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Status update on

Customer Engagements & Technical Sales

Presales Activities by Month - 2013

Average Pre-sales activities per month 34

Average no of meetings/month 1.58

Average no of tech calls/month 25

Average no of demos/month 8

Total Pre-sales activities 413

Total no of meetings 19

Total no of tech calls 299

Total no of demos 95

RFI-RFP Status Summary

Status SummaryClosed Lost

In Progress

Lost but progressed after RFI

Won

Project Cancelled

Project On Hold

Status No of RFI's

In Progress 17

Closed Lost 12

Lost but progressed after RFI 6

Project Cancelled 4

Won 2

Project On Hold 1

Total 42

Accounts won through RFI-RFPMoldova Government

Dominos**

RFI-RFP Product Summary

API Manager

ESB IS G-Reg Platform Stratos0

5

10

15

20

25

20

13

42 2 1

Total

Product No of RFI's

API Manager 20

ESB 13

IS 4

G-Reg 2

Platform 2

Stratos 1

Total 42

RFI-RFP Effort Estimate

Total Pre-Sales Effort - 196 man days

Man Days No of RFI's

<1 3

1-6 31

6-11 5

11-16 1

16-21 1

36-41 1

Total 42

<1 1-6 6-11 11-16 16-21 36-410

5

10

15

20

25

30

35

3

31

5

1 1 1

Total

No of RFI’s

Man days

RFI-RFP Success Rate

• 2 Accounts won through RFI(P).• Moldova Government

• Dominos

• 7 RFI(P) succeeded the RFI(P) Stage but dropped out in subsequent stages in the evaluation.

• 17 RFI(P) are still at the evaluation stage.

Marketing support activities

Types No of items

Workshops 11

Webinars 12

Screen Casts 2

Blog posts 34

Articles 5

Workshops Webinars Screen Casts Blog posts Articles

11 12

2

34

5

Marketing support activities

Engagements per month

People per engagement

Engagements per year

Number of people in customer engagements

Team growth 2013

Year Members

2012 4

2013 12

13

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