Sales Training

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(No Transcript)
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Sales Training

• Solution Sets

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Target Opportunity/Pain Points
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ActiveMarket Solutions
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What is Unique about ActiveMarket?

• What?
• Speed to E-Business
• How?
• Pre-built applications
• Process foundation
• Open architecture

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Pre-Built Processes Applications

• eMarketing
• Market Segment Management
• Buyer and Seller Profile Management
• eCampaign Management
• Discount and Promotion Setup
• eCommerce
• Product Management
• Pricing Management
• Catalog Management
• eFulfilment
• Distributed Order Fulfillment
• Order status distribution
• Billing distribution
• Transfer shopping cart
• eServices
• Referral management
• New Product Launch
• Cross-sell and Up-sell Management
• eLoyalty Program Management

• Content Management
• New Value Element Setup
• New Solution Context Setup
• New Solution Context Group Setup
• New Value Element Setup
• New Navigation Context Setup
• Business Intelligence Center
• Customer Dynamics
• Product Dynamics
• Channel Dynamics
• Process Effectiveness
• Site Activity
• Process Center
• Create processes
• Add/remove sub-processes
• Sub-process and role sequencing
• Sub-process and role linkage
• Default policies
• Entry and exit criteria

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Process Foundation

• Ability to rapidly design and configure processes
  and models
• 40 configurable processes for speed to eBusiness
• 100 pre-built process roles for collaborative
  processes between companies and trading/service
  partners
• Quick adaptation to B2C and B2B marketplace
  dynamics
• Flexible process rules to ensure process
  completion
• Patent-pending technology solution for process
  life-cycle management

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Open Architecture

• Operating systems
• Microsoft NT 4.0
• Solaris
• Linux
• Database servers
• MS SQL Server 7.0
• Oracle 8i
• DB/2 forthcoming
• Data interfaces
• ODBC or JDBC interface
• OLE DB Protocol
• Web object architecture
• Java (J2EE), JB, JSP, RMI, JNDI, Java mail,
  JDBC, JNI, CORBA, Java Servlets, EJB
• Load Balancing, Failover
• Resonate Dispatcher
• Security protocol
• LDAP Authentication, SSL 3.0 encryption
• X.509 security certificates

• Process Life-Cycle
• Process and business rules builder
• Pre-configured processes, 50 role apps
• 12 pre-configured profile units
• Web Authoring
• HTML, JSP, JavaScript, DHTML, XML
• CSS, Workflow, Templates, Java Beans
• Communications protocol
• HTTP, RMI
• IIOP, DCOM
• Sockets (JDBC/ODBC)
• E-Commerce
• Shopping Cart, Catalog, Order Management
• IBM Net. Commerce, Taxware, Cyber Source,
  CyberCash, UPS
• External connectivity
• SAP, PeopleSoft, Lotus Notes, IBM MQ Series

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ActiveMarket Product Overview
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Exterprise Offers

• Software license ActiveMarket 2.0
• Collaborative Commerce Server Marketing,
  Services, Commerce
• Process Server Builder, Studio
• Business Intelligence Server Reporting and
  analysis
• Notification Server Messaging, alerts
• Includes Jrun, Resonate, Cognos
• Hosting Option monthly subscription
• Host ActiveMarket application
• Bandwidth
• Security
• 24X7 monitoring
• Not included hardware (Exterprise discretion)

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ActiveMarket
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Architecture
ActiveMarket 2.x System Architecture
Exterprise proprietary
Enterprise Connectivity
Collaborative
SilverStream DSO
ActiveMarket
SAP
Commerce Server
Interface
PeopleSoft
(Customers)
Lotus Notes
F
i
IBM MQSeris
r
DB/2
H
CICS
Notification
T
e
Value Personalization E-Order Management
T
w
Server
LDAP Server
P
Collaborative Shopping Cart
IE4.0
a
- Netscape
/
O
JDBC/ODBC
NS4.5
- Microsoft
l
S
P
File Access
S
l
E
Taxware/
L
/
N
Vertex
Campaigns, Alerts, Emails
P
ActiveMarket
Phone, Fax, Pager, Others
XML
FedEx/UPS
r
Repository
A
o
internet
P
CyberSource/
x
Custom
I
CyberCash
Process Server
Specific
y
Business
S
Java
Intelligence Server
Customer
e
Beans
Services
r
v
Account
Management
e
Systems
r
Create Processes
Customer, Product, Channel and Process Reporting
and Analysis
Edit and Modify Processes
Legacy
Role linkage, sequencing
Systems
SQL
RMI
Business
HTTP
Intelligence
Process Center
Business Intelligent Center
Repository
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Whats in ActiveMarket 2.1

• Release 2.1 Package (March 31)
• Support for Solaris
• Support for Oracle 8i
• Web-enabled ProcessStudio
• Session failover support in Value Server
• XML based collaborative shopping cart
• Support for ASP pages
• Apache and Netscape Enterprise Server support
• Open API

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Comprehensive Solution
CUSTOMERS
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eMarket Models Enabled By ActiveMarket
1. Personalized Web Portal e.g. Citibank
Corporate Web Site
Customer Support Integration
Personalized Corporate Web Portal
Customers Employees Prospects Others
ERP/ Order Management System
Other Business Units, Subsidiaries
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eMarket Models Enabled By ActiveMarket
2. Solution Hub e.g. Sprint OSP Solution Center
3. Co-Branded Showroom e.g. 3M Office Solutions
USOP
S
S
S
S
S
B
B
S
S
S
Seller
Resellers
Buyer
Market Maker
5. Fat Butterfly Exchange e.g. telecomvortex.com
4. Solution Aggregator e.g. weddings.com
S E L L E R S
S E L L E R S
B U Y E R S
MM
MM
B
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Business Benefits

• Dynamic Web solution to attract, retain and grow
  customers by providing targeted information based
  on declared and observed behaviors
• Build customer loyalty through closed loop,
  process driven framework
• Grow new sources of revenues and protect margins
  by offering solution bundles to manage complex
  business problems
• Quickly deploy and manage interactive, demand
  driven web sites in a collaborative market
  network of partners
• Capture rich business intelligence for rapid
  decision making
• Flexible, customizable and extensible technology
  solution to change with business needs

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Where We Excel

• Comprehensive eBusiness solution
• Process foundation using collaborative agent
  technology
• 40 Pre-built processes
• 70 Reports for measurement and analysis
• Easily customizable profile attributes
• Goal-driven personalization
• Collaborative e-Markets
• Open, extensible, standards based Java, XML
  framework

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FASM
Models
Solutions
Applications
Features
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Features

• Dynamic content
• Renditions
• Profiling
• Business rules
• Segmentation
• E-mail messaging/ alerts
• Product management
• Solution management

• Catalogs
• Shopping cart
• Order management
• Pricing
• Order status
• Security
• Reporting and analysis
• Process configuration
• Process management

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eMarketing

• Features/ functions
• Goal-driven personalization for tailored user
  experience
• Build customized online web site, co-branded
  showrooms
• E-showroom management
• E-campaign management
• Segmentation management
• Promotions incentives management
• Cross-sell up-sell capabilities
• Benefits
• Attract customers with proactive campaigns and
  newsletters
• Retain and grow customers with goal-driven
  personalization
• Create personalized eShowrooms to highlight
  products and product solutions
• Introduce promotional programs with discounts,
  incentives, cross-selling and up-selling

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eCommerce

• Features/ functions
• Highly scalable transaction engine for high
  volume order processing
• Persistent shopping cart
• Collaborative shopping cart
• Catalog management
• Order management
• Order processing
• Order status
• IBM net.commerce, MS Site Server CE integration
• Benefits
• Integrated commerce platform for managing
  customer experience
• Comprehensive catalog system for categorizing
  products and solutions
• Session persistence for creating a seamless
  shopping experience
• Order status for monitoring and tracking order
  confirmation

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eServices

• Features/ functions
• E-loyalty campaigns for new products,
  personalized reminders
• E-newsletters for corporate updates,
  notifications
• Customer referrals
• Basic product configurator
• Product solution bundles
• Call center/telephony integration
• Benefits
• Create unique referral programs for attracting
  new customers
• Develop integrated solutions with partners to
  sell additional products and services
• Allow customers to create their own solutions
  with product configurator
• Time or event driven follow-on loyalty programs
  for bringing customers back time and time again

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Process Center

• Features/functions
• Guides marketers and IT staff in collaboratively
• designing,launching, and managing dynamic
• web sites and e-marketing programs
• ProcessBuilder for designing and initiating
  process
• roles across the extended enterprise
• ProcessStudio for managing business process roles
  and logic, e-marketing programs, web content, and
  customer information
• Multiple pre-built processes for eMarketing,
  eCommerce and eServices management
• Benefits
• Extend processes to partners and distributors for
  creating collaborative processes
• Over 30 pre-built processes for speed to
  eBusiness
• Over 100 pre-built process roles for
  collaborative processes between companies and
  partners

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ProcessBuilder

• Features/functions
• Create processes
• Add/remove sub-processes
• Sub-process and role
  sequencing
• Sub-process and role
  linkage
• Default policies
• Entry and exit criteria
• Benefits
• Extend processes to partners and distributors for
  creating collaborative processes
• Over 30 pre-built processes for speed to
  eBusiness
• Over 100 pre-built process roles for
  collaborative processes between companies and
  partners
• Flexible process rules to ensure process
  completion
• Customize profiles to capture information
  relevant to your business

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ProcessStudio

• Features/functions
• Web enabled process interface
• Process roles and administrative
  
  roles
• Product management
• Value element management
• Customer information management
• Content management
• Business rules management
• Programs
• Messaging
• Benefits
• Easy to use interface, messaging and context
  driven help for performing process roles
• Easy import/ export of external data
• Create market segments to better focus marketing
  efforts
• Comprehensive business rules to create
  goal-driven personalization
• Develop integrated product solutions for selling
  more products

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Business Intelligence Center

• Features/ functions
• E-market activity reporting and analysis 50
  pre-built reports
• Access controls
• Customer Dynamics
• Product Dynamics
• Program Effectiveness
• Value Effectiveness
• Sales Effectiveness
• Process Efficiency
• Site Activity
• Benefits
• Explore cross/sell, up/sell opportunities for
  increased revenues
• Understand what products are selling and why
• Examine what attributes influence customers to
  buy
• Learn segment specific behaviors to focus
  marketing efforts
• Determine program effectiveness in real-time