Enterprise Solutions October 2006 Product Launch


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  • Hello everyone and welcome to our training on Enterprise Solutions. We appreciate you taking the time to join us today. I am Sandy Hyde from Marketing. Also joining me in presenting and answering questions today are Luis Morales from Development, John Smith from Finance, Nancy Yee from Custom Solutions, and Jaci Larson, also from Marketing. A few housekeeping items - Because we are recording today’s training session, the operator has placed everyone on mute. Please save your questions for the Q&A sessions, at which time we’ll open up the phone lines for you. If you need assistance during the call, please raise your “hand” in the web ex menu/screen – I will be monitoring the call queue. Please also go to View – full screen – to be able to see the presentation more clearly. We will make the recorded presentation and other collateral items available to you later today.
  • Enterprise Solutions will launch to the public on Monday, October 9. As you can see by this agenda, we have a lot of great information to cover today. We’ve broken the session into two parts – part 1 will cover the meat of the product suite launch and part 2 will provide more technical details for those less experienced with selling Enterprise Solutions. Part 3 will be delivered as needed by your sales leadership. I’ll begin by turning the training over to Luis Morales.
  • Sandy?
  • Sandy?
  • Sandy?
  • To give you an idea of how to approach an Enterprise Solution’s sale, we’ve compiled a couple of real-life case studies. This is a great example of a feed sale. One of our BIS reps was working with a Communications Consultants Firm. The needs assessment began with an open-ended question which is a key way to begin the consultative, solutions-oriented dialog : in this case – describe the Web-based services you use today During that needs assessment conversation, the rep discovered that they used an internal web site to display news – and that they had individual contracts with direct publishers, but were looking for an aggregator.
  • So, after asking questions, the rep responded to the customer’s stated needs with our solutions – in this case our XML on demand feed. Following sales qualification (i.e. available budget, business need), the Custom Solutions team member on the account sent data file to Prospect for feed compatibility verification. The benefits to our customer included a better, easier to use Web site. Best of all, now the customer has one source for content and one contract, which saves them time and money. Just one example of Enterprise Solutions in action!
  • Here’s a look at a successful portal solution sale. This was for an existing customer, but a different department. Again, the rep went in leading with the open-ended questions – trying to understand – “what are you trying to accomplish, what are your goals?”, in this case, how do you provide news today?– then the key is to sit back and listen In this instance, they were not providing external news through the portal – but they wanted to, and there was no competitor on the scene
  • After listening to what the customer wanted to do, the rep provided a demonstration of existing Portals that convinced the R&D Department of BIS portlet solution value. A trial was activated for the customer following the sales qualification process. And the sale was made. The benefits to the customer? Portal managers love having more traffic – and that was made possible by adding news content And they particularly liked the weather portlet – they really liked the canned information that came with our services. So now we’ve talked a bit about the sales process – let’s spend a few minutes talking about Enterprise Solutions pricing with John Smith.
  • Sandy
  • Sandy
  • (Discuss the key features of Editor’s picks and how they relate to your customer’s needs.) The Editors’ Picks portlet delivers industry-specific news handpicked by our editorial experts, updates on a daily basis. The portlet also provides access to a real-time update for each selected Editors’ Pick. Features: Supports personalization The end user may select a maximum of 20 topics when personalizing the portlet. The end user may prioritize their selected topics. The customer selects the Editor’s Picks accessible within the portlet. The customer may choose to organize their selected Editors’ Picks into “categories” and deploy those categories in separate portlets. In this manner the customer is able to create portlets that deliver content that is targeted to specific groups of users within the portal.
  • (Discuss the key features of Saved Search and how they relate to your customer needs.) Features: Fulltext searching Boolean searching Supports the use of Topic and Company Tags (metadata) Content: Searches are performed against an aggregation of 1,700+ news publications. The customer may purchase additional premium publications. 90-day archive Personalization: The end user may create a maximum of 20 Saved Searches. The end user may prioritize their Saved Searches.
  • ( This is a build slide: Portal, search results, title list) The Company Information portlet delivers market data and company-specific news and information. Focus on the ability for users to quickly and easily access news and information related to competitors, prospects and partners. Data Provided: - News - Stock Quotes - Charts - Financials (U.S. Companies only) - Filings (U.S. Companies only) - Profiles Provides global coverage of public and private companies. Personalization: The end user may track a maximum of 10 companies. The end user may prioritize their companies.
  • Enterprise Solutions October 2006 Product Launch

    1. 1. Enterprise Solutions October 2006 Product Launch Sales & Account Management Training
    2. 2. Agenda <ul><li>Part I: Enterprise Solutions – General Overview </li></ul><ul><li>Product Overview </li></ul><ul><li>Definitions </li></ul><ul><li>Value Proposition </li></ul><ul><li>Key Messages – Product Suite </li></ul><ul><li>Customer Needs and Benefits </li></ul><ul><li>Go-to-Market Strategy </li></ul><ul><li>Qualifying Prospects </li></ul><ul><li>Competitive Matrix </li></ul><ul><li>Case Studies </li></ul><ul><li>Pricing, Policy, Order Forms </li></ul><ul><li>Implementation </li></ul><ul><li>BDE Sales Support – Custom Solutions Team </li></ul><ul><li>Selling Tools </li></ul><ul><li>Q4 Promotions </li></ul><ul><li>Q&A </li></ul><ul><li>Part II: Enterprise Solutions – Technology Overview </li></ul><ul><li>Technical Overview </li></ul><ul><li>Taxonomy </li></ul><ul><li>Technology </li></ul><ul><li>Contacts </li></ul><ul><li>Q&A </li></ul><ul><li>Part III: Enterprise Solutions – Sales Training </li></ul><ul><li>As needed, provided by sales leadership </li></ul>
    3. 3. <ul><li>Part I. </li></ul><ul><li>Enterprise Solutions – General Overview </li></ul>
    4. 4. Product Overview <ul><li>Prior to 10/9/06: </li></ul><ul><li>We delivered Current Awareness content for enterprises through separate solutions : Portals, Smart Connect, Java Toolkit, XOD, eLogic, and publishing folders. </li></ul><ul><li>Now: </li></ul><ul><li>Enterprise Solutions organizes these solutions into a simple, customizable product suite , where customers can choose one solution or multiple solutions to fit their organization’s needs. </li></ul>
    5. 5. Product Overview <ul><li>Enterprise Solutions 1.0 </li></ul><ul><ul><li>Built on our current awareness architecture (NewsEdge) </li></ul></ul><ul><ul><li>Buy the content once, and buy as many tools as required </li></ul></ul><ul><ul><li>You now get both real-time and editorial news </li></ul></ul><ul><ul><li>Premium content (real-time only) </li></ul></ul><ul><ul><li>Select from our 84 topic bundles or customize a bundle </li></ul></ul><ul><ul><li>Purchase custom topics with your bundles or standalone </li></ul></ul><ul><ul><li>Simplified redistribution model </li></ul></ul><ul><ul><li>Simplified pricing model </li></ul></ul><ul><ul><li>content –> tools --> redistribution </li></ul></ul><ul><li>* ES does NOT include: News Research, Market Research and Broker Research </li></ul>
    6. 6. Enterprise Solutions – By Delivery Web Applications (Microsoft IIS MS SharePoint) Feed (Smart Connect) Portals JSR168 RtCR Toolkit (API) ( Powerful Java API) XML on Demand (API) ( Platform Agnostics XML) Hosted Solutions ( replaces eLogic) Publishing Solutions ( via NewsEdge) NewsEdge RSS (New Offering)
    7. 7. Definitions <ul><li>Destination Products </li></ul><ul><li>Web Applications ( formerly Portals 2.0 ) </li></ul><ul><ul><li>Eight specialized applications (URL based) that can be integrated into any Web server or portal server (pre-JSR168) </li></ul></ul><ul><ul><li>Customers can integrate editorial news, real-time news, weather, Internal Wires 1 , stock quotes, and charts </li></ul></ul><ul><ul><li>Customize the presentation with Cascading Style Sheets </li></ul></ul><ul><li>Portals JSR 168 </li></ul><ul><ul><li>Eight specialized portlet applications that can be integrated into any Java portal servers that complies with the JSR 168 standards* </li></ul></ul><ul><ul><li>Customers can integrate editorial news, real-time news, weather, Internal Wires 1 , stock quotes and charts </li></ul></ul><ul><ul><li>True portlets </li></ul></ul><ul><ul><li>Comply with Portal server presentation layers </li></ul></ul>* Vignette and Plumtree have limitations 1 Publishing Solution required
    8. 8. Definitions <ul><li>Destination Products </li></ul><ul><li>Publishing Solution </li></ul><ul><ul><li>Customers receive one NewsEdge account with publishing rights </li></ul></ul><ul><ul><li>Create unlimited publishing folders </li></ul></ul><ul><ul><li>Save stories in HTML, RTF or text format </li></ul></ul><ul><ul><li>Integrate publishing folders directly into intranets via XML, JavaScript or HTML format </li></ul></ul><ul><ul><ul><li>Publishing folders now support in-line style sheet (XSL, CSS) </li></ul></ul></ul><ul><ul><li>Incorporate external content directly via Internal Wires </li></ul></ul><ul><ul><ul><li>NewsEdge interface will process plain text or formatted XML </li></ul></ul></ul><ul><ul><ul><li>Tagged within 15 minutes and made available to the customer account only </li></ul></ul></ul><ul><li>Hosted Solution (replaces eLogic) </li></ul><ul><ul><li>Let our Custom Solutions experts build hosted solution for your customers by building sites with our web applications, XML on Demand and/or publishing folder </li></ul></ul>
    9. 9. Definitions <ul><li>Feed Products </li></ul><ul><li>Streaming News (aka SmartConnect or RtCR client) </li></ul><ul><ul><li>Streaming news feed application in Java </li></ul></ul><ul><ul><li>Receive tagged news in XML format (NITF) </li></ul></ul><ul><ul><li>No need to FTP or retrieve the news as we push it directly to customers </li></ul></ul><ul><ul><li>Receive editorially reviewed topics with your feed </li></ul></ul><ul><ul><li>Support for real-time search profiles (create complex searches) </li></ul></ul><ul><li>RSS – Real Simple Syndication </li></ul><ul><ul><li>An industry standard mechanism to receive headlines, briefs and a URL link back to the original source (news story, document, video, etc) </li></ul></ul><ul><ul><li>Customers can monitor our real-time and editorially reviewed topics by creating channels with our powerful URL search syntax </li></ul></ul><ul><ul><li>Our RSS is compliant with industry-standard RSS 2.0 readers </li></ul></ul><ul><ul><li>No advertising, and customers can customize presentation of news </li></ul></ul>
    10. 10. Definitions <ul><li>Application Programming Interface Products </li></ul><ul><li>XML on Demand </li></ul><ul><ul><li>URL API that can be used to create complex applications </li></ul></ul><ul><ul><li>Search and retrieve headlines and stories in XML format </li></ul></ul><ul><ul><li>XOD now supports on-the-fly transformation of XML to produce </li></ul></ul><ul><ul><ul><li>Presentation friendly output for intranet or newsletters </li></ul></ul></ul><ul><ul><li>XOD supports corporate intranet and/or handheld devices (Blackberry) </li></ul></ul><ul><li>RtCR Toolkit (Java) </li></ul><ul><ul><li>An industry-standard Java library </li></ul></ul><ul><ul><li>Push or pull content from our real-time and editorial news collection </li></ul></ul><ul><ul><li>Receive streaming news (editorial now included) directly into customer environments/applications </li></ul></ul><ul><ul><li>Refine your streaming news with search profiles </li></ul></ul><ul><ul><li>Build Java applications or portlets for Portal </li></ul></ul>
    11. 11. Definitions – Content Set X x x <ul><li>Custom Bundle (per bundle pricing) </li></ul><ul><li>ICS content - 2,300 sources </li></ul><ul><li>Select topic bundle </li></ul><ul><li>Includes real-time and editorial topics </li></ul>X X X Premium Sources ( Pricing in Source Book) X X X Custom Topics X x x <ul><li>Topic Bundle (per bundle pricing) </li></ul><ul><li>ICS content - 2,300 sources </li></ul><ul><li>Select topic bundle </li></ul><ul><li>Includes real-time and editorial topics </li></ul>X X X <ul><li>All News Sources ( user based pricing) </li></ul><ul><li>ICS content - 2,300 sources </li></ul><ul><li>All near real-time topics bundles </li></ul><ul><li>All editorial topic bundles </li></ul>API Feeds Destination Delivery Method Content Set
    12. 12. Definitions – Sources * I-Topics are topics based on I-Sources for Editorial News Sources * E-Topics are topics based on E-Sources for Editorial News Sources Not Available for October 2006 release N/A N/A N/A <ul><li>50 Sources </li></ul><ul><li>30 are part of the ICS package (tagged only) </li></ul><ul><li>20 are not in the ICS package </li></ul>Premium Sources 300+ Sources *Subset of the ECS package 860+ Sources *Subset of the ICS package E-Topics - Can be externalized (Internet) I-Topics - Cannot be externalized (for customer only) Editorial News Sources (Contributors to Editor’s Picks) <ul><li>1,600+ Humanly Reviewed </li></ul><ul><li>2,000+ Autoposted </li></ul><ul><li>450+ Custom Topics (specific to customers) </li></ul>Editorial Topics (All Topics – 3,700+) 1,200 Sources (787 active) Subset of the ICS package External Content Sources (ECS) Can be externalized (Internet) 2,300 + sources Internal Content Sources (ICS) Cannot be externalized (for customer only) Sources
    13. 13. Value Proposition <ul><li>Customizable (flexibility, choice, ease of use) </li></ul><ul><li>Reliable (dependable redistribution) </li></ul><ul><li>Comprehensive news content tailored to company’s goals </li></ul><ul><li>High price / value </li></ul><ul><li>Easy implementation </li></ul><ul><li>Customers can: </li></ul><ul><ul><li>Easily integrate our Current Awareness content across an organization </li></ul></ul><ul><ul><li>Select the delivery options that fit their redistribution needs </li></ul></ul><ul><ul><li>Leverage a variety of new content </li></ul></ul><ul><ul><li>Buy the content once, and buy as many tools as you need for the content </li></ul></ul>
    14. 14. Key Messages – Product Suite <ul><li>Enterprise Solutions offers a streamlined approach to your organization’s news redistribution. </li></ul><ul><li>With Enterprise Solutions you can: </li></ul><ul><ul><li>Stay informed </li></ul></ul><ul><ul><ul><li>Be confident in your business decisions with the most up-to-date news available </li></ul></ul></ul><ul><ul><li>I ncrease productivity </li></ul></ul><ul><ul><ul><li>Simplified delivery ensures everyone has access to the news they need, when they need it, to do their job more effectively </li></ul></ul></ul><ul><ul><li>Save time and money </li></ul></ul><ul><ul><ul><li>Reduce set-up time – implementation is easy because Enterprise Solutions offers a wide range of tools that meet content and technology demands </li></ul></ul></ul>
    15. 15. Key Messages – Product Suite <ul><li>Destination Products </li></ul><ul><ul><li>Portals / Web Applications – Integrate any of the eight applications including editorial news, real-time news, weather, stock quotes and charts into your intranet. </li></ul></ul><ul><ul><li>Publishing Solution – Quickly select stories and save them in a HTML, XML, and Microsoft Word format and redistribute them. Or post the stories into publishing folders and post the folders on your intranet. Customize the presentation of the publishing folder with style sheets and create newsletters or reports. </li></ul></ul><ul><ul><li>Hosted Solution – Simplify the process with help from our Custom Solutions experts, who will work with you to develop a solution that meets your business needs based on our enterprise solutions. </li></ul></ul>
    16. 16. Key Messages – Product Suite <ul><li>Feed Products </li></ul><ul><ul><li>Streaming News – Get the news your organization needs fed directly you. Our streaming news feed application supplies real-time and editorially reviewed topics. The application is Java-based and has support for large search profiles. </li></ul></ul><ul><ul><li>RSS Support (Real Simple Syndication) – Build RSS channels that focus on the news you want. Build as many channels as you desire by using our RSS search syntax. No distracting advertising. Customizable story templates to meet your organization’s presentation needs. </li></ul></ul>
    17. 17. Key Messages – Product Suite <ul><li>Application Programming Interface Products </li></ul><ul><ul><li>XML on Demand (XOD) – A platform-agnostic URL API that provides search and retrieve capabilities to real-time and editorial content. Offers template capabilities to transform XML stories for your corporate intranet or your handheld devices. </li></ul></ul><ul><ul><li>RtCR Toolkit – Integrate or build real-time search and retrieve applications to track industry, competitors and customers. Whether you need to push or pull the news, this API is supercharged and can meet your current awareness demands by providing persistent connection for streaming news as it happens. </li></ul></ul>
    18. 18. Customer Needs and Benefits <ul><li>Needs </li></ul><ul><li>Customer “enterprise” content plan usually has multiple sponsors – Sales, Corporate Communications, IT, Library, business units, Marketing, CI, etc. – each with separate needs </li></ul><ul><li>Benefits </li></ul><ul><li>Single price simplifies decision-making process and encourages cross-department (or corporate) participation for budgeting and application-building </li></ul><ul><li>Customer receives value based on content and delivery solution, not product features </li></ul><ul><li>Breadth of delivery tools offers choices/flexibility in development of content company-wide </li></ul>
    19. 19. Go-To-Market Strategy – Targeting <ul><li>Existing Customer or Prospect Profiles </li></ul><ul><ul><li>$1B Annual Revenue, with Intelligence expenditures of over $50,000 annually </li></ul></ul><ul><ul><li>Over 1000 employees, with over 1000 users </li></ul></ul><ul><ul><ul><li>Note: Primary target is for Enterprise Opportunities. However, you may encounter smaller prospects requiring banded pricing. </li></ul></ul></ul><ul><ul><li>In-house development staff or 3rd party systems integration relationship (Global 5000) (Strong commitment to technology and knowledge management) </li></ul></ul><ul><ul><li>Existing use of any of the following: RSS, Portals, Hosted Solutions, XOD, Publisher, RTCR/API and Feed Services </li></ul></ul>
    20. 20. Go-To-Market Strategy – Targeting Examples of current BIS companies w/Enterprise Solutions Asset Management Bellevue Asset Management Reinsurance Munich Reinsurance Company Bio Technology Research Genentech Manufacturing Phillips Semiconductor, Pratt & Whitney, Matshushita Avionics Systems Online Media Hoovers. com Broker for Magazines Subscriptions Advance Magazine Group Pharma Abbott Laboratories, Takeda Pharmaceuticals, Pfizer, Novartis, Par, Wyeth Industry Company Name
    21. 21. Go-To-Market Strategy – Targeting Industry Company Name Consumer Product Goods Coty Chemicals Celanese Technology Hatachi Finance KPMG Private Wealth Management Atlantic Trust Market Intelligence Biz360 Consulting Discovery Group Online Legal Publishing Company Knowledge Mosaic LLC Internet/Online Media & Consultancy Jane’s Information Group –Surrey Financial Services Group Nomura International AG Information technology Temis (Text Mining Solutions) Software (search engines & data base solutions) Terabase Corporation Internet Application Development Firm Technology Marketing Corporation Insurance Sun Life Insurance Company of Canada, Wachovia Government US International Trade Commission, US Postal Service, Army Contracting Healthcare United Health Group
    22. 22. Qualifying Prospects – Questions to Ask <ul><li>How do you stay current with your industry, customers, competition, and partners? </li></ul><ul><li>How do you receive that information today? </li></ul><ul><li>Do you need to integrate external news (internal docs, blogs, Web site)? </li></ul>Do you need the ability to customize your feed? Is there a cost to sharing data? Do you post newsletters, or reports to your intranet? Would you like to get streaming news directly into you application and stay current as news happens? Can you share your feed? Is there a publishing or editorial function that generates newsletters or executive reports? Do you need a news API in Java or platform agnostic? Do you have to enter a password every time you want to read news? Do you use or need pre-built applications with news, stock quotes, charts, and graphs? Would you like your news in XML? Do you integrate the data with other tools to create department wide news? Do you uses templates, or special formatting to present news to your company? Are you using an API or application to get the news? How long do you store the data? If so; is it a portal, or web server? Do you have an applications that integrate news into your business? How frequent does it update? Do you host news? API (high) (URL, API, Web Services) Feed (medium) (FTP, Feed, email, RSS) Destination (low) (Newsletter, intranet/Extranet, Portals)
    23. 23. Qualifying Prospects – Recognizing the Right Words We want to be in control of our feeds without having to wait for our vendor. The business post/host newsletters or news reports on the intranet. Our business has a need for streaming news. Our business would like to share news with simplified pricing. We have a daily/weekly/monthly newsletter or report that must be generated for the business. Our business is a Java shop. Our business does not use Java, but instead another platform. We would like to share our RSS channels and not require a username and password. Our business/users require stock quotes, charts, and graphs? We are a B2B business and would like our news to be standard XML. Our RSS services require a username and password. The services must comply with our business presentation needs. Our business uses an outdated thick client (application). The feed is integrated into an application or tool? The services we rely on are on a portal or Web server solution. Yes, we have an application that uses a vendor’s API to search and retrieve news. We have a daily feed that is distributed across the business. We host the news on our intranet or our vendor host the service. API (high) (URL, API, Web Services) Feed (medium) (FTP, Feed, email, RSS) Destination (low) (Newsletter, intranet/Extranet, Portals)
    24. 24. Qualifying Prospects – Checklists <ul><li>Qualification Check List: </li></ul>Disqualification Check List:  <ul><li>Resources exist </li></ul><ul><ul><li>RtCR Toolkit, XML on Demand, or Streaming News are options </li></ul></ul><ul><li>Resources don’t exist </li></ul><ul><ul><li>XML on Demand, Hosted Solutions, Publishing Solutions are options </li></ul></ul>Development <ul><li>Prospect has an Intranet, Portal, Web server or applications that can that provide news today </li></ul><ul><li>OR </li></ul><ul><li>Prospect has a need to integrate content into their back office systems or third party solution (FAST, Oracle, or any other data warehouse) </li></ul>Prospect needs to stay current and our content/sources meet their business needs  Environment  Content  <ul><li>Prospect would like BIS to develop a custom application </li></ul>Development <ul><li>Prospect desires web service Customer should be directed to TBI Web Services (API) </li></ul> Environment
    25. 25. Competitive Matrix Weak Strongest Portals JSR 168 Web Applications ( Portals 2.x) Publishing Solutions   Java Toolkit  Feed ( Streaming News) URL Web API (XOD) Web Service (TBI)  RSS  Hosted Solutions Moreover Factiva BIS Solutions Company
    26. 26. Case Study 1: Communications Consultancy <ul><li>Critical Sales Question: </li></ul><ul><ul><li>“ Describe any Web-based information services your company is using today” </li></ul></ul><ul><li>Prospect’s Response: </li></ul><ul><ul><li>Prospect uses internal Web site to display relevant global news stories on the firm’s clients for their professional consultants </li></ul></ul><ul><ul><li>Currently maintain direct relationships with publishers (AP, Reuters, others) for up-to-date news </li></ul></ul>
    27. 27. Case Study 1: Communications Consultancy <ul><li>BIS Solution: </li></ul><ul><ul><li>XML-on-Demand (XOD) feed consisting of all Active Feeds and certain Premium news content </li></ul></ul><ul><li>Benefits to Selecting the BIS Solution: </li></ul><ul><ul><li>Increased productivity and ease-of-maintenance for Prospect’s Web site </li></ul></ul><ul><ul><li>Single aggregated, hosted, on-demand XML format (versus multiple formats and delivery from various IPs) </li></ul></ul><ul><ul><li>Single BIS contract for all Web site news content </li></ul></ul><ul><ul><li>Possible cost savings to Prospect </li></ul></ul>
    28. 28. Case Study 2: R&D Department <ul><li>Critical Sales Question: </li></ul><ul><ul><li>“ How do you provide current news on relevant engineering issues via [Plumtree] portal?” </li></ul></ul><ul><li>Prospect’s Response: </li></ul><ul><ul><li>Practice Community was not providing current news from external source via portal </li></ul></ul>
    29. 29. Case Study 2: R&D Department <ul><li>BIS Solution: </li></ul><ul><ul><li>Portal News Package, with 25 Editor’s Picks on specific engineering topics, plus Search, Company Info and Weather </li></ul></ul><ul><li>BIS Benefits: </li></ul><ul><ul><li>Relevant news drives portal traffic </li></ul></ul><ul><ul><li>Saved Search allows each member of the community to personalize results </li></ul></ul><ul><ul><li>Weather portlet is more robust than their existing service </li></ul></ul>
    30. 30. ES 1.0 Pricing (ICS) - Enterprise
    31. 31. ES 1.0 Pricing (ICS) - Banded
    32. 32. ES 1.0 Pricing (ICS) - Banded
    33. 33. Policy <ul><li>New pricing is applied to all new business effective Oct. 9, 2006 </li></ul><ul><li>Renewals as of October 1, 2006 may be renegotiated with new pricing inclusive of all features (excluding Elogic) or previous contract value and package may be grandfathered for one year – we will not go back and add all features to grandfathered installations </li></ul><ul><li>The standard 5% uplift on all renewals still applies </li></ul><ul><li>Standard Discount authorities apply </li></ul><ul><li>Annual Service Fee is required </li></ul>
    34. 34. Order Forms <ul><li>There will be 3 order forms: </li></ul><ul><li>Current NewsEdge (renewals only) </li></ul><ul><li>Enterprise – 1,000+ users </li></ul><ul><li>Banded 1-1,000 users </li></ul><ul><li>Order forms will be available on the Project on 10/9/06 </li></ul>
    35. 35. Renewals <ul><li>At renewal, the recommendation is to promote Enterprise Solutions </li></ul><ul><li>Existing eLogic customers will be moved to Enterprise Solutions (2006-2007 contracts) </li></ul><ul><li>Active Feed (ICS) customers should migrate to Enterprise Solutions </li></ul><ul><li>Active Feed (ECS) customers will be grandfathered </li></ul>
    36. 36. Service Fee – Annual Support <ul><li>Annual Service: </li></ul><ul><li>Provide guidance with query structure and obtaining accurate search results </li></ul><ul><li>Retain the assistance of Editorial Knowledge consultants, when applicable </li></ul><ul><li>Provide client with the sample application (client demonstration and connectivity purposes only) </li></ul><ul><li>If applicable, broker and manage communications between clients’ development teams and BIS Engineering & Product Development teams </li></ul><ul><li>Provide general support during clients’ project management cycle </li></ul><ul><li>Provide advanced product, data and integration knowledge </li></ul><ul><li>Provide front-line technical support during implementation and roll-out </li></ul><ul><li>Maximum of 10 hours of Custom Solutions support for topic bundle deals and 20 hours for Enterprise deals </li></ul>
    37. 37. BDE Sales Support – Custom Solutions Team <ul><li>Step 1: For any ES sale, contact the Custom Solutions team for support. </li></ul><ul><ul><li>Custom Solutions Team will work closely with you and your customer to match business requirements with our best solution. </li></ul></ul><ul><ul><li>Together with sales, product development and the customer, the Solutions Specialist will define the appropriate deliverables based on customer expertise, schedule demands and the customer’s business objectives. </li></ul></ul><ul><ul><li>This pre-sales effort ensures the team and the customer are developing solutions that can be successfully deployed on schedule and supported. </li></ul></ul><ul><ul><li>Sales is to contact the solutions team when a prospect/customer has passed the qualification checklist only. </li></ul></ul><ul><ul><li>For further details, contact BIS Custom Solutions Team. </li></ul></ul>
    38. 38. Selling Tools <ul><li>Collateral </li></ul><ul><li>Enterprise Solutions Sell Sheet , available October 9 </li></ul><ul><ul><li>Order number on collateral site: L-325165 </li></ul></ul><ul><li>NEW! Customer Promo PDF – Send out as desired to your customers </li></ul>
    39. 39. Q4 Promotion <ul><li>E-marketing </li></ul><ul><ul><li>Key word buys </li></ul></ul><ul><ul><li>Lead generation through html campaigns </li></ul></ul><ul><li>Corporate Communications </li></ul><ul><ul><li>Press Release – Distribution set for October 10 </li></ul></ul>
    40. 40. <ul><li>Part II. </li></ul><ul><li>Enterprise Solutions – Technology Overview </li></ul>
    41. 41. Enterprise Solutions – Technical Overview <ul><li>Every news service that we deliver is made up of three elements </li></ul><ul><ul><li>CONTENT (84 Topic Bundles) </li></ul></ul><ul><ul><ul><li>Topics </li></ul></ul></ul><ul><ul><ul><ul><li>Real-time 3700+ </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Editorial 3600+ </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Custom </li></ul></ul></ul></ul><ul><ul><li>TECHNOLOGY </li></ul></ul><ul><ul><ul><li>Delivery tools </li></ul></ul></ul><ul><ul><ul><li>Integration </li></ul></ul></ul><ul><ul><li>REDISTRIBUTION </li></ul></ul>
    42. 42. Taxonomy – Real-time <ul><li>Taxonomy: A scheme that partitions a body of knowledge and defines the relationships among the pieces. It is used for classifying and understanding the body of knowledge. </li></ul><ul><li>Nearly 500K articles are process daily </li></ul><ul><li>Data is tagged in real-time mode compared against </li></ul><ul><ul><li>169K company terms / 35K are public companies / 197 countries </li></ul></ul><ul><ul><ul><li>Mention vs. About tags </li></ul></ul></ul><ul><ul><ul><li>Every company term assigned is given a ranking from 1 to 1000 </li></ul></ul></ul><ul><ul><li>Over 3600 topics </li></ul></ul><ul><ul><ul><li>Complex search algorithms and proximity and Bayesian logic is applied </li></ul></ul></ul><ul><ul><ul><li>Every topic assigned is given a ranking from 1 to 1000 </li></ul></ul></ul><ul><ul><li>Stories are stored in Real-time Content Refinery and indexed on our search engines within 2 seconds </li></ul></ul>
    43. 43. Taxonomy – Editorially Reviewed <ul><li>Editor’s Pick (Nightly reviewed topics) </li></ul><ul><ul><li>Subset of the Real-time topics </li></ul></ul><ul><ul><li>Over 1600 are humanly reviewed nightly </li></ul></ul><ul><ul><li>Over 2000 are automated </li></ul></ul><ul><ul><li>Over 450 custom topics (customer specific) </li></ul></ul><ul><li>Editor’s Updates (Intraday topics) </li></ul><ul><ul><li>Small subset of the Real-time topics </li></ul></ul><ul><ul><li>Over 37 general topics </li></ul></ul><ul><ul><li>Delivered in near real-time mode </li></ul></ul><ul><li>Editor’s Alerts (Real-time editorial developed topics) </li></ul><ul><ul><li>Over 3000 alerts specifically designed for a wide range of industries </li></ul></ul>
    44. 44. Taxonomy – Topic Bundles <ul><li>Both real-time and editorial topics (editors picks) combined into selected industry, and regional topics bundles </li></ul><ul><li>Over 84 topic bundles exist </li></ul><ul><li>Enterprise Solutions will offer all bundles for 90K </li></ul><ul><li>Enterprise Solutions will also offer banded pricing where each bundle is 10K </li></ul><ul><li>Enterprise Solutions will offer customized topic bundles </li></ul><ul><ul><li>Customers can select topics in 15, 30, 50 topics </li></ul></ul><ul><ul><li>Includes both real-time and editors picks </li></ul></ul><ul><li>Enterprise Solution will continue to offer Editors Updates and Editors Alerts </li></ul>
    45. 45. Taxonomy – Custom Topics <ul><li>Custom Topics are specialized instructions set by the customer for our reviewers to search and filter news against last nights collection </li></ul><ul><ul><li>News targeted specifically for a customer </li></ul></ul><ul><ul><li>Eliminate noise or too much news </li></ul></ul><ul><li>Customers can purchase custom topics with their topic bundles or they can purchase it by itself </li></ul><ul><li>Custom Topics is an editorial function and therefore there is no real-time news delivery </li></ul>
    46. 46. Taxonomy
    47. 47. Technology – RSS FeedDemon RSS Channels BIS RSS Topics & Real-time Search Headlines
    48. 48. Technology – RSS Application Full Story FeedDemon
    49. 49. Technology – RSS in Browsers FireFox RSS Channels BIS RSS Topics & Real-time Search Headlines Full Story
    50. 50. Technology – RSS in Browsers Internet Explorer w/Pluck plug-in RSS Channels BIS RSS Topics & Real-time Search Headlines
    51. 51. <ul><li>XML formatted data, or customer defined </li></ul><ul><li>Support for Style Sheets </li></ul><ul><ul><li>Customizable output </li></ul></ul><ul><ul><ul><li>Customer can create style sheets that can produce RSS, Atom, WML, or any format they desire </li></ul></ul></ul><ul><ul><li>Customer no longer needs to buy hardware or develop expensive solutions </li></ul></ul><ul><li>Support for handheld devices (Blackberry), cell phones, and PDAs that have browser support </li></ul><ul><li>New proximity operators support (near) </li></ul><ul><li>De-duplication of stories </li></ul>Technology – XOD
    52. 52. <ul><li>Editor’s Picks </li></ul><ul><li>Expert editors hand-select and prioritize articles once per day </li></ul><ul><li>Individual user personalization </li></ul><ul><li>Click to real-time updates </li></ul><ul><li>2,000+ narrowly defined business topics </li></ul><ul><li>30-day archive </li></ul>
    53. 53. <ul><li>Saved Search </li></ul><ul><li>Premium licensed publications </li></ul><ul><li>Aggregated content sets </li></ul><ul><li>Real-time </li></ul><ul><li>90-day archive </li></ul><ul><li>Individual user personalization </li></ul>
    54. 54. <ul><li>Company Information </li></ul><ul><li>News, quotes, charts, financials, SEC filings </li></ul><ul><li>and company profiles </li></ul><ul><li>Individual user selects companies to monitor </li></ul><ul><li>40+ global indices </li></ul><ul><li>Ad-hoc company search </li></ul>
    55. 55. Thank you!