1) The document discusses lessons learned from Agora's potential sales models, including selling directly to individual engineers and then upselling to enterprises. 2) It notes the need to consider a diverse range of cloud service offerings beyond just infrastructure as a service (IaaS), including platform as a service (PaaS). 3) Estimated annual costs for developing an informational website are around $900, payment processing is around $1800, and hosting costs are around $3700, with additional expenses expected for marketing, support, and job processing on cloud infrastructure.

1. Agora 2/1/2011

2. Customers: Lessons Learned Potential for alternate sales model: sell to the individual engineer then up-sell to enterprise Diversity of cloud service offerings Need to consider not just IaaS but also PaaS Decision chain / sales model learnings Low search volume for terms related to cloud comparison: missionary market

3. Our view last week: fork in the road Information services True marketplace

4. Our view this week: Agora evolution Complexity Time Year 1 Year 2 Year 3

6. Search Keywords Lesson Learned: Very little search traffic -> a “missionary” sales effort

7. Highly Competitive Keywords Lesson Learned: AdWords(paid SEM) is not going to be an efficient channel with these keywords

11. Domain Reg, SSL (Godaddy)

12. Privacy Policy (TrustE)

14. Search Marketing (AdWords)

16. Sales process: major learnings Potential to target engineers, meet their needs and get built into workflow. Then up-sell across enterprise If you meet the needs of engineer, may be able to short-circuit this process

17. Appendix

18. Demand Creation Budget Lead gen: $40K Inside sales reps: $600K Tradeshows: $200K Total: $840K

19. A First Product: Logging/Prediction Server Logging Control Panel Job Started Spin Up New Server? Job Ended Spin down?

20. Who we talked to so far

21. Customers: Lessons Learned

22. Value Proposition: Lessons Learned * needs additional validation

23. Value Proposition: New Hypotheses * needs additional validation