Monetizing Open Source Though Partnerships

1. THE OPEN SOURCE OPPORTUNITY
Monetizing Open Source Though Partnerships
August 10, 2010

2. The Small Business Challenge
• Small businesses have essentially the EXACT same functional needs as large
enterprises but the small business has significantly less resources with
which to provide that function.
Situation
• Most small businesses are forced to "piece together“ systems from multiple
vendors causing needless hours to be spent rekeying data from one system
to the next, critical company information to be stored on individual PC's, or
even worse, on pieces of paper, where the data is not available to others in
Effect the organization and cannot be accessed in real time.
• These disparate systems not only increase support costs & effect customer
and employee satisfaction, but they also inhibit productivity due to the time
and resources needed to compile simple but accurate management reports
Result or simply close the books every month.

3. Market Opportunity
• Open source software is unique in that it is free to download and use
for any purpose, permission is given to freely redistribute copies, and
users/developers have unrestricted access to the source code with the
freedom to modify and adapt the software for any purpose.
• Today, numerous enterprise-class open source applications exist for any
business that has the technical abilities to successfully implement, the
knowledge to use, the experience to train other users, and the
infrastructure and skill set to manage and support the users and
application environment.
• This creates a tremendous opportunity for business advisors,
technology consultants, and computer hardware resellers, to earn
significant revenue by providing the professional services needed to
fully implement these enterprise applications in small to mid-sized
businesses that don’t have the necessary
skills internally!
Partner with CyOp to
provide enterprise-class
open source solutions
to small businesses!

4. CyOp’s Value Proposition
 CyOp bridges the gap between open source and SaaS by leveraging
enterprise-class open source software to build for our customers an
application that they will OWN. Because the application is owned by the
customer with full access to the source code, there is no vendor lock-in
and the application can never be obsolete since there is a large
community of open source programmers that can ensure ongoing
development and support.
 Once we build the application, CyOp offers numerous options as to how
the application is supported. For clients with adequate IT staff &
facilities, CyOp can implement the application as an on-premises
solution. For customers that lack adequate facilities or IT staff, CyOp can
implement and support the solution from one of its state-of-the-art
partner data centers, or from the data center of the customer's choice.
 Again, because the application is owned by the customer, it can
later easily be either internalized or moved to another data center
without concerns of having to pay exorbitant fees to move.

5. CyOp’s Partner Strategy
Small Businesses (typically less than 250 employees) with
CUSTOMERS Limited IT Staff & A Recognized Business Challenge
CYOP Provides Consulting, Cloud Services or Technology Sales to
PARTNER SMBs. Offers FREE Process Assessment
Provides Professional Services To Qualify & Define Project
CYOP (PDW); Implements, Configures, Customizes, & Supports
Open Source Application Deployments
S
E CYOP / IBM
R Library of ready-to-use SMARTSTART
V open source SOLUTIONS
I OPEN SOURCE applications that deploy
C BUSINESS instantly on local or
E APPLICATIONS cloud-based servers
S
Applications can be deployed locally on virtually any open systems
FLEXIBLE platform or can be deployed in a cloud through one of our Partner’s
DEPLOYMENT hosting facilities or the hosting facility of the customer’s choice

6. Enterprise-Class Open Source
OpenbravoERP SugarCRM
Enterprise Resource Planning Customer Relationship Mgmt
Kayako Helpdesk OrangeHRM
Service/Support Management Human Resource Management
AND MORE…

7. More Open Source Business App’s
Business Process Management (BPM)
Business Intelligence & Reporting
Electronic Data Interchange (EDI)
Enterprise Content Management (ECM)
E-Learning & Course Management

8. Enterprise Software Implementation
Project Implementation Roadmap
1 2 3 4 5
Project Final Go live &
Project Definition Iterative Prototyping
Preparation Preparation Adjustments
• Staffing & • Initial Configuration
Detailed and Customizations
Planning • Detailed Requirements • Integrated
Definition • Technical Designs Testing • Go Live
• Installation
of Test • Functional Design • Development of • Data • Adjustments
Envmnt. Interfaces, Data-
• Data-Migration strategy Migration • Support
• Kick-off Migration Programs
Meeting • Interfaces Definition and and Non-Standard • End-User • Troubleshooting
Design Functionalities Training
• Basic
Training • Unit Testing
Management methodology
Project management
• Definition of Initial Steps, Planning, Control, Validation and Project Completion
• Project Progress Monitoring, Team Coordination, Change Management,
• Risk Management and Scope Modifications (Identification, Monitoring, Evaluation, and Mitigation)
It is a fact that employing a proven methodology and following it
precisely while implementing an enterprise management system, is one
of the key success factors to the project. The methodology proposed by
CyberOptic Group is comprised of a complete and on time delivery
utilizing the tools and best practices learned from previous projects of
many different types and for numerous different industries

9. Notes About The Roadmap
As a CyOp Partner, you DON’T need to understand the roadmap! CyOp
handles these issues – YOU just need to recognize that there’s a HUGE
difference between a customer installing enterprise software versus actually
implementing it in the organization
The roadmap is valid irrespective of the enterprise application being
implemented and whether the application is open source, proprietary, on-
premises, or delivered through a SaaS model. The customer (or someone he
pays) will still need to perform most, if not all, of these steps.
The roadmap represents the set of services CyOp provides around each
business application. Not all of the steps need to be done by CyOp, but they
all need to be done by SOMEBODY to have a successful implementation.
For a variety of reasons, most businesses, and especially small businesses, are
unable to perform these steps without assistance, which is what creates the
market opportunity & demand.

10. Five Reasons To Partner With CyOp
• Broaden your range of services and your customer set, add significant new revenue streams, and have new ways
to approach existing and potential customers. Enable your hardware and/or other professional services to be
REVENUE competitive in deals that were previously cost-prohibitive.
• Maintain Account Control and ensure customer satisfaction. If you don’t provide the customer what he needs, he
will get it from someone – possibly a provider that will attempt to erode your other business. By engaging CyOp,
your customer’s needs will be effectively met and you can be assured CyOp will not attempt to displace your
CONTROL existing business.
• There is little to NO competition for many of these applications in smaller businesses since most “competitors”
can’t scale down to businesses with less than 100 employees - which is 98% of the market! It’s easy to get to the
EXCLUSIVITY decision maker, rarely if ever is there a required bid process or board approval needed.
• Even at a fraction of the implementation costs of proprietary systems, there is still large value and profit in CyOp’s
services which we share with our Partners. As a CyOp Partner, when you refer an opportunity, you have full
control over customer pricing and your profit. CyOp will never quote your client directly without your prior
PROFIT knowledge and approval.
• Because CyOp specializes in driving revenue back to the customer’s bottom line, once we complete a project, it is
very common for the customer to engage us for ongoing development and support, which provides recurring
RECURRING revenue for the Partner.

11. How To Identify Opportunities
You DON’T need to be a software expert to earn money by
identifying opportunities to refer to CyOp!
TEN Easy Signs To Look For In A Prospect:
1. Running multiple systems and databases that don’t talk to each other or performing
tasks off of the enterprise system (i.e. QuickBooks & Excel, etc.)
2. On a legacy proprietary system with discontinued development/support and/or
anxious to get out of continuous upgrade cycle to keep current support
3. Lots of time spent re-keying data
4. Excessive time needed to compile simple but accurate management reports or close
books at end of month
5. High volume of email or paper forms containing data that should be in some enterprise
system
6. Lack of management reporting on statuses of workflows
7. Desire to extend function & life of existing systems to better integrate with other
systems and business processes
8. Need to better manage & communicate with customers, vendors & partners
9. Need to facilitate the management & reporting of employees & contractors
10. Business growth being inhibited by existing system or process limitations

12. CyOp Engagement Process
• Partner registers opportunity by phone, email, or lead form.
• CyOp contacts Partner to discuss strategy (if needed)
Referral
• CyOp engages with prospect to qualify opportunity and present value proposition.
• CyOp performs a FREE Business Process Assessment to gain an understanding of customer environment, objectives
Qualification & requirements and determine the best set of tools to propose to the customer.
• CyOp conducts “Project Definition Workshop (PDW)” which essentially covers the first two phases of the project
roadmap and is needed to determine exact costs of the project. The PDW is a billable engagement and the
PDW deliverables include a Functional Design, Gap Analysis, Data Migration Plan, and Systems Interface Design.
• Based on results of PDW, CyOp will prepare a detailed proposal with DISCOUNTED PARTNER PRICING. Partner
determines ultimate price to Customer and CyOp & Partner decide on best way to present proposal to Customer.
Project • Revenue received over and above Partner pricing are remitted to Partner as Commissions

13. CyOp Success
SKIN-CARE PRODUCTS MANUFACTURER
COMPANY PROFILE: 5-Person Skin Care Products Manufacturer (StartUp)
ISSUES: Unable to continue to run business on QuickBooks & Excel and manage products
in multiple warehouses, some of which was perishable with expiration dates. Needed to
be able to manage multiple distributors with multiple price levels.
SOLUTION: Open Source ERP Implementation
COST: $25,000
RESULTS: Company for the first time could view actual and accurate costing and inventory
values and was able to locate over $20,000 in valued un-received inventory and identify
several products where cost of manufacturing exceeded distributor sales price, prompting
a planned price increase. System enabled multiple price lists with multiple price list
versions, provide real-time inventory valuations on a per-warehouse basis, and enable
them to better manage perishable inventory.

14. CyOp Success
FOOD PRODUCTS MANUFACTURER
COMPANY PROFILE: 400-Person Food Products Manufacturer
ISSUES: The company had NO CRM system and all sales reps were working on disparate
PC-based systems with most on Outlook, others using personal copies of Act or Goldmine.
No information was being retained in company system, no sales forecasting was possible,
and information retrieval was nearly impossible. Wanted a system that could be expanded
company-wide but had limited available budget.
SOLUTION: Open Source CRM Implementation
COST: $8,995
RESULTS: Sales Reps migrated to enterprise system where they had access to pre-defined
email templates, standard & current company documents, and the tools to better perform
their job. What used to be “Sales Rep Data” is now company data and Executives have
insight into sales activity and forecasts. The system can be easily expanded company-wide
with no licensing costs.

15. CyOp Success
CONCRETE PRODUCTS MANUFACTURER
COMPANY PROFILE: 80-Person Concrete Products Manufacturer
ISSUES: Was a division of a larger company that was being divested and had 90-days to
move off of parent company’s AS/400 based JD Edwards system. Previous system had
been highly customized with large amounts of historical data requiring migration.
SOLUTION: Open Source ERP & EDI Implementation
COST: $80,000 Initial Project - $150,000+ To Date
RESULTS: Was able to migrate customer to new system in “record” time while streamlining
processes to eliminate need for approximately $60,000 in data collection devices, reducing
shipment times, reducing order times, and providing customers with better levels of
service. Customer is so happy with results, they continue to use CyOp for ongoing
developments & improvements to the system and, to date, have spent over $150,000 with
CyOp.

16. How To Get Started
JOIN THE CYOP PARTNER PROGRAM & START
EARNING MONEY TODAY!
To enroll as a CyOp Partner and begin earning substantial revenues By referring CyOp’s
open source consulting & development services, please call us today at:
(800) 376-9704
Or, complete our Partner Application at:
http://www.cyop.net/partner/cyop_partner_application.php

17. Contact Us Today!
(800) 376-9704
THANK YOU FOR YOUR TIME!
We Look Forward To A Long & Mutually
Profitable Relationship!