THE PEAK GROUP

STATEMENT OF CAPABILITIES

G R O U P

I. BUSINESS DEVELOPMENT CONSULTING

Business Plan Design and Development
Strategic and Financial Goal Alignment
Initiation and Formulation of Strategic Business Partnerships
Funding and Financing
Open Book Management
Communication Intelligence
Meeting & Training Facilitation

II. SALES CONSULTING

Sales Strategy
Sales Team Development
Sales Management
Sales Planning, Forecasting, and Monitoring
Compensation and Incentive Programs
Training

III. MARKETING CONSULTING

Market Development
Market Research
Channel Development
Product Marketing
Direct Marketing
Database Creation and Management
Sales Presentations and Major Opportunity Proposals
Corporate Image Marketing
Creative Services
Public Relations & Evangelism

IV. INTERNET AND INFORMATION TECHNOLOGY CONSULTING

Internet Marketing
Electronic Commerce
Sales and Marketing Information Systems

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Statement of Capabilities
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I. BUSINESS DEVELOPMENT CONSULTING

Conventional corporate structure is challenged to keep up with the rate of change in the marketplace.
Creating a vision and a direction is more important than ever. THE PEAK GROUP helps our clients
review their organizations and core competencies. We then assist in defining a vision, direction, and a set
of attainable goals. Our unique expertise in the high technology marketplace enables us to assist our
clients in positioning their companies, organizations, and products for the future. We have experience in
many areas relating to business development and overall corporate management consulting.

Business Plan Design and Development

A current and well-designed formal business plan is the foundation of any successful business. THE PEAK
GROUP can convey your excellent ideas into a fully developed business plan. It then becomes a living doc-
ument that requires constant monitoring and customization to meet existing and emerging business
opportunities. A business plan serves as a communication tool to employees as well as a springboard to
solicit additional financing. As your business grows and expands it can become easy to lose focus and
direction while caring after the day to day activities. We will work as part of your team to design, develop,
or update your business plan. Components can include:

• Executive Summary
• Company Background
• Industry Background
• Market Analysis
• Product and Related Services
• Sales & Marketing Strategies
• Competitive Analysis
• Process/Operations Review
• Management and Ownership
• Management Profiles
• Administration, Organization, and Personnel
• Strategic Planning
• Critical Risks, Potential Obstacles, and Problems
• Key Considerations
• Financial Data
• Pro-forma Income Statement Projections

Strategic and Financial Goal Alignment

On occasion the strategic and financial goals of an organization can become misaligned resulting in com-
peting and sometimes conflicting efforts. A company’s resources should be focused on beating its external
competition not drained by internal misalignment. THE PEAK GROUP can help your organization collec-
tively identify important “Strategic Drivers” and “Critical Success Factors”. The objective is to align the
organization around specific action items that will achieve the sales and marketing plan while delivering
the desired financial results.

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Initiation and Formulation of Strategic Business Partnerships

In today’s business climate the “go it on your own” philosophy of the past is a formula for mediocrity. Today’s
successful businesses excel by building strategic business partnerships and relationships. These are relation-
ships that leverage your visibility, capability, market presence, and in general give you the opportunity to
grow your business at a much faster pace. THE PEAK GROUP can help your organization identify its crucial
strategic business partners and put together a plan to cultivate those relationships. Assistance is provided
along the entire spectrum of partnering, from developing a strategy, to attracting and securing partners, to
managing and expanding existing relationships.

Funding and Financing

If you are considering outside funding, financing or investment your business plan needs to have appeal
AND substance. Companies who are successful in raising capital plan and strategize their interaction with
the financial community. Whether you are looking to secure a bank line or attract venture capital invest-
ment your business plan needs to be tailored to meet the criteria, concerns and basic interests of the finan-
cial group you are soliciting. THE PEAK GROUP will work with you to make sure your business plan and
presentations not only have the substance every financier requires but also the APPEAL every financier
needs to be motivated to make an investment.

Open Book Management

Open book management is a unique approach to running a business. Open-book companies teach all
employees to understand, track, and take responsibility for the numbers that measure a business’s perfor-
mance: the financials. It teaches employees to think and act like business people or owners rather than
“hired hands”. Open book management was originally introduced by John Case and developed as a busi-
ness philosophy known as “The Great Game of Business” by Jack Stack. Understanding the critical num-
bers that drive a company’s performance is key to achieving the desired financial results.

Communication Intelligence
Designing and developing a business plan is the first step to creating a successful business. It’s the imple-
mentation and adaptation of that plan that gives you the “Staying Power” you want. Your next step is to
educate and communicate. How many of your associates know and understand your mission statement?
Could they articulate the company’s vision to a prospective customer or vendor? Do they know your short
and long term goals and what their role is in the achievement of those goals? The reality is, the more your
associates understand the dynamics of your business plan the more likely you are to achieve it. Developing
the plan can be difficult enough, but communicating the vital components of the plan is critical and often
forgotten. THE PEAK GROUP can assist you in creating an environment of continuous communication
that motivates and educates.

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Meeting & Training Facilitation

Internally, THE PEAK GROUP provides facilitation for a wide range of both structured meetings and
informal communications to assist in strategic planning, training, new program introduction, employee
feedback and more. Externally, THE PEAK GROUP offers a wide range of partner and customer meeting
facilitation to provide market research, product viability studies, program design and more. We can design
and customize the following meeting and training facilitation programs:

• Strategic Planning Management Sessions

• Customer or Partner Advisory Groups
• Program Roll-out & Training
• Focus Groups & Feedback Studies

II. SALES CONSULTING

You probably already know the basics of “Sales 101” - you have a good product or service at a fair price,
backed up by a sales force and customer service department. In today’s fast paced, competitive environ-
ment those basics are merely a platform. Dynamic, growing, motivated companies do more - much more
to achieve their revenue and profitability goals. To stand out from the pack today you need to customize
your products and services to meet the specific needs of your customers or potential customers. In other
words you need to create a value-add environment where your trained and informed sales team looks for
opportunities as well as traditional sales. In addition, you can only improve what you can measure, so you
need a systematic way of building revenue and tracking that revenue generation. From start to reliable rev-
enue goal attainment, THE PEAK GROUP can work with your organization to design a comprehensive
sales plan and strategy that will keep you dynamic, growing and motivated.

Sales Strategy
You know what you want and we understand what you need - you want to grow your business - you need
to grow your business. How you grow your business is a matter of strategy. Designing the right sales strate-
gy for your organization involves analyzing a complex set of variables, selecting the most productive and
cost effective sales methods, putting together a plan to implement those methods, and then developing a
way to consistently monitor your progress. Your sales strategy is your blueprint for successful company
growth. THE PEAK GROUP will work with your organization to design your sales strategy blueprint.

Sales Team Development

Whether field sales, telesales or customer service is your primary concern, cultivating an effective and
superior sales team is your objective. Building a superior sales organization can be a time consuming,
expensive, and frustrating experience. THE PEAK GROUP can assist you in building a superior sales team
in a shorter amount of time by clearly identifying the profile, key characteristics, experience, skills and
expertise needed to represent your company. We then can assist you in recruiting and qualifying these
capable individuals and inspiring them to become strong and productive members of your sales team.

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Sales Management
Equally important as having an effective sales team is having effective, informed, responsive and motivational
sales management. THE PEAK GROUP will work with your sales management team to develop measurable
and achievable action plans, milestones, innovative sales reporting and monitoring programs, and motiva-
tional campaigns designed to increase sales, maintain existing customers, cultivate new customers, and retain
successful sales personnel.

Sales Planning, Forecasting, and Monitoring

Let’s face it, reliable sales planning and forecasting is both a science and an art. For most organizations the
word reliable and forecast have become mutually exclusive terms. Sure you want your sales force to be
aggressive, but the critical issue is the bottom line. For the profit performance targets of your organization
to be achieved, the sales and margin plan must be reliable. Proper and reliable sales planning and forecast-
ing are an integral and constant part of growing your business. THE PEAK GROUP can introduce your
organization to the “HIP” sales planning process also known as High Involvement Planning. High
Involvement Planning provides historical data, market data, and sales potential estimates to the sales team
so they can compile a more accurate forecast projection. High Involvement Planning puts emphasis on the
sales team to build and commit to a forecast, plan, and sales system. It also provides an easy process to mon-
itor and track performance to that forecast so the “reliable” component of the forecast becomes “reality”.

Compensation and Incentive Programs

You want a motivated sales team. Most compensation and incentive programs focus solely on the reward.
Some compensation and incentive plans can actually conflict with basic strategic and financial goals. THE
PEAK GROUP designs compensation and incentive programs that motivate by recognition and reward
while aligning with financial and strategic goals of the organization.

Training
Simply put, there are few organizations who train frequently or consistently enough to be effective. You
have put significant effort into recruiting the right people, don’t let that effort go to waste. Training pro-
grams provide your team with enhanced skills, information, and reinforcement to masterfully represent
your company. THE PEAK GROUP can analyze your core business functions and design training pro-
grams and schedules that will enhance productivity, increase sales, enhance margins, reduce turnover,
maintain customers, and develop new customers.

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III. MARKETING CONSULTING

Strategic marketing plans and programs are what keep your company ahead of your competition and posi-
tion you as a market leader. Gaining market share, increasing sales, lowering marketing costs, creating com-
pany image, improving visibility, and differentiating you from your competition are all the benefits of a
strategic marketing plan. THE PEAK GROUP provides knowledgeable marketing expertise to help position
your company and products for the future. Our marketing consultative services include strategic planning
as well as tactical implementation. Strategic planning includes those processes that lead to an executable
marketing plan including identifying areas of opportunity, market segmentation, product line analysis,
financial planning, competitive analysis and a project implementation plan. This serves as a detailed road
map for the planning and supervision of all marketing activities. Once completed, the tactical process is ini-
tiated leading to actual execution, follow through, and adaptation of the plan.

Market Development
In order to survive and flourish every business needs to adopt a defined and planned “Growth Strategy”
that focuses on developing new business opportunities. Components of a growth strategy can include new
products, services, or deliverables, market share development, market expansion, market segmentation, or
new channel development. Each of these should be researched and explored for potential integration into
your business plan. THE PEAK GROUP can perform the following analysis that will provide the data to
develop the growth strategy that makes sense for your company:

• Market Survey and Analysis

• Customer Survey and Analysis
• Market Segmentation & Share Analysis
• Growth Planning & Forecasting

Market Research
Market research is an important component of many THE PEAK GROUP projects. Market research can be
used to identify and define marketing opportunities and problems; generate, refine and evaluate marketing
actions; monitor marketing performance; and improve understanding of marketing as a process. We can
measure the gap between the actual and the desired perceptions of a company’s identity, products and ser-
vices, and recommend appropriate courses of action to advance your current position and future intentions.
Good market research can refine your understanding of your target customer and allow you to tailor your
products, prices, programs to more effectively reach your goals. Research programs can help you with:

• New Market Planning

• Sales Projections
• New Products and Services Offerings
• Competitive Analysis
• Channel Development Planning

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Channel Development
Simply stated, channel development is all about how your products or services get to your targeted market.
However, there is nothing “simple” about proper channel development. You must explore a complicated set
of variables such as:

• What alternative channels are available to you?

• What is your competition doing to reach targeted customers?
• What new channels are emerging that you should be planning for?
• What is my most cost-effective solution?

Channel development is an essential component of your sales and marketing strategy. THE PEAK GROUP
will examine the options available and emerging and recommend a channel distribution strategy designed to
deliver your targeted end users. We can provide the following as part of our channel development services:

• Key Presentations
• Distributor Negotiations
• Reseller Identification & Qualification
• Sales Development Plans
• Events and Key Customer Presentations

Product Marketing
With new products emerging at an ever-increasing pace, it’s easy to get lost in the crowd, even with a cate-
gory-leading product. Getting your products successfully to market is a challenge for all companies. THE
PEAK GROUP can develop your product marketing strategy and rollout to help ensure that your product
succeeds. We can provide competitive and market analysis, develop pricing and program strategies, design
or make packaging recommendations and create promotions and sales support tools. We can provide all of
the following services designed to position your products for success.

• Pricing and Program Strategies

• Promotional Strategies
• Bundling & Cross-Marketing
• Product Launch & Evangelism
• Marketing Segment Analysis
• Competitive Analysis

Direct Marketing
Getting your message to the right customer at the right time is one of the greatest challenges that any com-
pany faces. With the current explosion of information access, a good direct marketing strategy can maxi-
mize results and minimize costs. If your direct mail strategy doesn’t leverage cost-effective technology
tools, you are wasting money! THE PEAK GROUP can provide design and development of all the compo-

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nents of an integrated direct marketing program. Tactics may include telemarketing, direct mail, relation-
ship marketing, database marketing, direct response marketing. Applications include awareness creation,
direct sales and sales lead generation.

• Design, Development & Implementation

• Call to Action Collateral
• Catalog Planning and Production
• Coop Advertising Management
• Inside Sales Organization Management
• List Selection & Management

Database Creation and Management

From small to medium to large you would be surprised at the number of companies who do not effective-
ly manage or utilize the wealth of information they already own or can easily access about their targeted
customers. THE PEAK GROUP has hands on experience in the design, development and management of
sales and marketing databases of customers and prospects. This includes developing databases in-house or
using outside resources to support inquiry handling/sales lead management programs, relationship mar-
keting programs and targeted, database-driven, direct marketing. We provide consultative services on the
following components of database marketing:

• Customer List Selection & Acquisition

• Telesales Usage Plan & Interface Development
• Field sales Usage Plan & Interface Development
• Marketing Usage Plan & Interface Development
• Internet Usage Plan & Interface Development

Sales Presentations and Major Opportunity Proposals

Are you too busy to professionally prepare an exceptional sales presentation or major customer proposal?
Do you have the products or services required to win bids, but lack the expertise or time to comprehen-
sively respond to the Request for Proposal? Our professional management team has a history of producing
effective and award winning presentations, proposals and informational documents. We are experts in the
design of:

• General Presentations
• Capabilities Presentations
• RFP/RFQ Proposals
• Contract Proposals

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Corporate Image Marketing

In this time of product and company proliferation in the technology markets, successful companies must
stand out from the crowd. Establishing and developing an appropriate corporate image is an important
foundation for all of your sales, marketing and investor relation plans. THE PEAK GROUP can help you
identify, design and implement a corporate image marketing strategy that will lay the groundwork for suc-
cessful differentiation and positioning of your company. Corporate image marketing activities like the ones
identified below will help create recognition, attract business partners and generate sales leads.

• Corporate Identity Development, Refinement, or Transformation

• Brand, Logo & Image Development
• Collateral Sales & Marketing Tools Creation
• National & Regional Targeted Advertising
• Web Identity Integration

Creative Services
You’ve heard the term - A picture may say a thousand words. At THE PEAK GROUP we make sure it says
the right thousand words. We offer a full range of creative services and our work spans the universe of visu-
al communications. Our experience enables us to take the most complex assignment from strategic plan-
ning and concept to successful completion. Our multi-disciplinary approach to design is continuously
evolving to embrace the variety of new disciplines needed to accomplish aggressive business and communi-
cation objectives. Our creative services include:

• Logo, Name & Image Development

• Art Direction & Design
• Literature & Collateral Direction
• Packaging Design
• Direct Mail & Promotional Design
• Multimedia & Integrated Technology Tools

Public Relations & Evangelism

Getting your products recognized by the press, investment community, potential partners and reviewers is
essential to leverage your sales and marketing efforts. No matter how much your staff promotes your prod-
ucts, getting others to promote it is crucial. THE PEAK GROUP offers corporate and product evangelism
and promotion designed to create visibility and interest. We can provide standard public relations func-
tions as well as high-level management representation acting in the client’s behalf.

• Public Relations
• Seminar/Event Representation
• Channel Development & Training
• Customer Sales Calls

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IV. INTERNET AND INFORMATION TECHNOLOGY CONSULTING

The proliferation of the Internet has presented a quandary for even the most experienced business profes-
sionals. How to use it? When to invest? What to expect in return? THE PEAK GROUP recognizes the
Internet as a sales and marketing tool that MUST be part of an integrated sales and marketing strategy.

Internet Marketing
A corporate home page is the basis for your initial venture into the Internet. But it is definitely only the
first step. Just like any other promotional tool, your Internet message faces the challenge of finding the
right customer at the right time. THE PEAK GROUP can help you navigate through the fast-changing
landscape of the Internet to help you take advantage of portals, search engines and links to get “eyeballs” to
your site. And once they are there, we can help design your site to make the most of the visit-online trans-
actions, lead generation and repeat traffic. THE PEAK GROUP can help you address the following compo-
nents of Internet marketing:

• Web Site Marketing

• Partner Leveraging & Promotion
• Advertising
• Lead Generation
• Directories & Search Engines
• Portals
• Traffic Metrics and Analysis

Electronic Commerce
From September 1997 to June 1998, the number of people who have made purchases on the Web has dou-
bled from 10 million to 20 million purchasers (Source: Forrester Research Inc, Nielsen Media Research and
CommerceNet). THE PEAK GROUP can help to position your organization to quickly and efficiently cap-
ture your position in this new market. Start now and let us assist you with:

• Building an E-commerce Site

• Promoting an E-commerce Site
• Selling and Shipping Online
• Maintaining and Enhancing Your Site

Sales and Marketing Information Systems

Although we do not specialize in custom IT applications, we recognize the crucial role Information
Systems play in your company’s successful implementation of any sales and marketing program. That’s
why we assist in the design, software selection or development and implementation of computerized infor-
mation systems for sales and marketing applications. This includes customer and prospect databases,
inquiry handling and sales lead management systems, telemarketing, direct marketing, sales forecasting
and reporting.

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THE PEAK GROUP REFERENCES

William (Bill) Goforth Peter Li

Autodesk, National Sales Manager Peter Li Education Group, Publisher
(Worked with at Apple & Education Access) 212-818-0700
510-845-8786
Joann McDevitt
Chuck Brink Technology & Learning Magazine, Publisher
IBM, Solutions Markets Manager 415-905-2407
505-888-2204
Nelson Heller
Rich Chapin Nelson Heller & Associate, President & Publisher
SmartStuff Software, Strategic Director 847-674-6282
503-231-4300
Don Casey
Jennifer Duquet The Learning Company, VP Sales,
Acer America, Northwest Regional Sales Manager Reseller & Distribution
(Worked with at Focus Enhancements) 415-895-2890
800-459-3302

Dr. Penelope Dyer Tel: 650-917-8467

Curriculum Design Institute, President Fax: 650-917-8461
510-845-8783 Email: lilk@ipeakgroup.com

Karen Billings (c) 1999 THE PEAK GROUP 1

MediaSeek, CEO Statement of Capabilities
360-738-3211

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