This is a presentation I created several years ago. The specific purpose was to explain the changes to our Indirect channel strategy. Most of the stuff discussed outdated, but I wanted to show how you can queue people into a them - just with the use of something memorable [clue: check out the songs mentioned on the transition slides].

1. 2001 Partner Acquisition Plan “ Times they are a changin’ ” - Bob Dylan Distributor Acquisition Team August.30.2000

5. Current [COMPANY] Indirect Channel Landscape Partners Data VAR Voice VAR Regional National Manufacturer Distributor Online Models Retail Agents Affinity Professional Services Lead Referral

7. Current Partner Acquisition Voice & Data Programs Acquisition New or Transitioned Partners Partners are ubiquitous and non-targeted Acquisition is driven by the need for market share and gain more productive partners

9. The Shift “ Changes in latitude, changes in attitude” - Jimmy Buffet

10. The Paradigm Shift Voice & Data Programs Acquisition Partners Current View...Partners are ubiquitous and non-targeted Acquisition is driven by the need for market share and gain more productive partners Partner Acquisition Map to Partner Models Match Product Solution Future View...Partners are defined as being unique and by the solutions they sell Acquisition driven by end user needs, product solutions and partner business models End Users have Business Problems move to

13. Marketplace Overlay Converged Networks Voice + Data + Video ION, ASP, EBA Collaborative Services Separate Networks Voice & Data & Video IP, Frame Relay DSL, Private Line Single Network Voice OR Data OR Video Leased Lines Voice/Long Distance "The Chasm" Laggards Late Majority Early Majority Early Adopters Innovators

14. Partner Business Model Overlay Converged Networks Voice + Data + Video ION, ASP, EBA Collaborative Services Separate Networks Voice & Data & Video IP, Frame Relay DSL, Private Line Single Network Voice OR Data OR Video Leased Lines Voice/Long Distance "The Chasm" Laggards Late Majority Early Majority Early Adopters Innovators Custom Services High Margin Custom Offering Consultants Integrated Services Medium Margin Standardization VARs/SIs Commodity Products Low Margin “ Shrink-wrapped” Retail/Self Service

15. The Great Name Game Web Integrator Web Developer Consultant Infrastructure Consultant ISV E-Business Solution Provider Business Process Consultant ISP Application Service Provider Software Developer Web Innovator E-Business Engineering Specialist Internet Service Integrator Network/Systems Integrator “ VARs” Don’t Call Themselves VARs Network Service Providers

17. Partner Fit Converged Networks Voice + Data + Video ION, ASP, EBA Collaborative Services Separate Networks Voice & Data & Video IP, Frame Relay DSL, Private Line Single Network Voice OR Data OR Video Leased Lines Voice/Long Distance "The Chasm" Laggards Late Majority Early Majority Early Adopters Innovators Consultants Integrators VARs Retail

18. Current [COMPANY] Indirect Channel Landscape Partners Data VAR Voice VAR Regional National Manufacturer Distributor Online Models Retail Agents Affinity Professional Services Lead Referral

19. New [COMPANY] Indirect Channel Landscape Partners Online Models Retail Agents Affinity Professional Services Lead Referral Non-Selling Selling Tiered

20. New [COMPANY] Partner Framework Non-Selling Selling Tiered Lead Referral Agent Manufacturers Distributors Regional & National Internet Lead Referral Partners Lead Referral Agent CLP Online Partners

21. Preliminary Partner Model Components

22. Preliminary Partner Model Functions

23. Conclusion “ The Long and Winding Road…” -Paul McCartney/John Lennon

24. 2001 Targeted Growth Product Landscape ION Frame Relay IP DSL Product Description 2001 Revenue Target Provides network capacity and dynamic bandwidth allocation to integrate voice, data and e-business applications throughout any enterprise An efficient communications service using fast packet switching technology to provide reliable delivery over virtual circuits Dedicated IP access which allows traffic to be connected directly through to the long distance carrier with online sharing, bypassing the LEC Converts standard phone lines from a single analog circuit into multiple, high-speed digital circuits, which simultaneously carry voice, video, and data traffic. Revenue targets are an integral component of any acquisition strategy $M $M $M $M

27. DSL Partner Landscape Non-Selling Partner Selling Partner Tiered Partner Accepted technology Early majority lifecycle Medium to Low margin Target Markets Small business and telecommuters Businesses that currently have dial up internet access and want to have high-speed dedicated service at a price point below dedicated T1 Businesses who do not require SLAs for dedicated internet access Implements, hosts or maintains customized solutions consultative approach to selling for end-user applications system/network design and engineering expertise lead generator customer base typically lacks internal IT department reseller of equipment or services (routers, modems, servers, workstations) resellers of web hosting, e-commerce, ASP services) sells, provisions, installs, and maintains CPE able to design and install LAN/WAN network equipment manufacturer or channel distributor consultative approach to selling of end-user applications mature two or three-tired distribution channel comprised of existing relationships with VARs and distributors substantial back office infrastructure; able to support on-line order entry

29. The Paradigm Shift Partner Acquisition Map to Partner Models Match Product Solution Future View...Partners are defined as being unique and by the solutions they sell Acquisition driven by end user needs, product solutions and partner business models End Users have Business Problems Map [COMPANY] products and solutions... matched to appropriate partner... based upon their business model... which is determined by their end user relationships.

30. The Focal Point Product Fit (Lifecycle and Solution) Business Model Profile End User Purchasing Habits The Ideal Partner

31. Action Plan “ Taking Care of Business” - Bachman Turner Overdrive

33. Deliverables and Timeline Finalize 2001 revenue forecast rollout and offering (s) Partner Acquisition Implementation Plan Compile Partner acquisition target list Develop Partner acquisition criteria breakdown and demographics 9-30-00 9-30-00 9-30-00 11-15-00 11-15-00 11-15-00 TBD TBD TBD 9-15-00 10-30-00 TBD ION Frame Relay DSL IP Services 10-30-00 11-15-00 11-15-00 11-15-00

35. Appendix “ If I could save time in a bottle…” - Jim Croce