Signup Saver Value Proposition: Convert Lost Sales Opportunities Increase Morale – Employees get recognized for real accomplishments Better Management – Managers see how their direct reports’ work is effecting others in the organization Increase Transparency – Project progress is now visible to your entire organization Total Market: ??? Technologies: Browser based plug-in for identifying work to be “liked” Web-based activity stream of “liked” work Key Barriers to Address: Enterprise competitors, browser compatibility, user adoption, vitamin vs. painkiller

Three key assumptions 1. Employers want to make projects more transparent. 2. Employees care about recognizing each others’ work in real time. 3. Knowing what direct reports are working on will lead to better management.

Business Model – Hypotheses & Tests (1) Value Proposition Recognize When Great Work Happens - Increase Morale & Performance = Retention - More Insight for Managers = Better Management - Increased Transparency Test: Do employers perceive that employee recognition means longer retention? Do employees feel better when they are recognized? Do employers want more transparency? Customers Segment 1: Founders Owners of small to medium sized technology companies Segment 2: HR Managers People whose job it is to recognize and retain employees Test: customer identification: Would you use our product if you got it for free? Customer Relation-ships (Demand Creation)

Business Model – Hypotheses & Tests (2) Channel Established Performance Management Systems Direct Test: Would established systems license our technology? Would consumers buy our product direct? Revenue Streams Licensing Sell the technology to a larger company Subscription Test: Do targeted customer segments buy or rent/lease their equipment? Cost Structure Value-driven: focus on customer support Variable costs: main costs are COGS Some scale benefits for purchased components Test: Do customers prefer low price over good customer support? Check price-volume elasticity for purchased material.

Business Model – Hypotheses & Tests (3) Key Partners Research labs Manufacturers of conventional machinery Dealers Test: Can we do all the R&D on sensors and software ourselves? Can we design and manufacture the machinery ourselves? Can we built up our own distribution network? Can we serve the market with an own sales force? Key Activities Innovation Customer Education Customer Support Test: Are our products self-explanatory to customers? Do they trust the technology right from the start? Can customers solve technical problems with our products themselves? Key Resources Intellectual & Human (Technology, Innovation, Patents) Test: Would we succeed with competitors having the same technology?

Sport Fields (Soccer, Football, Baseball) Total Market – Mowing Preliminary numbers Golf Courses About 30,000 golf courses in key markets* Estimated market = $190 million Sport Fields (Soccer, Football, Baseball) About 55,000 fields in key markets* Estimated market = $110 million Total Market = $473 million Municipal Parks About 135k acres of municipal parks in key markets* Estimated market = $135 million Highways/ Waterways About 6.3 million miles of paved roads in key markets* Estimated market = $38 million *.: Key markets: USA, Germany, UK, France, Italy, Japan

Total Market – Weeding Total Market = $500 million

This week’s learnings Interviews Unique industry. It will be hard to get large volume of interviews but experts are available and helpful. Industry Partners Determining the method to partner with industry leaders will be a key element for success. Technology For mowing, all technology is available. Business model must be developed. For weeding, technology is close, but still needs work. Risk is higher with weeding, but a large market available.