2. Synergy John Clark Bay Networks Pre-Sales TAM

3. Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from Greek - synergos: working together) A CI + B ay = C onfidence onsistency ertainty larity Definitions

4. Synergy The Role of the TAM TAM Technical Focus - dedicated to Bay Product range - competitive knowledge of other vendors Technical Commercial Focus - targeted on Bay Product sales - not to the detriment of other vendors commercial

5. Synergy Technical Focus Design Aids Sign-off Feedback Design Aids - BETL, boilerplates, CDs, pricing, new products etc. Sign-off - Not mandatory - but shared responsibility, pooling of resources etc. Feedback - Bay SIGs, European NDA meetings, Single point of contact for technical issues Im here to help on all Bay Designs TAM

6. Synergy Commercial Focus Leads Campaigns Marketing TAM I buy-in to winning all Bay bids Leads - Qualification process, team approach Campaigns - Telemarketing, shared mindset Marketing - Switched On article, Web sites, PR company/Press articles Incentives - Team approach - Sales, Pre-Sales, Internal, Project Manager, Post-Sales Incentives $ $ $

7. Synergy Switched On Raise ACI Profile - Top of the ESP list alphabetically … Only Pan-European ESP - Multi-National Reseller of the Year Blue-chip Client Base - Large corporates, banking, finance, household retail names

8. Synergy Where Business Flows Incentive - Q2, Q3, Q4 FY 98 $6M Target New Business - COGs $1.4M, $2M, $2M Opportunities - Tele-marketing, Prime Suspects, Bay leads etc. Team Rewards - All those contributing to the sales cycle Incentives $$$$$$$$$$$$$

9. Synergy Incentives $$$$$$$$$$$$$

10. Synergy PC TV Advertisement