7 Habits of Highly Effective Developers

Randy Eisenman Founder & President Will Pinnell Director, Business Development

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Our Perfect 7 Agenda

7 Habits of Highly Effective Developers 7 Case Studies from Your Peers
&

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#1: Focus on Your Segment

Evaluate based on:
Skill-set Passion Economics

Consider your segment when analyzing business decisions Examples:

eBay = Online Auctions Krispy Kreme = Doughnuts Handango = Mobile Downloads
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

#1: Focus on Your Segment: Karrier Communications

IntelliGolf: Golfs #1 Scorecard Software Offering multiple versions for different types of players Over a dozen awards driven by a great brand and presence Best seller in the Sports category

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately

Get permission to talk with your customers

Survey your customers

Incorporate feedback to meet their needs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately: Astraware

Detailed support questionnaire Customers asked and they received:
Discounts for buying several products Major/minor notification of upgrades

Successful product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms

Capitalize on market fragmentation and evolving customer demographics Support your customers who carry more than one device Leverage efficient porting opportunities such as porting labs and development tools

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms: JSmart

Java firstthen the rest

Over 180 active products across all mobile platforms

Applications reliably adapt to device specifications and features

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally

Localize your applications and product descriptions

Capitalize on being an early mover in an emerging market

Leverage Handangos international customers and partners

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally: TomTom

Over 135 products available in multiple languages Full product localization for best sellers; product description translations for others Over 75% of TomToms Handango sales are outside of the U.S.
Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update

Recognize short-term product lifecycles

Create and refresh based on customer feedback and new technologies

Leverage existing customer base to sell new products and upgrades

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update: Cutting Edge Software

5 major updates in 8 month period Capitalizes on latest handset features and OS upgrades Provides wireless access to PC files in native format

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story

Recognize that the best marketing, not technology, often wins Leverage your partners, including Handango, to cost-effectively spread the word Create buzz with your product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story: Hexacto/Jamdat

Create buzz with successful launches

Every Hexacto release tops the last

Leverage Handangos resources

Product Launch Program (PLP) Handango Champion Gold Program STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support

Issue registration codes upon sale to allow immediate gratification for customers Respond promptly and courteously to customers Build an intuitive Web support interface where customers can help themselves

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support: neohand

Customers never wait for unlock keys Customer inquiries responded to in less than 12 hours Customer service on Web site is easy-to-use and intuitive
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

7 Habits of Highly Effective Developers

Provide WorldClass Support Tell the World Innovate and Update Expand Globally Diversify Across Platforms Know Your Customers Intimately Focus on Your Segment

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

And over 300 others

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine 2) STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Palm, Pocket PC and Symbian created every month

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Specify the frequency of the subscription

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software NEW Gold Program

Modified from open to invite-only Selection based on sales and customer support record

$1000 in any month or $500 for three consecutive months Customer service issues on less than 8% of transactions

Benefits:

Dedicated Handango email address for even faster responses Additional keywords for Handangos Search Engine Marketing and merchandising programs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Developer Council

Available for Handango top partners Highly confidential relationship
[NEW]

Opportunity to exchange ideas through private ListServ and conference calls

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) 7) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council [NEW] Handango Frequent Sellers Program

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Frequent Sellers Program

[NEW]

Earn Handango Bucks for sales through all of Handangos sales channels Redeem Handango Bucks for marketing through Handango Show Me The Money!
$100 in sales = 1 Handango Buck Double Bucks if you are a Gold Member Triple Bucks for sales through a Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Frequent Sellers Program

Handango Developer Council

New Gold Program

Subscription Billing
Product Launch Program STAR Program Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Be Effective with Handango

Feedback from you

Feedback Form

7 Habits of Highly Effective Developers

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Q&A
Randy Eisenman President & Founder randy@handango.com

Will Pinnell Director, Business Development will@handango.com

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Habits of Highly Effective Developers

Randy Eisenman Founder & President Will Pinnell Director, Business Development

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Our Perfect 7 Agenda

7 Habits of Highly Effective Developers 7 Case Studies from Your Peers
&

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#1: Focus on Your Segment

Evaluate based on:
Skill-set Passion Economics

Consider your segment when analyzing business decisions Examples:

eBay = Online Auctions Krispy Kreme = Doughnuts Handango = Mobile Downloads
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

#1: Focus on Your Segment: Karrier Communications

IntelliGolf: Golfs #1 Scorecard Software Offering multiple versions for different types of players Over a dozen awards driven by a great brand and presence Best seller in the Sports category

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately

Get permission to talk with your customers

Survey your customers

Incorporate feedback to meet their needs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately: Astraware

Detailed support questionnaire Customers asked and they received:
Discounts for buying several products Major/minor notification of upgrades

Successful product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms

Capitalize on market fragmentation and evolving customer demographics Support your customers who carry more than one device Leverage efficient porting opportunities such as porting labs and development tools

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms: JSmart

Java firstthen the rest

Over 180 active products across all mobile platforms

Applications reliably adapt to device specifications and features

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally

Localize your applications and product descriptions

Capitalize on being an early mover in an emerging market

Leverage Handangos international customers and partners

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally: TomTom

Over 135 products available in multiple languages Full product localization for best sellers; product description translations for others Over 75% of TomToms Handango sales are outside of the U.S.
Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update

Recognize short-term product lifecycles

Create and refresh based on customer feedback and new technologies

Leverage existing customer base to sell new products and upgrades

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update: Cutting Edge Software

5 major updates in 8 month period Capitalizes on latest handset features and OS upgrades Provides wireless access to PC files in native format

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story

Recognize that the best marketing, not technology, often wins Leverage your partners, including Handango, to cost-effectively spread the word Create buzz with your product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story: Hexacto/Jamdat

Create buzz with successful launches

Every Hexacto release tops the last

Leverage Handangos resources

Product Launch Program (PLP) Handango Champion Gold Program STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support

Issue registration codes upon sale to allow immediate gratification for customers Respond promptly and courteously to customers Build an intuitive Web support interface where customers can help themselves

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support: neohand

Customers never wait for unlock keys Customer inquiries responded to in less than 12 hours Customer service on Web site is easy-to-use and intuitive
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

7 Habits of Highly Effective Developers

Provide WorldClass Support Tell the World Innovate and Update Expand Globally Diversify Across Platforms Know Your Customers Intimately Focus on Your Segment

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

And over 300 others

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine 2) STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Palm, Pocket PC and Symbian created every month

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Specify the frequency of the subscription

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software NEW Gold Program

Modified from open to invite-only Selection based on sales and customer support record

$1000 in any month or $500 for three consecutive months Customer service issues on less than 8% of transactions

Benefits:

Dedicated Handango email address for even faster responses Additional keywords for Handangos Search Engine Marketing and merchandising programs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Developer Council

Available for Handango top partners Highly confidential relationship
[NEW]

Opportunity to exchange ideas through private ListServ and conference calls

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) 7) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council [NEW] Handango Frequent Sellers Program

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Frequent Sellers Program

[NEW]

Earn Handango Bucks for sales through all of Handangos sales channels Redeem Handango Bucks for marketing through Handango Show Me The Money!
$100 in sales = 1 Handango Buck Double Bucks if you are a Gold Member Triple Bucks for sales through a Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Frequent Sellers Program

Handango Developer Council

New Gold Program

Subscription Billing
Product Launch Program STAR Program Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Be Effective with Handango

Feedback from you

Feedback Form

7 Habits of Highly Effective Developers

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Q&A
Randy Eisenman President & Founder randy@handango.com

Will Pinnell Director, Business Development will@handango.com

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Habits of Highly Effective Developers

Randy Eisenman Founder & President Will Pinnell Director, Business Development

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Our Perfect 7 Agenda

7 Habits of Highly Effective Developers 7 Case Studies from Your Peers
&

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#1: Focus on Your Segment

Evaluate based on:
Skill-set Passion Economics

Consider your segment when analyzing business decisions Examples:

eBay = Online Auctions Krispy Kreme = Doughnuts Handango = Mobile Downloads
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

#1: Focus on Your Segment: Karrier Communications

IntelliGolf: Golfs #1 Scorecard Software Offering multiple versions for different types of players Over a dozen awards driven by a great brand and presence Best seller in the Sports category

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately

Get permission to talk with your customers

Survey your customers

Incorporate feedback to meet their needs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately: Astraware

Detailed support questionnaire Customers asked and they received:
Discounts for buying several products Major/minor notification of upgrades

Successful product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms

Capitalize on market fragmentation and evolving customer demographics Support your customers who carry more than one device Leverage efficient porting opportunities such as porting labs and development tools

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms: JSmart

Java firstthen the rest

Over 180 active products across all mobile platforms

Applications reliably adapt to device specifications and features

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally

Localize your applications and product descriptions

Capitalize on being an early mover in an emerging market

Leverage Handangos international customers and partners

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally: TomTom

Over 135 products available in multiple languages Full product localization for best sellers; product description translations for others Over 75% of TomToms Handango sales are outside of the U.S.
Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update

Recognize short-term product lifecycles

Create and refresh based on customer feedback and new technologies

Leverage existing customer base to sell new products and upgrades

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update: Cutting Edge Software

5 major updates in 8 month period Capitalizes on latest handset features and OS upgrades Provides wireless access to PC files in native format

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story

Recognize that the best marketing, not technology, often wins Leverage your partners, including Handango, to cost-effectively spread the word Create buzz with your product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story: Hexacto/Jamdat

Create buzz with successful launches

Every Hexacto release tops the last

Leverage Handangos resources

Product Launch Program (PLP) Handango Champion Gold Program STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support

Issue registration codes upon sale to allow immediate gratification for customers Respond promptly and courteously to customers Build an intuitive Web support interface where customers can help themselves

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support: neohand

Customers never wait for unlock keys Customer inquiries responded to in less than 12 hours Customer service on Web site is easy-to-use and intuitive
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

7 Habits of Highly Effective Developers

Provide WorldClass Support Tell the World Innovate and Update Expand Globally Diversify Across Platforms Know Your Customers Intimately Focus on Your Segment

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

And over 300 others

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine 2) STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Palm, Pocket PC and Symbian created every month

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Specify the frequency of the subscription

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software NEW Gold Program

Modified from open to invite-only Selection based on sales and customer support record

$1000 in any month or $500 for three consecutive months Customer service issues on less than 8% of transactions

Benefits:

Dedicated Handango email address for even faster responses Additional keywords for Handangos Search Engine Marketing and merchandising programs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Developer Council

Available for Handango top partners Highly confidential relationship
[NEW]

Opportunity to exchange ideas through private ListServ and conference calls

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) 7) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council [NEW] Handango Frequent Sellers Program

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Frequent Sellers Program

[NEW]

Earn Handango Bucks for sales through all of Handangos sales channels Redeem Handango Bucks for marketing through Handango Show Me The Money!
$100 in sales = 1 Handango Buck Double Bucks if you are a Gold Member Triple Bucks for sales through a Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Frequent Sellers Program

Handango Developer Council

New Gold Program

Subscription Billing
Product Launch Program STAR Program Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Be Effective with Handango

Feedback from you

Feedback Form

7 Habits of Highly Effective Developers

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Q&A
Randy Eisenman President & Founder randy@handango.com

Will Pinnell Director, Business Development will@handango.com

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Habits of Highly Effective Developers

Randy Eisenman Founder & President Will Pinnell Director, Business Development

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Our Perfect 7 Agenda

7 Habits of Highly Effective Developers 7 Case Studies from Your Peers
&

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#1: Focus on Your Segment

Evaluate based on:
Skill-set Passion Economics

Consider your segment when analyzing business decisions Examples:

eBay = Online Auctions Krispy Kreme = Doughnuts Handango = Mobile Downloads
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

#1: Focus on Your Segment: Karrier Communications

IntelliGolf: Golfs #1 Scorecard Software Offering multiple versions for different types of players Over a dozen awards driven by a great brand and presence Best seller in the Sports category

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately

Get permission to talk with your customers

Survey your customers

Incorporate feedback to meet their needs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#2: Know Your Customers Intimately: Astraware

Detailed support questionnaire Customers asked and they received:
Discounts for buying several products Major/minor notification of upgrades

Successful product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms

Capitalize on market fragmentation and evolving customer demographics Support your customers who carry more than one device Leverage efficient porting opportunities such as porting labs and development tools

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#3: Diversify Across Platforms: JSmart

Java firstthen the rest

Over 180 active products across all mobile platforms

Applications reliably adapt to device specifications and features

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally

Localize your applications and product descriptions

Capitalize on being an early mover in an emerging market

Leverage Handangos international customers and partners

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#4: Expand Globally: TomTom

Over 135 products available in multiple languages Full product localization for best sellers; product description translations for others Over 75% of TomToms Handango sales are outside of the U.S.
Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update

Recognize short-term product lifecycles

Create and refresh based on customer feedback and new technologies

Leverage existing customer base to sell new products and upgrades

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#5: Innovate and Update: Cutting Edge Software

5 major updates in 8 month period Capitalizes on latest handset features and OS upgrades Provides wireless access to PC files in native format

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story

Recognize that the best marketing, not technology, often wins Leverage your partners, including Handango, to cost-effectively spread the word Create buzz with your product launches

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#6: Tell the World Your Story: Hexacto/Jamdat

Create buzz with successful launches

Every Hexacto release tops the last

Leverage Handangos resources

Product Launch Program (PLP) Handango Champion Gold Program STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support

Issue registration codes upon sale to allow immediate gratification for customers Respond promptly and courteously to customers Build an intuitive Web support interface where customers can help themselves

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

#7: Provide World-Class Support: neohand

Customers never wait for unlock keys Customer inquiries responded to in less than 12 hours Customer service on Web site is easy-to-use and intuitive
Handango Partner Summit July 23-25, 2003

Confidential Not for reproduction

7 Habits of Highly Effective Developers

Provide WorldClass Support Tell the World Innovate and Update Expand Globally Diversify Across Platforms Know Your Customers Intimately Focus on Your Segment

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

And over 300 others

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) Handango Commerce Engine 2) STAR Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Palm, Pocket PC and Symbian created every month

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Specify the frequency of the subscription

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software NEW Gold Program

Modified from open to invite-only Selection based on sales and customer support record

$1000 in any month or $500 for three consecutive months Customer service issues on less than 8% of transactions

Benefits:

Dedicated Handango email address for even faster responses Additional keywords for Handangos Search Engine Marketing and merchandising programs

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Developer Council

Available for Handango top partners Highly confidential relationship
[NEW]

Opportunity to exchange ideas through private ListServ and conference calls

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software 1) 2) 3) 4) 5) 6) 7) Handango Commerce Engine STAR Program Product Launch Program Subscription Billing New Gold Program Handango Developer Council [NEW] Handango Frequent Sellers Program

[NEW]

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software Handango Frequent Sellers Program

[NEW]

Earn Handango Bucks for sales through all of Handangos sales channels Redeem Handango Bucks for marketing through Handango Show Me The Money!
$100 in sales = 1 Handango Buck Double Bucks if you are a Gold Member Triple Bucks for sales through a Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

7 Ways to Sell More Software

Frequent Sellers Program

Handango Developer Council

New Gold Program

Subscription Billing
Product Launch Program STAR Program Handango Commerce Engine

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Be Effective with Handango

Feedback from you

Feedback Form

7 Habits of Highly Effective Developers

7 Ways to Sell More Software

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003

Q&A
Randy Eisenman President & Founder randy@handango.com

Will Pinnell Director, Business Development will@handango.com

Confidential Not for reproduction

Handango Partner Summit July 23-25, 2003