In this Issue: - Sodexo: More Flexibility, less administrative pressure with TIE Business Integration solution - Hi Society: TIE Kinetix eCommerce Platform provides speed and flexibility, crucial for HI's webshop - Real-Time Analytics: Comprehensive Reporting Tool for Marketers

1. Real-Time
Analytics
Comprehensive Reporting
Tool for Marketers
Leveling the
Playing Field
Column by James M. Dorsey
Hi Society Speed and flexiblity is
crucial for Hi’s webshop
Number One ~ October 2009
Californian wine from BuyYourWine ~ News and Gadgets ~ Sodexo’s click & buy

2. www.tiekinetix.com
Would you like to have an
entire team of professional
EDI experts available
24/7?
Now you can!
Business Integration Platform Content Syndication Platform e-Commerce Platform
TIE Kinetix Business Integration: Expert EDI managed for you
twenty four hours a day without worries. Don’t settle for less.
You will have the most comprehensive integration technology available 24 hours a day, combined with over
20 years of dedicated EDI expertise and people who understand and can enhance your business for fractions
of what you spend today. Our professional team is here for you 24/7 to take care of your EDI business as a
very flexible extension of your organization. We offer you more for less. For more information:
sales@tiekinetix.com or visit our website: www.tiekinetix.com.
About TIE Kinetix: TIE Kinetix enables you to stretch the limits of electronic business
collaboration. By giving you the power to connect applications and processes with your
supply chain partners, TIE Kinetix improves your operational exchange and communi-
cations. Simply put, TIE Kinetix is the only connection your organization needs when
business integration platform doing business with thousands of trading partners from around the world.

3. CONTENT INTRO
Sodexo
4
Speed
P07 Column James Dorsey
P09 Column Brian Tervo
is
10
Hi Society
P12 Comprehensive Reporting
critical
Being faster than your
Tool for Marketeers
competitor and reaching your
target group quicker is the
14
difference between winning
and losing. Real time is king
and speed is critical.
Old wine New business
P17 News
W
hich is why speed is the theme of this first issue of TIE Magazine.
P18 Gadgets Everything in e-business revolves around speed. In the food sector,
for example, it means fast order processing, invoicing and report-
ing. In fact, fresh food depends entirely on speed: ordered today, delivered
today and consumed today. Read the lead article in this issue about Sodexo
COLOPHON that successfully rolled out our Business Integration Platform.
When a new Blackberry model is launched, it must be possible to order
Publication TIE Kinetix BV, Hoofddorp, it online immediately. For a large part the success of award winning web
Netherlands ~ www.tiekinetix.com shop Hi.nl is based on our eCommerce Platform. Read the story on page 14.
Editor Management Cees Steijger | And whoever masters the reseller channel is the winner. We’re talk-
ing Content Syndication on page 12 and 13. After all, no one can afford to
Steijger.communications BV Art Direction
waste days, let alone weeks, on updating the content of reseller websites.
Design Remco Baars, Sandra Hellingman
Speed from content syndication to the electric Tesla Roadster. I hope you
| beet-vormgeving.nl Coverphoto Marcel R.
enjoy reading it!
Bakker | HiRez Images Printing Van Schaik
Offset BV, Oudewater Cooperation from
Marcel R. Bakker, Wim Sonius | Sonius Crea-
tive Imaging, Gerritjan Huinink, James Dorsey,
Brian Tervo, Ronald Oeges.
© 2009 TIE Kinetix BV, P.O. Box 3053, 2130 KB Hoofd- Jan Sundelin, CEO TIE
dorp, Netherlands. All rights reserved. No part of this
publication may be reproduced in any manner without
permission of the publisher.
TIE ~ 1/2009 ~ P3

4. XXxx
Sodexo
The challenge The challenge was to find a solution
for the purchasing process in which changes to the
product range could be made efficiently, orders could
be placed uniformly at 1,350 locations and thousands
of invoices could be sent electronically every week.
The solution The solution was to implement the
TIE Verification Manager, a software tool that is part
of the TIE Kinetix Business Integration Platform. The
TIE Verification Manager functions as a middleware
application that integrates with the existing SAP
materials management environment. The web-based
front portal provides product range managers and
purchasers with an overview, a checking capability and
measurement points in the automated exchange of
article information between Sodexo and its suppliers.
The result Product range management was inte-
grated into the purchasing platform; the catalogue is
always up-to-date for all users; process management
has been optimised and the administration has been
radically simplified at all locations; effective matching
of order and invoice has been achieved and invoice
loss has been kept to a minimum.

5. Text Cees Steijger ~ Photography Marcel R. Bakker
BUSINESS INTEGRATION
Purchasing using Click Buy
More Flexibility less
,
administrative pressure
With more than 355,000 employees representing 132 different nationalities,
Sodexo operates from 30,600 locations in 80 countries. The Sodexo Group,
of which Sodexo Nederland has been a part since 1995, is the biggest
independent Food Facilities Management organisation in the world.
I
n the Netherlands, Sodexo operates Click Buy The Click Buy purchas- material management system that incor-
from 1,350 locations and every day ing project – focusing on streamlining the porates all the products of all of the suppli-
about 6,500 employees provide more uniform purchasing and ordering process ers of Sodexo Nederland. “The advantage
than half a million people with food fa- - started some time ago at the headquarters of being web-based is that it’s flexible and
cilities management services, remote sites of the Sodexo Group in Paris. The aim of accessible. Once the location manager
services and party catering events. In the the Click Buy project is to reduce the has logged in, he gets full access to his
Netherlands, Sodexo serves companies, load on catering locations, catalogue. Assignments and authorisations
(government) institutions, polytechnics, optimise the purchasing ensure that the location manager sees only
universities and the (health)care sector.
The trend is towards growth. The so-
process and, at the same
time, have better manage-
“In the what is intended for him and can then
place his orders. After delivery, the goods
called, out-of-home market in particular
has increased enormously in recent years,
ment information available,
and to have all reports from
Netherlands, are processed while, following automatic
checking and matching with the purchas-
mostly as a result of a growing awareness
on the part of the public that take-away
all over the world within
reach in the future. Arno
we are a ing order by the TIE Business Integra-
tion Software, the electronic invoices are
food can also be healthy. Sodexo adds to
this items such as biological products and,
Cok, Supply Chain Cata-
logue Manager Benelux, is
considerable immediately processed in a SAP system at
our head office in Capelle aan den IJssel. So
in general terms, sustainability (including
fair trade). And this combination is bearing
co-responsible for imple-
menting the Click Buy step further no paper invoices are sent to the locations.
This makes management information
fruit: the group’s worldwide turnover is
approaching €14 billion.
programme in the Neth-
erlands. We spoke with than the much better and reduces administrative
pressure on the location manager.”
In the Netherlands, Sodexo works closely
with Deli XL, which supplies Sodexo with
him at the head office of
Sodexo in Capelle aan den rest of the Daily changes However, Arno admits
everything it needs to serve guests, clients,
residents and patients with something tasty.
IJssel. “The Click Buy
programme was first car- world” that the approach has a disadvantage. He
is referring to the daily changes involved
From fresh ingredients to freshly prepared ried out as a pilot project in in the various products, of which there are
products. Deli XL has a complex distribu- Belgium and Spain in order Arno Cok about 8,000 to 10,000 in the catalogue.
tion network with specialised regional to gain experience prior to These changes are of many sorts, such as
branches – the so-called “fresh centres”. a large-scale rollout,” says new packaging, prices and weights, new
Each of the 1,350 Sodexo locations does its Arno Cok. “It was the turn brands, etc. “With the Click Buy approach, we should
own purchasing using Click Buy. Click of the Netherlands next.” use a so-called Request for Quotations, in which you send
Buy is based on the centrally facilitated According to Arno, the database to the supplier in Excel format requesting him
SAP Supply Chain Relation Management there are many advantages to feed back any changes so that we can update our system.
module, SAP SRM (Supplier Relationship in the new approach to However, with an approach like that, you are totally de-
Management). Deli XL is the main sup- purchasing, which is web- pendent on the supplier being prepared to check all records.
plier, covering about 80% of Sodexo’s total based at the locations. The There are all kind of risks, of which corrupting the file is
purchasing in the Netherlands. system is based on a SAP not the least serious one. We saw a lot more advantages in
TIE ~ 1/2009 ~ P5

6. BUSINESS INTEGRATION
We saw
an automated approach that could save us a lot more it is approved, the spe- world on this point,” says Arno.
a lot of work and would also provide the cific datum is allowed and “Sodexo has now decided to bring
maximum data reliability. Moreover, we advantages sent to our own database. the Benelux countries under a single
were convinced that Click Buy would This approach saves us a management with the aim of combining
only be interesting if it also enabled elec- in an considerable amount of strengths. Supply Chain Management
tronic messaging. We regarded it as extra time because it is largely was one of the first departments to be
profit if orders could be sent to the supplier automated automated. Moreover, the affected in this way. Which resulted in
automatically and the invoice could be chance of errors is slight, centralizing Catalogue Management in
processed electronically. For this reason, we approach which means that the data the Netherlands.”
started looking around and invited parties in the catalogue are always The TIE Business Integration Platform
to come up with a solution.” that could clean.” will now be rolled out in Belgium too.
“In Belgium, we’ve found that the situ-
Verification Manager This is
how Sodexo came to TIE Kinetix. The two
save us a Savings Apart from
the fact that the data in the
ation is different to that of the Nether-
lands,” says Arno. “They don’t work with
companies were not unknown to each
other. For example, the TIE Business Inte-
lot of work” catalogue are now always
up to date, the introduc-
one big supplier as is the case in the Neth-
erlands but with a Top 25. This resulted in
gration Platform had been implemented at tion of the TIE Verifica- a lot of differences which meant that the
Sodexo to answer the huge Sodexo organi- tion Manager also brings catalogue no longer satisfied the improved
sation’s messaging needs. “TIE offered the TIE Verification considerable savings, especially in terms Dutch standards. They were still using
Manager that had been successfully deployed at Intratuin, of time. For example, the accuracy of the Requests for Quotation and that has now
for example,” says Arno. “We studied this case thoroughly catalogue data means that invoice loss has been replaced with our EDI approach.”
and quickly became convinced that with a little customisa- been drastically reduced. In the case of an
tion this tool would be the ideal solution for Sodexo.” average of 30,000 invoices per month, and Interest Arno Cok sits on the Sodexo
The TIE Verification Manager was implemented in based on 20 minutes spent dealing with Click Buy User Committee and recently
2007. But how does it work in Sodexo’s daily practice? “In every lost invoice, every percent improve- presented his experiences with the TIE
fact we work with two files,” says Arno. “One file is our ment makes a difference of no less than 100 Verification Manager in the Netherlands to
catalogue containing about 10,000 info-records and the hours per month. An additional advantage a meeting of his fellow Supply Chain Cata-
other is the supplier’s file. The catalogue provided by the is that incoming invoices are automatically logue managers. There is increasing interest
supplier is sent in his own format. The TIE platform takes made available to SAP by the TIE software. in the Dutch approach from other coun-
this format and ensures that the Verification Manager can So none of these invoices have to be entered tries. Especially as Supply Chain Manage-
work with it and that the two sources can be matched in manually. This also saves several minutes’ ment in the Netherlands is also function-
the Verification Manager. In fact the Verification Manager work per invoice – in fact no less than 1,500 ally responsible for the purchasing process
can handle various product descriptions. The supplier’s hours per month based on a minimum of 3 in Sweden, Finland and Germany, it is
description is compared with the description in the Sodexo minutes’ handling time for a paper invoice. expected that the TIE Verification Manager
catalogue. If differences are identified by the Verification So this results in sizeable savings annually. will also be introduced in these countries.
Manager (e.g. a different unit price or a different weight) “In the Netherlands, we are a considerable “After all, it’s a good solution and it makes
Supply Chain Management receives a notification. Once step further than the rest of Sodexo in the things easier,” says Arno Cok.
In the Sodexo company restaurants
you will always be certain to make a
wholesome, healthy choice.

7. By James M. Dorsey
COLUMN
Leveling the
Playing Field
A
marketing director for multinational tion processes. “Success for business nowadays is related to the
Siemens AG, Adrian Honey’s responsi- level of the sophistication of management,” says Luis Maia
bility is to ensure that vendors across the Carneiro, coordinator of Net-Challenge, a European Union
globe understand his company’s core values and and Chinese funded effort to create trans-national standards as
competitive edge. That’s no mean task. Siemens works with well as the software to implement those standards for collabor-
some 2,000 independent vendors selling competing products, ative business networks that would enable small and medium-
including those of Siemens, in 85 countries and a multitude of sized enterprises. Net-Challenge hopes to change the paradigm,
languages. Siemens’ complex product range and multi-layered initially in the textile, footwear and machine tool industry with
vendor network that includes sophisticated large resellers as a horizontal rather than a hub approach built on TIE’s Kinetix
well as less mature small and medium-sized partners doesn’t Platform for business networks. In doing so, Net-Challenge
make things any easier. would create a more level playing field on a peer-to-peer basis,
Mr. Honey’s dilemma is hardly unique. Most multi- particularly in Europe where the vast majority of companies are
nationals operating across continents and covering much of small and medium-sized enterprises
the world’s geography face the same issues. So do government Greater efficiencies and a more level playing field notwith-
officials and company executives seeking to establish com- standing, standardization of business integration may have a
mon standards for business integration less than anticipated effect on the prof-
across borders that demarcate often itability of smaller companies and
vastly different legal and fiscal regimes pricing for consumers. That is where
as well as cultural, linguistic, protocol some experts say governments have a
and infrastructural differences. The role. William Wang, an information
complexity and difficulty of integration management specialist at New Zea-
is evident even in markets that vary far land’s Kelburn Parade Victoria Universi-
less from one another than those in Eu- ty of Wellington, compares cross border
rope and Asia. “Even between Canada business integration to free trade agree-
and the US, issues exist in privacy and ments (FTAs). “While many countries
national security,” says Patrick Hung, nowadays sign FTAs, consumers do
a professor at Canada’s University of not usually feel a reduction in their cost
Ontario Institute of Technology. of living. Put in other words: breaking
For Dennis Gaughan, vice president down boundaries, brings opportunities
of AMR Research Inc., Mr. Honey’s to some and takes away benefits from
successful tackling of the problem others,” Mr. Wang says.
constitutes a notable case study. In research published in That understanding may be the most advanced in Europe,
July, Mr. Gaughan analyses how Mr. Honey worked with The which so far has invested the most in efforts to standardize
Netherlands-based syndicated content provider Tie Holding business integration and facilitate integration of processes
NV, an AMR client, to begin to get a grip on the problem and between companies. Chinese participation in Net-Challenge
to demonstrate the benefits of business integration not only to highlights Europe’s grasp of globalization where production
Siemens but also to its partners in terms of reduced processing of components in low cost economies needs to be tied in to
costs and greater market penetration. the high-tech producer of sophisticated products. Says Mr.
“We’re seeing a shift towards looking from end to end. Carneiro: “You need to communicate with the real world.”
Big companies feel the pain first. They typically have the most
complexity and biggest challenge. Smaller and medium-sized
companies take a more cooperative approach towards tackling James M. Dorsey was a foreign correspon-
the problem,” Mr. Gaughan says. dent for more than 30 years for The Wall
The global market for business-to-business business inte- Street Journal and other publications. Today
gration remains a niche market. Experts estimate the market at Mr. Dorsey is a columnist, media entrepre-
no more than $1 billion. A small group of vendors, including neur and international affairs consultant to
TIE, are benefitting from an inclination on the part of corpora- strategic communications, security and water
tions to outsource the management of their business integra- companies as well as investment funds.
TIE ~ 1/2009 ~ P7

8. who owns who?
Drive down Cost to achieve Total Ownership of your ERP.
The promise of your ERP solution was that it would keep you in the black. Instead, escalating
maintenance and licensing fees may mean you’re seeing nothing but red. Demand more. Spend
less. And change the balance of ownership in your ERP relationship.
Own your ERP. Don’t let it own you.
Learn how at EpicorTCO.com or call 800-997-7528. Get exclusive access to the
Epicor TCO Optimization Kit, featuring the 2009 Gartner Magic Quadrant for Midmarket and
Tier 2-Oriented ERP for Product-Centric Companies report.
© Copyright 2009 Epicor Software Corporation. Epicor and the Epicor logo are registered
trademarks of Epicor Software Corporation. All rights reserved.

9. By Brian Tervo
COLUMN
Kinetix equals
Corporate Energy
M
y experiences with TIE started back driven economy fed by multi-dimensional channel out-
in 1997 as a software support engi- lets that includes consumer touch points inside of your
neer and over the past twelve years, reseller/distributor partners, affiliate websites, portable
have personally watched the business trans- devices, social networks, advertising, media, PR and the
form from a niche B2B integration software list goes on. Kinetix in a very simple way insures that all
company to a global, multi-dimensional SaaS platform of your key content assets are dynamically up-to-date
provider. Philosophically we are still true to our roots and and relevant to the multitudes of consumers seeking this
continue to help our customers solve business challenges information regardless of the technology it is displayed
with innovative software solutions, but with all the latest on. Kinetix places emphasis on getting your key mes-
technologies converging with our new Kinetix platform, it sages where they need to be, when they need to be there
is a real exciting time to be part of this company. and immediately accessible to the consumer in the easiest
TIE Kinetix at the 50,000 foot level is all about energy. method possible sustaining a vital business momentum at
Modeled after Newton’s third law of motion, and most all consumer orientation points.
prominently featured by the Newton’s cradle in our Once the information has been disseminated, Kinetix
logo, TIE Kinetix is about the conservation of energy and helps businesses measure and understand key message
momentum throughout the business process. In busi- performance against stated goals, but this is only part of
ness terms, “Corporate Energy”, or CE for short, is the the entire picture. Consumers engaged with your messag-
“lifeblood” of every business and es now require a very safe and easy
represents the targeted force your way to order the product, no mat-
company exerts against the market. ter where they purchase it from.
This energy is characterized by a Buyers expect their transactions to
unique mix of products; services be secure, automated, and infor-
and messaging that make up the mative as the fulfillment process
fundaments of your brand and occurs. This process needs to be
image. In the real world, there are seamless from the ordering point at
all kinds of forces; some naturally the retail site all the way back to the
occurring (internal) and others product being delivered to a store,
deliberate (external), that act upon business or home. Customer ser-
the processes to promote, sell and vice has been elevated to the level
service your products in the market. where manufacturers must provide
No business is exempt from these this experience directly from their
forces. The larger your brand, the corporate sites and extend this to
more difficulties you will have any and all sites that represent their
trying to promote and defend its image in the light of its brands. Kinetix provides a framework that give resellers
creator. Smaller brands will simply cease to exist unless and distributors a virtual extension of your own ordering
they can truly harness the virtualized shelf spaces that system, without needing to spend any time, money and
appear and disappear quicker than ever or are overtaken effort to integrate these complex processes. Orders flow
by the sheer volume and force of incumbents. Add in a in electronically without any human intervention directly
dash of unprecedented global connectivity and businesses through retailers preserving the value of the reseller net-
are quickly discovering that the information/content work with the brand equity and fulfillment power of the
describing their brands is almost more important than the manufacturer.
products and services they actually represent.
Most every major brand at one point or another has Brian Tervo
spent literally millions of dollars to promote a product President CEO
via a campaign that went no further than their own web
or physical store properties. The problem is that the Brian Tervo serves as President and Chief
consumer of today is seeking information from numer- Executive Officer of TIE Commerce Inc.
ous other sources that are not under your explicit control. where he is responsible for driving com-
Brand owners need a real plan to contend with a content pany vision, growth and profitability.
TIE ~ 1/2009 ~ P9

10. Text Cees Steijger ~ Photography Marcel R. Bakker
eCOMMERCE
Society
quickly. And the MamboFive Commerce experience. Up-to-date content is a must
Dutch online webshop Hi.nl Suite product is without equal. It’s exactly in this respect, as too is interaction with
focuses on young adults what we need.” the customer. “Our Hi Bewaarbox (Storage
Peter explains that experience has Box) is a result of our dialogue with the
with its mobile telephones shown that you have to take a critical look target group. It’s a unique storage service for
and high-level service. at functionality when building a webshop. text messages. This dialogue also resulted
Naturally, everything should work well but in Hi WaarZitWie (WhereAreWho) that
everything surrounding this functional- enables you to locate friends in real time
M
ore than a decade ago, KPN ity is even more important. How quickly on your mobile phone.” And recently
launched a brand aimed at young can you change something? How flexible Hi launched its ‘Pokkie Foetsie’ – the Hi
people, called Hi. From its incep- do you remain once the website has been Telephone Book. With this, you don’t
tion, the new company has focused on implemented? “Experience shows that you immediately lose all of the
young adults (18-24), and everyone who
feels young at heart, with a series of excep-
can’t predict what your website will look
like after 18 months. Developments are
“The numbers of all of your social
contacts if you happen to
tional campaigns. With its new Hi Society
concept, KPN’s youth brand is searching for
too fast for this. And if you want to stay
ahead of the competition, you’ll have to
people lose your phone.
interaction with its customers. Hi wants
to acquire the loyalty of its target group by
continue to react to these developments.
The people behind MamboFive Suite have behind REACT QUICKLY And so
Hi is continuing to develop
means of a constant dialogue, interactive
gadgets and an old-fashioned club feeling.
the speed and drive to innovate – qualities
that are more important in our business Mambo- as a strong, energetic brand
for young people where
The website www.hi.nl has become the
online platform for this. The website runs
than the structure of a large IT company.”
“We are a premium brand in a very com- Five suite they feel at home and to
which they feel loyalty. It’s
on the MamboFive Commerce Suite, the
TIE Kinetix eCommerce Platform.
petitive market. We aren’t a prize-fighter
and yet we manage to achieve rising sales. have the both handy and innovative.
“We’re not bringing about
TEAM In KPN’s huge office building in
We can do that only by improving our web-
site permanently, furthering its accessibility speed and a revolution but evolv-
ing, in dialogue with our
The Hague, we spoke to Peter van der
Schaar, Hi.nl’s channel manager. Peter is
and focusing on service and interaction.
Our association with other websites is also drive to customers. Thanks to the
MamboFive Commerce
part of a small team of only four people – re-
markably few for one of the biggest mobile
constantly increasing.” MSN and Hyves are
good examples of websites that Hi.nl works innovate.” Suite, we can continue to
react quickly to changes,
brands in the Netherlands with a webshop with in order to promote interaction. Hi tailor campaigns effectively
that attracts a million unique visitors a accesses content and products from third parties, aggre- to new trends and stay
month. “There are big advantages to the fact gates it and re-transfers the complete proposition to other constantly on the move.
that the organisation is small,” says Peter. websites. This allows Hi to ensure that the best experience After all, we have to make
“It makes lines of communication and the is provided without overheads becoming too high. With it easy for the customer,
decision-making process pleasantly short.” Hi Society, Hi is also adding emotion to the brand, thereby without complicated is-
Is that also the reason why Hi opted for promoting customer loyalty. It’s all about retention, sues. We have to keep it
TIE Kinetix? “Absolutely! We can connect explains Van der Schaar. About retaining customers. You simple,” concludes Peter
with the people behind MamboFive very do that by providing the customer with a constantly richer van der Schaar.
P10 ~ 1/2009 ~ TIE

11. Hi Society
Characteristics - “Hi” is a mobile Characteristics - Hi is a mo-
telephone network in the Netherlands bile telephone network in the
Netherlands
specifically aimed at young adults, offer-
ing mobile speech, data, and messaging,
which is very much geared to its target specifically aimed at young
group by the way it communicates. adults, offering mobile speech,
Target group - Young people in the age
data, and
messaging, which is very
of 18-24, and anyone who “is older but
feels younger”.
Forecast - Offering services and ap- much geared to its target group
plications that strengthen social contacts by the way it
between young people.
TIE ~ 1/2009 ~ P11

12. Text Cees Steijger ~ Illustration iStockPhoto
Real-Time Analytics for online sales channels
Comprehensive
Reporting Tool
for Marketers
Marketers need to be able to immediately measure and assess these online
campaigns in order to adjust their e-commerce strategies to support sales,
drive revenue and equip the channel with the right content to succeed.
P12 ~ 1/2009 ~ TIE

13. CONTENT SYNDICATION
“This
gives a
much
A
s a leader in content syndication, Greater control These robust Critical elements
with more than two decades of analytic tools are a fundamental part of These online analytic tools
experience in electronic com- the TIE Kinetix CSP solution. With TIE deeper are crucial to marketers
merce, TIE Kinetix recognizes that the Kinetix CSP technology, manufactures can because timely, complete,
measurement and analysis of any e- maintain up to the minute pricing, product under- accurate and objective profes-
commerce campaign is a major concern for features, and reviews across all their online sional content are critical
brand managers and marketers. With the partners—ultimately providing brand standing elements to online buyers as
TIE Kinetix Content Syndication Platform managers and marketers with the ability well as retailers and resell-
(CSP) solution, marketing executives can to have greater control and consistency of of how ers. With one out of every
now analyze and manage the effectiveness their content and branding across multiple three shopping carts result-
of their online e-commerce programs with websites and channel partners. the ing in abandonment, there
instant market research data. “TIE Kinetix analytic tools give mar- is enormous opportunity to
REALTIME The TIE Kinetix CSP analytics
keting professionals in-depth knowledge
of their campaigns. Not only can they
channel improve the availability and
quality of online information.
solution tracks online channel activities,
reports performance in real-time and al-
observe the activities of their resellers
and qualify them, they now can also
is perform- Right content Online
lows marketing managers to tweak reseller
programs and collateral on the fly. These
observe the audience on those reseller
websites,” says Jan Sundelin, CEO of TIE.
ing” marketers need to be able to
immediately measure and as-
tools also allow marketers to observe “This gives a much deeper understand- sess these online campaigns in
online trends taking place across the chan- ing of how the channel is performing. order to adjust their e-com-
nel and manage them effectively. A few These analytic tools would be as if a manufacturer had access to merce strategies to support
of the metrics that can be tracked include ‘Google Analytics’ for each and every one of their partners or sales, drive revenue and equip
geography, language, time on the site, click resellers. And, the best part is that the manufacturer is the one the channel with the right
path and file downloads within a number generating the content on all of the partner sites and can update content to succeed.
of unique marketing campaigns. the messaging at will.”
CNET customers get the high quality
content they expect from CNET
our partners the best tools
possible, not only ensures their
activities in the United Kingdom,
uses the TIE Kinetix Content
TIE Kinetix has a strategic alli- Content Solutions, and with success, it ensures our success,” Syndiction Platform to commu-
ance with CNET Content Solu- the TIE Kinetix CSP we provide says Adrian Honey, Director of nicate with its partners via an
tions, to resell the TIE Content them with real-time control Global Channel Marketing at Online Channel Communication
Syndication Platform worldwide. over rich product information Siemens Enterprise Communica- Platform. It enables Microsoft to
CNET Content Solutions, one of across their supply chain, as tions. “Working with TIE, we support all of its Direct Market-
the world’s leading independent well as real-time analytics and are able to provide our partners ing Resellers (DMR) and other
sources of product informa- reporting.” with real-time access to accurate partners with high-quality digital
tion, is now able to offer and information about our products content in real time. Microsoft
promote the TIE Kinetix CSP to and services. With ready-brand- can steer and manage the
the many consumer electronic
vendors it powers. Timely, com-
Siemens ed, targeted campaigns that are
available at the click of a mouse,
content, such as banners, video
clips and tools, in a controlled
plete, accurate and objective Siemens Enterprise Communica- partners can provide information environment from a single cen-
content are critical elements to tions selected the TIE Kinetix regarding Siemens solutions, tral environment. “TIE Kinetix
online buyers, retailers and re- Content Syndication Platform quickly, easily and without the CSP helps us to deliver our
sellers. The partnership between as a key part of their worldwide need for specialist marketing.” latest technology and market-
CNET Content Solutions and indirect partner program. The ing information directly and
TIE will ensure that customers TIE Kinetix CSP enables Siemens more efficiently to our partners,
are getting the information that
they need and demand to make
to manage and distribute their
marketing and sales informa-
Microsoft who in turn can deliver a richer
experience to end customers”,
online buying decisions. Says tion real-time to their worldwide Microsoft UK Limited, part of says Clare Barclay, Director of
Sean Murphy, Vice-President of indirect sales channel. “At Sie- the Microsoft Corporation and Partner Strategy Programmes,
CNET Content Solutions. “Our mens, we understand that giving responsible for all Microsoft Microsoft UK.
TIE ~ 1/2009 ~ P13

14. XXxx
BuyYourWine facts
Established - Cyber-entrepreneur
Hans Voorn launched BuyYourWine in
February 2006.
Market share - With a range of 2000
different wines BuyYourWine is among the
largest wine websites in the Netherlands.
Forecast - The range will ultimately cover
5000 different wines making BuyYourWine
the largest wine website of Europe.

15. Text Cees Steijger ~ Photography Gerritjan Huinink
eCOMMERCE
What makes BuyYourWine so unique?
Old wine
new business
We give the customer personal attention. We can do that because the
back office of BuyYourWine is perfectly organised. ICT meets wine.
W
e are talking to Majo Diepman and Monique the grape variety, the local up-to-date, BuyYourWine works closely
Greven who have been the proud owners of the soil, the vinification, etc.” with just about all of the major import-
successful wine webshop BuyYourWine.nl since says Monique Greven. ers. “Out-of-date information is the kiss
last September. The two entrepreneurs recently took over the BuyYourWine, which of death for the business,” says Monique.
company from cyber-entrepreneur Hans Voorn. is based from TIE Mambo- “Speed and being able to take quick
Standing out on Majo’s CV is a solid record of service Five Commerce Suite, has advantage of trends make the difference
at IBM where she held various managerial posts. Monique been very well received by between winning and losing. From now
carried out computerisation projects for leading companies, the market and the range of on we’ll be using XML to access informa-
including ABN AMRO, the Ministry of wines is growing steadily, tion from importers where possible. And
Justice, the Ministry of the Interior and as well as the number of the great thing about TIE Mambo Five’s
Vodafone before working in the property
business. So both online entrepreneurs “Speed customers. With such a
wide range of different
Commerce Suite is that it’s child’s play to
add to and change the range, the prices or
knew the pressures involved in positioning
and building a successful company. And makes the wines, logistics poses a
major challenge, of course.
special offers.”
they had no lack of ambition. Although
three years ago entrepreneur, online mar- difference “That’s our greatest con-
cern,” says Monique. “The
CALIFORNIAN WINE It’s clear that
both of these passionate entrepreneurs are
keting expert and wine connoisseur Hans
Voom proudly announced that the range between shop has to run problem-
free so that we can devote
having a lot of fun with BuyYourWine.
The business has been set up thoroughly,
would consist of 1,000 wines, Majo and
Monique are raising the bar a bit higher. winning all our attention to logistics,
marketing, sales and trace-
both from a technical and an oenological
point of view. So the only question that
LEADING “We are going much further,” and losing” ability.” “And if the back
office works perfectly, as
remains is what wine they recommend.
“Bernardus!” shout Majo and Monique
says Majo in her trendy office in the woods in our case, we have the practically in chorus. It’s a fine choice.
of Soest, just south of Amsterdam, where time to devote personal This great Chardonnay comes from the
she is expanding BuyYourWine with her attention to the customer,” adds Majo. “That’s sunny hills behind Carmel Valley Village
partner Monique. “We now have 2,000 what makes us unique.” That and, of course, in California where the Bernardus Winery
wines in our range but we’re aiming at a the exceptional wines that can be ordered of famous Dutchman Ben Pon has been
range of 5,000 different wines in order from BuyYourWine because although wines located since 1989. Here the successful
to strengthen our leading position in the are available from all of the popular wine- Porsche, Audi and Volkswagen importer,
Netherlands and finally to become the growing areas, the customer can also purchase racing driver and inventor of the legend-
biggest online wine shop in Europe,” says lesser known wines and wines from less well- ary flower-power VW minibus has been
Majo determinedly. “With us you must be known areas through BuyYourWine. producing wines that rival the best of
able to shop easily and also get detailed in- Bordeaux. “And they can be delivered
formation about the wines, like the colour, UP TO DATE In order to ensure that the within a week,” says Marjo proudly.
bouquet and taste, the region, the chateau, product offering is not just broad but always I’m looking forward to it already.
TIE ~ 1/2009 ~ P15

16. WECARE4 is the cartridge specialist and a supplier
of a large range of hardcopy supplies, ink and toner
cartridges and computer supplies.
Commitment makes all the difference Good can always be better
We have been successful since 1998 thanks to a customer- WECARE4 can provide absolutely everything you need
oriented, committed approach and many distribution points. for your PC. Alongside cartridges, we offer a complete
Our approach is characterised by a high quality, broad range, range of computer supplies by all leading brands.
a high level of service, speed and simplicity. We invest in smart ICT and e-commerce developments.
This allows us to provide you with tools that make
the cartridge specialist things as convenient as possible for you, such as on-line
WECARE4 offers choice from a broad range of cartridges, identification and ordering for your printer park and
with many remanufactured variants, including our own the accompanying supplies. Our focus is on linking
brand WECARE, alongside original branded cartridges. your requirements to our opportunities. Because good
With more than 15 years of experience, we are a specialist can always be better.
offering high levels of knowledge and quality.
We know our customers’ requirements and what We are ready to help you
is happening in the market. We have arranged our organisation in such a way that
we are able to cater for the needs of all of our customer
groups. Whether you are a retailer, distributor, (collection)
Buying a brand-name printer means you have to also partner or consumer. As a customer of WECARE4, you can
buy the same brand of cartridges. Only having 1 choice rest assured that you are always dealing with a specialist.
is no choice at all, however. weCare offers an alternative:
high-quality cartridges that contribute to a cleaner
environment and give significant benefits in terms of the WECARE4
quantity of prints and/or price. Since July 2009, weCare Tel: +31 (0)76 543 16 60
has introduced a new packaging, which has a great impact Fax: +31 (0)76 543 16 70
on the shop shelf. Both consumers and retailers can now info@wecare4.com
quickly and efficiently choose the right cartridge. www.wecare4.com
An unparalleled choice of supplies:

17. NEWS
EU Net-Challenge
improves SMEs’
competitive position
TIE Holding N.V. is engaged in a European Union project to
develop visionary collaborative business environments for
small and medium enterprises.
The Net-Challenge project aims Challenge. “SMEs are the lifeblood
Emile van de Klok builds to enable European SMEs to form of Europe and represent 99% of
“non-hierarchical networks” which companies in Europe” says Luis
business in EMEA will help improve their competitive Carneiro, Net-Challenge Coordina-
position. Methodologies and soft- tor and Head of the Manufacturing
TIE Holding has appointed Emile van de Klok to the ware applications will be developed Systems Unit of INESC-Porto RTD
position of Managing Director of TIE International. Be- to facilitate ebusiness connections center. “To compete sustainably on
fore joining TIE, he was product marketing manager with in peer-to-peer (P2P) environments the global market, SMEs will have
Human Inference, a software vendor for data quality and as opposed to the classical hub- to adopt new business models and
Master Data Management for Customer Data solutions. spoke model. Net-Challenge aims establish business networks that
He will be leading the strengthening of the reseller to achieve P2P network effects for are able to deliver complex prod-
channel for the TIE Kinetix Content Syndication Platform SMEs similar to web 2.0, social ucts with reduced costs and fast
(CSP) in EMEA (outside the Benelux and France). networking, Skype-like solutions delivery time.” Mr Jan Sundelin, TIE
etc. that have transformed the in- CEO, says “Innovation is important
teraction between citizens. From a to Europe and vital to TIE in order
business perspective, user require- to ensure that its products are
ments and insight are key to Net- future-proof.
Reducing costs
with SmartStart
TIE Holding N.V. has launched a new, innovative
product for the EDI market under the name Business
Integration SmartStart. This will enable the 1,500+
customers that TIE has worldwide to achieve savings
immediately.
Business Integration SmartStart will further strengthen
TIE’s leading position in the market for business integra-
tion. With Business Integration SmartStart, Electronic
Data Interchange (EDI) and message transport through
FreeConnect will be merged into a single product. The
solution features state-of-the-art technology, an inte-
grated support function, a very user-friendly interface Stuart Drysdale leads expansion
with an easy-to-use dashboard and a community model
called “Free Connect” with which TIE users can commu- in Asia-Pacific and Japan
nicate with each other for free. With Business Integration
SmartStart, TIE provides a combination of completely TIE Holding has appointed Stuart Drysdale
new technology and free message traffic between TIE to the newly created position of Managing
customers. There is also a special module for the AS2 Director of TIE Asia-Pacific and Japan.
protocol available. This protocol enables free communi- Stuart, a former MD President of a lead-
cation with all business contacts, irrespective of whether ing global company, brings the experience
they are TIE customers or not. In various industries, the to build TIE’s business in Asia, initially in
big ‘hubs’are already connected, such as the Do-It-Your- Sydney and then in Hong Kong in order to
self industry, Food and Retail, enabling big savings on develop the Greater China market of Hong
message traffic for customers. Kong, Taiwan, Japan and PR China.
TIE ~ 1/2009 ~ P17

18. GADGETS
A smart Android
Not wanting to be left behind, LG Electronics recently launched
its own Android smartphone. The Android has a 3 inch touch-
screen hiding a slide-out QWERTY keyboard. And, of course,
there’s a 5 megapixel camera and a host of Android applica-
tions. The phone is called the GW620 and will be available on
the European market in the last quarter of this year.
The green toy
Hot on the heels of its revolutionary electric Roadster, Tesla has now
launched the Roadster Sport, a car that’s even faster and more efficient
than the ‘ordinary’ Roadster. The Sport can sprint from 0 to 100 km/h
(0-60 mph) in 3.7 seconds – slightly faster than its brother and just as
fast as a Ferrari 599 GTB Fiorano! Although its top speed is less, the
Sport still manages to wring 200 km/h out of its battery pack. A lot of
fun for two and thoroughly sustainable.
Fourth dimension
Until now, you either have a 4-door or a sportscar. The Pan-
amera from Porsche provides plenty of seating for four people
A little with luggage and has the superb dynamic look of a Porsche at
the same time. Panamera: the fourth dimension from Porsche.
powerhouse
If you too dislike your living
room being cluttered with bulky
multimedia equipment, Fujitsu
has the perfect answer. The
Fujitsu Esprimo Q1500 is an
entertainment unit that fits every
interior. This little powerhouse
offers all of the advantages of a
full PC and more: Intel® mobile
technology, HDMI, Blu-Ray and
Windows® 7, with 4GB RAM
Bestseller and a 320 GB hard drive. It
weighs only 1.7 kg and is quiet
The literary sensation of and energy efficient.
the summer was, without
a doubt, Ben Mezrich’s
TIP: Profits aren’t everything
staggering book ‘Accidental BusinessWeek has dubbed author
Billionaires: Sex, Money, George Cloutier the “Turnaround
Betrayal and the Found- Ace.” Upon reading his advice for
ing of Facebook. The book small and medium-sized business
simply streaked up the owners in ‘ Profits aren’t every-
bestseller list and America thing, they are the only thing ‘,
lapped up the sensation. you might think he’s a madman.
Of course it reads like a His no-nonsense advice may be
boy’s own adventure story, hard to hear at times, but it’s
and it’s a bit over-the-top a gift to the millions of busi-
at times, but what does ness owners who face financial
that matter? After all, mediocrity or failure and need
Facebook has 200 million some serious tough love to pull
active readers! themselves back into solvency.
P18 ~ 1/2009 ~ TIE

19. Whooosh!
Speed up decision making by placing our unified communications
solutions at the heart of your business. They integrate seamlessly
with your processes and applications to make collaborating simple
and more productive. Open Communications from Siemens Enterprise
Communications. Optimise processes and profits – pronto.
Communication for the open minded
Siemens Enterprise Communications: www.siemens.com/open

20. www.ContentSyndicationPlatform.com
Can you control
branded content on your
reseller’s website?
Now you can!
Content Syndication Platform Business Integration Platform e-Commerce Platform
TIE Kinetix Content Syndication:
Content Distribution Throughout the Channel
You will now be able to assist your channel partners by updating and controlling any reseller's or
distributor’s web site with the latest content updates, marketing campaigns and product information.
Consistent and controlled branded content throughout your channel! Real time! For more information:
sales@tiekinetix.com or visit our website: www.ContentSyndicationPlatform.com
About TIE Kinetix: TIE Kinetix enables you to stretch the limits of electronic business
collaboration. By giving you the power to connect applications and processes with your
supply chain partners, TIE Kinetix improves your operational exchange and communi-
cations. Simply put, TIE Kinetix is the only connection your organization needs when
doing business with thousands of trading partners from around the world.