Noel Barnard, Chairman, President

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The Storage and Systems Management Conference
The World's Top CEOs on Best Practices and
Strategies for Success
Noel Barnard, Chairman, President CEO,
Hyperformix, Inc. Chris Broderick, Vice
President of Storage Business Unit, Computer
Associates International, Inc. Robert Cramer,
President CEO, LiveVault Corporation Gary Doan,
CEO, Intradyn, Inc. E. Alexander Goldstein, CEO,
Configuresoft, Inc. Michael Grove, CEO, Open
Country, Inc. Yoram Novick, CEO, Topio, Inc.
Howard Reisman, Chairman CEO, Heroix
Corporation Alfred Zollar, General Manager of
Tivoli Storage Software, IBM Corporation
Presents
About REEDLOGIC
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Technical And Customer Care
Howard Reisman Chairman CEO, Heroix Corporation
The Storage and Systems Management Conference
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Vision for the industry
Everything is moving towards the web
Products must be designed so they can
effectively be accessed and controlled from
anywhere
Get the cost out of the software lifecycle
Too complex, too expensive
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Differentiation
The loyalty of the companys employees results in
superior products and support.
Size and culture
Focused on excellence and one niche
Technical excellence
Customer care
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Success in the Industry
The loyalty of the companys employees results in
superior products and support.
Building relationships with our customers
Clear idea of what they want
Not a lot of layering or filtering of information
with our company
Put our resources to what the customers want
solved
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Business Challenges
The loyalty of the companys employees results in
superior products and support.
Staying on the technology curve
Being aware of what is out there
Getting the expertise within the company to
properly operate with the technology
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Staying Ahead of the Curve
Hard work
The loyalty of the companys employees results in
superior products and support.
Employees are interested in and like technology
Create an environment that can move into new
technology more rapidly
Obtain a real feel for the technologies that are
going to matter
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Customer Service
Many companies have successful technology but
poor customer service
The loyalty of the companys employees results in
superior products and support.
Build close relationships
Employees know the industry, products, and
customers
Leads to quick, efficient support
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Staying on Top of Knowledge
Communicate with customers often
The loyalty of the companys employees results in
superior products and support.
Contact them frequently
Form new relationships
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Measuring Success
The loyalty of the companys employees results in
superior products and support.
Financial performance
How quickly we are servicing our customers
Hitting our shipping and development dates
Business practices
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The Best Advice
Iterate
The loyalty of the companys employees results in
superior products and support.
You dont have to solve the problem perfectly in
your first pass

• Create a solution
• Determine strengths and weaknesses
• Constantly redefine

Either do it well or dont do it
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The Biggest Misconceptions
Customers can go to a single vendor and get
solutions for every problem
The loyalty of the companys employees results in
superior products and support.
The space is far too big
Customers have to work with a set of vendors
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Industry Resources
Google
The loyalty of the companys employees results in
superior products and support.
Industry forums
Textbooks
Experienced consultants
Flexible in finding all kinds of resources
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The Future of the Industry
Customers are going to become more demanding in
how much they are willing to pay
The loyalty of the companys employees results in
superior products and support.
Vendors are going to have to work diligently to
get cost out of the whole cycle
Deliver products more efficiently at a lesser cost
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Howard Reisman

• Mr. Reisman is a Phi Beta Kappa and summa cum
  laude graduate of Brown
  University, where he earned degrees in
  mathematics and in economics. He
  founded Heroix shortly after he graduated.
• Initially, he focused the company on designing
  and developing custom business software. This
  venture grew into the highly successful Quantum
  line, which was then spun off as a separate
  business. The company also ran one of the first
  and largest VMS data centers in the country.
• Mr. Reisman's next project helped define the
  current systems management software industry. The
  result, RoboMon, would become the first
  application performance management software
  solution marketed by an ISV for Unix, Windows
  NT/2000, and OpenVMS environments. Mr. Reisman
  also designed the successor product to RoboMon,
  Heroix eQ.
• More recently, Mr. Reisman, from a clean sheet of
  paper, conceived of the groundbreaking design and
  then spearheaded the development of the next
  generation Heroix product platform, Longitude.
  Heroix Longitude is a comprehensive, agentless
  performance and availability monitoring platform.
  The product is powerful, elegant, and designed
  with a particular emphasis on reducing customer
  costs in all phases of the software lifecycle. It
  will be the next wave to carry Heroix forward
  into the future.