Palladin Consulting proposes a Partner Acquisition Target Strategy (P.A.T.S.) to help companies develop revenue through optimized partner programs. The program focuses on targeted recruitment, operational support, and effective management to ensure successful partner integration and revenue generation. Key benefits include increased market penetration, predictable revenue, and enhanced customer acquisition through strategic partnerships across various market tiers.

1. Developing Revenues Through Partnerships Channel Strategies for Emerging Growth Companies “ Ideas That Last ” Palladin Consulting www.palladinenterprises.com

2. Agenda Executive Summary Review Your Potential Partners & Target Markets Our 30 & 60 Day P.A.T.S. Program Partner Program Deliverables Our Approach

3. Executive Summary – The Problem In these economic times, companies should look for new ways to generate revenues Your partner community with it’s extended salesforce should be the #1 obvious choice However most partner programs are not designed or optimized for revenue growth accountability Palladin can assist you in building a new or redesigning an existing partner program that will deliver results!

4. Executive Summary Your products could go wide or deep You have a limited sales force & resources to support Currently working on multiple key direct opportunities You have limited bandwidth to initiate partner relationships Unsure of the operational support for a partner community Or your current partner program is not delivering results

5. Introducing……..

6. Introducing: The Palladin P.A.T.S. Program P.A.T.S. – Partner Acquisition Target Strategy 30 & 60 Day Revenue Driven Partner Programs Developed to Compliment Your Business Objectives Designed to Focus on a Select Group of Partners Outlines Key Operational Partner Support Issues Targeted recruitment of new partners Enablement of new & existing partners Execution of pro-active partner account management Joint business planning & predictable forecasting methods Pre & post sale support services Visibility by entire executive team & key stakeholders

7. Base Definition of Partner Types

8. Your products could go wide or deep Target Markets Large enterprise accounts over $1Billion Mid market accounts $300 Million to $1Billion Small accounts under $300 Million Where are your partners selling into those markets? Your current product strengths are in a specific vertical Target SI’s, ISV’s & OEM’s to compliment those verticals ? Target SI’s, ISV’s & OEMS for new markets & new verticals ? Where, How & Why ? Question: Is your company operationally prepared for partners?

9. A Look at the Target Market Tiers $300 to $1Billion Tier 3 Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Tier 1 Large ISV’s, OEMs & SI’s Tier 1 Large Enterprise Accounts Tier 2 Mid Market Accounts Tier 2 ISV’s, OEM’s & SI’s

10. Target Markets Large enterprise accounts over $1Billion Mid market accounts $300 Million to $1Billion Small accounts under $300 Million Where are your partners selling into those markets? Your current product strengths are in a specific vertical Target SI’s, ISV’s & OEM’s to compliment those verticals ? Target SI’s, ISV’s & OEMS for new markets & new verticals ? Where, How & Why ? Question: Is your company operationally prepared for partners? Your products could go wide or deep

11. Market Tiers: Where & How Do Potential Partners Sell? $300 to $1Billion Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance

12. System Integration Partner Eco-System

13. Co Sell Resell Heavy customization Data warehouse work Business Intelligence Partner Market Tiers – Where & How Do They Sell ? Co Sell & Resell Less custom Same BI issues! $300 to $1Billion Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Accenture, Price Waterhouse Deloitte, Bearing Point, SAS RIM, McKesson, Cognos Hitachi Consulting, Emergis Cap Gemini, Cyber, Axon, Clarkson, IDS, RIM Partners Sales Model Resellers & Boutique SI’s

14. Target Markets Large enterprise accounts over $1Billion Mid market accounts $300 Million to $1Billion Small accounts under $300 Million Where are your partners selling into those markets? Your current product strengths are in a specific vertical Target SI’s, ISV’s & OEM’s to compliment those verticals ? Target SI’s, ISV’s & OEMS for new markets & new verticals ? Where, How & Why ? Question: Is your company operationally prepared for partners? Your products could go wide or deep

15. Executive Summary – Operational Readiness Pricing, Contractural & Administratively ISV’s & SI’s “sell to” & “through” all 3 tiers OEMS resell or “embed” only Referral fees versus product discounting Downstream sales compensation considerations Pre & post sales partner support mechanisms Sales & Marketing Dedicated Account Management Webpage – Invitation to partner with your company Compelling value proposition or success stories Partner strategy ideally should be organized via the 3 Tiers Recruitment, Enablement & Business Planning

16. Why Recruit Partners in all 3 Market Tiers? Incremental revenue stream never before available Increases predictable revenue quarter on quarter Accelerates customer acquisition Creates new markets & accounts for all products Creates new vertical solutions

17. Results? Formerly embrace the partner community Your products become ubiquitous in all partner projects Reach into accounts & markets never before possible Developing new sales opportunities Lowers your cost of sales New product, education & training revenues AND EXPONENTIAL GROWTH IN REVENUES !

18. Results? Formerly embrace the partner community Your products become ubiquitous in all partner projects Reach into accounts & markets never before possible Developing new sales opportunities Lowers your cost of sales New product, education & training revenues AND EXPONENTIAL GROWTH IN REVENUES !

19. Potential Partner Revenue Growth Typical Results

20. Benefits: Working With Partners Market Share Program Benefits Impact Areas  Revenue  Gross margin  Product utilization Account Management Market Perception Dedicated alliances personnel for partners Forecasting & joint business planning Dedicated services personnel One to many sales model  Cost of sales  Predictable revenues  Errors in forecasts  Operating costs Partner friendly company Positioned for new growth areas Better profile for IPO or acquisition  Market awareness  Partner conflicts  Board satisfaction  Exit strategy Increased account penetration in all tiers Partner sales force managed proactively SI partner community managed proactively Your products become ubiquitous

21. How Does Palladin Approach Partnering?

22. P.A.T.S. - 30 & 60 Day Program Highlights Overview Target the appropriate kind of partner for your business model OEM ISV SI’s etc In your vertical markets or horizontal platform Outline the administrative and support mechanism’s Pricing , contracts , support model Adjust operations plan to integrate partners across business Initiate the recruitment of partners through a targeted plan Partner offer Medium to contact them ( i.e. web direct mail etc ) Outline methods of enabling them CRM and other systems Outline methods of monitoring them CRM tools including service module Develop a detailed go to market program Deliver blueprint document for a “go live” partner program

23. P.A.T.S. – Optional Program Features Advise on Partner Website Messaging Invitation to participate Develop lead “trapping” & marketing intelligence Key for executive team visibility & decision making Complete the Development of Contracts Cosell & Resell Service subcontract addendums Participate in Partner “ Beachhead” Meetings for Client Feedback for development of formal program rollout Initiate procedures for lead distribution/ management for partners Joint business planning & forecasting Initiate Partner Training & Education Curriculum New services revenue stream Train the trainer approach Pre & Post Sales Support Mechanism’s unveiled

24. P.A.T.S. Long Term Program Goals Create ubiquity for your products in the market, and maximum revenue leverage through accessible partner program that has: Clear, consistent, well-defined, valuable benefits Comprehensive relationship coverage model Capacity for a large number of partners Enables shortest path to revenue Rewards partners to move up to greater levels of commitment to your company Allows your sales team to focus attention on accounts with partners providing high value, while proactively assisting other partners & channels to manage the rest

25. Typical 60 Day P.A.T.S. Project Time Line Initiate PATS Pilot Program Hire Partner Champion Beta Partner Meetings Develop Administrative Metrics & Feedback 60 Day Go Live Launch Decision Formal Tier 1 & 2 Partner Launch Formal Tier 1 Partner Recruitment Marketing Launch Additional Metrics & Feedback Hire Additional Alliances Personnel (TBD) Formal Tier 2 Partner Recruitment Launch Tier 3 Partner Rollout if applicable Staff Inside Sales Metrics & Feedback Total Project Rollout Approximately 12-15 months Costs People Q1-09 Q2-09 Q3-09 Q4-09 Q1-09 Q2-09

26. For More Information Contact: Chuck Morse 774 266-0421 [email_address] Palladin Consulting Home Page