1. Confidential 1
BusinessProjects.com
Market Segmentation and Entry Project
Carlos F. Camargo,
Senior Market Analyst
Collaborative Marketing
399 Main Street
Los Altos, CA 94022
650-949-4882
www.collaborativemarketing.com
October 1998

2. Confidential 2
Roadmap
IntroductionIntroduction
High Level FindingsHigh Level Findings
ConclusionsConclusions
Detailed FindingsDetailed Findings

3. Confidential 3
Objectives
•Provide a General Market Entry Strategy
•Identify and Profile Key Market Segments
•Identify and Profile Key Competitors
•Clarify BusinessProjects.com’s Differentiation

4. Confidential 4
Methodology
Project KickoffProject Kickoff
Secondary ResearchSecondary Research
Interim Brainstorming with
BusinessProjects.com
Management
Interim Brainstorming with
BusinessProjects.com
Management
In-Depth InterviewsIn-Depth Interviews
Synthesis & AnalysisSynthesis & Analysis
Recommendations and
Conclusions
Recommendations and
Conclusions
• Clarify Objectives
• Review Methodology
• Brainstorming
• DefineDeliverables
Phase I: Identifying Key Market Segments
• Electronic Literature Search
• Review Existing Studies
• Trade Organizations
Phase III & IV: Market Evaluation &
Competitive Analysis
•End Users in Key Segments.
Phase II: Analyzing Market Segments
• Qualitative&QuantitativeAnalysis
• Fine Tune Market Selection Matrix
• Discuss Strategy
Build
Fact
Base
•Develop
Segment Profiles
•Develop
Competitor
Profiles

5. Confidential 5
Contact Lists
Company Contact Title
Abernathy MacGregor Frank Ellie Gonda Attorney
Andersen Worldwide Christine Traut Strategy Advisor to CIO
Bain & Co. Jamey Sperans Senior Consultant
Compu Synergistic J. Boger Software Specialist
Deloitte & Touche Marlene Acevedos Senior Account Manager
Deloitte & Touche Kimberly Swanson Audit Accountant
Howard Alan PR C. Relick Account Executive
KPMG Ken Rodrigues Manager
McKinsey & Co. Blane Murphy Consultant
Oracle Corp. Anne O'Leary Director of Public Relations
TCG Software Joel Navitad Technical Director
Turtle Island Press Eileen Omalley Acquisitions Editor
US West Darren Nadel Attorney
Wilson, Sonsini, Goodrich &
Rosati
Eric Finseth Attorney
Competitor Contact Title
280 Inc. Nick Durrant Marketing Manager
2Bridge Julie Farris VP Marketing
Changepoint Chuck Tatham VP Marketing
Hot Office Steve Spiro Senior Director of Marketing
Instinctive Dan Miley Director of Solutions Marketing
Lotus Mark Elliott GM Sales & Marketing
Netopia Barbara Tien Director of Product Marketing
Tribal Voice Joe Esposito President & CEO
Visto Steve Cox VP of Marketing
Contact Lists for Segment Interviews and Competitor Interviews

6. Confidential 6
Deliverables
•Executive Presentation
•Concise Project Report
•Extensive Supplement for Key Market Segments and Competitors

7. Confidential 7
Roadmap
IntroductionIntroduction
High Level FindingsHigh Level Findings
ConclusionsConclusions
Detailed FindingsDetailed Findings

8. Confidential 8
• Rapid development & introduction of service
through use of partners
• For mainstream market development target departments
and individuals in the enterprise through
VARs and trade organizations
• Position BusinessProjects as the platform of the
enterprise iVPN.
High Level Findings
BusinessProjects.com Differentiators Top Competitors
Best Early Adopter Markets
Key Recommendations
Consulting, Finance & Legal
All aspects of project are in one place.
Seamless transitions without application barriers
Picks up where e-mail attachments and intranets
left off.
Service not software.
Enterprise: Involv & 2Bridge
Technology Partners & Development Partners

9. Confidential 9
High Level Findings Summary
Positioning • Project Touchstone. Brings together everything one needs
for a project.
• Service not software.
• Less time on process – more time on decisions.
• Goodbye heavyweight misfits– Goodbye setup and training.
Price • A dollar per megabyte of disk storage.
• Bundled with a iVPN to create a Virtual Private Solution.
Product • A service that organizes all activity around projects -- docu-
centric collaboration, taskflow, executive subscription, and
targeted portal.
• A service that scales from individual to internal to external
projects.
Distribution • VPN Solution Providers.
• VARs/SIs providing industry-specific solutions.
• Trade Organizations.

10. Confidential 10
Entering the Enterprise: Bottom Up -- Top Down
Two Pronged Entry into Market:
Use iVPN as vehicle for a top-down enterprise sell since:
•iVPN evolution is in sync with BusinessProjects entry into the
market. BusinessProjects can grow as iVPNs grow.
•Position BusinessProjects as the platform of the enterprise
iVPN.
Sell to individuals and departments since:
•End user mindshare and endorsement is crucial.
•Departmental sales through VARs or via trade organization
endorsement will accelerate acceptance.

11. Confidential 11
Why have Web based collaboration applications not realized their full Market potential?
Today’s collaboration environments force users to cross application boundaries.
BusinessProjects.com’s unique differentiator is that it organizes all project-
related materials and activities in one place and smooths boundaries between
applications.
What’s in? What’s Out?
Product/Function
Polling&
Voting
Calendaring&
Scheduling
Customizable
Interface
Discussion
Real-Time
Conferencing
E-mail&R/T
Messaging
Document
Management
Project-Centric
Productivity-
centric
Dccument-
Centric
Meeting Room X X X
2Share 2.0 X X X X X X
eRoom X X X X X X X
Involv X X X
Hot Office X X X X X X X
Instant! TeamRoom X X X X X
Pow Wow X X X X X x
Virutal Office X X X X X X x
Visto X X x

12. Confidential 12
BusinessProjects’ Core Value Proposition -- Common to all Segments
•Allows companies to gain control of their intranets in way that other Web-based
collaboration applications cannot.
•Allows individuals to controls their projects.
•Naturally extends the current method of external collaboration beyond e-mail
attachments.
•Fills the “groupware gap” as groupware applications move to knowledge management
and document management.
•Adds value to the research process with a targeted, project-specific portal.
•Is a service not software. While IT works on the immediate concerns of Y2K and the
integration of legacy and back end systems, internal and external collaboration can be
outsourced.
•Combines the Best of all Worlds, while competitors focus on being one of three things:
1) Project-centric, 2) Agent-centric or 3) Docu-centric
•Decreases proliferation of large email attachments.
•Helps to keep the review process “in synch.”
•Provides protected customer access areas to share and review documents.
•Posting to a Web site assures the latest version is reviewed.
•Common tasks and calendar increases organization of collaboration.
•Resource areas and targeted portals save time on doubled research and the distribution
of research.

13. Confidential 13
Competitive Landscape: Channel Strategies and Value Propositions
Company Channels Value Proposition
280 Inc.
Internet Search Services, Internet Service Providers, ILECs,
CLECs and content providers.
• Service differentiation
• Provide value-added capabilities to customers
• Increase service revenues
2Bridge
Internet Software Vendors, Original Equipment Manufacturers,
Systems Integrators, Internet Service Providers andValue-Added
Resellers
• Integration of enterprise publishing, content management & knowledge sharing
• Capture, create, publish, view & update business information in a collaborative environment
• Easy-to-use GUI
• Minimal training
• Open & Robust Component Architecture
• Management & control of the information supply chain
• Real-time applications distribution
Changepoin
t
IT Consultancies, Systems Integrators, Internet Service Providers,
VARs and Internet Software Vendors
• Mass Market Rental Internet Applications
• Market Specific Rental Internet Applications
• Community Based Rental Internet Applications
• Custom Rental Internet Applications
Hot Office ISPs, Interactive Media Companies, WWW,VARs and Consultants Cost-effective remote access to LANs, WANs and stand-alone PCs
Instinctive
Technology
OEMs, Internet Service Providers, Solutions Developers Allow cross-organizational project teams to effectively keep everyone up to date, get new members up to
speed quickly, meet their deadlines on budget, continually track their project status or learn from their mistakes.
Lotus
Internet Service Providers, Internet Software Vendors, VARs &
Systems Integrators
• True team collaboration -- Work with colleagues, partners, even customers, anywhere, any time via the
Web.
• Subscription service -- Pay-as-you-go, and there's no software to buy or download.
• Simple, easy access -- All you need is an Internet-ready computer, and a standard Web browser.
• Fast workspace set-up -- Do it yourself in minutes.
• Secure -- Instant!TEAMROOM supports SSL (Secure Sockets Layer) for network security. In addition, the
workspace is password protected.
• Only invited team members have access. You also specify who can read and edit your documents.
• Intuitive -- So easy to use, there's no training needed
• Available and applicable worldwide -- The Web gives you unlimited reach.
• No infrastructure required -- Hosted on powerful Lotus Domino(TM) servers owned and operated by
participating Internet Service Providers.
Netopia
ISPs, Portals, and VARs: Netopia targets those segments of the
networking market that industry sources have identified as the
most rapidly growing such as small businesses, geographically
dispersed
facilities of large enterprises, home offices, mobile users, schools
and other small organizations. These users
generally do not have access to sophisticated technical support
and are not well-served by traditional vendors of networking
products since these products are not specifically designed for
them. Netopia intends to leverage the expertise it gained in
developing easy-to-use, plug-and-play LAN networking solutions to
more rapidly penetrate the market for the Company's
Internet/Intranet products.
NVO allows you to establish a cost-effective web site that dramatically increases the quality of your customer
service and the visibility of your business.
With your Virtual Office, you can:
• Attract customers and partners to your site
• Increase your sales and marketing efforts
• Promote your products and services
• Take advantage of our custom templates, eliminating the need to have someone design web pages
for you
• Use Public and Private folders to exchange files with visitors
• Communicate with others in one to one private chat rooms
• Post graphics, photos and links to other web pages
• Conduct web initiated conference calls, saving you time and money
Visto
OEMs, VARs, ISPs, ISVs and Consultants Sign up for the Visto Briefcase Pro and get:
• All your email, forwarded from multiple accounts, even work email from behind a firewall
• Your complete address book, so you can lookupimportant numbers and change entries no matter where
you are
• Your desktop calendar, always up to date, so you can stay on top of your ever-changing schedule
from any browser
• All your browser bookmarks, from all yourcomputers, in one convenient place
• The most current versions of key files, just a few clicks away
• 20 MB of storage (more available) so you can keep files and email handy
• Free copies of the Briefcase Assistant, to do the busywork for you
• Leading-edge security, to ensure your information is always safe

14. Confidential 14
Barriers LowHigh
Low
High
Market
Attractiveness
A/E/C
ConsultingPublishing
Legal
IncreasedAttachments, Intranet& Notes
Accounting
Ad/PR
Finance
EnhancedSecurity&
VerticalSpec.Feature
*Size of bubble corresponds to size of market.
Evaluation of Key Markets

15. Confidential 15
Top Market is Management and Computer Consulting:
•Highest Attractiveness and fewest barriers to entry.
•Also has great appeal in SMB consulting market.
Finance, Legal & Accounting:
•Need some vertical specific functionalities.
•Have security concerns that can be satisfied by BusinessProjects.
Advertising/PR:
•Need more experience using basic collaboration applications (e-mail attachments and
intranets).
•Some companies have also made recent, significant commitments to Lotus Notes and
are not yet aware of its limitations.
Publishing:
•Collaboration laggards. This market will be slow to develop. There are some
exceptions that have adopted Lotus Notes and Quark’s workflow.
Evaluation of Key Markets (continued)

16. Confidential 16
Segment Additional Segment-Specific Value Propositions
Accounting Executive Subscription
Advertising/PR Taskflow, Versioning, Routing and Approval
Business
Consulting
Access Control, Document Repository
Finance Executive Subscription
Legal Access Control, Taskflow, Versioning, Access & Billing
Publishing Simple Routing & Approval
Segment Specific Feature Appeal
These are the features that appealed to end users over
and above BusinessProjects’ core value proposition set.

17. Confidential 17
Need -- Research Identified Problems with Current Collaboration Methods
• Posting of edits and documents back into the Web collaboration area.
• Interface is not scalable in terms of number of documents and number of
collaborations.
• Significant amount of HTML conversion is occurring, because users often have
different content creation tools or versions that are out of synch.
• Web interface customization is limited and confusing.
• The primary Web-based collaboration environments are intranets and e-mail
attachments. Users want to extend personal control from-e-mail to Web-based
collaboration.
• Use of intranets and e-mail attachments indicate a level of dissatisfaction with client
server groupware implementations -- especially -- but not exclusively for cross-
organizational and cross-departmental collaboration.
• Today intranet and e-mail intensive, but efforts for extranets, hosted extranets, and
iVPNs are accelerating.
• Intranets are the most out-of-control of collaborative environments.

18. Confidential 18
Review is an the most Interactive Part of Collaboration
Concept Author Review Edit Publish Use
NumberofPeopleInvolved
A great deal of time and effort are spent during the review of a document. Manual
or e-mail-based methods add time and confusion to the process.
Essential Capabilities for Review:
•Robust Versioning.
•Markup and Revision Tools that
allow author to “own document.”
•Granular Access Control
•Quick access to other relevant
documents, e-mail & resources.

19. Confidential 19
Messaging
Document
Management
ERP
CollaborationProcess
Simplicity
Complexity
Production
Workflow
Groupware
Ad Hoc
Workflow
Email Clients
MS Exchange/Outlook
Documentum
Web Based
Groupware
Baan, PeopleSoft,
SAP, et al
Production
Workflow
Action
Technologies,
Staffware
OCR/Imaging
Intranets
Lotus
Lotus
Current Matrix of Collaborative Solutions for the Enterprise:
Lots of Complexity for Simple Collaboration

20. Confidential 20
Document Management
Workflow
Groupware
Knowledge
Management
The Limitations of C/ S Groupware Provide a Strategic Entry Point into the Enterprise.
In the Enterprise Space for docu-centric collaboration, there is a
convergence of functionalities and a movement away from groupware. The
market is ripe for a simple, Web-based, collaborative solution in the
enterprise.
Data
Insight
Information
Document Management:
•Adding worflow functionalities.
•In some contexts, perceived as a knowledge
management solution.
Workflow:
•Adding document management functionalities
Groupware:
•Adding document management functionalities.
•Repositioning as knowledge management solution.

21. Confidential 21
Profiles of Information Users
User Type Description
Likelihood of
Using
Collaborative
Networking
Solutions
Value Proposition for
Web-based Solutions
Likelihood of
Interest In
Web-based
Task-Flow
Solutions
Information
Analyzer-
Consumer
INSIGHT
One who takes a meta-level view
of content for high-level analysis
or one who views and makes use
of information but who does not
update or create content
Low
• Timely access to trends
and tactical information
• Progressive data model
and data collection
intervention and direction
• Interactive communication
and participation
• Project management
High
Information
Producer
INFORMATION
One who creates and publishes
new content and who performs
major updates of existing content
Medium
• Wider audience for
dissemination of materials
• Automated dissemination
mechanism
• Content Management
Medium
Information
Mover
DATA
One who views and makes use of
information and who is appointed
to perform partial updates
High
• Real-time updates and
notifications of content
changes
• Interactive participation
and communication
Low

22. Confidential 22
Item Strategy
Product
• Componentization of relevant workflow tasks, such as Address Books/Directory,
Calendar, White Board, BBS, Chat, Conferencing, Messaging and File Archiving
• Browser-based clients, requiring Java or Active X plug-ins
• Thin-clients (3-5 MB) for server-affiliated solutions
Marketing Position
• To enable web-based communication, collaboration and interaction among
enterprise & social communities and affinity groups or organizations
Channel Strategy
• Use of Electronic Software Distribution via Portals & ISPs
• Partnerships with IT Consultancies, VARs and SIs
Pricing Strategy
• Per named-user license, priced from $25-$50
• Server solutions, priced from $4,000 to $45,000
• Site Licenses, priced from $50 to $125 per seat
Target Markets
• SOHO
• SMB Market
• Corporate Knowledge Workers
• IT Consultancies
• Product & Marketing Organization in Global 2000
Constraints to User Adoption
• "Information Overload in Getting Found Online"--Pow Wow
• "Not-so-thin clients"--eRoom
• Lack of IT/PC troubleshooting skills among users (Instant! TeamRoom)
• Misunderstood Value Proposition: "It's got to be more than glorified Email"--Hot
Office
• "Web bandwidth issues"--Changepoint
• "Lack of management buy-in for collaborative solutions"--2Bridge
• "The IT Department Nightmare"--Netopia
Accelerants to User Adoption
• Free Trial Periods
• Low monthly recurring charges from $10 to $20
• Multi-function project management tools
• Simple and intuitive Graphical User Interface
• Contact-centric affinity or affiliation groups (civic organizations, consultancies, etc.)
• Invitation Model: "Friends & Family" Approach
Web-Based Groupware Competitive Matrix

23. Confidential 23
Competitive Landscape: Marketing & Positioning Strategies
Product Target Markets Differentiation
Meeting Center
Consultants, Customer Service
Managers, Project Managers,
Advertisers
Easy-to-use Network Applications Web service enabling people from multiple companies and locations to work
together instantly and securely over the Internet.
2Share 2.0
IT Consulting Firms, IT Departments,
Software Companies, Corporate
Knowledge Workers
Lifecycle management of digital information enabling companies to automate and manage business critical
information supply chains by gaining end-to-end control from creation to consumption.
Involv
IT Consulting Firms, IT Departments,
Software Companies
Superior Intranet Web-enablement and content management
Lotus Notes & Domino compliant
Hot Office
Small-to-Medium-sized Business,
Telecommunters, Mobile Workers
and Small Office/ Home Office
Aggressive Partnering Program to achieve a Network Effect:
HotLink Program
Reseller Program
ISP Program
OEM Program
Affinity Program
eRoom
Consulting Firms, Corporate
Knowledge Workers, IT
Departments, Fortune 500
Flexibility & Scalability
Multi-purpose knowledge management and information sharing through wide use of applications, including
managing product launches, distance learning,
client engagement, proposal evaluation, press relations and joint development.
Instant! Team Room
SOHO, SMB & Corporate Markets w/
focus on Financial Services
Professionals, Consultants, Lawyers,
Accountants, Therapists, Event &
Project Planners & Managers, PR &
Marketing Professionals
• Easy
• Affordable
• Secure
• All you need is a computer with Web access and a standard Web browser.
• There's nothing to download.
• No software or hardware to buy.
• No support or maintenance contracts.
• No compatibility issues.
• No shared infrastructure requirements.
Virtual Office
Small Office/Home Office, SMB
Market, Corporate Knowledge
Workers
Netopia Virtual Office
software is a "no assembly required" interactive web office allowing anyone with a web browser to view and
exchange information on a host's computer. Guests can participate in on-line, text or audio conversations
through the host's Netopia Virtual Office as well as leave messages and view his or her schedule. Set-up
takes only a few minutes and all users can personalize their virtual office to reflect their company, position, or
interests.
Visto Briefcase
Small Office/Home Office, SMB
Market, Corporate Knowledge
Workers
Affordable and Easy-to-use personal synchronization software to provide universal access to personal
content. Leveraging the global reach of the Internet, communication can be independent of location and
device. Visto products and services empower people by
offering the convenience of interactive access to, and the synchronization of, their personal information.

24. Confidential 24
Partnership Opportunities
BusinessProjects.com
Content Providers
Bloomberg
Dow Jones
Reuters
Motley Fool
WSJ
Lexus Nexis
Dialog
AICPA
Tech Partners
Adobe
Doc. Man. Tech.
Microsoft
Cisco
Redcreek
BayNetworks
TimeStep
Dev. Partners
Businesses in top
market segments.
Trade Organizations
AICPA
IMCUSA
AMA
State Bar Associations
AAA
Local VARS
with Industry-
specific
expertise.
Total Network
Management
ISPs
Digex
Exodus
Concentric

25. Confidential 25
Roadmap
IntroductionIntroduction
High Level FindingsHigh Level Findings
ConclusionsConclusions
Detailed FindingsDetailed Findings

26. Confidential 26
Segment Summary -- Consulting
• Strong Need for Cross Company Collaboration.
• Cross-company collaboration also includes personal
management of projects with external collaborators.
• Strong need for internal collaboration. Need for internal
collaboration has largely been met.
• Need for calendar linked “taskflow” rather than workflow for
external collaboration.
• Strong need for resources area, especially for purchased
research.
• In large consultancies sell to line partners or project
manangers.
A

27. Confidential 27
Segment Summary -- Consulting (Continued)
Category Findings Summary
Average Employees
8
Average Revenues
$ 2.2 million
Degree Ad hoc
High
MS Office +
Lotus 1-2-3, Visio, Adobe PDF
Document Flow
Moderate
Key Project Types
6-8 Week Consulting Engagements
Total Number of Projects per Year per
Employee 6-8
Key Workflows
Calendar-Oriented “Taskflow”
Most Valued Collaborative Technology
E-mail Attachments & Fax -- Lotus Notes (for Internal collaboration)
Key Whole Product Requirements
No IT involvement in Installation
Positioning
Service for External Collaboration – Project Manager Focus
Lotus Notes Penetration
High
E-Mail?
Further Research Required
Browser
Many earlier versions of Netscape and MS Explorer.

28. Confidential 28
Segment Summary -- Legal A-
• Strong need for cross-company collaboration tools. Need is unfulfilled.
• Need could include personal management of projects.
• Focus on Mid and Senior Level Associates engaged in medium-sized projects as primary
beneficiaries of service.
• Security is a significant issue. More research required to determine best security solution.
• Hardcopy as opposed to softcopy is also a significant issue.
• Possible need for internal collaboration tools, since document management solutions are
weak in this area. Need has not been met entirely.
• Sell to associates and partners. Good opportunity for firm-wide sale.
• Primary “taskflow” would be routing and approval.
• Some type of markup tool is advisable.

29. Confidential 29
Category Findings Summary
Average Employees
6
Average Revenues
$1.2 million
Degree Ad hoc
High
MS Office +
Word Perfect, Visio
Document Flow
Moderate
Key Project Types
Medium-Sized Business Law Projects
Average Number of Projects per Year
per Attorney (Medium to Large) 10-25
Key Taskflow
Routing and Approval
Most Valued Collaborative Technology
Fax and E-mail attachments
Key Whole Product Requirements
Security
Positioning Service for External Collaboration – Associate Level Focus. Selling
Opportunity to Partners. Possible Service for Internal Collaboration.
Lotus Notes Penetration
Moderate, Strong use of document management solutions
E-Mail?
CC:Mail, MS-Exchange (Outlook)
Browser
Many version of Netscape and MS-IE
Segment Summary -- Legal (Continued)

30. Confidential 30
Segment Summary -- Investment Banking
• Highest Value placed in cross-company, cross-function collaboration and
communications between internal and external project members.
•Need for Central Repository: Archiving and collaborative Document
Management are necessary features.
•Intelligent Messaging and Notification of Updated materials would be ideal to
alert project members of changes in a real-time basis.
•Robust Access Control and Permission levels are required to safeguard
confidential and sensitive information.
•Security and Safeguarding of Project Data Store are indispensable.
•Multiple-point, real-time conferencing would be ideal for interactive discussions
and revisions of prospectus documents.
•Milestone and Project-oriented Scheduling are key components of a task-
assignment and management.
•Service Bundling based-on-per-project fees are favored price/product mix.
•Respondents added that if solution really saves time, they will use it.

31. Confidential 31
Category Findings Summary
Average Employees 20 to 40 individuals during Public Offerings; requiring the
collaboration and integration of team members from anywhere from
7 to 15 other firms
Average Revenues
Degree Ad hoc Moderate degree of ad-hoc work; however, for most part clear
checklists are arranged and tasked for project completion
MS Office + Extensive MS Office use, in addition to Access, FoxPro, and
Framemaker
Document Flow Extensive and substantial revision of prospectus and SEC filing
documents
Key Project Types
Initial Public Offerings
Average Number of Projects per Year
1,000 to 2,000 per year
Key Taskflow • Approval and Routing of key legal and accounting documents for
SEC filings
• Document Creation
Most Valued Collaborative Technology • Joint Document Creation and Versioning
• Document Archiving, Directory and Automatic Document
Expiration
Key Whole Product Requirements Security, Collaborative Document Creation and File Sharing, Archival
Functions,
Positioning Open Positioning: There is no service in the industry offering
collaboration tools for individuals involved in public offerings. There
is no established position for domain-specific services of this type.
E-Mail?
cc:Mail and MS Exchange
Browser
MS Explorer
Segment Summary -- Investment Banking (Continued)

32. Confidential 32
Segment Summary -- Accounting
• Auditing Functions are quite routinized and regulated by State and Federal Authorities, thus reducing
the level of ad-hoc-ness with respect project management; however communicating process-oriented
data is crucial to clients.
• Workflows are established by Generally Accepted Accounting Practices (GAAP)
• Highest value accrues to solutions that enable communication ofmeta-data concerning
auditing/accounting processes and analyses.
• Will require a top-down enterprise multi-level marketing approach: sell to Partners/VPs and analysts.
• Cross-company and cross-functional interactive communications and messaging is highly desired.
• Web-based collaboration tools must assure high levels of security and tight access control to
sensitive financial data.
• Collaborative Teams cross multiple company and department boundaries, so conferencing and
intelligent messaging are indispensable.
• Routing and Approval functionalities are also very important; as are Polling functions attached to
Scheduling Features more generally.
B

33. Confidential 33
Segment Summary -- Accounting (Continued)
Category Findings Summary
Average Employees 30 Employees: 1 VP/Partner, 3 Account Managers; 20 Accountants;
2 Secretaries; 5 Administrative Assistants
Average Revenues
$40 Million (Auditing Revenues from Financial Institutions)
Degree Ad hoc Very routinized: document flow and workflow mandated by State
and/or Federal Banking Regulators used off of Bank Mainframes
MS Office + Excel Macros; MS Access; FoxPro, FileMaker Pro, Lotus 1-2-3,
Proprietary Bank Financial Systems
Document Flow Very High: audit trail documentation, authentication and verification
is exhaustive because these are reports & forms submitted to
Regulating Agencies
Key Project Types
Bank, Credit Union and Savings & Loan Audits
Average Number of Projects per Year 3-4 Bank Audits per Month (average duration 4-6 weeks; 4 weeks on
site)
Key Taskflow Audit Trail Authentication and Verification; Accounts Factoring &
Analysis, Report Generation and Regulatory Schedule Submissions
Most Valued Collaborative Technology Lotus Notes and Email attachments used to share files from MS
Excel and MS Word
Key Whole Product Requirements Tight Integration and Drag-n-Drop capabilities with MS Office Suite
and Lotus Notes
Positioning • Enhanced Productivity through reduced document transmission
downtime
• Easy integration into current workflow and document flow (MS
Office and Lotus Notes)
E-Mail?
cc:Mail and Lotus Mail
Browser
MS Explorer 3.0 and Netscape Navigator 3.0

34. Confidential 34
Segment Summary -- PR/Advertising B
• Need for cross-company collaboration tools that go beyond e-mailing attached files. Need is unfulfilled,
although many firms are satisfied with e-mail attachments..
• Need could include personal management of projects.
• Focus on Mid and Senior Level Associates engaged in medium-sized projects as primary beneficiaries of
service. Good opportunity for firm-wide sale.
• Security is a significant issue. More research required to determine best type of security solution.
• Hardcopy as opposed to softcopy is also a significant issue.
• Possible need for internal collaboration tools, since document management solutions are weak in this area.
Need has not been met entirely.
• Primary “taskflow” would be routing and approval.
• Some type of markup tool is advisable.

35. Confidential 35
Category Findings Summary
Average Employees 20 Employees: 3 Partners, 4 Administrative Assistants, 2
Secretaries and 11 PR Associates
Average Revenues
$6-8 Million
Degree Ad hoc
Medium
MS Office +
QuarkXpress, Framemaker, Pagemaker
Document Flow
Low to Medium
Key Project Types
Press Releases; PR Collateral: Brochures, Prospectuses,
Average Number of Projects per Year
10 Projects per Month; 100-130 Projects per year
Key Taskflow
Document Creation; Routing and Approval
Most Valued Collaborative Technology
Fax and E-mail attachments
Key Whole Product Requirements
Mac Platform Support
Positioning Cross-company collaboration and decision making increased by
taskflow tools
Lotus Notes Penetration Moderate, Strong use of groupware solutions for cross-location
collaboration (Burson Marstellar, RCGB-Euro, Young and Rubicam
are key reference accounts for Lotus Notes).
E-Mail?
CC:Mail and MS-Exchange (Outlook)
Browser
MS Explorer
Segment Summary -- PR/Advertizing (Continued)

36. Confidential 36
Segment Summary -- Publishing
• While collaborative document creation and revision software is much sought-after, it's rarely
used consistently across projects.
• Hard Copy Format is Key: especially for actual manuscript and galley phase edits. This
reliance is both antiquarian and practical.
• Collaborative Solutions are sought not so much for the actual routing of the manuscript, but
for project tracking of acquired manuscripts.
• Editors and Copy Editors like the "look and feel" of paper documents: don’t expect them to
disappear any time soon.
• Document Version Tracking and Archiving are key areas of pain in processing a book from
conception to printing.
• Positioning should focus on alleviating the cumbersomeness of following through with
administrative tasks such as managing correspondence, expenses and approvals.
• Departmental Sales Positioning should focus on assisting Project Editors to monitor and track
projects through a subcription based service tied to a Calendaring function.
B-

37. Confidential 37
Segment Summary -- Publishing (Continued)
Category Findings Summary
Average Employees 20+: 3 Editors (Acquisitions and Project), 5 Editorial Assistants, 3
Book Designers , 1 Compositor and 10+ Production Assistants
Average Revenues
$4 Million
Degree Ad hoc
Medium
MS Office +
Framemaker, Pagemaker, QuarkXpress, PhotoShop, RoboHelp
Document Flow Very High for project tracking and management; Book Copy is
handled solely in hard-copy formats
Key Project Types
Book Publishing, Design and Production
Average Number of Projects per Year 20-25 Book Projects per year, with an average print run of 5,000;
100 Book Production Jobs; and 10-15 Book Design Jobs
Key Taskflow
Routing and Approval of Copy Edits and Revisions off of galleys
Most Valued Collaborative Technology Fax and E-mail attachments; Zip and Jazz Cartridges make sharing
large files more convenient, reliance on couriers is still high
Key Whole Product Requirements Mac Platform Support; Also document file conversion engines or
plug-ins for MS Word for Adobe and HTML Conversion
Positioning
Project Tracking and Management Productivity Tools
E-Mail?
MS-Exchange and Eudora 3.0
Browser
MS Explorer (Active X) and Netscape Navigator (Streaming Media)

38. Confidential 38
Competitor Profiles: 280 Inc.
Item Description
Company • 280 Inc.
Founded • August 1996
HQ Address
1550 Bryant Street, Suite 300
San Francisco, CA 94103
Telephone: 415-575-4000
Fax: 415-703-7220
Contact Info • (415)575-4000
Channel • Internet Search Services, Internet Service Providers, ILECs, CLECs and content providers.
Employees • 50+
Ownership • Privately Held
Value
Proposition
• Self-Service differentiation
• Provide value-added capabilities to customers
• Increase service revenues for ISPs hosting Meeting Center
• Overall product value resides in providing cross-company interaction without concern for shift
continuity and geographic dispersion
• Process Awareness: product attempts to provide task simplification, coordination and
integration through the WWW
Partners
• Saatchi & Saatchi, Iona Technologies
• Partners get an ongoing commission of 10% per month
Product
• Meeting Center
• Cross-Company Communication & Collaboration Software designed for individual and teams in
different companies and locations to work together 24x7
• Meeting Center, a virtual, web-based workspace, is comprised of 4 Meeting Boards:
Brainstorm, Discussion, Review and Project—all with Calendar and Directories
Users and Target
Markets
• SOHO and SMB Market are key targets
• Customer Service Representatives
• Corporate Project Managers (Marketing and Advertising)
• Consultants and Technical Writers
• Corporate Marketing and Sales Departments (not many in-roads here so far)
Price and
Requirements
• $24.95 per month per Meeting Center
• No client required, completely web-based
Senior
Management
• Declined Disclosure of Senior Mgmt.
• Nick Durrant, Marketing Manager
C

39. Confidential 39
Competitor Profile Of 2Bridge
Item Description
Company • 2Bridge
Founded • January 1997
HQ Address
221 Main Street, Suite 700
San Francisco, CA 94105
Other Locations
New York City:
Voice 415.543.4600 Fax 415.543.7678
Email info@2bridge.com
Contact Info • (415)543-4600
Channel
• Internet Software Vendors, Original Equipment Manufacturers, Systems Integrators, Internet Service Providers and
Value-Added Resellers
Employees • 50+
Ownership
• New Enterprise Associates $3.4 Million
Goldman Sachs & other private investors $10.1 Million
Value Proposition
• Integration of enterprise publishing, content management & knowledge sharing
• Capture, create, publish, view & update business information in a collaborative environment
• Easy-to-use GUI
• Minimal training
• Open & Robust Component Architecture
• Management & control of the information supply chain
• Real-time applications distribution
Partners
• Sun Microsystems
• Netscape Communications
• Informix Solutions Alliance
• Goldman Sachs
• New Enterprise Associates (VC firm)
Product
• 2Share 2.0 (available since April 1998)
• Personalized Portal To The Enterprise--Browser-based information supply chain management software that enables
end-to-end control over and real-time distribution of business critical information over intranets, extranets and the
internet.
• Components:
2Share InfoCenter (personalized portal to enterprise information)
2Sjare WorkCenter (collaborative environment with workflow management capabilities)
Architecture: Reusable components, Separation of Content from Structure and Content
Management & Access Control, Personalized workflow structure
Requirements: NT or Solaris server, Web Browser
Users and Target
Markets
• Reference accounts: McGraw-Hill, Baxter Healthcare and Goldman Sachs
• Fortune 1000 Companies interested in providing their employees with "personalized workflow" or a " MyYahool"
version of the enterprise's data stores" solutions and access to corporate data stores
• Consultancies and Accountancies: "all firms seeking to enable knowledge sharing among enterprise communities"
Price and
Requirements
• Platforms: MS Windows NT and Sun Solaris
• Fees: Start at $45,000 for server and license
Senior Management
• Mansoor Zakaria, CEO
• Deborah Miller, President & COO
• Peter Nordberg, Senior VP of Sales and Operations
• John McDowell, CTO & VP of Engineering
• Julie Farris, VP of Marketing
• Ron Parks, CFO
B

40. Confidential 40
Item Description
Company • Changepoint
Founded
• 1992, History: Evolved from a project management consultancy to a leader in ERP solutions
for the IT industry and a pioneer in the emerging field of intranetgroupware applications
HQ Address
Changepoint Corporation
1595 Sixteenth Ave, Ste 702
Richmond Hill, Ontario, Canada
L4B 3N9
Other Locations • New York City
Contact Info • (905)886-7000
Channel
• IT Consultancies, Systems Integrators, Internet Service Providers, VARs and Internet
Software Vendors
Employees • 50+
Ownership
$6.75 Million from VenGrowth Capital Management Inc., C.A. Delaney Capital Management Inc.,
and B.E.S.T. Discoveries Fund Inc
Value
Proposition
• Involv provides a Team-Centric applications as opposed to Function-centric applications
• Service Revenue Generation as part of any Involv sales (partners retain all service revenues)
• Mass Market Rental Internet Applications
• Market Specific Rental Internet Applications
• Community Based Rental Internet Applications
• Custom Rental Internet Applications
Partners
• Changepoint Business Partner Program: Aurora Communications Exchange, Manta Corp.,
Paragon Information Systems, Bay Resources, CPA Systems, Cyber Access, InfoAdvantage,
MedWeb, Strategic Systems Worldwide
• Partners retain all services revenue, which on any given sale may include: consulting, training,
installation, infrastructure development, project management and custom integration projects.
Product
• Involv
• Self-Service Teamware for the Intranet bundled with Bulletin Board, Calendar, Change control,
Chat, Contact Database, Decision Survey in a Box, Document Manager, Event Planner,
Group Discussion, Issue Tracking, NGS Proposal Development, Presentation Library, Project
Collaboration capabilities
• Additional capabilities: intelligent paging & messaging, Lotus Mail integration
Users and Target
Markets
• Corporate Marketing and Sales Departments in Fortune 500
• High-end SMB Market (500+ employees)
• SOHO Market: Consultants particularly, reaching them through adverts in Mobile Computing
Magazine
Price and
Requirements
• $5,000 per server & license
• Also requires a Lotus Domino server for about $1,500 and an additional seat license fee of
$40 to $90, depending on the number of users
Senior
Management
• Gerry Smith, CEO & President
• John Anhang, CFO
• Rick Moreau, VP & GM Involv Business Unit
• Chuck Tatham, VP Marketing
Competitor Profile Of ChangePoint A

41. Confidential 41
Item Description
Company • Hot Office
Founded • 1995
HQ Address
5201 Congress Avenue, Suite 232
Boca Raton, FL 33487
Other Locations • Privately held concern.
Contact Info • (561)995-0005
Channel • ISPs, Interactive Media Companies, WWW,VARs, Professional Associations and Consultants
Employees • Distributed throughout area offerings
Ownership
• Privately held concern.
• TBG, Intel, Blumenstein/Thorne Information Partners and Goldman Sachs Capital Partners
Value
Proposition
• Cost-effective remote access to LANs, WANs and stand-alone PCs
• Enhanced Productivity through improved access to information and personnel
Partners
• BidMatch, Let’s Talk Business Network, GST Telecommunications, GTE New Media Services,
3Com, Intel, Boca Research, MindSpring, Frontier Global Center, TBG Information Investors
Users and Target
Markets
• SMB Market (under 100 employees)
• SOHO Market
• Corporate Telecommuters
Product
• Easy-to-use Web-based Intranet Service: service provides access to tools for communications
and collaboration:
• My Desk--Communications: Web email, Web Calendar, Reminders, Alert Bar, Message of the
Day, Virtual Phone Pad,
• Document Center--Document Management: Central
Price and
Requirements
• Subscription service fee:
$12.95 per month per user
Over 20 users=$1 Discount per user
Includes 20 MB of storage, 10 MB increments $5 per month
Senior
Management
• Stewart Padveen, CEO
• Bill Kelemen, VP Technology
• Stephen Rattner, President & COO
• Steve Spiro, Sr. Director Marketing
• Cynthia Starr, Sr. Director Sales & Business Development
Competitor Profile Of Hot Office B+

42. Confidential 42
Item Description
Company • Instinctive Technology
Founded • August 1996
HQ Address
725 Concord Avenue,
Cambridge, MA 02138
Other Locations • Los Angeles, Chicago and San Francisco
Contact Info • (617)497-6300
Channel • OEMs, Internet Service Providers, Solutions Developers
Employees • 50+
Ownership • $14 Million from Atlas Venture, Matrix Partners, New Enterprise Associates and North Bridge Ventures
Value
Proposition
• Allow cross-organizational project teams to effectively keep everyone up to date, get new members up to
speed quickly, meet their deadlines on budget, continually track their project status or learn from their
mistakes.
• Customer Service Support at varying levels: Free Online Tech Support (all users); Free Introductory Support
(trial basis 30days); Maintenance Program (fee based)
Partners
• ACCredo Corp., Bonwell Globalnet, Easy Street, Enterprise Technology Group, Internet Media Services,
Internet Operations Center, Internet Software Solutions, NetHaven, OPTYM Professional Services,
SavvyNet, SVMedia, Westbridge Technologies
• Extensive Reseller program for service and solution providers: Gold Level ($1K program fee; $25K Sales
target) and Silver Level ($500 program fee; $10K sales target)
Users and Target
Markets
• Reference accounts: KPMG, A.T. Kearney, Price Watershouse, and Coopers & Lybrand
• Target Markets: Corporate Marketing and Sales Departments, Fortune 500
Product
• eRoom
• Virtual workplace on the Web for managing cross-organizational projects. A place where coworkers,
business partners, customers, consultants, advisors, whoever-- can share, discuss, revise, and track
information. Drag documents from your desktop to the eRoom--no HTML conversion required--and instantly
they're
available for team members to edit in-place
• Features: Drag & drop file sharing, Multi-threaded discussion groups, Polling, Version control, Windows
integration, notification messaging for updates
Price and
Requirements
• ISP Applications Hosting Price: Per user for 50 seats, $99
UPGRADE: Per user, $65
• eRoom is licensed on a named-user basis for each server. Pricing starts at $3,995 per server (plus $750
maintenance) and $125 per user (plus $25 maintenance)
Senior
Management
• CEO and President, Jeffrey Beir
• Chief Technology Officer, Pito Salas
• Melissa Leffler, VP Engineering
• Eric Fischer, VP Sales
• Francois Gossieaux, VP Marketing
• Dan Miley, Director of Solutions Marketing
Competitor Profile of Instinctive C

43. Confidential 43
Item Description
Company • Lotus
Founded • 1982 by Mitch Kapor and Jonathan Sachs
HQ Address • Cambridge, MA
Other Locations • New York City
Contact Info • (617)577-8500
Channel • Internet Service Providers, Internet Software Vendors, VARs & Systems Integrators
Employees • Currently 8,000 Worldwide: Marketing products in 80 countries
Ownership • Acquired by IBM: Late spring of 1995
Value
Proposition
• True team collaboration -- Work with colleagues, partners, even customers, anywhere, any time via the
Web.
• Subscription service -- Pay-as-you-go, and there's no software to buy or download.
• Simple, easy access -- All you need is an Internet-ready computer, and a standard Web browser.
• Fast workspace set-up -- Do it yourself in minutes.
• Secure -- Instant!TEAMROOM supports SSL (Secure Sockets Layer) for network security. In addition, the
workspace is password protected.
• Only invited team members have access. You also specify who can read and edit your documents.
• Intuitive -- So easy to use, there's no training needed
• Available and applicable worldwide -- The Web gives you unlimited reach.
• No infrastructure required -- Hosted on powerful Lotus Domino servers owned and operated by
participating Internet Service Providers.
Partners Interliant, Telia, Bell Emergis, Mpact, Intermedia, and EDS
Product
• Instant! Team Room
• Instant! TEAMROOM is a rentable Web application that allows anyone with a browser and an Internet
connection to establish a private workspace for managing projects or initiatives with teams of colleagues,
partners, and even customers.
• Users can share files and information, capture discussions, create and store related documents, and track
team progress from start to finish. ITR is based on Lotus Domino Web server technology
Users and Target
Markets
• SOHO Market
• SMB Market (under 500 employees)
• Corporate Marketing & Sales Departments
• Telecommuters
Price and
Requirements
• Free 30-day Trial Period
• Post-trial pricing:
• $14.95 / month for a Teamroom owner account and
• $14.95 /month for Teamroom users
Senior
Management
• Jeffrey Papows, President
• Mark Elliott, GM Sales & Marketing
• Irving Berger, GM Internet Division
Competitor Profile of Lotus
C+

44. Confidential 44
Item Description
Company • Netopia
Founded • Netopia, Inc., was formerly Farallon Communications
HQ Address
2470 Mariner Square Loop
Alameda, California 94501
Contact Info • (510)814-5100
Channel • ISPs, Portals, and VARs
Employees • 200+
Ownership • Accel Partners, Oak Investment Partners and Technology Venture Investors
Value
Proposition
• NVO allows you to establish a cost-effective web site that dramatically increases the quality of your
customer service and the visibility of your firm
Partners • Netscape, Earthlink, PSINet, 150 regional ISPs, Remedy and Microsoft
Product
• Netscape Virtual Office
• Instead of a single web page, NVO users get:
10-12 web pages you can personalize with pictures, text and link
A library of professionally designed web templates
Built-in communications features, including chat and voice
Integrated file and screen sharing capabilities
Users and Target
Markets
• "Netopia targets those segments of the networking market that industry sources have identified as
the most rapidly growing such as small businesses and geographically dispersed companies"
Price and
Requirements
• Monthly Fees: $19.95
Includes: Templates DB and 10 MB of storage space
• Additional disk space: $2.95 per month for 10 MB increments
• Annual fee: 13 months for $199.50
Senior
Management
• Reese Jones, Founder & Chairman
• Alan Lefkof, President & CEO
• Jim Clark, VP & CFO
• Michael Trupiano, VP Internetworking Solutions
• Mary Felice Crowe, VP Software Development
• Brooke Hauch, CIO
• David Lewis, VP Marketing
• Barbara Tien, Director of Product Marketing
Competitor Profile of Netopia
A

45. Confidential 45
Competitor Profile of Pow Wow by Tribal
Item Description
Company Tribal Voice
Founded 1994
HQ Address One Victor Square, Scotts Valley, CA 95066
Other Locations Development Center in Woodland Park, Colorado
Contact Info
(408) 461-3100
FAX: 402-461-3090
www.tribal.com
User Base
Today: Internet early adopters of all ages and contact-centric individuals
Tomorrow: Mainstream Net-centric users, online service customers (AOL), business people
Employees 30+ (ten developers)
Ownership Privately held, with $10 Million in venture capital from Summit Partners and TA Associates
Mission
• To provide software solutions for individuals and groups to create, participate in, nurture and
manage online "tribes" or "virtual communities."
• To enable a Sociological Experiment in Community Building and Collaboration
Market Position &
Strategy
• Leading provider of software enabling individuals and Web-savvy affinity groups to manage online
communities.
• More than 3 Million people use PowWow to participate in more than 4,000 online communities
• Acceleration of PowWow client registration
• Convert existing PowWow users into Hosts
• Target existing Web affinity groups
• Act opportunistically regarding business hosting
• Leverage personal community hosting success to enter business market
Differentiators
• Real-time and multipoint communications
• real-time instant messaging
• Distributed Community Server Architecture
• "The McAfee Magic": industry reputation
• Significant user community (3 million)
• Consumer "look and feel"
• Integrated functionality
• Highly scalable server
Competitors
• Providers of integrated community solutions and related chat/instant messaging solutions
• America Online, Mirabilis/ICQ, iChat, Activerse, eShare, Business Evolution, and Microsoft

46. Confidential 46
Competitor Profile of Pow Wow by Tribal
Product
Pow Wow 3.7 an integrated solution for creating and managing online communities. Features:
• real-time, point-to-multi-point communication
• instant voice messaging
• instant text messaging
• buddly and affinity lists/directories
• Web tours w/ volunteer docents
• IP telephony
• automatic text to voice conversion
• bulletin boards
• white boarding
• Interactive Games
• Personalized Web page and Profile
• White Pages user listings
• Host Management Capabilities
Users and Target
Markets
• Families
• SOHO and SMB Market
• Local & Civic Organization
• Investment Groups
• Business Alliances
• Charitable Organizations
• Geographically distributed companies & organizations
Customer Support
• Online, volunteer guides that assist new users and hosts
• New User Community BBS
• Complete Online Documentation
• WWW & Email Customer Service Support
Sales and
Distribution
• Currently accepting subscription of about 45,000 new users each month since February 1998
• Only !0-15% of subscribers are paying any fees
• The PowWow client is available for free for non-commercial use from corporate website.
• Community hosting capabilities are also available via WWW and are priced per user group size.
• Pricing begins at $49.95
• Direct electronic sales via WWW
• Electronic software distribution from multiple from multiple sites
• ISPs
• Hardware & software bundles via Systems Integrators & VARs
• Pricing for ClubRoom: 10 Users, $49.95; 25 Users, $99.95; 35 Users, $129.95
• Pricing for Community Server: 50 Users, $495; 100 Users, $895; 250 Users $1,995
• Pricing for Institutional Server: 25 Users, $79.95; 50 Users, $149.95; 100 Users, $279.95
Senior Management
• John McAfee, Founder & Chairman
• Joe Esposito, President & CEO
• Richard Dym, VP Marketing
• Nigel Thompson, CTO
• Duane Bay, VP Administration

47. Confidential 47
Item Description
Company • Visto
Founded • August 12, 1996
HQ Address
Visto Corporation
1937 Landings Drive
Mountain View CA 94043
(Main) 650-930-5000
(Fax) 650-930-5010
Contact Info • (650)930-5000
Channel • OEMs, VARs, ISPs, ISVs and Consultants
Employees • 50+
Ownership
• Privately Held
• VC Funding from: Bessemer Venture Partners, CMG Ventures, Labrador Ventures, New Enterprise
Associates, Trinity Ventures, Vector Capital
Value
Proposition
Convenience and Easy of Use:
• All your email, forwarded from multiple accounts, even work email from behind a firewall
• Your complete address book, so you can look up important numbers and change entries no matter
where you are
• Your desktop calendar, always up to date, so you can stay on top of schedule from any browser
• All your browser bookmarks, from all your computers, in one convenient place
Partners
• Compaq
• Interactive Cable Television
• Microsoft Corp.
• Puma Technologies (PIM S/W)
• Student Advantage—Virtual Backpack
• LapLink
Product
• Visto Briefcase
• Personal Web Space: Briefcase contains Email, Calendar, Bookmarks, File Storage and Address
Book capabilities
Price and
Requirements
• Visto Briefcase is Free and includes 3MB of storage space
• Visto Briefcase Pro Pricing:
Free 30-day Trial Period
Post-trial prices is $9.95 per month per user and includes 20 MB of storage space and updates to
Briefcase Assistant
Annual Subscription for Pro: $99.95
Senior
Management
• Doug Brackbill - President & CEO
• Steve Cox - VP of Marketing
• Bill Heppner - VP of Business Development
• Daniel Méndez - VP & CTO
• Ron Sha - VP of Information Technology
Competitor Profile of Visto
B+

48. Confidential 48
iVPN is Vehicle into the Enterprise. Ride the coattails of iVPN
penetration into the eneterprise. Leadership in iVPN collaboration is an
open position.
0
2000
4000
6000
8000
10000
1998 1999 2000
Year iVPN
Instalations
1998 500
1999 2,000
2000 10,000
0
2000
4000
6000
8000
10000
12000
1997 1998 1999 2000
Extranet
Corp Site-to-
Site
Remote Access
iVPN Installations
iVPN Installations by Implementation
What is happening in the iVPN Market

49. Confidential 49
iVPN Market Evolution: 1998 -- iVPN Means Remote Access
Winners for Remote Access iVPNs:
Ÿ Firewall first and OS solutions (read Microsoft) and Router-based iVPN
Solutions in 1999
Leading Firewall/Router Solutions
for Remote Access iVPNs
Ÿ Check Point (easy to use)
Ÿ Microsoft
Ÿ Cisco and Redcreek
Ÿ BayNetworks (with acquisition of
New Oak)
Loosing Firewall/Router Solutions
for Remote Access iVPNs:
Ÿ Shiva (late to market but trying to
recover with recent acquisition
Isolation Systems)
Ÿ IRE (relatively difficult to manage)
Ÿ V-one (difficult to use)
VPN Attribute Remote Access
Usability HIGH
Manageability HIGH
Scalability HIGH
Security HIGH
Performance LOW
Interoperability LOW
Small LargeSize of
Enterprise
Remote Access iVPN Benefits
iVPN
PenetrationHigh
Low
Valuing Remote Access iVPN
Attributes
Vertical
Market
Remote
Access
Characterizing the iVPN Remote Access Market

50. Confidential 50
iVPN Market Evolution: 1999 -- Corporate Site-to-Site iVPN Takes Off
Leaders for Corporate Site-to-Site iVPNs:
Ÿ Stand Alone Boxes
Ÿ Improved performance over firewalls
Ÿ Net managers trying with routers and firewalls from different
vendors will need stand alone units because they can run on
any installed base
Ÿ More sophisticated than Firewall/Router/OS solutions in
general
Leading Stand-Alone Boxes:
Ÿ RedCreek (Fast throughput, bi-
directional traffic)
Ÿ TimeStep (Hot company)
Ÿ NetScreen Technologies (Fast
throughput, bi-directional traffic)
Loosing Stand Alone Boxes:
Ÿ VPNet (Poor reputation, slow, difficult
to use)
Ÿ OneBox (no encryption, but cheap)
iVPN Attribute Corporate Site-
to-Site
Usability MEDIUM
Manageability MEDUIM
Scalability LOW
Security MEDIUM
Performance HIGH
Interoperability MEDIUM
High
Low
Characterizing the iVPN Corporate Site-to-Site Market
Valuing Corporate Site-to-Site iVPN Attributes
Vertical Corp Site-to-
Small LargeSize of
Enterprise
iVPN
Penetration
Corporate Site-to-Site iVPN Benefits

51. Confidential 51
iVPN Market Evolution: 2000 -- Extranet iVPN Finally Arrives
Determining the leaders for Extranet iVPNs:
Ÿ Vendors that win the Corporate Site-to-Site iVPN market
should be in strong position to extend produce into the
extranet space
Ÿ Vendors known for having a commitment to interoperability
will also be in a good position
Leading Extranet Solution providers:
Ÿ RadGuard (interoperable)
Ÿ Cisco (interoperable)
Ÿ TimeStep (interoperable)
Ÿ Aventail (excellent positioning)
VPN Attribute Extranet
Usability MEDIUM
Manageability MEDUIM
Scalability MEDIUM
Security HIGH
Performance MEDIUM
Interoperability HIGH
Small LargeSize of
Enterprise
iVPN
Penetration
Corporate Site-to-Site iVPN Benefits
Valuing Extranet VPN Attributes
Characterizing the iVPN Extranet Market

52. Confidential 52
Roadmap
IntroductionIntroduction
ConclusionsConclusions
High Level FindingsHigh Level Findings
Detailed FindingsDetailed Findings

53. Confidential 53
• Rapid development of service through:
- technology partners
- development partners.
• Target departments and individuals in the enterprise through:
- VARs and trade organizations
• Position BusinessProjects as the platform of the
enterprise iVPN.
High Level Findings
BusinessProjects.com Differentiators Top Competitors
Best Markets
Key Recommendations
Consulting, Finance & Legal
All aspects of project are in one place.
Picks up where e-mail attachments and
intranets left off.
Service not software.
Enterprise: Involv & 2Bridge
Technology Partners & Development Partners

54. Confidential 54
Most Important Immediate Actions
•Pursue alliances with development and technical partners.
•Approach key iVPN vendors
•Approach VARs with industry-specific experience in top market
segments.

55. Confidential 55
Next Steps
Market
Identification
High Level Market
Requirements Definition
In Depth Market
Requirements Definition
Market Entry Strategy
Market Development
Find the Customer
Know the
Customer
Reach the
Customer
Shaded Areas
Indicate the Scope
of this Project
Steps in Market Research and Strategy