Virtual Office

Small Office/Home Office, SMBMarket, Corporate KnowledgeWorkers

Netopia Virtual Officesoftware is a "no assembly required" interactive web office allowing anyone with a web browser to view andexchange information on a host's computer. Guests can participate in on-line, text or audio conversationsthrough the host's Netopia Virtual Office as well as leave messages and view his or her schedule. Set-uptakes only a few minutes and all users can personalize their virtual office to reflect their company, position, orinterests.

Visto Briefcase

Small Office/Home Office, SMBMarket, Corporate KnowledgeWorkers

Affordable and Easy-to-use personal synchronization software to provide universal access to personalcontent. Leveraging the global reach of the Internet, communication can be independent of location anddevice. Visto products and services empower people byoffering the convenience of interactive access to, and the synchronization of, their personal information.

Confidential 24

Partnership Opportunities


Content ProvidersBloombergDow JonesReutersMotley FoolWSJLexus NexisDialogAICPA

Tech PartnersAdobeDoc. Man. Tech.MicrosoftCiscoRedcreekBayNetworksTimeStep

Dev. PartnersBusinesses in topmarket segments.

Trade OrganizationsAICPAIMCUSAAMAState Bar AssociationsAAA

Local VARSwith Industry-specificexpertise.

Total NetworkManagementISPsDigexExodusConcentric

Confidential 25

Roadmap





Confidential 26

Segment Summary -- Consulting

• Strong Need for Cross Company Collaboration.

• Cross-company collaboration also includes personal

management of projects with external collaborators.

• Strong need for internal collaboration. Need for internal

collaboration has largely been met.

• Need for calendar linked “taskflow” rather than workflow for

external collaboration.

• Strong need for resources area, especially for purchased

research.

• In large consultancies sell to line partners or project

manangers.

A

Confidential 27

Segment Summary -- Consulting (Continued)

Category Findings SummaryAverage Employees

8

Average Revenues$ 2.2 million

Degree Ad hocHigh

MS Office +Lotus 1-2-3, Visio, Adobe PDF

Document FlowModerate

Key Project Types6-8 Week Consulting Engagements

Total Number of Projects per Year perEmployee 6-8

Key WorkflowsCalendar-Oriented “Taskflow”

Most Valued Collaborative TechnologyE-mail Attachments & Fax -- Lotus Notes (for Internal collaboration)

Key Whole Product RequirementsNo IT involvement in Installation

PositioningService for External Collaboration – Project Manager Focus

Lotus Notes PenetrationHigh

E-Mail?Further Research Required

Browser Many earlier versions of Netscape and MS Explorer.

Confidential 28

Segment Summary -- Legal A-

• Strong need for cross-company collaboration tools. Need is unfulfilled.

• Need could include personal management of projects.

• Focus on Mid and Senior Level Associates engaged in medium-sized projects as primary

beneficiaries of service.

• Security is a significant issue. More research required to determine best security solution.

• Hardcopy as opposed to softcopy is also a significant issue.

• Possible need for internal collaboration tools, since document management solutions are

weak in this area. Need has not been met entirely.

• Sell to associates and partners. Good opportunity for firm-wide sale.

• Primary “taskflow” would be routing and approval.

• Some type of markup tool is advisable.

Confidential 29

Category Findings SummaryAverage Employees

6

Average Revenues$1.2 million

Degree Ad hocHigh

MS Office +Word Perfect, Visio

Document FlowModerate

Key Project TypesMedium-Sized Business Law Projects

Average Number of Projects per Yearper Attorney (Medium to Large) 10-25

Key TaskflowRouting and Approval

Most Valued Collaborative TechnologyFax and E-mail attachments

Key Whole Product RequirementsSecurity

Positioning Service for External Collaboration – Associate Level Focus. SellingOpportunity to Partners. Possible Service for Internal Collaboration.

Lotus Notes PenetrationModerate, Strong use of document management solutions

E-Mail? CC:Mail, MS-Exchange (Outlook)

Browser Many version of Netscape and MS-IE

Segment Summary -- Legal (Continued)

Confidential 30

Segment Summary -- Investment Banking

• Highest Value placed in cross-company, cross-function collaboration andcommunications between internal and external project members.

•Need for Central Repository: Archiving and collaborative DocumentManagement are necessary features.

•Intelligent Messaging and Notification of Updated materials would be ideal toalert project members of changes in a real-time basis.

•Robust Access Control and Permission levels are required to safeguardconfidential and sensitive information.

•Security and Safeguarding of Project Data Store are indispensable.

•Multiple-point, real-time conferencing would be ideal for interactive discussionsand revisions of prospectus documents.

•Milestone and Project-oriented Scheduling are key components of a task-assignment and management.

•Service Bundling based-on-per-project fees are favored price/product mix.

•Respondents added that if solution really saves time, they will use it.

Confidential 31

Category Findings SummaryAverage Employees 20 to 40 individuals during Public Offerings; requiring the

collaboration and integration of team members from anywhere from7 to 15 other firms

Average Revenues

Degree Ad hoc Moderate degree of ad-hoc work; however, for most part clearchecklists are arranged and tasked for project completion

MS Office + Extensive MS Office use, in addition to Access, FoxPro, andFramemaker

Document Flow Extensive and substantial revision of prospectus and SEC filingdocuments

Key Project TypesInitial Public Offerings

Average Number of Projects per Year1,000 to 2,000 per year

Key Taskflow • Approval and Routing of key legal and accounting documents forSEC filings

• Document CreationMost Valued Collaborative Technology • Joint Document Creation and Versioning

• Document Archiving, Directory and Automatic DocumentExpiration

Key Whole Product Requirements Security, Collaborative Document Creation and File Sharing, ArchivalFunctions,

Positioning Open Positioning: There is no service in the industry offeringcollaboration tools for individuals involved in public offerings. Thereis no established position for domain-specific services of this type.

E-Mail? cc:Mail and MS Exchange

Browser MS Explorer

Segment Summary -- Investment Banking (Continued)

Confidential 32

Segment Summary -- Accounting

• Auditing Functions are quite routinized and regulated by State and Federal Authorities, thus reducingthe level of ad-hoc-ness with respect project management; however communicating process-orienteddata is crucial to clients.

• Workflows are established by Generally Accepted Accounting Practices (GAAP)

• Highest value accrues to solutions that enable communication of meta-data concerningauditing/accounting processes and analyses.

• Will require a top-down enterprise multi-level marketing approach: sell to Partners/VPs and analysts.

• Cross-company and cross-functional interactive communications and messaging is highly desired.

• Web-based collaboration tools must assure high levels of security and tight access control tosensitive financial data.

• Collaborative Teams cross multiple company and department boundaries, so conferencing andintelligent messaging are indispensable.

• Routing and Approval functionalities are also very important; as are Polling functions attached toScheduling Features more generally.

B

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Segment Summary -- Accounting (Continued)

Category Findings SummaryAverage Employees 30 Employees: 1 VP/Partner, 3 Account Managers; 20 Accountants;

2 Secretaries; 5 Administrative AssistantsAverage Revenues

$40 Million (Auditing Revenues from Financial Institutions)

Degree Ad hoc Very routinized: document flow and workflow mandated by Stateand/or Federal Banking Regulators used off of Bank Mainframes

MS Office + Excel Macros; MS Access; FoxPro, FileMaker Pro, Lotus 1-2-3,Proprietary Bank Financial Systems

Document Flow Very High: audit trail documentation, authentication and verificationis exhaustive because these are reports & forms submitted toRegulating Agencies

Key Project TypesBank, Credit Union and Savings & Loan Audits

Average Number of Projects per Year 3-4 Bank Audits per Month (average duration 4-6 weeks; 4 weeks onsite)

Key Taskflow Audit Trail Authentication and Verification; Accounts Factoring &Analysis, Report Generation and Regulatory Schedule Submissions

Most Valued Collaborative Technology Lotus Notes and Email attachments used to share files from MSExcel and MS Word

Key Whole Product Requirements Tight Integration and Drag-n-Drop capabilities with MS Office Suiteand Lotus Notes

Positioning • Enhanced Productivity through reduced document transmissiondowntime

• Easy integration into current workflow and document flow (MSOffice and Lotus Notes)

E-Mail?cc:Mail and Lotus Mail

Browser MS Explorer 3.0 and Netscape Navigator 3.0

Confidential 34

Segment Summary -- PR/Advertising B

• Need for cross-company collaboration tools that go beyond e-mailing attached files. Need is unfulfilled,

although many firms are satisfied with e-mail attachments..

• Need could include personal management of projects.

• Focus on Mid and Senior Level Associates engaged in medium-sized projects as primary beneficiaries of

service. Good opportunity for firm-wide sale.

• Security is a significant issue. More research required to determine best type of security solution.

• Hardcopy as opposed to softcopy is also a significant issue.

• Possible need for internal collaboration tools, since document management solutions are weak in this area.

Need has not been met entirely.

• Primary “taskflow” would be routing and approval.

• Some type of markup tool is advisable.

Confidential 35

Category Findings SummaryAverage Employees 20 Employees: 3 Partners, 4 Administrative Assistants, 2

Secretaries and 11 PR AssociatesAverage Revenues

$6-8 Million

Degree Ad hocMedium

MS Office +QuarkXpress, Framemaker, Pagemaker

Document FlowLow to Medium

Key Project TypesPress Releases; PR Collateral: Brochures, Prospectuses,

Average Number of Projects per Year10 Projects per Month; 100-130 Projects per year

Key TaskflowDocument Creation; Routing and Approval

Most Valued Collaborative TechnologyFax and E-mail attachments

Key Whole Product RequirementsMac Platform Support

Positioning Cross-company collaboration and decision making increased bytaskflow tools

Lotus Notes Penetration Moderate, Strong use of groupware solutions for cross-locationcollaboration (Burson Marstellar, RCGB-Euro, Young and Rubicamare key reference accounts for Lotus Notes).

E-Mail? CC:Mail and MS-Exchange (Outlook)

Browser MS Explorer

Segment Summary -- PR/Advertizing (Continued)

Confidential 36

Segment Summary -- Publishing

• While collaborative document creation and revision software is much sought-after, it's rarelyused consistently across projects.

• Hard Copy Format is Key: especially for actual manuscript and galley phase edits. Thisreliance is both antiquarian and practical.

• Collaborative Solutions are sought not so much for the actual routing of the manuscript, butfor project tracking of acquired manuscripts.

• Editors and Copy Editors like the "look and feel" of paper documents: don’t expect them todisappear any time soon.

• Document Version Tracking and Archiving are key areas of pain in processing a book fromconception to printing.

• Positioning should focus on alleviating the cumbersomeness of following through withadministrative tasks such as managing correspondence, expenses and approvals.

• Departmental Sales Positioning should focus on assisting Project Editors to monitor and trackprojects through a subcription based service tied to a Calendaring function.

B-

Confidential 37

Segment Summary -- Publishing (Continued)

Category Findings SummaryAverage Employees 20+: 3 Editors (Acquisitions and Project), 5 Editorial Assistants, 3

Book Designers , 1 Compositor and 10+ Production AssistantsAverage Revenues

$4 Million

Degree Ad hocMedium

MS Office +Framemaker, Pagemaker, QuarkXpress, PhotoShop, RoboHelp

Document Flow Very High for project tracking and management; Book Copy ishandled solely in hard-copy formats

Key Project TypesBook Publishing, Design and Production

Average Number of Projects per Year 20-25 Book Projects per year, with an average print run of 5,000;100 Book Production Jobs; and 10-15 Book Design Jobs

Key TaskflowRouting and Approval of Copy Edits and Revisions off of galleys

Most Valued Collaborative Technology Fax and E-mail attachments; Zip and Jazz Cartridges make sharinglarge files more convenient, reliance on couriers is still high

Key Whole Product Requirements Mac Platform Support; Also document file conversion engines orplug-ins for MS Word for Adobe and HTML Conversion

PositioningProject Tracking and Management Productivity Tools

E-Mail?MS-Exchange and Eudora 3.0

Browser MS Explorer (Active X) and Netscape Navigator (Streaming Media)

Confidential 38

Competitor Profiles: 280 Inc.

Item DescriptionCompany • 280 Inc.Founded • August 1996

HQ Address

1550 Bryant Street, Suite 300San Francisco, CA 94103Telephone: 415-575-4000Fax: 415-703-7220

Contact Info • (415)575-4000Channel • Internet Search Services, Internet Service Providers, ILECs, CLECs and content providers.

Employees • 50+Ownership • Privately Held

ValueProposition

• Self-Service differentiation• Provide value-added capabilities to customers• Increase service revenues for ISPs hosting Meeting Center• Overall product value resides in providing cross-company interaction without concern for shift

continuity and geographic dispersion• Process Awareness: product attempts to provide task simplification, coordination and

integration through the WWW

Partners• Saatchi & Saatchi, Iona Technologies• Partners get an ongoing commission of 10% per month

Product

• Meeting Center• Cross-Company Communication & Collaboration Software designed for individual and teams in

different companies and locations to work together 24x7• Meeting Center, a virtual, web-based workspace, is comprised of 4 Meeting Boards:

Brainstorm, Discussion, Review and Project—all with Calendar and Directories

Users and TargetMarkets

• SOHO and SMB Market are key targets• Customer Service Representatives• Corporate Project Managers (Marketing and Advertising)• Consultants and Technical Writers• Corporate Marketing and Sales Departments (not many in-roads here so far)

Price andRequirements

• $24.95 per month per Meeting Center• No client required, completely web-based

SeniorManagement

• Declined Disclosure of Senior Mgmt.• Nick Durrant, Marketing Manager

C

Confidential 39

Competitor Profile Of 2Bridge

Item DescriptionCompany • 2BridgeFounded • January 1997

HQ Address 221 Main Street, Suite 700San Francisco, CA 94105

Other LocationsNew York City:Voice 415.543.4600 Fax 415.543.7678Email [email protected]

Contact Info • (415)543-4600

Channel• Internet Software Vendors, Original Equipment Manufacturers, Systems Integrators, Internet Service Providers and

Value-Added ResellersEmployees • 50+

Ownership• New Enterprise Associates $3.4 Million Goldman Sachs & other private investors $10.1 Million

Value Proposition

• Integration of enterprise publishing, content management & knowledge sharing• Capture, create, publish, view & update business information in a collaborative environment• Easy-to-use GUI• Minimal training• Open & Robust Component Architecture• Management & control of the information supply chain• Real-time applications distribution

Partners

• Sun Microsystems• Netscape Communications• Informix Solutions Alliance• Goldman Sachs• New Enterprise Associates (VC firm)

Product

• 2Share 2.0 (available since April 1998)• Personalized Portal To The Enterprise--Browser-based information supply chain management software that enables

end-to-end control over and real-time distribution of business critical information over intranets, extranets and theinternet.

• Components: 2Share InfoCenter (personalized portal to enterprise information) 2Sjare WorkCenter (collaborative environment with workflow management capabilities) Architecture: Reusable components, Separation of Content from Structure and Content Management & Access Control, Personalized workflow structure Requirements: NT or Solaris server, Web Browser


• Reference accounts: McGraw-Hill, Baxter Healthcare and Goldman Sachs• Fortune 1000 Companies interested in providing their employees with "personalized workflow" or a " MyYahool"

version of the enterprise's data stores" solutions and access to corporate data stores• Consultancies and Accountancies: "all firms seeking to enable knowledge sharing among enterprise communities"


• Platforms: MS Windows NT and Sun Solaris• Fees: Start at $45,000 for server and license

Senior Management

• Mansoor Zakaria, CEO• Deborah Miller, President & COO• Peter Nordberg, Senior VP of Sales and Operations• John McDowell, CTO & VP of Engineering• Julie Farris, VP of Marketing• Ron Parks, CFO

B

Confidential 40

Item DescriptionCompany • Changepoint

Founded• 1992, History: Evolved from a project management consultancy to a leader in ERP solutions

for the IT industry and a pioneer in the emerging field of intranet groupware applications

HQ Address

Changepoint Corporation1595 Sixteenth Ave, Ste 702Richmond Hill, Ontario, CanadaL4B 3N9

Other Locations • New York CityContact Info • (905)886-7000

Channel• IT Consultancies, Systems Integrators, Internet Service Providers, VARs and Internet

Software VendorsEmployees • 50+

Ownership $6.75 Million from VenGrowth Capital Management Inc., C.A. Delaney Capital Management Inc.,and B.E.S.T. Discoveries Fund Inc

ValueProposition

• Involv provides a Team-Centric applications as opposed to Function-centric applications• Service Revenue Generation as part of any Involv sales (partners retain all service revenues)• Mass Market Rental Internet Applications• Market Specific Rental Internet Applications• Community Based Rental Internet Applications• Custom Rental Internet Applications

Partners

• Changepoint Business Partner Program: Aurora Communications Exchange, Manta Corp.,Paragon Information Systems, Bay Resources, CPA Systems, Cyber Access, InfoAdvantage,MedWeb, Strategic Systems Worldwide

• Partners retain all services revenue, which on any given sale may include: consulting, training,installation, infrastructure development, project management and custom integration projects.

Product

• Involv• Self-Service Teamware for the Intranet bundled with Bulletin Board, Calendar, Change control,

Chat, Contact Database, Decision Survey in a Box, Document Manager, Event Planner,Group Discussion, Issue Tracking, NGS Proposal Development, Presentation Library, ProjectCollaboration capabilities

• Additional capabilities: intelligent paging & messaging, Lotus Mail integration


• Corporate Marketing and Sales Departments in Fortune 500• High-end SMB Market (500+ employees)• SOHO Market: Consultants particularly, reaching them through adverts in Mobile Computing

Magazine


• $5,000 per server & license• Also requires a Lotus Domino server for about $1,500 and an additional seat license fee of

$40 to $90, depending on the number of users

SeniorManagement

• Gerry Smith, CEO & President• John Anhang, CFO• Rick Moreau, VP & GM Involv Business Unit• Chuck Tatham, VP Marketing

Competitor Profile Of ChangePoint A

Confidential 41

Item DescriptionCompany • Hot OfficeFounded • 1995

HQ Address 5201 Congress Avenue, Suite 232Boca Raton, FL 33487

Other Locations • Privately held concern.Contact Info • (561)995-0005

Channel • ISPs, Interactive Media Companies, WWW, VARs, Professional Associations and ConsultantsEmployees • Distributed throughout area offerings

Ownership• Privately held concern.• TBG, Intel, Blumenstein/Thorne Information Partners and Goldman Sachs Capital Partners

ValueProposition

• Cost-effective remote access to LANs, WANs and stand-alone PCs• Enhanced Productivity through improved access to information and personnel

Partners• BidMatch, Let’s Talk Business Network, GST Telecommunications, GTE New Media Services,

3Com, Intel, Boca Research, MindSpring, Frontier Global Center, TBG Information Investors


• SMB Market (under 100 employees)• SOHO Market• Corporate Telecommuters

Product

• Easy-to-use Web-based Intranet Service: service provides access to tools for communicationsand collaboration:

• My Desk--Communications: Web email, Web Calendar, Reminders, Alert Bar, Message of theDay, Virtual Phone Pad,

• Document Center--Document Management: Central


• Subscription service fee: $12.95 per month per user Over 20 users=$1 Discount per user Includes 20 MB of storage, 10 MB increments $5 per month

SeniorManagement

• Stewart Padveen, CEO• Bill Kelemen, VP Technology• Stephen Rattner, President & COO• Steve Spiro, Sr. Director Marketing• Cynthia Starr, Sr. Director Sales & Business Development

Competitor Profile Of Hot Office B+

Confidential 42

Item DescriptionCompany • Instinctive TechnologyFounded • August 1996

HQ Address 725 Concord Avenue,Cambridge, MA 02138

Other Locations • Los Angeles, Chicago and San FranciscoContact Info • (617)497-6300

Channel • OEMs, Internet Service Providers, Solutions DevelopersEmployees • 50+Ownership • $14 Million from Atlas Venture, Matrix Partners, New Enterprise Associates and North Bridge Ventures

ValueProposition

• Allow cross-organizational project teams to effectively keep everyone up to date, get new members up tospeed quickly, meet their deadlines on budget, continually track their project status or learn from theirmistakes.

• Customer Service Support at varying levels: Free Online Tech Support (all users); Free Introductory Support(trial basis 30days); Maintenance Program (fee based)

Partners

• ACCredo Corp., Bonwell Globalnet, Easy Street, Enterprise Technology Group, Internet Media Services,Internet Operations Center, Internet Software Solutions, NetHaven, OPTYM Professional Services,SavvyNet, SVMedia, Westbridge Technologies

• Extensive Reseller program for service and solution providers: Gold Level ($1K program fee; $25K Salestarget) and Silver Level ($500 program fee; $10K sales target)


• Reference accounts: KPMG, A.T. Kearney, Price Watershouse, and Coopers & Lybrand• Target Markets: Corporate Marketing and Sales Departments, Fortune 500

Product

• eRoom• Virtual workplace on the Web for managing cross-organizational projects. A place where coworkers,

business partners, customers, consultants, advisors, whoever-- can share, discuss, revise, and trackinformation. Drag documents from your desktop to the eRoom--no HTML conversion required--and instantlythey're

available for team members to edit in-place• Features: Drag & drop file sharing, Multi-threaded discussion groups, Polling, Version control, Windows

integration, notification messaging for updates


• ISP Applications Hosting Price: Per user for 50 seats, $99 UPGRADE: Per user, $65• eRoom is licensed on a named-user basis for each server. Pricing starts at $3,995 per server (plus $750

maintenance) and $125 per user (plus $25 maintenance)

SeniorManagement

• CEO and President, Jeffrey Beir• Chief Technology Officer, Pito Salas• Melissa Leffler, VP Engineering• Eric Fischer, VP Sales• Francois Gossieaux, VP Marketing• Dan Miley, Director of Solutions Marketing

Competitor Profile of Instinctive C

Confidential 43

Item DescriptionCompany • LotusFounded • 1982 by Mitch Kapor and Jonathan Sachs

HQ Address • Cambridge, MAOther Locations • New York City

Contact Info • (617)577-8500Channel • Internet Service Providers, Internet Software Vendors, VARs & Systems Integrators

Employees • Currently 8,000 Worldwide: Marketing products in 80 countriesOwnership • Acquired by IBM: Late spring of 1995

ValueProposition

• True team collaboration -- Work with colleagues, partners, even customers, anywhere, any time via theWeb.

• Subscription service -- Pay-as-you-go, and there's no software to buy or download.• Simple, easy access -- All you need is an Internet-ready computer, and a standard Web browser.• Fast workspace set-up -- Do it yourself in minutes.• Secure -- Instant!TEAMROOM supports SSL (Secure Sockets Layer) for network security. In addition, the

workspace is password protected.• Only invited team members have access. You also specify who can read and edit your documents.• Intuitive -- So easy to use, there's no training needed• Available and applicable worldwide -- The Web gives you unlimited reach.• No infrastructure required -- Hosted on powerful Lotus Domino servers owned and operated by

participating Internet Service Providers.Partners Interliant, Telia, Bell Emergis, Mpact, Intermedia, and EDS

Product

• Instant! Team Room• Instant! TEAMROOM is a rentable Web application that allows anyone with a browser and an Internet

connection to establish a private workspace for managing projects or initiatives with teams of colleagues,partners, and even customers.

• Users can share files and information, capture discussions, create and store related documents, and trackteam progress from start to finish. ITR is based on Lotus Domino Web server technology


• SOHO Market• SMB Market (under 500 employees)• Corporate Marketing & Sales Departments• Telecommuters


• Free 30-day Trial Period• Post-trial pricing:• $14.95 / month for a Teamroom owner account and• $14.95 /month for Teamroom users

SeniorManagement

• Jeffrey Papows, President• Mark Elliott, GM Sales & Marketing• Irving Berger, GM Internet Division

Competitor Profile of Lotus C+

Confidential 44

Item DescriptionCompany • NetopiaFounded • Netopia, Inc., was formerly Farallon Communications

HQ Address 2470 Mariner Square LoopAlameda, California 94501

Contact Info • (510)814-5100Channel • ISPs, Portals, and VARs

Employees • 200+Ownership • Accel Partners, Oak Investment Partners and Technology Venture Investors

ValueProposition

• NVO allows you to establish a cost-effective web site that dramatically increases the quality of yourcustomer service and the visibility of your firm

Partners • Netscape, Earthlink, PSINet, 150 regional ISPs, Remedy and Microsoft

Product

• Netscape Virtual Office• Instead of a single web page, NVO users get:10-12 web pages you can personalize with pictures, text and linkA library of professionally designed web templatesBuilt-in communications features, including chat and voiceIntegrated file and screen sharing capabilities


• "Netopia targets those segments of the networking market that industry sources have identified asthe most rapidly growing such as small businesses and geographically dispersed companies"


• Monthly Fees: $19.95Includes: Templates DB and 10 MB of storage space• Additional disk space: $2.95 per month for 10 MB increments• Annual fee: 13 months for $199.50

SeniorManagement

• Reese Jones, Founder & Chairman• Alan Lefkof, President & CEO• Jim Clark, VP & CFO• Michael Trupiano, VP Internetworking Solutions• Mary Felice Crowe, VP Software Development• Brooke Hauch, CIO• David Lewis, VP Marketing• Barbara Tien, Director of Product Marketing

Competitor Profile of Netopia A

Confidential 45

Competitor Profile of Pow Wow by Tribal

Item DescriptionCompany Tribal VoiceFounded 1994

HQ Address One Victor Square, Scotts Valley, CA 95066Other Locations Development Center in Woodland Park, Colorado

Contact Info(408) 461-3100FAX: 402-461-3090www.tribal.com

User BaseToday: Internet early adopters of all ages and contact-centric individualsTomorrow: Mainstream Net-centric users, online service customers (AOL), business people

Employees 30+ (ten developers)Ownership Privately held, with $10 Million in venture capital from Summit Partners and TA Associates

Mission

• To provide software solutions for individuals and groups to create, participate in, nurture andmanage online "tribes" or "virtual communities."

• To enable a Sociological Experiment in Community Building and Collaboration

Market Position &Strategy

• Leading provider of software enabling individuals and Web-savvy affinity groups to manage onlinecommunities.

• More than 3 Million people use PowWow to participate in more than 4,000 online communities• Acceleration of PowWow client registration• Convert existing PowWow users into Hosts• Target existing Web affinity groups• Act opportunistically regarding business hosting• Leverage personal community hosting success to enter business market

Differentiators

• Real-time and multipoint communications• real-time instant messaging• Distributed Community Server Architecture• "The McAfee Magic": industry reputation• Significant user community (3 million)• Consumer "look and feel"• Integrated functionality• Highly scalable server

Competitors• Providers of integrated community solutions and related chat/instant messaging solutions• America Online, Mirabilis/ICQ, iChat, Activerse, eShare, Business Evolution, and Microsoft

Confidential 46

Competitor Profile of Pow Wow by Tribal

Product

Pow Wow 3.7 an integrated solution for creating and managing online communities. Features:• real-time, point-to-multi-point communication• instant voice messaging• instant text messaging• buddly and affinity lists/directories• Web tours w/ volunteer docents• IP telephony• automatic text to voice conversion• bulletin boards• white boarding• Interactive Games• Personalized Web page and Profile• White Pages user listings• Host Management Capabilities


• Families• SOHO and SMB Market• Local & Civic Organization• Investment Groups• Business Alliances• Charitable Organizations• Geographically distributed companies & organizations

Customer Support

• Online, volunteer guides that assist new users and hosts• New User Community BBS• Complete Online Documentation• WWW & Email Customer Service Support

Sales andDistribution

• Currently accepting subscription of about 45,000 new users each month since February 1998• Only !0-15% of subscribers are paying any fees• The PowWow client is available for free for non-commercial use from corporate website.• Community hosting capabilities are also available via WWW and are priced per user group size.• Pricing begins at $49.95• Direct electronic sales via WWW• Electronic software distribution from multiple from multiple sites• ISPs• Hardware & software bundles via Systems Integrators & VARs• Pricing for ClubRoom: 10 Users, $49.95; 25 Users, $99.95; 35 Users, $129.95• Pricing for Community Server: 50 Users, $495; 100 Users, $895; 250 Users $1,995• Pricing for Institutional Server: 25 Users, $79.95; 50 Users, $149.95; 100 Users, $279.95

Senior Management

• John McAfee, Founder & Chairman• Joe Esposito, President & CEO• Richard Dym, VP Marketing• Nigel Thompson, CTO• Duane Bay, VP Administration

Confidential 47

Item DescriptionCompany • VistoFounded • August 12, 1996

HQ Address

Visto Corporation1937 Landings DriveMountain View CA 94043(Main) 650-930-5000(Fax) 650-930-5010

Contact Info • (650)930-5000Channel • OEMs, VARs, ISPs, ISVs and Consultants

Employees • 50+

Ownership

• Privately Held• VC Funding from: Bessemer Venture Partners, CMG Ventures, Labrador Ventures, New Enterprise

Associates, Trinity Ventures, Vector Capital

ValueProposition

Convenience and Easy of Use:• All your email, forwarded from multiple accounts, even work email from behind a firewall• Your complete address book, so you can look up important numbers and change entries no matter

where you are• Your desktop calendar, always up to date, so you can stay on top of schedule from any browser• All your browser bookmarks, from all your computers, in one convenient place

Partners

• Compaq• Interactive Cable Television• Microsoft Corp.• Puma Technologies (PIM S/W)• Student Advantage—Virtual Backpack• LapLink

Product

• Visto Briefcase• Personal Web Space: Briefcase contains Email, Calendar, Bookmarks, File Storage and Address

Book capabilities


• Visto Briefcase is Free and includes 3MB of storage space• Visto Briefcase Pro Pricing: Free 30-day Trial Period Post-trial prices is $9.95 per month per user and includes 20 MB of storage space and updates toBriefcase AssistantAnnual Subscription for Pro: $99.95

SeniorManagement

• Doug Brackbill - President & CEO• Steve Cox - VP of Marketing• Bill Heppner - VP of Business Development• Daniel Méndez - VP & CTO• Ron Sha - VP of Information Technology

Competitor Profile of Visto B+

Confidential 48

iVPN is Vehicle into the Enterprise. Ride the coattails of iVPNpenetration into the eneterprise. Leadership in iVPN collaboration is anopen position.

0

2000

4000

6000

8000

10000

1998 1999 2000

Year iVPNInstalations

1998 5001999 2,0002000 10,000

0

2000

4000

6000

8000

10000

12000

1997 1998 1999 2000

Extranet

Corp Site-to-Site

Remote Access

iVPN Installations

iVPN Installations by Implementation

What is happening in the iVPN Market

Confidential 49

iVPN Market Evolution: 1998 -- iVPN Means Remote Access

Winners for Remote Access iVPNs:

Ÿ Firewall first and OS solutions (read Microsoft) and Router-based iVPNSolutions in 1999

Leading Firewall/Router Solutionsfor Remote Access iVPNs

Ÿ Check Point (easy to use)Ÿ MicrosoftŸ Cisco and RedcreekŸ BayNetworks (with acquisition of

New Oak)

Loosing Firewall/Router Solutionsfor Remote Access iVPNs:

Ÿ Shiva (late to market but trying torecover with recent acquisitionIsolation Systems)

Ÿ IRE (relatively difficult to manage)Ÿ V-one (difficult to use)

VPN Attribute Remote AccessUsability HIGHManageability HIGHScalability HIGHSecurity HIGHPerformance LOWInteroperability LOW

Small LargeSize ofEnterprise

Remote Access iVPN BenefitsiV

PN

Pen

etra

tion

High

Low

Valuing Remote Access iVPNAttributes

VerticalMarket

RemoteAccess

Characterizing the iVPN Remote Access Market

Confidential 50

iVPN Market Evolution: 1999 -- Corporate Site-to-Site iVPN Takes Off

Leaders for Corporate Site-to-Site iVPNs:

Ÿ Stand Alone BoxesŸ Improved performance over firewallsŸ Net managers trying with routers and firewalls from different

vendors will need stand alone units because they can run onany installed base

Ÿ More sophisticated than Firewall/Router/OS solutions ingeneral

Leading Stand-Alone Boxes:

Ÿ RedCreek (Fast throughput, bi-directional traffic)

Ÿ TimeStep (Hot company)Ÿ NetScreen Technologies (Fast

throughput, bi-directional traffic)

Loosing Stand Alone Boxes:

Ÿ VPNet (Poor reputation, slow, difficultto use)

Ÿ OneBox (no encryption, but cheap)

iVPN Attribute Corporate Site-to-Site

Usability MEDIUMManageability MEDUIMScalability LOWSecurity MEDIUM

Performance HIGHInteroperability MEDIUM

High

Low

Characterizing the iVPN Corporate Site-to-Site Market

Valuing Corporate Site-to-Site iVPN Attributes

Vertical Corp Site-to-


iVP

NP

en

etr

atio

nCorporate Site-to-Site iVPN Benefits

Confidential 51

iVPN Market Evolution: 2000 -- Extranet iVPN Finally Arrives

Determining the leaders for Extranet iVPNs:

Ÿ Vendors that win the Corporate Site-to-Site iVPN marketshould be in strong position to extend produce into theextranet space

Ÿ Vendors known for having a commitment to interoperabilitywill also be in a good position

Leading Extranet Solution providers:

Ÿ RadGuard (interoperable)Ÿ Cisco (interoperable)Ÿ TimeStep (interoperable)Ÿ Aventail (excellent positioning)

VPN Attribute ExtranetUsability MEDIUMManageability MEDUIMScalability MEDIUMSecurity HIGH

Performance MEDIUMInteroperability HIGH


iVP

NP

enet

ratio

n

Corporate Site-to-Site iVPN Benefits

Valuing Extranet VPN Attributes

Characterizing the iVPN Extranet Market

Confidential 52

Roadmap





Confidential 53

• Rapid development of service through:- technology partners- development partners.

• Target departments and individuals in the enterprise through:- VARs and trade organizations

• Position BusinessProjects as the platform of the

enterprise iVPN.

High Level Findings

BusinessProjects.com Differentiators Top Competitors

Best Markets

Key Recommendations

Consulting, Finance & Legal

All aspects of project are in one place.

Picks up where e-mail attachments andintranets left off.

Service not software.

Enterprise: Involv & 2Bridge

Technology Partners & Development Partners

Confidential 54

Most Important Immediate Actions

•Pursue alliances with development and technical partners.

•Approach key iVPN vendors

•Approach VARs with industry-specific experience in top market

segments.

Confidential 55

Next Steps

MarketIdentification

High Level MarketRequirements Definition

In Depth MarketRequirements Definition

Market Entry Strategy

Market Development

Find the Customer

Know theCustomer

Reach theCustomer

Shaded AreasIndicate the Scopeof this Project

Steps in Market Research and Strategy

businessprojects.com market segmentation and entry project

Marketing

original equipment manufacturers

knowledge sharing capture

effective remote access

secure sockets layer

teamroom supports ssl

complete address book

invited team members

knowledge management solution