1. The Value Catalysts TM info@hampton.co.nz Commercialising Software Products A Perspective P resented by Liz Swanston, Managing Director

2. The Value Catalysts TM info@hampton.co.nz Hampton provides New Zealand businesses with the means to commercialise software products for the global marketplace. Based on proven international success, Hampton has developed a unique system that releases the true commercial value locked within organisations. The game of chess clearly demonstrates the importance of using proven strategies to achieve the result. Hampton provides organisations with a tested framework to enhance business operations and deliver software products to market in the quickest and most profitable way. Hampton The Value Catalysts Proven Strategies Delivered Results Tested Frameworks

3. The Value Catalysts TM info@hampton.co.nz What is meant by Commercialising Software Products? Developing/enhancing an organisations internal systems and processes to support the accelerated growth in product sales. Parallel versus Serial processes Selling/Implementing/Supporting a product multiple times to multiple customers concurrently. Commercialising Software Products Systems and Processes Repeatability Accelerated Growth

4. The Value Catalysts TM info@hampton.co.nz Key Success Factors Structured Approach Scalability Lessening product time to market Repeatability A structured approach enables scalability and repeatability in a reduced a timeframe.

5. The Value Catalysts TM info@hampton.co.nz Key Results People Intellectual Capital Process Business Best Practice – repeatability Profit Margin on revenue 20 – 30% (The value of packaged software products versus widgets) Intellectual Capital Intellectual Property Shareholder Value

6. The Value Catalysts TM info@hampton.co.nz Case Study Early Stage Company Inventor Angel Investors Product concept/prototype No Product/Market alignment No Business processes No Software Development processes Limited Intellectual Property Management Centre of Excellence Product Champion

7. The Value Catalysts TM info@hampton.co.nz Key Issues Understanding the concept of commercialisation: Release-based product, not bespoke. The importance of R & D being separated from operations Flexible product architecture, configuration, parameterisation Cookie Cutter implementation process Implementations run in parallel not serial. Well structured not iterative. Continuous business improvement Capture the value within the process and achieve repeatability. Release-based Cookie Cutter Capturing the Value

8. The Value Catalysts TM info@hampton.co.nz Key Issues Think Global/Big not Local/Small – impact of market size, distance from market, culture, language. How to maximise the effectiveness of the marketing/sales process and to minimise the impact on development and implementations. Control the client, dont leave the client to control you. Set expectations up front of how you do business, take ownership for the process. This establishes a framework to increase your chances of success. Market Awareness Setting Expectations

9. The Value Catalysts TM info@hampton.co.nz Hamptons Approach Hampton uses a four-step approach to release the value of your information technology capability. The Chess Game We work with you to understand your existing capability and your needs. The Strategy We identify opportunities to gain a greater return from your investment. The Move We provide systems to take advantage of your strengths and to address potential risks. The Result We enable your organisation to utilise our processes for the ongoing development of your business. Visualise the end-game The Challenge Intelligent Manoeuvres The Win