4/25/2020

Time2Market Overview

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Time2Market Overview

 Management Consulting and Systems Integration firm focused on helping our clients drive revenue through high margin solutions  Offices in Stamford, CT, Denver, CO, Washington DC, Los Gatos, CA  World class practitioners have deep backgrounds in strategy through implementation from leading firms such as Apple Computer, AT Kearney, GTE, IBM, KPMG Consulting, Qwest, and EDS 2

Time2Market Overview

Time2Market’s three distinct service groups support can provide both discrete services and integrated prescriptive solution delivery

Time2Market Service Groups

Time2Market Strategic Services • Market Analysis • Business Case & Solution Identification Prescriptive Solutions ™ • Solution Definition • Solution Design, Development & Verification

Ideation

Systems Integration • Solution Implementation • Program & Project Management

Implementation

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Strategic Issues Facing Product Companies

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Technology Overhang

– customers have an “excess inventory” of unused technologies

Some Assembly Required

– customers are overwhelmed by point products and bundles from multiple vendors and systems integrators

Solutions Model Required

– Product companies must evolve to allow a solutions business model to prosper 4

Technology Capacity Overhang

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Some Assembly Required Driving Customer Revolt

IT Developers Systems Integrators Applications Application Infrastructure Databases Hardware Infrastructure Network Infrastructure Departmental IT, Corporate IT, Contractors, VARs Accenture, KPMG, IBM Siebel, SAP, Line of Business, + LEGACY BEA, IBM, Tibco, WebMethods, Microsoft Oracle, IBM, Sybase, Microsoft IBM, Sun, HP, EDS Cisco, NT, AT&T

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A Product Centric Business Model

Technology Companies Are Tuned For A Product Business Model

Customers Customers Customers Customers Product Product Product Product Product Technology Product Product Product Customers Customers Customers Customers

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Industry Acknowledgement

“

Every customer I talk to is frustrated with our industry. Customers feel they are buying piston rings, carburetors and crankshafts. They're more interested in buying the car.”

Scott McNealy President Sun Microsystems 8

What Is A Solution?

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Solution Characteristics

Close linkage to customer’s problem and sync with their performance metrics. – Almost by definition, a solution is clearly linked to solving a customer’s business problem. It addresses the problem holistically in the language of the customers business. Ideally, performance metrics are in the customers language  Value of the solution exceeds the sum of the parts – The solution provider can improve margins and sidestep much of the competition at the product level.  Cannot be disaggregated by customer – Savvy customers may try to disaggregate a product bundle into commodity components, source them independently, and eliminate any economic rents. In extreme situations, the buyer will demand volume based discounts further eroding supplier margins.  One point of contact and holistic guarantee – For a customer to truly believe an offering is a holistic solution and pay the associated premiums, there needs to be one party accountable for the total solution. Ideally, this includes a holistic guarantee.  Repeatable, low risk implementation – Solutions are customized to unique customer needs, however successful implementations are highly systemized to reduce costs and risks. Each element, technology through workflows, is documented, tested and refined. 9

Time2Market Prescriptive Solutions ™

Our mission is to help clients develop and deliver high value solutions that drive new revenue and improve margins

Prescriptive Solutions ™

• Detailed processes and workflows lead to highly repeatable, low risk delivery

Service A Core Technology Product A

• Addresses a customer’s problem holistically • World class components developed and integrated through rigorous testing and partner vetting

Product B Service B

• Solution is valued greater than the sum of the parts and delivers margins greater than independent components 10

Solution benefits and costs

Solutions provide a range of benefits, but providers also need to recognize the costs and risks

Solution Trade-offs

Common Benefits • Improved revenue and margins • Longer and deeper customer relationships • Access to new markets • Mitigation of impact of commoditizing of product markets and customer “strategic sourcing” Common Costs/ Risks • Solution integration and customization • Development of solution selling capabilities • More complex and riskier delivery • Additional customer support requirements • Sales cycle extension 11

Solution Returns

A solution strategy is not without risk and must be designed and executed flawlessly

Solution Returns

Customer values “one stop shopping” over cost of bundling Solution integration provides value greater than the parts and costs are well managed

Flawless strategy and execution

Investment in solution is not offset by “synergistic” value and savvy customers disaggregate offering to commodity components Customer expects “volume discount” or will disaggregate purchase to capture value Stand alone product Product Bundle Integrated Solution

Faulty strategy and/or execution

As many as three in four solution providers are unable to execute successfully and have little or negative margin growth

Offering Evolution

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Time2Market Clients

 Microsoft  Cisco Systems  Apple Computer  Merrill Lynch  Citigroup  Korea Telecom  Qwest Communications 13

Case example – Enterprise Video Solution

Time2Market developed a video on demand solution for Cisco which has heightened customer satisfaction and accelerated Cisco’s revenue from the offering

Enterprise Video Solution Case Example Solution Design Producers Handbook Operations & Maintenance Manual Installation & Configuration Manual Video Assessment Guide Solution Testing Testing Lab Solution Delivery Media Studio

“ The Cisco Enterprise Video Solution decreased our implementation time from 12 months to 12 weeks allowing for our branches to realize return on investment quicker ” Project Lead, Danske Bank 14

Time2Market Approach

Time2market has a structured and integrated approach to developing and delivering prescriptive solutions

Business Case Prescriptive Solutions ™ Approach Business Plan & Solution Definition Project Management Solution Design & Testing Solution Delivery

• Capture innovation and new solution concepts • Prioritize opportunities and validate business case(s) • Refine strategy

Iterate as appropriate

• Develop holistic business plan, economics, and key milestones • Refine solution concept (architecture, engineering, marketing, sales, partners, etc.) • Identify and integrate technologies, processes and workflows • Vet partners • Deliver solution to beta client(s) • Identify gaps and refine solution • Train client and partner personnel • Deliver integrated solution • Continue to update solution design with best practices • Holistic approach from initial business case to solution delivery • Solution elements are customized to meet individual client needs • Each element based on proven frameworks and methodologies • Cross functional consulting team 15

Differentiators

Approach Resources What you will get Customized solution –

each client has unique needs which requires configuration of the prescriptive solution (80 –20)

Proven methodology

– all we do is develop and implement market based solutions for product centric clients

Structured implementation methodology

– Our methodology ensures rapid, successful implementations

Broad technology foundation

– We focus on the complete solution, application service through network infrastructure

Experienced professional teams

– Our professionals are highly skilled and teamed with complimentary peers

Engaged principals

– Our partners are closely engaged in all projects

What you won’t get Cookie cutter approach One off analyses Unstructured approach Narrow vein of expertise Herd of newly minted engineers and MBAs Absent leadership

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Summary

 Product companies are facing a move toward a solutions model  Customers demanding more highly integrated solutions  Product bundles are not solutions  Solutions create value for product companies and customers  Time2Market specializes in getting product companies to think and produce as a solution companies 17

Time2Market Contact Information

 John Mazan, Stamford, CT Managing Director  [email protected]

 (203) 548-9951  Hugh Oakes, Denver, C0 Managing Director  [email protected]

 (303) 399-4767 18

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