ROCKET BUILDERS
aligning business, technology and finance
COMPETENCY SUMMARY
Mr. Norman and Mr. Baglot have over 40 years of combined experience in sales and
marketing business development and executive management.
Reg Nordman Unisys, Commodore, TNL, Macmillan Bloedel, Simba,
Dir. of Sales Strategies Active State Multiactive, Liberty
Jim Baglot Digital Equipment Corp., CompuServe, AT&T World Net,
Dir. of Channel Multiactive, Onvia, Gandalf, Bank of Nova Scotia, Merrill
Strategies TGI, SHL Lynch, Arthur Andersen
Their strengths lie in their broad experience in sales and management issues
that technology companies face. They have been instrumental in taking cash poor
but technology rich companies from bases to profits. They have a keen
understanding of channel dynamics and complex organization selling (especially
in Fortune 500 companies).
Mr. Nordman's most recent company was Active State, a Vancouver open source
company with a world class reputation as a trader in Part. As Director of
Sales, Mr. Nordman was responsible for sales strategy and management - including
sales of products and services and OEM agreements. Highlights included:
- Cash positive within 3 months of implementing a sales strategy
- Activating 02 2000 sales that exceeded all of 1999 sales, a 5 fold
increase in sales
- OEM sales growth from 25% to 50% of revenue
- Service contract to 22 Fortune 500 clients including Morgan Stanley,
Goldman Sachs, Pepsi Co., Motorola, Credit Suisse First Boston, Intel,
Microsoft, Compaq
- Service sales growth from 0% to 35% of revenue
- Strategic OEM deals Microsoft, Intel, Rational, Intel, Compaq and HP.
Mr. Baglot's experience with UNIX channels comes from a history of successful
channel implementation efforts. He boasts over 12 years of channel management
with a focus on UNIX and multi-channel implementation working with both large
and small market companies. Here are some highlights.
- SHL System House - Sales Manager, responsibilities include being a Sun
reseller
- Frame Technologies - Channel Manager for Framemaker, responsible for
resellers, distributors, VARs, and direct sales
- TGI Technologies - VP Sales & Marketing - UNIX Based unified messaging
platform sold to Fortune 500 through VARs and direct sales
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- Digital Equipment Corp. - regional Manager - Integrated service & products
for Unix/Alpha - sold through OEM, Distributors, Resellers, VARs and direct
sales.
Mr. Baglot's most recent venture was Director of Business Development at
Onvia.com where he managed all aspects of distributors and the direct/web sales
force. Mr. Baglot's contributions at Onvia were instrumental in sales growth in
Canada that provided a template for their expansion into the United States.
The skills of these two "business builders" are complemented by a deep team of
technology strategy experts. The collective resumes include the University of
B.C., IBM BC, Multiactive, GE Capital, Digital Equipment Corp., and 360Networks
and features a number of landmark achievements in network technology innovators.
PROPOSAL FOR REVENUE ENHANCEMENT
Rocket Builders proposes to leverage its expertise in maximizing revenue returns
to assist Merlin Software in its sales strategy and tactics.
Below is a conceptual outline for a proposed engagement for enhancing revenue
realized from existing channels and agreements:
- Leverage OEM sales into service agreements
- Leverage OEM sales into product upgrades and wider site licenses
- Optimize pull through existing distribution channels
- Enhance sell through of web visitors
Furthermore, specific skills in the Rocket Builders team can be exploited to:
- Identify strategic partnerships which can impact revenue generation
- Make introductions to industry players and analysts well known to Rocket
Builders
- Provide insight into white papers and other strategic marketing channels
that can better position the company
- Structure internal selling operations for systematic sales prospecting and
forecasting
- Align sales performances with financial market expectations
Our methodology in these engagements involves the following steps:
- Assessment
- Defining Objectives
- Architecting the Process
- Distributing an Action Plan
- Deployment of Business Process
- Establishing Management Reporting Metrics
- Coaching and Adaptive Improvements
SUITE 600, THE MARINE BUILDING, 555 BURRARD STREET, VANCOUVER, BD, CANADA, V6C
2G8
PHONE: (604) 484-2800 FAX (604) 484-2888
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ACTION PLAN
Based on our experience and your urgency to move ahead, we propose an eight-week
action plan. The sales challenge you face cannot normally be tackled in such a
short period of time. We are leveraging our specific expertise and network of
relationships relevant to the product areas to achieve results in a shorter
timeframe.
The eight-week action plan delivered in two phases, will be highlighted by the
following deliverables:
- A documented sales and channel partners methodology that works
- Some newsworthy clients and partners producing revenue
- A shortlist of potential senior sales personnel
- A website that is a better revenue generator
- A much stronger story to take to your investors and employees.
In the first phase, the approach is build momentum by driving widespread
interest in the product down a path to sales. This phase is highly dependent on
the experience of our team. For the first four weeks Rocket Builders will:
- Identify and leverage present customer assets towards populating this
pipeline
- Add new prospects to the pipeline
- Move to closure some newsworthy clients and channel partners to prove the
model
- Re-engineer the website to improve commerce and related selling
capabilities.
The second phase captures and documents the sales methodology. This phase
prepares your team to assume responsibility for the sales process. For the
second four weeks we will:
- Add a data capture and reporting system
- Build a sales management reporting system
- Plan for a sales staff ramp up to production
- Layout the ground rules and assist with the short listing of senior sales
staff hikes
- Complete documentation of the methods and systems we put in place
FEE STRUCTURE
The fee structure for this engagement reflects the time commitments of:
- Mr. Reg Nordman
- Mr. Jim Baglot
- General access to the Rocket Builders management team to support the
activities of Mr. Norman and Mr. Baglot.
We propose a cash and share payment with the $75,000 cash payable in three parts
and 75,000 shares which we will receive at the end of the engagement:
- At the start of the engagement $25,000 cash
- At four weeks the second $25,000 cash
- At the end of eight weeks the last $25,000 cash and the 75,000 shares.
The shares will be delivered at the end of the engagement and are prorated.
Termination
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Merlin will receive weekly reports on the progress to the goals. At the four
week point, Merlin and or Rocket Builders can choose to terminate the engagement
if satisfactory progress to the goals has been deemed not to have been made.
If these terms are satisfactory, please indicate such by signing below and
returning this page to Rocket Builders.
/s/ R. Heller
for Merlin Software
2000-10-16
Date
