Enron Energy Services - USA Themes: Energy Outsourcing Energy Portfolio Management Enron Direct USA Client energy spend: >$30MM annually Less than 100 sites Highly packaged Higher cost acquisition National scope Enron sales force, high touch Dedicated customer care group Potential number of customers: <400 Commercial Energy Services Portfolio Management Services Power & Gas Management Services Client energy spend: Any size if greater than 100 sites $30MM - $10MM annually Component-based transaction with low customization Medium cost acquisition National or regional scope Enron sales force, medium touch, 90-day sales cycle Primarily call center customer care Potential number of customers: 1,000’s Direct sales Tele-sales Agent sales Client energy spend: <$10MM annually Component-based transaction with lowest customization Low cost acquisition, low touch Regional or opportunistic scope Exclusively call center customer care Potential number of customers: 10,000’s Tailor acquisition and maintenance model to segment More market bets Originate around the portfolio Grow sales force quickly - manage operating leverage Deeper penetration in market 10,000 contracts from 100’s Portfolio Origination Upsells and/or restructures within existing contract portfolio Product Management Scale & leverage point Increase product velocity Single touch point to leverage channel and sales force Developer, translator and conversion focus Productization Aggregate ideas & price signals into basic product ideas Central touch point to leverage ideas, concepts and price signals Transform ideas into completed products Harness benefits of technology to communicate products in real time Business Systems & Processes Product Marketing Increase number and velocity of products Centralized shared services Customer databases, research and information Deal support/ Subject matter experts Product Delivery Product Development Solutions Management Enron Channel Management Disciplined implementation of “Gutenberg” process Disciplined implementation of standardization and components to scale and manage risk Proper booking and pricing Deal Management Independent look and verification: Arbiter of value Manage the DASH processes Protects the back-office and risk/execution groups from poorly structured or processed deal flow Manage EWS interface Focus on process and standardization Integrator and valuation point Services Energy Asset Mgmt Information Mgmt Acquisition & Sourcing EWS Services End-to-end accountability Define product, service level and price/execute Increase liquidity/capture best-in-class capability and technology Capture benefits of scale New capabilities Billing Client management Call centers Scalable DSM capabilities Load curtailment products Capital Syndication & Sourcing: Vendor mgmt, procurement, execution and fulfillment Delivery, execution & verification EAM fundamentals Performance Measurement Center Tools Data mining Services Distributed generation Merchant generation Structured supply Utility representation services Customer acquisition via munis Risk Management Services Gas Power Tariff Professional Groups Customer Care and Communications Finance Financial Operations Human Resources IT Legal Media Services Regulatory EES Vision: “The World’s Leading Energy Retailer and Enron’s Leading Division” 4 Confidential and Proprietary Data