SilkElite Monthly Webinar April 5, 2005

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SilkElite Monthly Webinar April 5, 2005
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Agenda

• News Update
• 2005 Gartner Magic QuadrantAndré Pino, CMO
• SilkCentral Test Manager Status UpdateClaire
  Lima, Product Marketing Manager

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News Update

• Segue University Opens
• Segue Enters Chinese Market Through Alliance with
  Horizon Software
• SilkPerformer 7.0 and SilkCentral Performance
  Manager 2.8 Introduced
• Segue Announces SQO for SAP Solutions
• Product Reviews InfoWorld, CRN and press
  coverage in SD Times

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2005 Gartner Magic Quadrant
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Why is Gartner Important?

• In the IT Analyst Industry
• Gartner is the 10,000 Pound Gorilla
• Close to 1 billion in revenue
• Over 10,000 clients
• 6 times the size of their nearest competitor
• 3 times the size of all of their competitors

Source Knowledge Capital Group
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Gartner Magic Quadrant
Challengers
Leaders
AbilitytoExecute
Company
Niche
Visionaries
Completeness of Vision
Product
The Magic Quadrant is Very Subjective
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Influencing Our MQ Positioning

• Good working relationship with the analyst
• On-going dialog and updates
• Understand what is important to the analyst
• Vision and roadmap
• Great customers Happy Partners
• Solid company and business progress
• Money helps!

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Review of 2003 Distributed Testing MQ
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Along the Way, the Game Changed

• In 2004
• No MQ was released
• In 2005
• Distributed Testing MQ was eliminated
• Replaced by Application Quality Ecosystem MQ

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Application Quality Ecosystem

• Overall, it is an attempt to take a life-cycle
  view of quality
• Reflects a broader perspective than just testing
  tools
• Recognizes that there are many cross-functional
  stakeholders in application quality that must
  collaborate
• Incorporates people, processes and technologies
  that help to align IT with the business
• QA has a role in every stage of the life-cycle

This is an exact match with our SQO strategy.
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The Application Quality Ecosystem
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2005 Application Ecosystem MQ
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2005 Application Ecosystem MQ
Challengers
Leaders
Top 4
AbilitytoExecute
Niche
Visionaries
Completeness of Vision
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2003 vs 2005
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The Commentary

• Strong Technology
• favored by the IT elite
• remains a technically elegant solution
• Application Ecosystem Focus
• QA performance management
• 2004
• New executive team
• Expanded partnerships
• Launched products aligned with strategy
• Partnering
• Leverage technology strength with larger partners
• Adjacent market vendors would be wise to
  partner with Segue to offset weaknesses

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Strengths - Weaknesses
Leaders
Challengers
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How To Leverage The Report

• Its positive, use it in a positive way
• Ask prospects if they have seen the report
• Provide them with the commentary excerpt
• Describe SQO as completely aligned with Gartners
  view of the future (Application Ecosystem)
• Leverage the positives
• Technology strength
• IT elite Enterprise Class
• Licensing model
• Recommend that prospects consult with Gartners
  Theresa Lanowitz

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Summary

• Gartner has a great deal of influence
• We are well regarded by Gartner
• Many of our clients will ask Gartner to short
  list vendors
• Our position on the MQ is good and improving
• Our vertical position is as good as it gets for a
  company of our size
• Our opportunity is in the area of product
  roadmap and execution

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Q A

• Thanks for your time!

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SilkCentral Test Manager (SCTM) - v8.0Pre-Sales
Activities Kick-offApril 5, 2005
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Agenda

• SCTM v8.0 Update
• Beta Program
• GA Date
• Milestones
• SCTM Pre-Sales

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Have You Seen SilkCentral Test Manager v8.0?
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SCTM 8.0 - Update

• Beta Program
• Starts on April 14, 2005
• Ends on May 20, 2005
• Beta customers
• Total number 20
• Key Beta Customers Thomson, Borland, Exxon
  Mobile, Virgin Mobile, HUK, AnyWare AG, and
  Dialog
• No need for additional customers
• GA Date
• Planned for June 7, 2005
• Planned Milestones

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SCTM Planned Milestones
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SCTM Pre-Sales Goal

• To start showing SCTM before its GA date to
  customers and prospects interested in a test
  management offering
• To jumpstart customer/prospects interest and
  accelerate sales cycle

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SCTM Pre-Sales Description

• Access to Pre-GA software
• Our sales organization will have access to pre-GA
  software
• Visiting Customers
• ESR
• To identify key customers and prospects
  interested in having a preview of SCTM v8.0
• TSE
• To visit customers/prospects premises and give
  them a Demo POC
• What is a Demo POC?
• Standardized product demo
• Remember, this is pre-GA software and we must
  ensure that we show what works in the product and
  avoid sensitive areas that are still in
  development.

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Pre-Sales Activities Product Demo

• Whos creating this standardized demo?
• Rob C., Michelle M., and Hamish S., along with
  guidance from product marketing, and help from
  product management development.
• When will this demo be available?
• April 18, 2005
• Will there be supporting documentation?
• Yes. There will a Demo Guide

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The SCTM Demo Guide Will Look Like This
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Pre-Sales Activities Sales Training

• Sales Training Webinar Positioning
• April 18, 2005 (By Claire L.)
• Overview of key features benefits
• Positioning SCTM to
• Existing SilkTest customers
• Existing SilkPerformer customers
• Prospects with manual testing environments
• Users of TestDirector
• Technical Training Webinar
• March 30, 2005 (By Richard S.)
• Beta program
• Recordings available
• April 18, 2005 (By Rob C., Michelle M., and
  Hamish S.)
• Demo Guide walk-through

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Pre-Sales Visiting Customers/Prospects

• Rules of Engagement
• Pre-GA software must not be left on
  customer/prospects premises
• No NDA (non-disclosure agreement) is necessary

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Pre-Sales Dealing With Problems

• When problems occur during a pre-sales
  engagement
• TSE must contact our Tech Support
• Tech Support will document the issue and forward
  it directly to development. (Product management
  will monitor the activity closely)
• Product management/development are responsible
  for dealing with SCTM issues prior to GA

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Pre-Sales Feedback

• For each Demo POC
• TSE (or ESR) to send an email to Claire Lima (and
  copy Richard S.) with the following information
• Name of the customer/prospect
• Brief description of what worked during the Demo
  POC
• Top 3 features customer/prospect liked the most
  and the least
• Brief description of problems occurred during the
  visit, if any
• Have these problems been logged with our Tech
  Support?
• Customer/prospect wish list for future releases
  of SCTM
• Rate the POC based on your overall insight
• 1 to 5, with one being very bad, and 5 being
  excellent.

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Your Feedback

• Will allow us (product marketing and product
  management) to gain a better understanding of
  whats working and whats not working in the
  field.
• Also, product marketing will provide SMG with a
  report that summarizes your overall feedback
  during the pre-sales activities.

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What to Say About Services

• Upon GA of SCTM, our Services organization will
  offer
• New Online Training for SCTM
• 750 per student
• New Custom Consulting Services
• 5-day report overview. Includes 3 custom reports
• Migration services from TestDirector to SCTM.
• The first engagement will be free of charge!
• Lisa G. and Richard S. are looking for candidate
  customers.

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What to Say About Price

• Price per seat will remain the same
• Existing (standard) packages and bundles will
  remain the same
• New Pricing structure for Enterprise bundles
  to be introduced
• Stay tuned for more information.

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SCTM Pre-Sales Sales Kit

• PPT Slides
• Value positions and description of modules within
  SCTM, with screen shots
• April 6, 2005
• Product Cheat Sheet, FAB, and Phone Scripts
• April 8, 2005
• Pricing information
• Including Enterprise bundles
• April 11, 2005
• Scripted Demo Guide
• What to show, What to click on, and What to say
• April 18, 2005

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In Summary,

• We cant wait until GA to start showing the
  product.
• Lets get customers excited about SilkCentral
  Test Manager v8.0 now, and, hopefully, by the
  time the product goes GA, these customers will be
  ready to purchase it.
• Were in this together!!!

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Q A

• Thank you for your time today!

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SilkElite Monthly Webinar

• Thanks for your attendance today!
• Next SilkElite Webinar
• May 3, 10am EST