1. Agora 2/15/2011

3. Better planning for demand variability ·

4. Develop a working prediction algorithm & build product

5. Develop matching algorithm for compute & build portal

6. Sign up keystone customers to test product

8. Pricing table scales based on # of servers and # of seats, with tiers

9. % fee to sellers from channel activities

10. Derivative products

11. Customer acquisition costs – Demand creation + Field sales for enterprise, demand creation + inside sales for entry-level

13. Key Risks Ability to prove value proposition Priority of problem for customer & ongoing need Test cases to show value creation Metrics for tracking success ROI calculation will be critical to sales process Highly dependant on hosting cost trends Perceived alignment with customer objectives Driven largely by pricing structure Competitive defensibility vs. AWS, RightScale, new entrants Technology viability How much improvement are we able to make? Risks associated with taking control of planning

14. Competitors’ Revenue Model Looked at: Traditional IT capacity planning (e.g. up.time, TeamQuest) Cloud monitoring tools (e.g. RightScale, CloudKick) Pricing Models varied: Some priced on server type, # of servers, device counts, sockets, chips, cores etc. Some licensed on meter usage and users count Most have bulk/volume discount (up to 40%) One charges additional 20% support fees on top of base price

15. Pricing Matrix

17. Leads cost: $8.3K

18. MarComm: $240k

19. Advertising: $37k

20. 5 Inside sales reps: $1M

21. 2 Tradeshows: $200K

23. 3 Field Sales Reps: $1.5M Cost