Competitor Attack

Company Defense

Word Integration

• Positioning:
• Highest business value found in complex ‘contract management’ – ‘authoring’ (where Word is used) is lower value process automation
• Company authoring tool enables uniquely powerful management capabilities and supports but is not limited by MS Word
• Create FUD - ask about:
• Performance: desktop vs. server delivery?
• Loss of changes when importing from 3rd parties?
• Plug-in needed, only available with current Word version?
• Microsoft Roadmap:
• Office 12 FUD:  Upgradeability?
• Future of Word/MS relationship

Viability

• Due diligence ‘Owner’ to manage
• Quick responses
• Recent funding round, results: release, investor confidence
• Major enterprise customer references to demonstrate viability

Usability – UI

• Demo: ‘Lite’ executive demo, user demo environment