THE PEAK GROUP

STATEMENT OF CAPABILITIES
G R O U P

I. BUSINESS DEVELOPMENT CONSULTING Business Plan Design and Development Strategic and Financial Goal Alignment Initiation and Formulation of Strategic Business Partnerships Funding and Financing Open Book Management Communication Intelligence Meeting & Training Facilitation II. SALES CONSULTING Sales Strategy Sales Team Development Sales Management Sales Planning, Forecasting, and Monitoring Compensation and Incentive Programs Training III. MARKETING CONSULTING Market Development Market Research Channel Development Product Marketing Direct Marketing Database Creation and Management Sales Presentations and Major Opportunity Proposals Corporate Image Marketing Creative Services Public Relations & Evangelism IV. INTERNET AND INFORMATION TECHNOLOGY CONSULTING Internet Marketing Electronic Commerce Sales and Marketing Information Systems

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Statement of Capabilities

THE PEAK GROUP
I. BUSINESS DEVELOPMENT CONSULTING Conventional corporate structure is challenged to keep up with the rate of change in the marketplace. Creating a vision and a direction is more important than ever. THE PEAK GROUP helps our clients review their organizations and core competencies. We then assist in defining a vision, direction, and a set of attainable goals. Our unique expertise in the high technology marketplace enables us to assist our clients in positioning their companies, organizations, and products for the future. We have experience in many areas relating to business development and overall corporate management consulting. Business Plan Design and Development A current and well-designed formal business plan is the foundation of any successful business. THE PEAK GROUP can convey your excellent ideas into a fully developed business plan. It then becomes a living document that requires constant monitoring and customization to meet existing and emerging business opportunities. A business plan serves as a communication tool to employees as well as a springboard to solicit additional financing. As your business grows and expands it can become easy to lose focus and direction while caring after the day to day activities. We will work as part of your team to design, develop, or update your business plan. Components can include: • Executive Summary • Company Background • Industry Background • Market Analysis • Product and Related Services • Sales & Marketing Strategies • Competitive Analysis • Process/Operations Review • Management and Ownership • Management Profiles • Administration, Organization, and Personnel • Strategic Planning • Critical Risks, Potential Obstacles, and Problems • Key Considerations • Financial Data • Pro-forma Income Statement Projections Strategic and Financial Goal Alignment On occasion the strategic and financial goals of an organization can become misaligned resulting in competing and sometimes conflicting efforts. A company’s resources should be focused on beating its external competition not drained by internal misalignment. THE PEAK GROUP can help your organization collectively identify important “Strategic Drivers” and “Critical Success Factors”. The objective is to align the organization around specific action items that will achieve the sales and marketing plan while delivering the desired financial results.
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Statement of Capabilities

THE PEAK GROUP
Initiation and Formulation of Strategic Business Partnerships In today’s business climate the “go it on your own” philosophy of the past is a formula for mediocrity. Today’s successful businesses excel by building strategic business partnerships and relationships. These are relationships that leverage your visibility, capability, market presence, and in general give you the opportunity to grow your business at a much faster pace. THE PEAK GROUP can help your organization identify its crucial strategic business partners and put together a plan to cultivate those relationships. Assistance is provided along the entire spectrum of partnering, from developing a strategy, to attracting and securing partners, to managing and expanding existing relationships.

Funding and Financing If you are considering outside funding, financing or investment your business plan needs to have appeal AND substance. Companies who are successful in raising capital plan and strategize their interaction with the financial community. Whether you are looking to secure a bank line or attract venture capital investment your business plan needs to be tailored to meet the criteria, concerns and basic interests of the financial group you are soliciting. THE PEAK GROUP will work with you to make sure your business plan and presentations not only have the substance every financier requires but also the APPEAL every financier needs to be motivated to make an investment.

Open Book Management Open book management is a unique approach to running a business. Open-book companies teach all employees to understand, track, and take responsibility for the numbers that measure a business’s performance: the financials. It teaches employees to think and act like business people or owners rather than “hired hands”. Open book management was originally introduced by John Case and developed as a business philosophy known as “The Great Game of Business” by Jack Stack. Understanding the critical numbers that drive a company’s performance is key to achieving the desired financial results.

Communication Intelligence Designing and developing a business plan is the first step to creating a successful business. It’s the implementation and adaptation of that plan that gives you the “Staying Power” you want. Your next step is to educate and communicate. How many of your associates know and understand your mission statement? Could they articulate the company’s vision to a prospective customer or vendor? Do they know your short and long term goals and what their role is in the achievement of those goals? The reality is, the more your associates understand the dynamics of your business plan the more likely you are to achieve it. Developing the plan can be difficult enough, but communicating the vital components of the plan is critical and often forgotten. THE PEAK GROUP can assist you in creating an environment of continuous communication that motivates and educates.

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Statement of Capabilities

THE PEAK GROUP
Meeting & Training Facilitation Internally, THE PEAK GROUP provides facilitation for a wide range of both structured meetings and informal communications to assist in strategic planning, training, new program introduction, employee feedback and more. Externally, THE PEAK GROUP offers a wide range of partner and customer meeting facilitation to provide market research, product viability studies, program design and more. We can design and customize the following meeting and training facilitation programs: • Strategic Planning Management Sessions • Customer or Partner Advisory Groups • Program Roll-out & Training • Focus Groups & Feedback Studies

II. SALES CONSULTING You probably already know the basics of “Sales 101” - you have a good product or service at a fair price, backed up by a sales force and customer service department. In today’s fast paced, competitive environment those basics are merely a platform. Dynamic, growing, motivated companies do more - much more to achieve their revenue and profitability goals. To stand out from the pack today you need to customize your products and services to meet the specific needs of your customers or potential customers. In other words you need to create a value-add environment where your trained and informed sales team looks for opportunities as well as traditional sales. In addition, you can only improve what you can measure, so you need a systematic way of building revenue and tracking that revenue generation. From start to reliable revenue goal attainment, THE PEAK GROUP can work with your organization to design a comprehensive sales plan and strategy that will keep you dynamic, growing and motivated.

Sales Strategy You know what you want and we understand what you need - you want to grow your business - you need to grow your business. How you grow your business is a matter of strategy. Designing the right sales strategy for your organization involves analyzing a complex set of variables, selecting the most productive and cost effective sales methods, putting together a plan to implement those methods, and then developing a way to consistently monitor your progress. Your sales strategy is your blueprint for successful company growth. THE PEAK GROUP will work with your organization to design your sales strategy blueprint.

Sales Team Development Whether field sales, telesales or customer service is your primary concern, cultivating an effective and superior sales team is your objective. Building a superior sales organization can be a time consuming, expensive, and frustrating experience. THE PEAK GROUP can assist you in building a superior sales team in a shorter amount of time by clearly identifying the profile, key characteristics, experience, skills and expertise needed to represent your company. We then can assist you in recruiting and qualifying these capable individuals and inspiring them to become strong and productive members of your sales team.
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Statement of Capabilities

THE PEAK GROUP
Sales Management Equally important as having an effective sales team is having effective, informed, responsive and motivational sales management. THE PEAK GROUP will work with your sales management team to develop measurable and achievable action plans, milestones, innovative sales reporting and monitoring programs, and motivational campaigns designed to increase sales, maintain existing customers, cultivate new customers, and retain successful sales personnel.

Sales Planning, Forecasting, and Monitoring Let’s face it, reliable sales planning and forecasting is both a science and an art. For most organizations the word reliable and forecast have become mutually exclusive terms. Sure you want your sales force to be aggressive, but the critical issue is the bottom line. For the profit performance targets of your organization to be achieved, the sales and margin plan must be reliable. Proper and reliable sales planning and forecasting are an integral and constant part of growing your business. THE PEAK GROUP can introduce your organization to the “HIP” sales planning process also known as High Involvement Planning. High Involvement Planning provides historical data, market data, and sales potential estimates to the sales team so they can compile a more accurate forecast projection. High Involvement Planning puts emphasis on the sales team to build and commit to a forecast, plan, and sales system. It also provides an easy process to monitor and track performance to that forecast so the “reliable” component of the forecast becomes “reality”.

Compensation and Incentive Programs You want a motivated sales team. Most compensation and incentive programs focus solely on the reward. Some compensation and incentive plans can actually conflict with basic strategic and financial goals. THE PEAK GROUP designs compensation and incentive programs that motivate by recognition and reward while aligning with financial and strategic goals of the organization.

Training Simply put, there are few organizations who train frequently or consistently enough to be effective. You have put significant effort into recruiting the right people, don’t let that effort go to waste. Training programs provide your team with enhanced skills, information, and reinforcement to masterfully represent your company. THE PEAK GROUP can analyze your core business functions and design training programs and schedules that will enhance productivity, increase sales, enhance margins, reduce turnover, maintain customers, and develop new customers.

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Statement of Capabilities

THE PEAK GROUP
III. MARKETING CONSULTING Strategic marketing plans and programs are what keep your company ahead of your competition and position you as a market leader. Gaining market share, increasing sales, lowering marketing costs, creating company image, improving visibility, and differentiating you from your competition are all the benefits of a strategic marketing plan. THE PEAK GROUP provides knowledgeable marketing expertise to help position your company and products for the future. Our marketing consultative services include strategic planning as well as tactical implementation. Strategic planning includes those processes that lead to an executable marketing plan including identifying areas of opportunity, market segmentation, product line analysis, financial planning, competitive analysis and a project implementation plan. This serves as a detailed road map for the planning and supervision of all marketing activities. Once completed, the tactical process is initiated leading to actual execution, follow through, and adaptation of the plan.

Market Development In order to survive and flourish every business needs to adopt a defined and planned “Growth Strategy” that focuses on developing new business opportunities. Components of a growth strategy can include new products, services, or deliverables, market share development, market expansion, market segmentation, or new channel development. Each of these should be researched and explored for potential integration into your business plan. THE PEAK GROUP can perform the following analysis that will provide the data to develop the growth strategy that makes sense for your company: • Market Survey and Analysis • Customer Survey and Analysis • Market Segmentation & Share Analysis • Growth Planning & Forecasting Market Research Market research is an important component of many THE PEAK GROUP projects. Market research can be used to identify and define marketing opportunities and problems; generate, refine and evaluate marketing actions; monitor marketing performance; and improve understanding of marketing as a process. We can measure the gap between the actual and the desired perceptions of a company’s identity, products and services, and recommend appropriate courses of action to advance your current position and future intentions. Good market research can refine your understanding of your target customer and allow you to tailor your products, prices, programs to more effectively reach your goals. Research programs can help you with: • New Market Planning • Sales Projections • New Products and Services Offerings • Competitive Analysis • Channel Development Planning

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Statement of Capabilities

THE PEAK GROUP
Channel Development Simply stated, channel development is all about how your products or services get to your targeted market. However, there is nothing “simple” about proper channel development. You must explore a complicated set of variables such as: • What alternative channels are available to you? • What is your competition doing to reach targeted customers? • What new channels are emerging that you should be planning for? • What is my most cost-effective solution? Channel development is an essential component of your sales and marketing strategy. THE PEAK GROUP will examine the options available and emerging and recommend a channel distribution strategy designed to deliver your targeted end users. We can provide the following as part of our channel development services: • Key Presentations • Distributor Negotiations • Reseller Identification & Qualification • Sales Development Plans • Events and Key Customer Presentations

Product Marketing With new products emerging at an ever-increasing pace, it’s easy to get lost in the crowd, even with a category-leading product. Getting your products successfully to market is a challenge for all companies. THE PEAK GROUP can develop your product marketing strategy and rollout to help ensure that your product succeeds. We can provide competitive and market analysis, develop pricing and program strategies, design or make packaging recommendations and create promotions and sales support tools. We can provide all of the following services designed to position your products for success. • Pricing and Program Strategies • Promotional Strategies • Bundling & Cross-Marketing • Product Launch & Evangelism • Marketing Segment Analysis • Competitive Analysis

Direct Marketing Getting your message to the right customer at the right time is one of the greatest challenges that any company faces. With the current explosion of information access, a good direct marketing strategy can maximize results and minimize costs. If your direct mail strategy doesn’t leverage cost-effective technology tools, you are wasting money! THE PEAK GROUP can provide design and development of all the compo7

Statement of Capabilities

THE PEAK GROUP
nents of an integrated direct marketing program. Tactics may include telemarketing, direct mail, relationship marketing, database marketing, direct response marketing. Applications include awareness creation, direct sales and sales lead generation. • Design, Development & Implementation • Call to Action Collateral • Catalog Planning and Production • Coop Advertising Management • Inside Sales Organization Management • List Selection & Management Database Creation and Management From small to medium to large you would be surprised at the number of companies who do not effectively manage or utilize the wealth of information they already own or can easily access about their targeted customers. THE PEAK GROUP has hands on experience in the design, development and management of sales and marketing databases of customers and prospects. This includes developing databases in-house or using outside resources to support inquiry handling/sales lead management programs, relationship marketing programs and targeted, database-driven, direct marketing. We provide consultative services on the following components of database marketing: • Customer List Selection & Acquisition • Telesales Usage Plan & Interface Development • Field sales Usage Plan & Interface Development • Marketing Usage Plan & Interface Development • Internet Usage Plan & Interface Development

Sales Presentations and Major Opportunity Proposals Are you too busy to professionally prepare an exceptional sales presentation or major customer proposal? Do you have the products or services required to win bids, but lack the expertise or time to comprehensively respond to the Request for Proposal? Our professional management team has a history of producing effective and award winning presentations, proposals and informational documents. We are experts in the design of: • General Presentations • Capabilities Presentations • RFP/RFQ Proposals • Contract Proposals

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Statement of Capabilities

THE PEAK GROUP
Corporate Image Marketing In this time of product and company proliferation in the technology markets, successful companies must stand out from the crowd. Establishing and developing an appropriate corporate image is an important foundation for all of your sales, marketing and investor relation plans. THE PEAK GROUP can help you identify, design and implement a corporate image marketing strategy that will lay the groundwork for successful differentiation and positioning of your company. Corporate image marketing activities like the ones identified below will help create recognition, attract business partners and generate sales leads. • Corporate Identity Development, Refinement, or Transformation • Brand, Logo & Image Development • Collateral Sales & Marketing Tools Creation • National & Regional Targeted Advertising • Web Identity Integration

Creative Services You’ve heard the term - A picture may say a thousand words. At THE PEAK GROUP we make sure it says the right thousand words. We offer a full range of creative services and our work spans the universe of visual communications. Our experience enables us to take the most complex assignment from strategic planning and concept to successful completion. Our multi-disciplinary approach to design is continuously evolving to embrace the variety of new disciplines needed to accomplish aggressive business and communication objectives. Our creative services include: • Logo, Name & Image Development • Art Direction & Design • Literature & Collateral Direction • Packaging Design • Direct Mail & Promotional Design • Multimedia & Integrated Technology Tools

Public Relations & Evangelism Getting your products recognized by the press, investment community, potential partners and reviewers is essential to leverage your sales and marketing efforts. No matter how much your staff promotes your products, getting others to promote it is crucial. THE PEAK GROUP offers corporate and product evangelism and promotion designed to create visibility and interest. We can provide standard public relations functions as well as high-level management representation acting in the client’s behalf. • Public Relations • Seminar/Event Representation • Channel Development & Training • Customer Sales Calls
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Statement of Capabilities

THE PEAK GROUP
IV. INTERNET AND INFORMATION TECHNOLOGY CONSULTING The proliferation of the Internet has presented a quandary for even the most experienced business professionals. How to use it? When to invest? What to expect in return? THE PEAK GROUP recognizes the Internet as a sales and marketing tool that MUST be part of an integrated sales and marketing strategy. Internet Marketing A corporate home page is the basis for your initial venture into the Internet. But it is definitely only the first step. Just like any other promotional tool, your Internet message faces the challenge of finding the right customer at the right time. THE PEAK GROUP can help you navigate through the fast-changing landscape of the Internet to help you take advantage of portals, search engines and links to get “eyeballs” to your site. And once they are there, we can help design your site to make the most of the visit-online transactions, lead generation and repeat traffic. THE PEAK GROUP can help you address the following components of Internet marketing: • Web Site Marketing • Partner Leveraging & Promotion • Advertising • Lead Generation • Directories & Search Engines • Portals • Traffic Metrics and Analysis Electronic Commerce From September 1997 to June 1998, the number of people who have made purchases on the Web has doubled from 10 million to 20 million purchasers (Source: Forrester Research Inc, Nielsen Media Research and CommerceNet). THE PEAK GROUP can help to position your organization to quickly and efficiently capture your position in this new market. Start now and let us assist you with: • Building an E-commerce Site • Promoting an E-commerce Site • Selling and Shipping Online • Maintaining and Enhancing Your Site Sales and Marketing Information Systems Although we do not specialize in custom IT applications, we recognize the crucial role Information Systems play in your company’s successful implementation of any sales and marketing program. That’s why we assist in the design, software selection or development and implementation of computerized information systems for sales and marketing applications. This includes customer and prospect databases, inquiry handling and sales lead management systems, telemarketing, direct marketing, sales forecasting and reporting.

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Statement of Capabilities

THE PEAK GROUP
THE PEAK GROUP REFERENCES William (Bill) Goforth Autodesk, National Sales Manager (Worked with at Apple & Education Access) 510-845-8786 Joann McDevitt Chuck Brink IBM, Solutions Markets Manager 505-888-2204 Nelson Heller Rich Chapin SmartStuff Software, Strategic Director 503-231-4300 Don Casey Jennifer Duquet Acer America, Northwest Regional Sales Manager (Worked with at Focus Enhancements) 800-459-3302 Dr. Penelope Dyer Curriculum Design Institute, President 510-845-8783 Karen Billings MediaSeek, CEO 360-738-3211 Tel: 650-917-8467 Fax: 650-917-8461 Email: lilk@ipeakgroup.com (c) 1999 THE PEAK GROUP Statement of Capabilities 1 The Learning Company, VP Sales, Reseller & Distribution 415-895-2890 Nelson Heller & Associate, President & Publisher 847-674-6282 Technology & Learning Magazine, Publisher 415-905-2407 Peter Li Peter Li Education Group, Publisher 212-818-0700

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Statement of Capabilities