This document provides an executive summary of a report on establishing an indirect sales channel and commercial planning for a new simulation software product. It discusses confirming a market need through research, the greatest risk being selecting the wrong feature set, and establishing feedback mechanisms during prototype and beta testing phases. Market research involved in-depth interviews finding confirmation of need from manufacturers and consultants. An interview with an international channel provider confirmed the planned route to market is available.

1. Executive Summary
With potenital indirect channels
established and confirmation of
FREeM simulation
a 'need' for our product the
greatest risk in our business
model is revealed as the
product feature-set.
Contents of this Report:
Basic Technical Spec.
Findings of Market Research
Influence on Business Model.

2. The Structure of
Simulation
PART I
PART II
Commercial Planning
STARTING UP

3. Physical design
geometry entry
The Structure of
Simulation
FREeM
Confidential
… the absolute basics
Display of results

4. Import from CAD Direct entry through Physical design
or PCB tool GUI geometry entry
FREeM
Confidential
Disclosure possible to interested mentors
Display of results

5. Planning
Division of Tasks Network Load
Management
Security
Working simulation Prototype GUI
core Functionality Commerce
Alpha
Test ?
Implementation
Windows GUI
of core
Website
Customer Promotion

6. The Structure of
Simulation
PART I
PART II
Commercial Planning
STARTING UP

7. Findings from
market research
2 In depth telephone interviews.
One large wireless device manufacturer.
One independent consultancy company.
Both confirm market need and pricing
levels

8. Findings from
market research
8 Low level inquiries
All confirm market need without pricing
data indication.

9. Indirect Channel
1 In-Depth telephone interview with an
international channel provider.
Confirms the planned route to market is
available.

10. First a little aside...
What about pricing?
Vicious circle

11. What about pricing?
Crucial for early ealuation of the
value of the market.
Paradoxically difficult to quantify
until we know the features the
software will have.

12. Features
Biggest Risk to Adoption : Wrong Feature Set...
We need to...
Establish a customer feedback mechanism
Launch a second tier of interviews that
focus on additional features required.
… Step 1 : Continual feedback prototype phase.

13. Features
Biggest Risk to Adoption : Wrong Feature Set...
FTE = 0 FTE = 2/3
Beta dev Including
Prototype Feedback
Tune Functionality
Beta
Test
Full Opportunity Alpha
Test Promote to Key
Analysis + Pivot UK Accounts
Limited
Customer Pivot Pricing Ramp
Promotion Structure Technical Support
FTE = 1 : FREeM gmbh / plc
… Step 2 : Continual feedback during development.