Time2Market Overview

1. Time2Market Overview

2. Time2Market Overview • Management Consulting and Systems Integration firm focused on helping our clients drive revenue through high margin solutions • Offices in Stamford, CT, Denver, CO, Washington DC, Los Gatos, CA • World class practitioners have deep backgrounds in strategy through implementation from leading firms such as Apple Computer, AT Kearney, GTE, IBM, KPMG Consulting, Qwest, and EDS

3. Time2Market Overview Time2Market’s three distinct service groups support can provide both discrete services and integrated prescriptive solution delivery Time2Market Service Groups Time2Market Strategic Services PrescriptiveSolutions™ SystemsIntegration • Market Analysis • Business Case & Solution Identification • Solution Definition • Solution Design, Development & Verification • Solution Implementation • Program & Project Management Ideation Implementation

4. Strategic Issues Facing Product Companies • Technology Overhang – customers have an “excess inventory” of unused technologies • Some Assembly Required – customers are overwhelmed by point products and bundles from multiple vendors and systems integrators • Solutions Model Required – Product companies must evolve to allow a solutions business model to prosper

5. Technology Capacity Overhang

6. Departmental IT, Corporate IT, Contractors, VARs ITDevelopers Accenture, KPMG, IBM SystemsIntegrators Siebel, SAP, Line of Business, + LEGACY Applications BEA, IBM, Tibco, WebMethods, Microsoft ApplicationInfrastructure Oracle, IBM, Sybase, Microsoft Databases IBM, Sun, HP, EDS HardwareInfrastructure Cisco, NT, AT&T NetworkInfrastructure Some Assembly Required Driving Customer Revolt

7. Customers Customers Operations Shared Services Product Product Customers Customers Product Product Product Product Customers Customers Product Product Customers Customers A Product Centric Business Model Technology Companies Are Tuned For A Product Business Model Channel Shared Services Technology

8. Industry Acknowledgement “Every customer I talk to is frustrated with our industry. Customers feel they are buying piston rings, carburetors and crankshafts. They're more interested in buying the car.” Scott McNealyPresidentSun Microsystems

9. What Is A Solution? Solution Characteristics • Close linkage to customer’s problem– Almost by definition, a solution is clearly linked to solving a customer’s business problem. It addresses the problem holistically in the language of the customers business. Ideally, performance metrics are in the customers language and sync with their performance metrics. • Value of the solution exceeds the sum of the parts– The solution provider can improve margins and sidestep much of the competition at the product level. • Cannot be disaggregated by customer– Savvy customers may try to disaggregate a product bundle into commodity components, source them independently, and eliminate any economic rents. In extreme situations, the buyer will demand volume based discounts further eroding supplier margins. • One point of contact and holistic guarantee– For a customer to truly believe an offering is a holistic solution and pay the associated premiums, there needs to be one party accountable for the total solution. Ideally, this includes a holistic guarantee. • Repeatable, low risk implementation– Solutions are customized to unique customer needs, however successful implementations are highly systemized to reduce costs and risks. Each element, technology through workflows, is documented, tested and refined.

10. Time2Market Prescriptive Solutions™ Our mission is to help clients develop and deliver high value solutions that drive new revenue and improve margins Prescriptive Solutions™ • Addresses a customer’s problem holistically • Detailed processes and workflows lead to highly repeatable, low risk delivery Service A Product A Core Technology • Solution is valued greater than the sum of the parts and delivers margins greater than independent components • World class components developed and integrated through rigorous testing and partner vetting Service B Product B

11. Solution benefits and costs Solutions provide a range of benefits, but providers also need to recognize the costs and risks Solution Trade-offs Common Benefits Common Costs/ Risks • Improved revenue and margins • Longer and deeper customer relationships • Access to new markets • Mitigation of impact of commoditizing of product markets and customer “strategic sourcing” • Solution integration and customization • Development of solution selling capabilities • More complex and riskier delivery • Additional customer support requirements • Sales cycle extension

12. Solution Returns A solution strategy is not without risk and must be designed and executed flawlessly Solution Returns Flawless strategy and execution Solution integration provides value greater than the parts and costs are well managed Customer values “one stop shopping” over cost of bundling Investment in solution is not offset by “synergistic” value and savvy customers disaggregate offering to commodity components Value/ Offering Margin (additional value –costs) Customer expects “volume discount” or will disaggregate purchase to capture value Faulty strategy and/or execution Stand alone product Product Bundle Integrated Solution Offering Evolution As many as three in four solution providers are unable to execute successfully and have little or negative margin growth

13. Time2Market Clients • Microsoft • Cisco Systems • Apple Computer • Merrill Lynch • Citigroup • Korea Telecom • Qwest Communications

14. Case example – Enterprise Video Solution Time2Market developed a video on demand solution for Cisco which has heightened customer satisfaction and accelerated Cisco’s revenue from the offering Enterprise Video Solution Case Example Solution Design Solution Testing Solution Delivery Producers Handbook Testing Lab Operations & Maintenance Manual Installation & Configuration Manual Video Assessment Guide • “ The Cisco Enterprise Video Solution decreased our implementation time from 12 months to 12 weeks allowing for our branches to realize return on investment quicker ” • Project Lead, Danske Bank

15. Time2Market Approach Time2market has a structured and integrated approach to developing and delivering prescriptive solutions Prescriptive Solutions™ Approach Project Management Business Case Solution Delivery Business Plan & Solution Definition Solution Design & Testing Iterate as appropriate • Capture innovation and new solution concepts • Prioritize opportunities and validate business case(s) • Refine strategy • Develop holistic business plan, economics, and key milestones • Refine solution concept (architecture, engineering, marketing, sales, partners, etc.) • Identify and integrate technologies, processes and workflows • Vet partners • Deliver solution to beta client(s) • Identify gaps and refine solution • Train client and partner personnel • Deliver integrated solution • Continue to update solution design with best practices • Holistic approach from initial business case to solution delivery • Solution elements are customized to meet individual client needs • Each element based on proven frameworks and methodologies • Cross functional consulting team

16. Differentiators

17. Summary • Product companies are facing a move toward a solutions model • Customers demanding more highly integrated solutions • Product bundles are not solutions • Solutions create value for product companies and customers • Time2Market specializes in getting product companies to think and produce as a solution companies

18. Time2Market Contact Information • John Mazan, Stamford, CT Managing Director • jmazan@time2marketllc.com • (203) 548-9951 • Hugh Oakes, Denver, C0 Managing Director • hoakes@time2marketllc.com • (303) 399-4767