Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

Toolwire shortens sales cycles and accelerates product adoption Training Demonstration Evaluation Technical Support 12 September 2002 p. 2

12 September 2002 p. 3 How Customers Use Toolwire Teaching Selling Toolwire|AE Toolwire|Training Support Toolwire|AE Launch Toolwire|AE

12 September 2002 p. 4 Driving Revenue in a Tough Economy Proving the Value of Your Offering  “Evaluations only add risk and cost” o Lost Sales Momentum Delays to setup and coordinate client IT effort o Loss of control Client confusion, lack of training Client inactivity interpreted as lack of need o Risk of failure Installation, setup, licensing, performance problems o High cost borne by both parties FAE’s: travel cost, shipping, set-up and follow-up time, administrative overhead Client: IT time, allocating hardware, operational disruption

12 September 2002 p. 5 Driving Revenue in a Tough Economy Proving the Value of Your Offering  “Evaluations are an opportunity to get closer to the client” o Understand the client best Uncover the client’s real pain points Learn client’s scenario and environment Establish personal connections o Showcase your company Demonstrate responsiveness Highlight relevant features Competitively differentiate Experience your services

12 September 2002 p. 6 Driving Revenue in a Tough Economy Toolwire|AE Lowers the Barrier to Evaluations  Mitigate Risk o Maintain Sales Momentum o Increase Control and Visibility o Eliminate Risk of Failure  Lower Cost for You and Your Client  Capitalize on Opportunity o More responsive o Stay closer to your customer o Evaluations become a competitive differentiator

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Deploy evaluations instantly … Monitor progress continuously 12 September 2002 p. 8

high performance Toolwire ensures that customers use known, good environments secure private protected pre-configured collaborative 12 September 2002 p. 9

12 September 2002 p. 10 Drive More Revenue  Shorten the sales cycle o Turn on proof-of-concept immediately to maintain sales momentum o Avoid coordinating resources at project site  Improve the success rate o Reduce risk with a clean environment, predictable behavior o Monitor customer progress, train and support as needed