Privia Users Conference The Leadership Forum for Integrated Capture, Bid and Proposal Management October 27 – 28, 2008 Tim Bauman, Managing Partner, Waypoint, LLC © 2008 SpringCM Inc. All right reserved. 1 Waypoint Capabilities and Process: Executive Summary

© 2008 SpringCM Inc. All right reserved. 2 Waypoint Overview Waypoint Solutions:  Market Assessment & Strategy  Portfolio & Pipeline Optimization  Capture & Proposal Leadership Waypoint brings an end-to-end, unifying approach to the activities that drive top-line revenue; grounded in a business philosophy that continuity and integration of people and process (IP), enabled by technology, materially increases ROI on B&P spending and probability of win. Charted Revenue Growth™

Industry Trends  Companies demanding greater return on Pre-Sales investment dollars  Cost of human capital damage from poorly executed business capture efforts considered too high  Pressures to decrease travel costs  Lost productivity during personnel travel  Employee work/personal life not balance  Impact of lost knowledge capital/proposal artifacts  Need to reuse high quality/ discard poor quality

Waypoint Value Proposition Solutions Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership Solution Components  Market Assessment  Product/Solution Strategy  Pricing Strategy  Communications Strategy  Enterprise Readiness Assessment  Business Capture Assessment  Opportunity Strategy  Sales Strategy  Pipeline Optimization  Bid/No Bid Decisions Support  Client/Program Strategy  Win Strategy Validation  Proposal development leadership  Price-To-Win (PTW) Leadership  Color Team reviews  BAFO/Orals support Value Delivered  Confirm market needs  Strategy aligned to market  Brand Synchronization  Mitigation of enterprise success barriers  Better use of Market Phase investments  Better quality pipeline  Improved sales  Early low win-probability opportunity elimination  Qualified opportunities enter capture phase  Consistent brand and messages  Higher win rate  Better resource usage  Greater execution readiness  Improved pricing decisions  Higher proposal team morale & productivity Key Attribute Data to IntelligenceOpportunities to TargetTargets to Awards

Waypoint Best Practices Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership People  Market/Industry knowledge  Decades of complex sales experience  Extensive Network of Subject Matter Experts  Customer and opportunity experience  Knowledge of models and pipeline criteria  Extensive Strategy development expertise  $$Bs won for clients  Decades of complex proposal development experience  Been on both sides (Buyer and Seller) Process  Grounded in Total and Specific Accessible Markets (TAM and SAM)  Proven in complex sales markets  Criteria based decision making  Objective evaluation of customers/opportunities  Bid/No-Bid Model  Virtual Team approach  Scalable and tailorable for wide range of efforts  Design quality in from start  Virtual Team supported Technology Enablement  Data sources  Research services  Investment tracking  Market surveys  Data sources  Pipeline Dashboard  Optimization criteria  Opportunity criteria model  Process automation  Document repository  Artifact retention  High speed search  Review team collaboration