Reducing Operating Expenses and Selling it to Your People A free interactive Teleforum on Tuesday, May 10 at 11 am (EST) 11/27/2018 Free Teleforum Series

Speakers Mike Fox Stephen Pollack Mike is the Managing Director of Brightlights and has been recruiting senior people for small and mid-sized technology firms for over 20 years.  He has a deep understanding of what drives these businesses success when it comes to finding great contributors.  His knowledge of the attributes of the right type of person for entrepreneurial organizations, his deep connections in the industry, his experience on ways to improve the recruiting process and his wealth of knowledge around industry best practices ensure a unique and value-added interaction.  Mike has spoken publicly at a number of Conferences and has run Teleforum information sessions with CWTA and CATA in the past.  Mike interviews 300+ individuals each and every year and is passionate about helping people and companies be as good as they can be. Stephen Pollack is a serial entrepreneur and technology specialist now working with companies in a variety of Board, Advisory and Consultancy roles. Stephen was most recently founder and CEO of PlateSpin Ltd, which he and his team grew from startup to over $25M in global revenue over five years prior to a strategic acquisition by Novell for $205M in March, 2008. During that period Stephen and his team won numerous awards for fast growth, global market leadership and business excellence. Stephen was also one of three finalists in 2008 for the E&Y Entrepreneur of the Year award.  Stephen is the founder of InsideSpin (www.insidespin.com), a free web resource for technology companies seeking excellence. 11/27/2018 Free Teleforum Series

Speakers Phil Neukom Philip is the Managing Director of Profit Analytics. He has been doing operational turnarounds and restructuring of tech and manufacturing companies for over 20 years. He was also a venture capital investor and board member of portfolio companies while at First Ontario Fund. Philip's expertise lies in advising and leading companies to significantly improve operational performance while managing and reducing costs. Contact info: 416-826-7111 or neukomp@profitanalytics.com

Staffing Costs Reduce recruiting costs by increasing referral bonuses to employees Upgrade under-performers (manage them out to minimize severance) Communicate more professional development to reduce turnover Negotiate overtime projects for stock option grants 11/27/2018 Free Teleforum Series

Operating Costs Telecom audit (cell phone plans) – increase awareness on how to save Explore Skype-like services Performance reporting and benchmarking – increase awareness of Cost of Sales and optimize where possible Negotiate payment terms – prepay can save money Liquidation – sell things you don’t need Consider virtual worker environment Focus on reducing DSO to bring in cash quicker Reward staff for budget management 11/27/2018 Free Teleforum Series

Customer Service Costs Service levels – are they too high or too low? Home support agents Analyze calls – something may need to be re-engineered

Sales and Marketing Costs Explore new cross-selling/up-selling opportunities Offer 3-year maintenance packages Measure effectiveness of marketing costs Increase partner/channel incentives (promotional programs) Reduce number of partners Implement e-commerce for small volume sales Prune pipeline of long running off-target opportunities

Outsourcing Costs Know your vendors and visit them now – longer commitments mean lower costs Use of consultants – double-edged sword with many hidden costs

Product Development Costs Modernize QA process to reduce P1 bugs Modularize larger products to offer more focused offerings Add services offering to support implementations

Questions? Mike Fox Stephen Pollack Visit www.brightlightsinc.com Visit www.insidespin.com An insiders view on Sales Marketing Customer services Support Product Development Product Management Channel sales (VAR, SI, OEM) Human Resources (HR) Finance/legal, Boards and Governance CEO Visit www.brightlightsinc.com Recruiting specialist for small and mid-sized technology firms Experience Integrity Added-value services Helping grow businesses Culture of Giving Responsiveness Flexible Fee Arrangements 11/27/2018 Free Teleforum Series