W. Scott WebberChairman & CEO

My Background

I have had the good fortune to be involved in many successful software ventures

Pansophic Systems - General Manager Software Artistry – CEO Corepoint Technologies – CEO Performance Assessment Network – Incubator,

Director & Mentor Installshield – Director Autobase – Chairman & CEO BidPal – Chairman & CEO

My Background

Funding I have acquired venture capital I have been a venture capitalist

Liquidity Events I have acquired companies I have had companies acquired I have taken companies public

My Background

Actively engaged in fostering economic growth in the community

Founded Technology Partnership in 1997 to foster growth in Indiana technology economy

Served on numerous corporate and not-for-profit boards

Ingredients for Success

Compelling concept

Well thought out business plan

Well-defined operating plan

Strong management team/organization

Necessary infrastructure

Create a corporate culture

Adequate funding

Competitive product

Business Plan/Begin with the end in mind

Well thought out, realistic 3-5 year plan Envisioned the go-to-

market strategy prior to investing in the business

Resources necessary for successful execution are identified Lofty goals can be

achieved with focus & preparation

Business Plan

Operating Plan

Define where you are going and how you are going to get there

You are much less likely to achieve your goals if you haven’t defined them

Implemented annual operating plan (GOSPA)

Goals...are supported by...

Objectives...which are reached by executing...

Strategies...which set the direction for your...

Plans...which are executed by the...

Activities...of the day, month, and/or year

GOSPA Defined

Strong Management Team/Organization

It is a company’s management team that will most impact its success

Success is most likely achieved when members of the senior management team have already been where you are going Brought in a seasoned management team that

knew how to achieve the objectives

Organizational Development

Hired over-qualified employees at all levels Fewer talented employees accomplish more Positions grow to meet employee expertise Most high growth company failures are due to

running out of management talent

Implemented career development planning for employees to prepare them for future responsibility Leadership Retreat

Infrastructure

Put systems in place proactively – less time consuming than reactive approach Salesforce Intacct Logistics

Planned processes will result in greater productivity

Structured processes insure repeatability of success

Define the Culture

Created a statement of Culture

Lead organization by example

Communicate with employees Quarterly company meetings Semi-annual company

training sessions Quarterly employee/CEO

luncheons

Adequate funding

Don’t dribble funds in, get enough funding early to take leadership position in fast-paced market – especially in technology where coastal firms WILL be growing rapidly

It’s about winning, not control 5% of $500 million worth more than 100% of

$5 million!

Investment Sequence

Product

Distribution

Customer service & support

Infrastructure

Competitive Product

It’s not about having the best product Microsoft didn’t have best product Oracle didn’t have best product SAP didn’t have best product

It’s about having a competitive product & executing better than the competition!

Of course, it doesn’t hurt to have the best execution, AND the best product!

W. Scott WebberChairman & CEO

Thank you!