Enterprise Solutions October 2006 Product Launch Sales

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Enterprise SolutionsOctober 2006 Product Launch
Sales Account Management Training
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Agenda

• Part I Enterprise Solutions General Overview
• Product Overview
• Definitions
• Value Proposition
• Key Messages Product Suite
• Customer Needs and Benefits
• Go-to-Market Strategy
• Qualifying Prospects
• Competitive Matrix
• Case Studies
• Pricing, Policy, Order Forms
• Implementation
• BDE Sales Support Custom Solutions Team
• Selling Tools
• Q4 Promotions
• QA

• Part II Enterprise Solutions Technology
  Overview
• Technical Overview
• Taxonomy
• Technology
• Contacts
• QA

• Part III Enterprise Solutions Sales Training
• As needed, provided by sales leadership

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• Part I.
• Enterprise Solutions General Overview

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Product Overview

• Prior to 10/9/06
• We delivered Current Awareness content for
  enterprises through separate solutions Portals,
  Smart Connect, Java Toolkit, XOD, eLogic, and
  publishing folders.
• Now
• Enterprise Solutions organizes these solutions
  into a simple, customizable product suite, where
  customers can choose one solution or multiple
  solutions to fit their organizations needs.

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Product Overview

• Enterprise Solutions 1.0
• Built on our current awareness architecture
  (NewsEdge)
• Buy the content once, and buy as many tools as
  required
• You now get both real-time and editorial news
• Premium content (real-time only)
• Select from our 84 topic bundles or customize a
  bundle
• Purchase custom topics with your bundles or
  standalone
• Simplified redistribution model
• Simplified pricing model
• content gt tools --gt redistribution
• ES does NOT include News Research, Market
  Research and Broker Research

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Enterprise Solutions By Delivery
Feed(Smart Connect)
RtCR Toolkit (API)(Powerful Java API)
Web Applications
(Microsoft IISMS SharePoint)
XML on Demand (API)(Platform Agnostics XML)
NewsEdge
Portals JSR168
Hosted Solutions(replaces eLogic)
Publishing Solutions(via NewsEdge)
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Definitions

• Destination Products
• Web Applications (formerly Portals 2.0)
• Eight specialized applications (URL based) that
  can be integrated into any Web server or portal
  server (pre-JSR168)
• Customers can integrate editorial news, real-time
  news, weather, Internal Wires1, stock quotes, and
  charts
• Customize the presentation with Cascading Style
  Sheets
• Portals JSR 168
• Eight specialized portlet applications that can
  be integrated into any Java portal servers that
  complies with the JSR 168 standards
• Customers can integrate editorial news, real-time
  news, weather, Internal Wires1, stock quotes and
  charts
• True portlets
• Comply with Portal server presentation layers

• Vignette and Plumtree have limitations
• 1 Publishing Solution required

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Definitions

• Destination Products
• Publishing Solution
• Customers receive one NewsEdge account with
  publishing rights
• Create unlimited publishing folders
• Save stories in HTML, RTF or text format
• Integrate publishing folders directly into
  intranets via XML, JavaScript or HTML format
• Publishing folders now support in-line style
  sheet (XSL, CSS)
• Incorporate external content directly via
  Internal Wires
• NewsEdge interface will process plain text or
  formatted XML
• Tagged within 15 minutes and made available to
  the customer account only
• Hosted Solution (replaces eLogic)
• Let our Custom Solutions experts build hosted
  solution for your customers by building sites
  with our web applications, XML on Demand and/or
  publishing folder

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Definitions

• Feed Products
• Streaming News (aka SmartConnect or RtCR client)
• Streaming news feed application in Java
• Receive tagged news in XML format (NITF)
• No need to FTP or retrieve the news as we push it
  directly to customers
• Receive editorially reviewed topics with your
  feed
• Support for real-time search profiles (create
  complex searches)
• RSS Real Simple Syndication
• An industry standard mechanism to receive
  headlines, briefs and a URL link back to the
  original source (news story, document, video,
  etc)
• Customers can monitor our real-time and
  editorially reviewed topics by creating channels
  with our powerful URL search syntax
• Our RSS is compliant with industry-standard RSS
  2.0 readers
• No advertising, and customers can customize
  presentation of news

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Definitions

• Application Programming Interface Products
• XML on Demand
• URL API that can be used to create complex
  applications
• Search and retrieve headlines and stories in XML
  format
• XOD now supports on-the-fly transformation of XML
  to produce
• Presentation friendly output for intranet or
  newsletters
• XOD supports corporate intranet and/or handheld
  devices (Blackberry)
• RtCR Toolkit (Java)
• An industry-standard Java library
• Push or pull content from our real-time and
  editorial news collection
• Receive streaming news (editorial now included)
  directly into customer environments/applications
• Refine your streaming news with search profiles
• Build Java applications or portlets for Portal

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Definitions Content Set
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Definitions Sources
I-Topics are topics based on I-Sources for
Editorial News Sources E-Topics are topics
based on E-Sources for Editorial News Sources
Not Available for October 2006 release
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Value Proposition

• Customizable (flexibility, choice, ease of use)
• Reliable (dependable redistribution)
• Comprehensive news content tailored to companys
  goals
• High price / value
• Easy implementation
• Customers can
• Easily integrate our Current Awareness content
  across an organization
• Select the delivery options that fit their
  redistribution needs
• Leverage a variety of new content
• Buy the content once, and buy as many tools as
  you need for the content

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Key Messages Product Suite

• Enterprise Solutions offers a streamlined
  approach to your organizations news
  redistribution.
• With Enterprise Solutions you can
• Stay informed
• Be confident in your business decisions with the
  most up-to-date news available
• Increase productivity
• Simplified delivery ensures everyone has access
  to the news they need, when they need it, to do
  their job more effectively
• Save time and money
• Reduce set-up time implementation is easy
  because Enterprise Solutions offers a wide range
  of tools that meet content and technology demands

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Key Messages Product Suite

• Destination Products
• Portals / Web Applications Integrate any of the
  eight applications including editorial news,
  real-time news, weather, stock quotes and charts
  into your intranet.
• Publishing Solution Quickly select stories and
  save them in a HTML, XML, and Microsoft Word
  format and redistribute them. Or post the stories
  into publishing folders and post the folders on
  your intranet. Customize the presentation of the
  publishing folder with style sheets and create
  newsletters or reports.
• Hosted Solution Simplify the process with help
  from our Custom Solutions experts, who will work
  with you to develop a solution that meets your
  business needs based on our enterprise solutions.

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Key Messages Product Suite

• Feed Products
• Streaming News Get the news your organization
  needs fed directly you. Our streaming news feed
  application supplies real-time and editorially
  reviewed topics. The application is Java-based
  and has support for large search profiles.
• RSS Support (Real Simple Syndication) Build RSS
  channels that focus on the news you want. Build
  as many channels as you desire by using our RSS
  search syntax. No distracting advertising.
  Customizable story templates to meet your
  organizations presentation needs.

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Key Messages Product Suite

• Application Programming Interface Products
• XML on Demand (XOD) A platform-agnostic URL API
  that provides search and retrieve capabilities to
  real-time and editorial content. Offers template
  capabilities to transform XML stories for your
  corporate intranet or your handheld devices.
• RtCR Toolkit Integrate or build real-time
  search and retrieve applications to track
  industry, competitors and customers. Whether you
  need to push or pull the news, this API is
  supercharged and can meet your current awareness
  demands by providing persistent connection for
  streaming news as it happens.

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Customer Needs and Benefits

• Needs
• Customer enterprise content plan usually has
  multiple sponsors Sales, Corporate
  Communications, IT, Library, business units,
  Marketing, CI, etc. each with separate needs
• Benefits
• Single price simplifies decision-making process
  and encourages cross-department (or corporate)
  participation for budgeting and
  application-building
• Customer receives value based on content and
  delivery solution, not product features
• Breadth of delivery tools offers
  choices/flexibility in development of content
  company-wide

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Go-To-Market Strategy Targeting

• Existing Customer or Prospect Profiles
• 1B Annual Revenue, with Intelligence
  expenditures of over 50,000 annually
• Over 1000 employees, with over 1000 users
• Note Primary target is for Enterprise
  Opportunities. However, you may encounter
  smaller prospects requiring banded pricing.
• In-house development staff or 3rd party systems
  integration relationship (Global 5000)(Strong
  commitment to technology and knowledge
  management)
• Existing use of any of the following RSS,
  Portals, Hosted Solutions, XOD, Publisher,
  RTCR/API and Feed Services

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Go-To-Market Strategy Targeting
Examples of current BIS companies w/Enterprise
Solutions
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Go-To-Market Strategy Targeting
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Qualifying Prospects Questions to Ask

• How do you stay current with your industry,
  customers, competition, and partners?
• How do you receive that information today?
• Do you need to integrate external news
  (internal docs, blogs, Web site)?

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Qualifying Prospects Recognizing the Right Words
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Qualifying Prospects Checklists

• Qualification Check List

Disqualification Check List
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Competitive Matrix
Weak Strongest
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Case Study 1 Communications Consultancy

• Critical Sales Question
• Describe any Web-based information services your
  company is using today
• Prospects Response
• Prospect uses internal Web site to display
  relevant global news stories on the firms
  clients for their professional consultants
• Currently maintain direct relationships with
  publishers (AP, Reuters, others) for up-to-date
  news

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Case Study 1 Communications Consultancy

• BIS Solution
• XML-on-Demand (XOD) feed consisting of all Active
  Feeds and certain Premium news content
• Benefits to Selecting the BIS Solution
• Increased productivity and ease-of-maintenance
  for ProspectsWeb site
• Single aggregated, hosted, on-demand XML format
  (versus multiple formats and delivery from
  various IPs)
• Single BIS contract for all Web site news content
• Possible cost savings to Prospect

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Case Study 2 RD Department

• Critical Sales Question
• How do you provide current news on relevant
  engineering issues via Plumtree portal?
• Prospects Response
• Practice Community was not providing current news
  from external source via portal

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Case Study 2 RD Department

• BIS Solution
• Portal News Package, with 25 Editors Picks on
  specific engineering topics, plus Search, Company
  Info and Weather
• BIS Benefits
• Relevant news drives portal traffic
• Saved Search allows each member of the community
  to personalize results
• Weather portlet is more robust than their
  existing service

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ES 1.0 Pricing (ICS) - Enterprise
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ES 1.0 Pricing (ICS) - Banded
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ES 1.0 Pricing (ICS) - Banded
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Policy

• New pricing is applied to all new business
  effective Oct. 9, 2006
• Renewals as of October 1, 2006 may be
  renegotiated with new pricing inclusive of all
  features (excluding Elogic) or previous contract
  value and package may be grandfathered for one
  year we will not go back and add all features
  to grandfathered installations
• The standard 5 uplift on all renewals still
  applies
• Standard Discount authorities apply
• Annual Service Fee is required

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Order Forms

• There will be 3 order forms
• Current NewsEdge (renewals only)
• Enterprise 1,000 users
• Banded 1-1,000 users
• Order forms will be available on the Project on
  10/9/06

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Renewals

• At renewal, the recommendation is to promote
  Enterprise Solutions
• Existing eLogic customers will be moved to
  Enterprise Solutions (2006-2007 contracts)
• Active Feed (ICS) customers should migrate to
  Enterprise Solutions
• Active Feed (ECS) customers will be grandfathered

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Service Fee Annual Support

• Annual Service
• Provide guidance with query structure and
  obtaining accurate search results
• Retain the assistance of Editorial Knowledge
  consultants, when applicable
• Provide client with the sample application
  (client demonstration and connectivity purposes
  only)
• If applicable, broker and manage communications
  between clients development teams and BIS
  Engineering Product Development teams
• Provide general support during clients project
  management cycle
• Provide advanced product, data and
  integration knowledge
• Provide front-line technical support during
  implementation and roll-out
• Maximum of 10 hours of Custom Solutions support
  for topic bundle deals and 20 hours for
  Enterprise deals

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BDE Sales Support Custom Solutions Team

• Step 1 For any ES sale, contact the Custom
  Solutions team for support.
• Custom Solutions Team will work closely with you
  and your customer to match business requirements
  with our best solution.
• Together with sales, product development and the
  customer, the Solutions Specialist will define
  the appropriate deliverables based on customer
  expertise, schedule demands and the customers
  business objectives.
• This pre-sales effort ensures the team and the
  customer are developing solutions that can be
  successfully deployed on schedule and supported.
• Sales is to contact the solutions team when a
  prospect/customer has passed the qualification
  checklist only.
• For further details, contact BIS Custom Solutions
  Team.

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Selling Tools

• Collateral
• Enterprise Solutions Sell Sheet, available
  October 9
• Order number on collateral site L-325165
• NEW! Customer Promo PDF Send out as desired to
  your customers

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Q4 Promotion

• E-marketing
• Key word buys
• Lead generation through html campaigns
• Corporate Communications
• Press Release Distribution set for October 10

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• Part II.
• Enterprise Solutions Technology Overview

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Enterprise Solutions Technical Overview

• Every news service that we deliver is made up of
  three elements
• CONTENT (84 Topic Bundles)
• Topics
• Real-time 3700
• Editorial 3600
• Custom
• TECHNOLOGY
• Delivery tools
• Integration
• REDISTRIBUTION

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Taxonomy Real-time

• Taxonomy A scheme that partitions a body of
  knowledge and defines the relationships among the
  pieces. It is used for classifying and
  understanding the body of knowledge.
• Nearly 500K articles are process daily
• Data is tagged in real-time mode compared against
• 169K company terms / 35K are public companies /
  197 countries
• Mention vs. About tags
• Every company term assigned is given a ranking
  from 1 to 1000
• Over 3600 topics
• Complex search algorithms and proximity and
  Bayesian logic is applied
• Every topic assigned is given a ranking from 1 to
  1000
• Stories are stored in Real-time Content Refinery
  and indexed on our search engines within 2 seconds

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Taxonomy Editorially Reviewed

• Editors Pick (Nightly reviewed topics)
• Subset of the Real-time topics
• Over 1600 are humanly reviewed nightly
• Over 2000 are automated
• Over 450 custom topics (customer specific)
• Editors Updates (Intraday topics)
• Small subset of the Real-time topics
• Over 37 general topics
• Delivered in near real-time mode
• Editors Alerts (Real-time editorial developed
  topics)
• Over 3000 alerts specifically designed for a wide
  range of industries

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Taxonomy Topic Bundles

• Both real-time and editorial topics (editors
  picks) combined into selected industry, and
  regional topics bundles
• Over 84 topic bundles exist
• Enterprise Solutions will offer all bundles for
  90K
• Enterprise Solutions will also offer banded
  pricing where each bundle is 10K
• Enterprise Solutions will offer customized topic
  bundles
• Customers can select topics in 15, 30, 50 topics
• Includes both real-time and editors picks
• Enterprise Solution will continue to offer
  Editors Updates and Editors Alerts

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Taxonomy Custom Topics

• Custom Topics are specialized instructions set by
  the customer for our reviewers to search and
  filter news against last nights collection
• News targeted specifically for a customer
• Eliminate noise or too much news
• Customers can purchase custom topics with their
  topic bundles or they can purchase it by itself
• Custom Topics is an editorial function and
  therefore there is no real-time news delivery

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Taxonomy
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Technology RSS
FeedDemon
RSS Channels
BIS RSSTopics Real-time Search
Headlines
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Technology RSS Application
FeedDemon
Full Story
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Technology RSS in Browsers
FireFox
RSS Channels
BIS RSSTopics Real-time Search
Headlines
Full Story
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Technology RSS in Browsers
Internet Explorer w/Pluck plug-in
RSS Channels
BIS RSSTopics Real-time Search
Headlines
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Technology XOD

• XML formatted data, or customer defined
• Support for Style Sheets
• Customizable output
• Customer can create style sheets that can produce
  RSS, Atom, WML, or any format they desire
• Customer no longer needs to buy hardware or
  develop expensive solutions
• Support for handheld devices (Blackberry), cell
  phones, and PDAs that have browser support
• New proximity operators support (near)
• De-duplication of stories

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• Editors Picks
• Expert editors hand-select and prioritize
  articles once per day
• Individual user personalization
• Click to real-time updates
• 2,000 narrowly defined business topics
• 30-day archive

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• Saved Search
• Premium licensed publications
• Aggregated content sets
• Real-time
• 90-day archive
• Individual user personalization

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• Company Information
• News, quotes, charts, financials, SEC filings
• and company profiles
• Individual user selects companies to monitor
• 40 global indices
• Ad-hoc company search

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Thank you!