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Slide 1: Discussion: Co-Marketing with Versata Bob Berger, robert_berger@versata.com Shannon Lynd, shannon@versata.com May 20, 2004
Slide 2: Disclaimer This presentation contains information about management's current expectations for future earnings and losses, and plans and prospects that constitute forward-looking statements for purposes of the safe harbor provisions under The Private Securities Litigation Reform Act of 1995. Forward-looking statements include, but are not limited to, statements regarding the Company's expectations, beliefs, hopes, intentions or strategies regarding the future. These statements involve risks and uncertainties that may cause the Company's actual results to differ materially from those expressed or implied by such forward-looking statements. Factors that could cause or contribute to such differences include, but are not limited to: market acceptance of our products and services and enhancements thereto; our ability to develop and expand our sales and marketing capabilities; development of the marketplace for our products; our ability to maintain and expand our strategic relationships with system integrators, independent software vendors, and resellers; our ability to adapt to rapid technological changes; our reliance on the Java programming language; the possibility of errors or defects in our software products; our ability to grow our customer base or generate repeat business; our ability to continue using thirdparty software in our products; protection of our intellectual property; and other risk factors that are discussed in the Company's reports and registration statements filed from time to time with the SEC including, but not limited to, the Company's annual report on form 10-K for the year ended October 31, 2003. In addition we will also be discussing certain non-GAAP financial measures during this presentation such as net income and operating expenses that exclude restructuring charges, amortization of intangibles, and stock based compensation. A reconciliation of such numbers to GAAP financial measures is included in our most recent financial statements which can be found on our website at www.versata.com under the investor relations tab where you can also view our SEC filings. All forward looking statements included in this presentation are based upon information available to the Company as of the date hereof, and the Company does not assume any obligation to update such statements or the reasons why actual results could differ materially from those projected in such statements. Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 2
Slide 3: Types of Partners  Services Partner – Integrator, focused on delivering special capabilities – Formal agreement  Technology Partner – Shared customer alliance, no formal agreement  ISV – OEM Versata product, shared customer, formal agreement  Channel Partner – Selling product into targeted geographic market or vertical Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 3
Slide 4: Public Relations  Press Release Options – New partner announcement • Requires signed partner agreement, vertical focus, solving important horizontal problem (Web Services, Security, RFID, Compliance, etc.) – New product/version announcement • Requires beta customer quote, Versata quote – Customer selection of Versata & Partner • Requires large dollar amount, or important problem solution and customer endorsement – Customer deployment of Versata & Partner • Requires customer endorsement, size of implementation, time to deployment, % automation, dollars saved – Partner momentum • Versata & Partner sign x customers in x industry Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 4
Slide 5: Public Relations  Other Press Opportunities – Technology Solution Articles • You write the article and Versata will get it published • Provide bio, corporate background and research that supports importance of solution • Suggested Topics: – – – – “Using a business rules approach” “Building and maintaining an adaptable enterprise” “Adapting to business change with business rules” Business rules for X industry • Partner gets credit for the article, Versata gets a mention – Customer Articles • Customer permission • What problem was solved?; Why was it important?; How did customer benefit?; Was the success attributable to key Versata product messages? • Versata will use its PR services to conduct the interview and pitch the story • Partner & Versata get a mention Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 5
Slide 6: Requirements  Signed agreement  Message-trained spokesperson – Bio, photo  Company background  Statistical validation – White paper, industry analyst quote, scope on problem being solved, amount of money being saved  Willing customer with corporate approval – Customer bio, corporate background – Graphics (screen shots, graphs, cool customer environment photos)  Competitive data – Who did we beat and why Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 6
Slide 7: Sales Collateral  Joint customer case studies – Partner sets up the interview with the customer – Provides the technical details – Versata will write & publish the case study  Online – Listing on Versata Website with shared links • Requires signed partner agreement, completed press release and at least one customer reference or solution case study Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 7
Slide 8: Lead Generation  Who is our target audience? – Project managers, app dev managers, CIO; not developers  What has worked – Technology Dinner/Breakfast • Targeting about 8 attendees • Partner commits to attendance of 3 prospects • Versata uses their telemarketing services to register other attendees • Partner & Versata co-present Versata, Inc company confidential. Copyright 2004 © All rights reserved. Unauthorized duplication or distribution is prohibited 8