1. Agora 2/22/2011

3. Better planning for demand variability ·

4. Develop a working prediction algorithm & build product

5. Develop matching algorithm for compute & build portal

6. Sign up keystone customers to test product

8. Pricing table scales based on # of servers and # of seats, with tiers

9. % fee to sellers from channel activities

10. Derivative products

11. Customer acquisition costs – Demand creation + Field sales for enterprise, demand creation + inside sales for entry-level

13. Better planning for demand variability ·

14. Develop a working prediction algorithm & build product

15. Develop matching algorithm for compute & build portal

16. Sign up keystone customers to test product

18. Pricing table scales based on # of servers and # of seats, with tiers

19. % fee to sellers from channel activities

20. Derivative products

21. Customer acquisition costs – Demand creation + Field sales for enterprise, demand creation + inside sales for entry-level

23. James the Integrator VP of Technology of a small IT consultancy firm focused solely on cloud, with established clients base in small and midsize business His firm provides full consulting services in cloud, including vendor evaluation, software customization, deployment, and support His team needs better tools to better serve his clients. In particular: tools to effectively select the right set of services given his client needs tools to effectively measure the performance and SLAs of the service providers

24. Other enabling relationships

25. Sales Cost Breakdown Inside Sales Sales Rep OTE: $125K Overhead: $75K Total: $200K Field Sales Account Executive OTE:$250K Sales Engineer OTE: $125K Overhead + Entertainment Expenses: $125K Total: $500K

26. Two-Tier Sales Model Inside Sales (web and telesales) SMBs Departments Field Sales Enterprises Example: Salesforce.com

27. Income Statement: 1 year after launch