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.