Sell More, Faster with integrated OnDemand Sales Quoting Tools Godard Abel – CEO and co-founder, BigMachines, Inc. Hendrik Fischer – Vice President Sales Support, Bowe, Bell + Howell Franco Anzini – Sales Operations Manager, Aruba Networks 2:30-3:30PM, Tuesday, September 18, 2007 This document has been submitted on a confidential basis and contains proprietary information belonging to BigMachines, Inc. No part of this document may be circulated, used or reproduced in any manner whatsoever without prior written permission from BigMachines, Inc.

Agenda Hi-Tech Industry Quoting Challenges Hi-Tech Customer Case Studies Bowe, Bell + Howell (document lifecycle solutions) Aruba Wireless (wireless networking solutions) BigMachines Solution and Capabilities Q&A Demo (time permitting)

Hi-Tech Industry Quoting Challenges

Hi-Tech Customer Case Studies

Bowe, Bell + Howell (document lifecycle solutions)

Aruba Wireless (wireless networking solutions)

BigMachines Solution and Capabilities

Q&A

Demo (time permitting)

Key Challenges in Growing High Tech Sales #1 How can you efficiently sell complex solutions? #2 How do you enable diverse sales channels? Large direct and reseller networks Limited visibility; difficult to forecast Complex pricing and discounting #3 How do you create a seamless user and transaction flow across CRM, ERP, and channels? #4 How do you keep up with rapidly changing products and pricing?

#1 How can you efficiently sell complex solutions?

#2 How do you enable diverse sales channels?

Large direct and reseller networks

Limited visibility; difficult to forecast

Complex pricing and discounting

#3 How do you create a seamless user and transaction flow across CRM, ERP, and channels?

#4 How do you keep up with rapidly changing products and pricing?

Key Issues #1 – Complex Solutions How do you configure the best solution without an army of sales engineers relying on tribal knowledge? Software Hardware Services + +

How do you configure the best solution without an army of sales engineers relying on tribal knowledge?

Key Issues #2 – Complex Channels (source: Gene Alvarez, Gartner Group) Selling Complexity Low High Low High Order Mgmt Complexity Manufacturer Partner Customer EDI Distributor Marketplace Distributors Customers Partner Collaborative Multichannel EDI Distributors Partner Customers Manufacturer Partner Distributor Call Center Distributor Web Customers

Key Issues #4 – Introducing New Products & Pricing How do you quickly introduce new products with up-to-date pricing across channels? New Products Offline Price Lists

How do you quickly introduce new products with up-to-date pricing across channels?

Gene Alvarez, VP CRM Research Leading companies enabling online channel collaboration Create a single view of customer and partner experience. Integrate service-oriented eBusiness application with CRM/ERP. Buy, don’t build: Large customized installations are dead. Breakdown channel and customer information barriers Hi-Tech Company Distributors Customers Partner Collaborative Multichannel

Create a single view of customer and partner experience.

Integrate service-oriented eBusiness application with CRM/ERP.

Buy, don’t build: Large customized installations are dead.

Breakdown channel and customer information barriers

Agenda Hi-Tech Industry Quoting Challenges Hi-Tech Customer Case Studies Bowe, Bell, and Howell (document processing) Aruba Networks (networking equipment) BigMachines Solution and Capabilities Q&A

Hi-Tech Industry Quoting Challenges

Hi-Tech Customer Case Studies

Bowe, Bell, and Howell (document processing)

Aruba Networks (networking equipment)

BigMachines Solution and Capabilities

Q&A

Customer Background BÖWE BELL + HOWELL – Complete solutions for the document life cycle BÖWE BELL + HOWELL - Company Background Formed by 2003 acquisition of BÖWE Systec AG and Bell + Howell 65 year history of delivering innovative, industry-leading solutions Sells via direct sales representatives Complex, solution oriented sales environment Software and Service Solutions High Speed Mail Inserting Systems

BÖWE BELL + HOWELL - Company Background

Formed by 2003 acquisition of BÖWE Systec AG and Bell + Howell

65 year history of delivering innovative, industry-leading solutions

Sells via direct sales representatives

Complex, solution oriented sales environment

Successfully implemented Salesforce.com CRM Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users Leveraging On-Demand BigMachines administration to implement and maintain solution Rolled out to all internal sales users to allow quoting with full CRM integration (~55 users) Challenges and Solution Solution Challenges Rapidly changing products with mix of hardware, software, and services No integrated product configuration , sales quoting and CRM tools Difficult to update and maintain Excel pricelists Lack of responsiveness due to cumbersome solution definition process Difficult to learn how to configure and quote due to lack of configuration capabilities

Successfully implemented Salesforce.com CRM

Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users

Leveraging On-Demand BigMachines administration to implement and maintain solution

Rolled out to all internal sales users to allow quoting with full CRM integration (~55 users)

Rapidly changing products with mix of hardware, software, and services

No integrated product configuration , sales quoting and CRM tools

Difficult to update and maintain Excel pricelists

Lack of responsiveness due to cumbersome solution definition process

Difficult to learn how to configure and quote due to lack of configuration capabilities

Intuitive user screen for error free configuration Configuration process starts with application questions Rules-driven configuration excludes not available configuration choices Screens can be customized by product management Flexibility giving through special quote fields Configuration Features

Intuitive user screen for error free configuration

Configuration process starts with application questions

Rules-driven configuration excludes not available configuration choices

Screens can be customized by product management

Flexibility giving through special quote fields

Highly customizable workflow capabilities Ability for price adjustments with discount with level validation Generate printer-friendly proposal and internal documents in PDF format Close loop to populate values back to SFDC Opportunity Pricing & Proposal Proposal Package

Highly customizable workflow capabilities

Ability for price adjustments with discount with level validation

Generate printer-friendly proposal and internal documents in PDF format

Close loop to populate values back to SFDC Opportunity

Doing over 200 accurate quotes and orders per month with BigMachines Improved quoting time from days to under 1 hour Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially Reduced price list maintenance cost/effort Results Customer Contact for More Details: Hendrik Fischer, Vice President Sales Support, BÖWE BELL+HOWELL (919) 767-7613, [email_address]

Doing over 200 accurate quotes and orders per month with BigMachines

Improved quoting time from days to under 1 hour

Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially

Reduced price list maintenance cost/effort

Agenda Hi-Tech Industry Quoting Challenges Hi-Tech Customer Case Studies Bowe, Bell, and Howell (document processing) Aruba Networks (networking equipment) BigMachines Solution and Capabilities Q&A

Hi-Tech Industry Quoting Challenges

Hi-Tech Customer Case Studies

Bowe, Bell, and Howell (document processing)

Aruba Networks (networking equipment)

BigMachines Solution and Capabilities

Q&A

Customer Background Aruba Networks – Wireless LANs on the Mobile Edge Software Applications Mobility Controllers Access Points Aruba Networks, Inc. Company Background Provides an enterprise mobility solution Enables secure access to data, voice, and video applications across wireless and wireline enterprise networks Sells via both direct sales representatives and a broad network of channel partners Rapid growth since founding in 2002 with $42 million in revenue in most recent quarter IPO in March 2007 now traded on NASDAQ (Symbol = ARUN)

Aruba Networks, Inc. Company Background

Provides an enterprise mobility solution

Enables secure access to data, voice, and video applications across wireless and wireline enterprise networks

Sells via both direct sales representatives and a broad network of channel partners

Rapid growth since founding in 2002 with $42 million in revenue in most recent quarter

IPO in March 2007 now traded on NASDAQ (Symbol = ARUN)

Successfully implemented Salesforce.com CRM Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users Leveraging On-Demand BigMachines administration to implement and maintain solution Rolled out to all internal sales users to allow quoting with full CRM integration (120 users) Roll out to channel partners in next phase Challenges and Solution Solution Challenges Rapidly increasing number of products with mix of hardware, software, and services No integrated sales quoting and CRM tools Difficult to update and maintain Excel pricelists No integrated tools for self-service by channel partners Difficult to learn how to quote due to lack of configuration capabilities

Successfully implemented Salesforce.com CRM

Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users

Leveraging On-Demand BigMachines administration to implement and maintain solution

Rolled out to all internal sales users to allow quoting with full CRM integration (120 users)

Roll out to channel partners in next phase

Rapidly increasing number of products with mix of hardware, software, and services

No integrated sales quoting and CRM tools

Difficult to update and maintain Excel pricelists

No integrated tools for self-service by channel partners

Difficult to learn how to quote due to lack of configuration capabilities

SFDC Opportunity with BigMachines CPP App and Quote Object Mash-up interface seamless to the user Pull SFDC account and opportunity data into BMI Quote Complex configuration and pricing in BMI w/ approval workflow Close loop to populate back to SFDC Opportunity On-Demand Quoting Solution Features

SFDC Opportunity with BigMachines CPP App and Quote Object

Mash-up interface seamless to the user

Pull SFDC account and opportunity data into BMI Quote

Complex configuration and pricing in BMI w/ approval workflow

Close loop to populate back to SFDC Opportunity

Quick-configuration links Ability to search by part # instead of configuring for single items Rules-driven configuration that automatically selects the right items based on the solution features desired by the customers Ability to drive up-sell and cross-sell On-Demand Configuration Features

Quick-configuration links

Ability to search by part # instead of configuring for single items

Rules-driven configuration that automatically selects the right items based on the solution features desired by the customers

Ability to drive up-sell and cross-sell

Ability to discount with level validation Complex configuration and pricing in BMI w/ approval workflow Generate printer-friendly proposal in PDF format Close loop to populate values back to SFDC Opportunity On-Demand Pricing & Proposal Features Adobe PDF Proposal

Ability to discount with level validation

Complex configuration and pricing in BMI w/ approval workflow

Generate printer-friendly proposal in PDF format

Close loop to populate values back to SFDC Opportunity

Doing over 1,000 accurate quotes and orders per month with BigMachines Improved quoting time by ~50% Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially Reduced price list maintenance cost/effort On-Demand Quoting Solution Results Customer Contact for More Details: Franco Anzini, Sales Operations Manager, Aruba Networks (408) 754-8005, [email_address]

Doing over 1,000 accurate quotes and orders per month with BigMachines

Improved quoting time by ~50%

Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially

Reduced price list maintenance cost/effort

Agenda Aruba Networks On-Demand Quoting Initiative Case Study Hi-Tech Industry Quoting Challenges BigMachines Solution and Capabilities Q&A

Aruba Networks On-Demand Quoting Initiative Case Study

Hi-Tech Industry Quoting Challenges

BigMachines Solution and Capabilities

Q&A

Traditional Front-End Process From Inquiry to Order Multiple hands-off and manual steps occur in typical front-end processes with reliance on experts and tribal knowledge

BigMachines Streamlines Inquiry to Order Process BigMachines Lean Front-End ® ensures quick, accurate responses to customer inquiries with support from virtual experts

Joint Salesforce.com Customer Examples Building Technologies Packaging Equipment Compressed Air Systems Industrial Products Hi-Tech Products: Hardware, Software, and Services Plastics Processing Car Dealer Equipment Network Services Medical Imaging Video/Voice Conferencing Office Solutions Web Hosting Mobile Apps Storage Products Medical Technology Security Appliances Assembly Test Equipment Web Hosting Medical Technology Financial Software

BigMachines Customer Success Achieved rapid adoption Implemented on-schedule and on-budget 100% online quote management with reporting 80-90% of orders flow hands-off from field to ERP Reduced SG&A costs by 10 to 20% Reduced quoting and ordering costs by 50-80% Increased customer service efficiency by 20 to 50% Achieved 100% clean orders to eliminate rework Accelerated margin and revenue growth Increased order value by 10-20% by cross-selling Improved gross margins 1-2% via consistent pricing Real-time sales reporting and opportunity management

Achieved rapid adoption

Implemented on-schedule and on-budget

100% online quote management with reporting

80-90% of orders flow hands-off from field to ERP

Reduced SG&A costs by 10 to 20%

Reduced quoting and ordering costs by 50-80%

Increased customer service efficiency by 20 to 50%

Achieved 100% clean orders to eliminate rework

Accelerated margin and revenue growth

Increased order value by 10-20% by cross-selling

Improved gross margins 1-2% via consistent pricing

Real-time sales reporting and opportunity management

What Makes BigMachines Different? Rapid Lean Front-End ® Implementation Guarantees Customer Success

How do you get BigMachines CPP/SPP? CPP CPP for PRM SPP

How do I learn more about on-demand configuration, pricing and quoting? Come see us at Dreamforce: High Tech Solutions Area and/or Gold Sponsor booth #212! Visit www.BigMachines.com/Salesforce For questions and feedback: Godard Abel, CEO, BigMachines, Inc. [email_address] , 847-572-0291 The Leader in Configuration, Pricing, and Proposals

Agenda Aruba Networks On-Demand Quoting Initiative Case Study Hi-Tech Industry Quoting Challenges BigMachines Solution and Capabilities Q&A

Aruba Networks On-Demand Quoting Initiative Case Study

Hi-Tech Industry Quoting Challenges

BigMachines Solution and Capabilities

Q&A