Tele-SalesForce.com
______________________________________________________________________________________
February 3, 2004
Mr. John Krol
7955 East Arapahoe Court
Englewood, CO 80112
John:
It was a pleasure speaking with you today about British Telecomm Spinoff and about the telemarketing
project that you wish to utilize our services for. Having worked with software companies for several
years, most recently at i2 Technologies, Oracle, and Nexgenix, and AMR Research, we know exactly
what you are looking for—an “engine” that can help British Telecomm Spinoff to penetrate a
target market through world-class outbound telemarketing services utilizing top quality agents
hunting for and placing prepared calls into decision makers of potential customers.
This is exactly why we formed Tele-SalesForce.com. Our company was founded by a team of leaders
from top software solution and consulting companies and call center experts who joined hands to take
Strategic Marketing to the next level, by extending it to execution. This team has been providing this
service for the past 18-24 months, and recently launched a formal offering called Tele-SalesForce.com.
The primary benefits of this service are as follows:
1. Our unique team that understands the software and services industry, telesales and
telemarketing, and your unique offshore development solution – Our team comes from
various strategic consulting companies such as Answerthink, and enterprise software companies
i2 Technologies, Oracle, AMR Research, and others. We understand your unique business
model, and the overall industry terminology. We can translate these things into a successful
telemarketing campaign to insure success for your lead generation and business development
activities.
2. Variable cost model – Why hire an inside sales team with all the overhead, have to do all the
training yourself, and deal with the US culture of business development people that encourages
them to “wait for leads” and not be as aggressive as they should be.
3. Connected to the best network of Indian Call Centers – One of the founders of TeleSalesForce.com ran several call centers in Calcutta, India and is currently employed at the leading
provider of telesales in Calcutta. She is working in an advisory role with Tele-SalesForce.com to
oversee all strategic telesales campaigns and insure that the highest quality of service is delivered
to our customers.
John, we are looking forward to working with you to roll out multiple telesales campaigns for you. I have
attached a high-level budgetary proposal for your review and look forward to executing to this plan in the
next few weeks.
Sincerely,
_________________________
Chad Burmeister
Co-Founder and CEO
Tele-SalesForce.com
Cell: (714) 814-1544
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
Tele-SalesForce.com
AND
British Telco
Tele-sales Proposal
Tele-Sales Support
February 3, 2004
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
TABLE OF CONTENTS
INTRODUCTION
4
PROJECT DEFINITION
4
CAMPAIGN OBJECTIVES
Outbound and Inbound Telesales Campaign
Additional Support Services Required
4
4
4
TELE-SALESFORCE.COM SOLUTION OVERVIEW
5
BENEFITS OF THE SOLUTION
6
BUDGETARY PROPOSAL
7
TELE-SALES SERVICES
7
RESPONSIBILITIES OF BOTH PARTIES
7
SUMMARY ROADMAP
8
STATEMENT OF WORK AGREEMENT
8
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
Introduction
This document is a commercial proposal of the Tele-SalesForce.com (“TSF”) Solution to
the British Telecomm Spinoff Tele-Sales project (s).
Project Definition
British Telecomm Spinoff intends to launch a telemarketing initiative starting around March
1, 2004 and is interested in full-time telesales support services throughout 2004. This will be
primarily an outbound tele-sales requirement.
British Telecomm Spinoff has realized, like many other software and services companies,
that professional telesales support is much more cost effective than having highly paid
Account Executives do the work, and that the ROI of professional telesales can be millions
of dollars.
Campaign Objectives
Outbound Telesales Campaign
Set up telephone appointments for the British Telecomm Spinoff Sales Team with
Decision Makers and Influencers of target companies (1 TSR). One outbound telesales professional will be calling potential customers to ask for an appointment with a
designated Sales Executive or Principal of British Telecomm Spinoff. The Telesales Rep will
need to be able to pitch the British Telecomm Spinoff solution offerings within 20-30
seconds, exchange pleasantries, sound credible over the phone, and document interactions
for each call made on a daily basis. Furthermore, they will provide a weekly report to the
team to review calling strategy and modify the pitch if necessary. Initially, a list provided by
British Telecomm Spinoff will be provided with a target list and general script for the
campaign.
Maintain and send out Corporate marketing material – Marketing through email and
letters is effective but will be even more effective if someone follows up with the contacts a
few times after the material gets sent. Additionally, when our telesales representatives call
the target customers, they will be often asked to “send something” to the customers for
review. The telesales agents should be equipped with marketing material (pdf files,
brochures, email text, white papers, and powerpoints, as the situation demands), send them
in context to the clients, and follow up within a few days to set up an appointment.
Additional Support Services Required
Understanding of your needs – Upon selection, additional meetings to determine size,
scope, nature of campaigns will be required.
Education - Ability to educate call center staff on how to launch the campaign, how to
deliver the pitch in a conversational way, discuss business challenges with the client using
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
appropriate terminology on industry terms will rest with Tele-salesforce.com with needed
support from British Telecomm Spinoff staff on an as needed basis.
Strategic Marketing Resource – Consultant type person that knows the industry, solution,
and software selling who can help British Telecomm Spinoff establish a script, continually
monitor the telesales people, and improve the campaigns on a daily basis.
Tele-SalesForce.com Solution Overview
Standard Service Offering - Tele-SalesForce.com was created over the past 18-24 months
by a team of people operating in the US and offshore in India. Through a proven 8-step
process, Tele-SalesForce.com will help you build a viable list of companies to call into,
design an appropriate tele-sales script, and then monitor the campaign to help you get the
results you are looking for. TSF will monitor end of day reports on a daily basis, and provide
a weekly report of progress and discuss continual and evolving improvement ideas of the
campaign such as modification of script, tailoring of the message by customer profile, and
such with the British Telecomm Spinoff Sales Team.
British Telecomm Spinoff-specific Service Offering – British Telecomm Spinoff will
need some initial help in refining the initial script that will be provided by the company.
Tele-SalesForce.com value-add for British Telecomm Spinoff will be to determine the types
of programs required, co-develop the scripts for outbound telesales, educate British
Telecomm Spinoff personnel on what is required to launch a successful campaign using
offshore telesales support, and staff according to the strictest requirements that British
Telecomm Spinoff will have. In addition, education will be paramount to the success of the
program. Our operations team has 15+ years of experience in the high-tech and software
industries and were born and raised in India. This combination of an understanding of the
US market as well as Indian culture to enable the highest level of professional superiority
through meeting of minds is one of the reasons why British Telecomm Spinoff should
choose Tele-SalesForce.com to launch your offshore telesales campaigns.
Tele-SalesForce.com provides a cost competitive way for you to test new campaigns and
help marketing efforts to invite senior executives such as CFO, VP of Marketing, CMO, VP
of Field Support, or Controllers to speak with the British Telecomm Spinoff Sales Team and
discover the benefits from purchasing British Telecomm Spinoff licenses and/or subscribing
to British Telecomm Spinoff’s services.
Tele-SalesForce.com Services
Outbound Calls
Telesales and Telemarketing
Business Development
Surveys
Lead generation, lead qualification
Mailing follow up
Inbound Calls
Customer service
Technical support
Telemarketing
Internal help-desks etc.
Additional Services
Database development and list cleaning
Market Research
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
Tele-SalesForce.com Outbound Call Approach
Benefits of the Solution
With this approach, Tele-SalesForce.com will deliver quick results, better success ratio in
clients reached, and reduced costs:
INCREASE SALES
 Increase outbound telesales calls by more than 1000%
 Improve telesales call success ratio by more than 100%
 Free up your AE’s time to focus on strategic opportunities, and building a business
and less time making traditional “telesales” calls
 Account Executives focus on hard qualification and closing of leads generated by
TSF, and their strategic pipeline accounts
DECREASE COSTS
 Offshore telesales costs can be 40-60% less than US based telesales organizations
 Improve communication with your telesales reps located around the world through a
communications protocol through email and Yahoo Chat.
 Monitor activity made by your telesales team for effectiveness
IMPROVE TIME TO MARKET
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________

To win deals, you have to know about them. It’s important to focus on building a
pipeline and now that the market is turning, now more than ever, a success driven
telesales team can help you win.
Budgetary proposal
TELE-SALES SERVICES
Set Up Costs
Activity
Discovery
Understanding of Value Prop/SOA
List Generation
Script Building
Set up Communications Protocol/Reports
Continual Monitoring and Evolution
TOTAL SET-UP COSTS
Days
3
1
5
1
1
10
Standard Cost
Reduced for John
Krol
$10,800
$1,500
*There will be several training for Das and his operations team to understand your
value proposition and educate the TSRs
Cost
$20/hr.
Activity-Database Building
Database building services available
Post Go-Live
Activity
Standard Pricing
Discounted for John Krol
*Lead definition: TBD
TSRs
1
1
Hourly Rate
$25 - $35/hour
$22/hour
Success based fee
$50 - $300 per lead
$50 per lead*
The following tasks are in order:
I.
Discovery Sessions
II.
Detailed Project Roadmap Design
III.
Script Building
IV.
Set-up Communications Protocol
- Set-up communication protocol between tele-sales person and your company
(includes email, chat, daily reports, lead report form)
- Set-up REPORTING MECHANISM (daily/weekly, format TBD)
V.
Travel
VI.
Education
VII. Testing
VIII. Go-Live
Responsibilities of both parties
British Telecomm Spinoff, Inc will provide



Access to key employees to support this process
Primary Project Manager responsible for the program
Travel expenses
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________






Initial list of companies to call
List of contacts and phone numbers
Up-front payment for all consulting services, telesales services paid monthly (net 15 days)
Company background information
Time for Tele-SalesForce.com to talk to Executives and Account Executives to establish
the initial tele-sales scripts, etc.
Bi-directional referral program (10% of revenue share for first year of all deals referred
by TSF or CL Research)
Summary Roadmap
WEEKS W1 W2 W3 W4 W5 W6
TASKS
Discovery Study
Detailed Project Roadmap Design
Script Building
Set-up Communications Protocol
Tele-Sales Monitoring/Testing
Go Live
Statement of Work Agreement
By signing this document, British Telecomm Spinoff, Inc. and Tele-SalesForce, Inc. agree to
the terms of the Telemarketing Statement of Work. All information contained in this
document is valid for 30 days from the date of signature by Tele-SalesForce. If a Consulting
Agreement has not been executed by both parties hereto, either party may terminate this
SOW immediately upon the expiration of 30 days written notice except that Tele-SalesForce
may terminate this SOW upon ten (10) days notice for any payment-related breach hereof. If
a Consulting Agreement has been executed, the terms of the Consulting Agreement will
govern the parties’ termination rights. British Telecomm Spinoff, Inc. agrees to compensate
Tele-SalesForce for all work performed towards this Project through the agreed upon
Project cancellation date.
Accepted And Agreed To:
BRITISH TELECOMM SPINOFF, INC.
TELE-SALESFORCE, INC.
SIGNATURE:
SIGNATURE:
NAME: BILL MCBEATH
NAME: CHAD BURMEISTER
TITLE:
TITLE: CO-FOUNDER AND CEO
DATE:
DATE:
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com
______________________________________________________________________________________
Tele-SalesForce.com References:
Dr. Yasser Al Kazaaz
EVP of Software Products
Nexgenix, Inc.
Cellular: 714-514-7711
Mr. Stephen Polinski
VP of Consumer Products Group
GenuOne
Two Copley Place, 4th Floor Boston, MA 02116
617.226.3022 Phone
617.226.3001 Fax
Mr. Mark Golden
Golden Enterprises/Virtual SF
(Business partner for our deal with Sun Microsystems and Sourcefire)
303-601-1429
Chad Burmeister Personal References:
Mr. Jay Lukash
IBM (ex-i2 Account Executive)
Cellular: 214-435-5362
Mr. Jason Stewart
WebMethods (ex-i2 Account Executive)
Cellular: 760-420-0960
Mr. Ralph Torres
VP Sales
WonderWare
Cellular: 949-300-0782
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.