1. © Shark Finesse Ltd 2007 Who are Shark Finesse ? ► Originated from NASDAQ listed Telco ► Spun off Jan 2002 to form Shark Finesse Ltd ► ROI specialists - customised ROI tools / services ► Provide Sales / Marketing ROI tools and support services to win customers budgets and improve sales cycles ► Provide solutions that automate 90% of ROI business cases ► Client base – verticals where the “do nothing” buyer can slow / stop economically justifiable business proposals ► Some example Shark users:

2. © Shark Finesse Ltd 2007 Shark ROI software – a PC based application that sales teams use directly with clients to discuss the benefits of a solution and immediately convert these into an automated business case for budget sign off. ROI marketing – the use of web based Business Value tools to allow the end user to create their own value identification and follow through the value tracking with Ipanema sales resource. Customisation – modification of the Shark ROI software to reflect customer specific benefits and to draft the front –end Shark software interface to reflect the solution or verticals emphasis required. Training – the emphasis is to provide permanent skills transfer and is achieved through video, customised examples, modules that amend the software for easier personal use, questioning techniques and this fits to most structured sales engagement processes that may already be in use. Deal clinics – a supported end customer visit where a Shark consultant accompanies a sales person to assist in first business case production and assist permanent skills transfer. Shark Finesse Solutions

3. © Shark Finesse Ltd 2007 Shark Tools - End to end ‘Value Approach’ Summary “ROI Selling” – Desktop Application or Online “ROI Marketing” – web lead generation

4. © Shark Finesse Ltd 2007 “Increasing pressure is on technology directors to prove the link between IT investment & the company’s bottom line” “It is no longer the glamour of technology but the return on it that is driving customers” “IT decision makers do not have much trust in the vendor supplied metrics. They need to see customized & detailed metrics for the specific solution offered” WHY DO WE NEED BUSINESS CASES?

5. © Shark Finesse Ltd 2007 © Shark Finesse Ltd 2006 5 Until recently… inside customers… “I have an agreed annual budget” Value for money, technology, tenders, RFI ‘New’ approach: “I have NO budget as of right” All spend must be economically justified All colleagues need to be persuaded Technology decision + cost justifications DO NOTHING! Major software vendor said that 57% of business once thought “lost” to the competition wasn’t lost at all Industry Trends

6. © Shark Finesse Ltd 2007 © Shark Finesse Ltd 2006 6 Sample customers…..not just one vertical Business software solutions Telecoms / Technology Industrials / Sales / Consultants Document Management Identity / Postal Services / Cad Cam

7. © Shark Finesse Ltd 2007 7 Why Shark Finesse ? – Client Example Clients can prove their own ROI – SAS Case Study SAS UK have measured the effect and impact of Shark ROI tools over 3 years usage in the field. “On customer bids....conversion ratios have increased from 50% to 65% and it has also cut down the time for companies that didn’t end up doing business with SAS....cutting 6 months from the ‘No-Go’ decision” Source: Tony Cotterill – Sales Operations Manager (SAS)

8. © Shark Finesse Ltd 2007 8 Why Shark Finesse ? – Client Feedback Clients can prove their own ROI – Verizon Case Study “Our licenses have paid for themselves many times over and I’ve seen it used to cement deals, qualify out wastes of time, prove that vendor consolidation can save our customer’s money and challenge sales people to understand their customer’s businesses and prevent them sending out boiler-plate/generic proposals ”. Source: Stan Maslen– Services Director

9. © Shark Finesse Ltd 2007 9 Why Shark Finesse?  Vast experience in designing, developing and consistently rolling-out ROI Selling programmes worldwide  Consistent Education and Enablement – training programs, business case examples and the use of video.  Train the trainer programmes  Scalability – quick to update when new product/solution/service is launched  Manage languages when updating the tool with new products/solutions  Creation of a Business Case Library to support customer value engagements and access to customer sponsored benefits (we already have a live Business Case Library for ERP)

10. © Shark Finesse Ltd 2007 Sample of their customers who bought via Shark

11. © Shark Finesse Ltd 2007 © Shark Finesse Ltd 2006 11 Business challenges…… Postal / Documentation Telecoms Materials Handling / Industrial Business Software “I need to send a letter…who is the cheapest ?” “Direct mail creates more business than TV adverts” “I have a phone system…I need cheaper calls” “Why should we invest to transfer to IP Voice systems” “How much are your Fork Lift Trucks” “Why should we run our warehouse differently” “Why are SAS so expensive compared to…..” “My business already runs well…..I don’t have to spend, so what will SAS do for me…..what ROI do I get”

12. © Shark Finesse Ltd 2007 © Shark Finesse Ltd 2006 12 Shark Software Programme - Commercial Elements week 1 week 2-5 week 6 Activity Outcome Time benefits discovery workshops to identify the benefit arguments of customer products and determine the required parameters with the sales force and product management customising the software tool by including these financial arguments as calculators. These are incorporated into the process of the tool to allow it to automatically build a business case report usage of Shark software; 12 month license on a per user basis. Includes email/telephone support on use of software. Installation and activation managed by Shark portal 1-2 day roi and business value training programme to familiarise the selected users with the Shark software tool customised benefit arguments information help files for each benefit argument customised shark ‘lite’ software to chosen Sophos solution software installed on users machine ability to create roi business cases and fulfil on training to engage customers to support the decision to spend Design Customise Shark licenses Training

13. © Shark Finesse Ltd 2007 Further information: Alan George, Shark Finesse Ltd alan@sharkroi.com 978-886-7908 Next steps, and actions arising ?