Time2Market Overview

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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

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Time2Market Overview
Time2Markets three distinct service groups
support can provide both discrete services and
integrated prescriptive solution delivery
Time2Market Service Groups
Time2Market
Strategic Services
PrescriptiveSolutions
SystemsIntegration

• Market Analysis
• Business Case Solution Identification

• Solution Definition
• Solution Design, Development Verification

• Solution Implementation
• Program Project Management

Ideation
Implementation
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Strategic Issues Facing Product Companies

• 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

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Technology Capacity Overhang
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Some Assembly Required Driving Customer Revolt
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A Product Centric Business Model
Technology Companies Are Tuned For A Product
Business Model
Channel Shared Services
Technology
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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 McNealyPresidentSun Microsystems
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What Is A Solution?
Solution Characteristics

• Close linkage to customers problem Almost by
  definition, a solution is clearly linked to
  solving a customers business problem. It
  addresses the problem holistically in the
  language of the customers business. Ideally,
  performance metrics are in the customers language
  and sync with their performance metrics.
• 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.

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Time2Market Prescriptive Solutions
Our mission is to help clients develop and
deliver high value solutions that drive new
revenue and improve margins
Prescriptive Solutions

• Addresses a customers problem holistically

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

Service A
Product A
Core Technology

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

• World class components developed and integrated
  through rigorous testing and partner vetting

Service B
Product B
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Solution benefits and costs
Solutions provide a range of benefits, but
providers also need to recognize the costs and
risks
Solution Trade-offs
Common Costs/ Risks
Common Benefits

• Solution integration and customization
• Development of solution selling capabilities
• More complex and riskier delivery
• Additional customer support requirements
• Sales cycle extension

• 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

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Solution Returns
A solution strategy is not without risk and must
be designed and executed flawlessly
Solution Returns
Flawless strategy and execution
Solution integration provides value greater than
the parts and costs are well managed
Customer values one stop shopping over cost of
bundling
Investment in solution is not offset by
synergistic value and savvy customers
disaggregate offering to commodity components
Value/ Offering Margin (additional value costs)
Customer expects volume discount or will
disaggregate purchase to capture value
Faulty strategy and/or execution
Offering Evolution
Stand alone product
Product Bundle
Integrated Solution
As many as three in four solution providers are
unable to execute successfully and have little or
negative margin growth
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Time2Market Clients

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

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Case example Enterprise Video Solution
Time2Market developed a video on demand solution
for Cisco which has heightened customer
satisfaction and accelerated Ciscos revenue from
the offering
Enterprise Video Solution Case Example
Solution Design
Solution Testing
Solution Delivery
Producers Handbook
Testing Lab
Operations Maintenance Manual
Installation Configuration Manual
Video Assessment Guide

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
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Time2Market Approach
Time2market has a structured and integrated
approach to developing and delivering
prescriptive solutions
Prescriptive Solutions Approach
Project Management
Business Case
Solution Delivery
Business Plan Solution Definition
Solution Design Testing
Iterate as appropriate

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

• 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

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Differentiators
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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

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Time2Market Contact Information

• John Mazan, Stamford, CT
• Managing Director
• jmazan_at_time2marketllc.com
• [phone]

• Hugh Oakes, Denver, C0
• Managing Director
• hoakes_at_time2marketllc.com
• [phone]

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