This document outlines 15 critical performance measures (CPMs) that drive business value and positioning statements for businesses. It discusses assessing whether a business is remarkable or invisible and partnering to grow the business to a $10-100 million valuation. It provides examples of high growth companies and outlines world-class managers and sustainable business models as key factors in achieving premium valuations.

1. 1 Building Businesses Buyers Love to Buy Translating Visions into Remarkable Businesses

2. Ian 2

4. 19 achieved premium valuations on exit at values in the $10m to $100m range

6. Your business is either remarkable or invisible. Your choice.

8. Anecdotal evidence from M&A league Tables 20,000 sell for > $10m (High)

10. Dip

11. BeliefMAGIC 1 to 10 years 2 to 5 years 9 months

14. 9 TPP – Positioning Statement #1 Compelling Stories & Business Results

15. 10 The Importance of Positioning

16. 11 Positioning

17. 12 METRICS Recruitment Product Road Maps Sales Marketing Positioning

18. 13

19. Pyramids Pyramids More time to create a more focused business

24. 19 Boiler Plates About ROAM ROAM Data provides patented mCommerce software, hardware and services that enable merchants to win customer spend and loyalty. ROAM Data securely delivers faster more convenient transactions for small and large merchants across virtually any mobile device. ROAM’s mission is to enable mCommerce to improve lives.

25. 20 TPP – Positioning Statement #2 Top 5 Independent Player

26. 21 TPP – Positioning Statement #2

27. 22 TPP – Positioning Statement #3 Sales & Profits Growing at 25%

28. DIAGNOSTIC APPROACH PHASE 2 PHASE 1 PHASE 3 PHASE 2 PHASE 4 Hyperqualification DESIGN DELIVER DIAGNOSE DISCOVER Research & Preparation Alternatives Explored and Recommendation and Proposal PO, and Delivery Summarize How We Move Forward – Timing is Good 1 5 11 17 Prioritize Account Management PO Issued Key Cast of Characters Explore Alternatives 2 6 12 18 Ensure Realistic Expectations Specific Client Preparation Delivery and Installation Indicator Questions Including Value Agreement 3 7 13 19 Initial Conversation Deployed Ensure Realistic Timeline Post Sales Measure Cause of Problems Explore Consequences of Current Processes Including Cost 8 14 20 Sign Off Success Criteria Referral 9 Recap Document Determine Priorities 15 4 10 Proposal Issued 16 Value Assumptions Validated Agreement/ Summary for Moving Forward Key Steps

30. Diagnostic/Deal Definition/Pain Point Exploration

31. Validation/Usage/Due Diligence

33. Mature Markets? RETAIL –Modcloth 17,191% - $16m GOVT SERVICES – Luke – 16,637% - $37m SECURITY – Lifelock – 11,474% - $131m COMP H/WARE – Maxlinear – 8784% - $51m #4

34. 27 TPP – Positioning Statement #5 Award Winning Products

35. 28 TPP – Positioning Statement #5

36. 29 TPP – Positioning Statement #6 Legacy Products Don’t Dominate

37. 30 TPP – Positioning Statement #6

38. 31 TPP – Positioning Statement #6 Marketing DEV SALES OPS

39. 32 TPP – Positioning Statement #7 EBIT > $2m

40. 33 TPP – Positioning Statement #7 The bigger you are the bigger PE + GROWTH = MAGIC

41. 34 TPP – Positioning Statement #8 Key Customers < 5% of Sales

42. 35 TPP – Positioning Statement #8 A killer flaw – buyer beware

43. 36 TPP – Positioning Statement #9 Top Ten Managers are World Class.

44. 37 TPP – Positioning Statement #10 All Senior Managers Are Dispensable

45. Good People On the Bus - Poor fit Off the Bus

46. 39 TPP – Positioning Statement #11 Highest Margins in Industry

47. Audit of Signals Accounts Dept = Metrics Dept

48. 41 TPP – Positioning Statement #12 Biz Model – Sustainable Annuity

49. 42 TPP – Positioning Statement #12 HMRC spends £765m on IT outsourcing deal Aspire contract, which started in 2003 and will run until 2017, dominates the agency's spending with IT suppliers.

50. 43 TPP – Positioning Statement #13 Accounts Audited

51. 44 TPP – Positioning Statement #14 Staff Moral & Engagement

52. 45 TPP – Positioning Statement #14

53. 46 TPP – Positioning Statement #15 Legal Contracts & Filings