I F H006 Thorpe 091807

Sell More, Faster with integrated OnDemand Sales Quoting Tools Godard Abel – CEO and co-founder, BigMachines, Inc. Hendrik Fischer – Vice President Sales Support, Bowe, Bell + Howell Franco Anzini – Sales Operations Manager, Aruba Networks 2:30-3:30PM, Tuesday, September 18, 2007 This document has been submitted on a confidential basis and contains proprietary information belonging to BigMachines, Inc. No part of this document may be circulated, used or reproduced in any manner whatsoever without prior written permission from BigMachines, Inc.

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Challenges in Growing High Tech Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Issues #1 – Complex Solutions ,[object Object],Software Hardware Services + +

Key Issues #2 – Complex Channels (source: Gene Alvarez, Gartner Group) Selling Complexity Low High Low High Order Mgmt Complexity Manufacturer Partner Customer EDI Distributor Marketplace Distributors Customers Partner Collaborative Multichannel EDI Distributors Partner Customers Manufacturer Partner Distributor Call Center Distributor Web Customers

Key Issues #4 – Introducing New Products & Pricing ,[object Object],New Products Offline Price Lists

Gene Alvarez, VP CRM Research Leading companies enabling online channel collaboration ,[object Object],[object Object],[object Object],[object Object],Hi-Tech Company Distributors Customers Partner Collaborative Multichannel

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer Background BÖWE BELL + HOWELL – Complete solutions for the document life cycle ,[object Object],[object Object],[object Object],[object Object],[object Object],Software and Service Solutions High Speed Mail Inserting Systems

[object Object],[object Object],[object Object],[object Object],Challenges and Solution Solution Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Configuration Features

[object Object],[object Object],[object Object],[object Object],Pricing & Proposal Proposal Package

[object Object],[object Object],[object Object],[object Object],Results Customer Contact for More Details: Hendrik Fischer, Vice President Sales Support, BÖWE BELL+HOWELL (919) 767-7613, [email_address]

Customer Background Aruba Networks – Wireless LANs on the Mobile Edge Software Applications Mobility Controllers Access Points ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Challenges and Solution Solution Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],On-Demand Quoting Solution Features

[object Object],[object Object],[object Object],[object Object],On-Demand Configuration Features

[object Object],[object Object],[object Object],[object Object],On-Demand Pricing & Proposal Features Adobe PDF Proposal

[object Object],[object Object],[object Object],[object Object],On-Demand Quoting Solution Results Customer Contact for More Details: Franco Anzini, Sales Operations Manager, Aruba Networks (408) 754-8005, [email_address]

Agenda ,[object Object],[object Object],[object Object],[object Object]

Traditional Front-End Process From Inquiry to Order Multiple hands-off and manual steps occur in typical front-end processes with reliance on experts and tribal knowledge

BigMachines Streamlines Inquiry to Order Process BigMachines Lean Front-End ® ensures quick, accurate responses to customer inquiries with support from virtual experts

Joint Salesforce.com Customer Examples Building Technologies Packaging Equipment Compressed Air Systems Industrial Products Hi-Tech Products: Hardware, Software, and Services Plastics Processing Car Dealer Equipment Network Services Medical Imaging Video/Voice Conferencing Office Solutions Web Hosting Mobile Apps Storage Products Medical Technology Security Appliances Assembly Test Equipment Web Hosting Medical Technology Financial Software

BigMachines Customer Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What Makes BigMachines Different? Rapid Lean Front-End ® Implementation Guarantees Customer Success

How do you get BigMachines CPP/SPP? CPP CPP for PRM SPP

How do I learn more about on-demand configuration, pricing and quoting? Come see us at Dreamforce: High Tech Solutions Area and/or Gold Sponsor booth #212! Visit www.BigMachines.com/Salesforce For questions and feedback: Godard Abel, CEO, BigMachines, Inc. [email_address] , 847-572-0291 The Leader in Configuration, Pricing, and Proposals

I F H006 Thorpe 091807

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I F H006 Thorpe 091807