1 Agile - Ensuring a Qualified Lead Get to the Business Owner -- you will find out good info from the Engineering Manager, but in order to move the deal forward, you need to connect with a Vice President or C-level – they feel the cost pain. Cover your bases -- T alk with someone from Engineering, Manufacturing & Quality …connect the dots and truly show the business pain across the company. Address the facts -- the conception of Agile PLM for the small business, providing a scaleable solution with low Total Cost of Ownership, and a mission critical business impact.

2 Who To Sell To COO VP of Engineering VP of Product Development VP of Program Management VP of Supply Chain VP of Operations VP of Manufacturing VP of Quality VP of Regulatory Affairs VP of Procurement VP of Marketing CIO Agile PLM Install Base Estimates

3 Messages for Key Stakeholders VP Operations/COO – Better manage product launch and the complex global supply chain Do you launch new products and reach volume production cost effectively? VP R&D/Engineering – Better manage the global design chain Do you meet your cost & time targets? VP Manufacturing – Better manage communications with external partners. How do you communicate product information to your CM’s? VP Quality/Compliance – Better manage quality incidents and complex global regulations How do you roll up critical customer complaints and the appropriate responses to capture knowledge for future products CIO – Reduce the number of disparate, non-integrated solutions managing product data

4 Qualification Criteria ** See Qualifying Questions Document 1.Q - How do they currently manage product information A- Excel, access database, in house application 2.Do they Outsource any manufacturing or design? A- Yes 3.What is their method to communicate changes to their product? A – Any manual method ( , fax, excel, phone) 4.Does Design and Engineering have visibility into the quality issues after the product goes to market? A – No 5.Are you affected by Weee & RoHS compliance in Europe? A - Yes

5 From Qualifying Questions Doc