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
WelcometoourCapaxResources2017SpringMeeting.
Partners:JohnBaiocco,TomThomson,JeffWynn,TonyRagusa
CapaxDiscovery:StevenWilliams,BillCox
Zovy:ChrisGrossman,AlexandraMacmurchie,Eric,Marco
CapaxResources:MikeMcGrath,JJContessa
Sceven:PeterMellett
Thisbookletwillnotonlyprovideanagendaforourmeetings,butitwillalsoprovideyouwitha
perspectiveoftheCapaxexperience.Ithasbeenaremarkablejourney...
Nowthisisnottheend.Itisnoteventhebeginningoftheend.Butitis,perhaps,theendofthe
beginning.
-WinstonChurchill
Ouritineraryisveryflexible,butthereareafeweventsthathavebeenplannedinadvance.
Foranythingyouneed,simplycallAmandaat716.408.7040.
Wednesday 8:00AM- 1:00PM Arrivals Ft.MyersAirport
Wednesday 1:00PM- 2:00PM Lunch Tony’sHouse@TalisPark
Wednesday 2:00PM- 6:00PM CASMeeting Tony’sHouse@TalisPark
Wednesday 6:00PM- 9:00PM Dinner CapitalGrillePatio
Thursday 8:00AM- 9:00AM Breakfast Tony’sHouse@TalisPark
Thursday 9:00AM- 12:00PM CASMeeting Tony’sHouse@TalisPark
Thursday 12:00PM- 2:00PM ZovyArrivals FortMyersAirport
Thursday 12:00PM- 2:00PM Lunch/Work TalisParkCafe
Thursday 2:00PM- 5:00PM CAS/ZASMeeting Tony’sHouse@TalisPark
Thursday 5:00PM- 9:00PM Dinner Tony’sHouse@TalisPark
Friday 8:00AM- 9:00AM Breakfast Tony’sHouse@TalisPark
Friday 9:00AM- 12:00PM ZASMeeting Tony’sHouse@TalisPark
Friday 12:00PM- 2:00PM Lunch/Work Tony’sHouse@TalisPark
Friday 2:00PM- 6:00PM Work/Departures Ft.MyersAirport
MeetingTopicsofDiscussion
Postedby:Tom
CASTopicsofDiscussion[Wednesday]
Steven,Bill,John,Tom,Jeff,Tony,Mike,Peter,JJ
1. Organization
ProperstructureandalignmenttoassureessentialservicesfromCapaxResourcesHQ,Sceven,and
CapaxInternationalSales.WithMike,Peter,andJJarefirmlyintheirleadershiproles,wehavebegunto
improveoursystems,refineourprocesses,andmakeappropriatepersonneladditions,upgrades,and
changes.Weneedtodiscussanyorganizational,personnel,systems,andprocessgapsorweaknesses
thatneedtobeaddressedsowecanaccelerateourgrowth.
2. Gartner
WeneedtomakesurewehavealltheappropriatesupportandinputforourreviewwithGartnerthis
year.Thisisacriticaljunctureinbuildingmomentumforourcompetitivepositioningforallofour
productofferings.Messagingandpositioningiscriticalandweneedinputfromallappropriateparties.
3. ResellerResources
Maturingthedevelopmentofourworldwideresellernetworkiscriticaltogrowingthecompany.Withthe
Salesforceimplementationcompleteandpipelinereportingbeingtransitionedtothisplatformthis
quarter,weneedtofocusattentionontheimplementationofChanneltivitytomakesuretosupportBill
Cox’seffortsindevelopingthechannel.Thetoolispurchasedandreadytobepopulatedwithreseller
opportunitiesthatwillprovideuswithfullresellerpipelinevisibility.
Wealsoneedtodiscusswhatadditionalresourcesandsupportarerequiredtofullydevelopthereseller
network.Topicsthathavebeenmentionedinthepastincluderesellertrainingandcertification
programs,salesandmarketingsupport,migrationsupport,accesstotheCAScodebase,andreseller
incentiveprograms.WeneedtomakesureweareaddingallresourcesrequiredtoCapaxResources
HQtofullymaximizethedevelopmentoftheresellernetwork.
4. TheTrip
WearelookingforwardtogettingafulldebrieffromBillandStevenontheirrecenttriptoChinaand
meetingswithSmartTeamGlobal[STG].Weneedtomakesuretoprovideallrequiredresourcestofully
maximizethisopportunity.
a. DiscussionofhowtheacquisitionofUSorEUcompanieswithregulatoryrequirementsstillthe
primarydriveroftheemergenceofinformationgovernancerequirementsinChina.
b. ReviewofoverallChinesegovernmentstanceintermsofrequiringinformationgovernance
regulatoryrequirementsofallChinesecompanies.
c. ReviewapproachandstatusofSTGeffortstoadaptoursoftwarepresentationlayertothe
Chinesecharacterset.
d. Reviewcompetitivelandscapeandwhatshouldwebedoingtoassurewehavefirstmover
advantage.
e. Salespipelinereview.
f. Reviewadditionalorganizationaldevelopment,tripsandeffortsrequiredtofullydevelopthe
opportunity.
g. Reviewbusinessstructure,STGcontractualrelationshipandmoneyflow.
5. KNJ
KNJandtheassociatedendcustomerpipelinerepresentsourcurrentsinglelargestopportunity.We
needtodevelopadeepercollectiveunderstandingoftheKNJsolutionandrelationshiptomakesureto
provideallsupportrequiredtomaximizetheseopportunities:
a. ReviewoftheKNJhostedofferingandourmanagedserviceresponsibilities.
b. Reviewofcurrentendcustomersbeingsupported.
c. ReviewofKNJendcustomerpipeline.
d. GainadeeperunderstandingofCongruity-KNJrelationshipandourrelationshipwiththem.
e. Reviewofcurrentreceivablesandbillingchallenges.
f. Developabetterunderstandingofourprofessionalservicesormanagedserviceresponsibilities
forthesoftwarerunningintheKNJenvironment.
6. LostRevenue
WithPeterOlenick’spendingretirement,weareaggressivelytransitioningthemaintenanceandsupport
renewalprocess.Thiscontractadministrationactivityhasbeenallowedtobetheprimarypointof
existingcustomeraccountengagementandthelostsupportandmaintenancerevenueoverthelasttwo
yearsisinlargepartattributabletothisprocess.Wecannoteffectivelygrowthebusinessifweneglect
theexistingcustomerbaseandarelosingcustomers.Bytheendofthisquarter,allcontractrenewal
discussionswillbeleadbyCapaxInternationalSalesandappropriateaccountmanagersbeingfully
engagedwithourcustomers,andtherenewalactivitywillbeincorporatedasaroutinecontract
administrationprocessconductedbyCapaxDiscoveryHQinWilliamsville.
WeneedtodiscusscurrentCapaxInternationalsalesinitiativesunderwaytosecureexistingcustomer
renewals,reattractcustomersthathavedroppedmaintenanceincludingtheamnestyprogram,O365
supportinitiative,andbridgetechnologyandmigration-lessmigrations.:
ZovyTopicsofDiscussion[Friday]
Chris,Alex,Eric,Marco,John,Tom,Jeff,Tony,Mike,Peter,JJ
1. Organization
ProperstructureandalignmenttoassureessentialservicesfromCapaxResourcesHQ,Sceven,and
CapaxInternationalSales.WithMike,Peter,andJJarefirmlyintheirleadershiproles,wehavebegunto
improveoursystems,refineourprocesses,andmakeappropriatepersonneladditions,upgrades,and
changes.Weneedtodiscussanyorganizational,personnel,systems,andprocessgapsorweaknesses
thatneedtobeaddressedsowecanaccelerateourgrowth.
2. VeteransAdministrationConsolidationProjectUpdate
ChrisandAlexhavebeenworkingextensivelywiththeVAandThundercatontheirconsolidationof
licenseswhichwilladdabout$1.5Mannuallytothecontractwhichwillbeadministeredandcontrolled
byVACO.WehavecommittedthefundsfortheVAhardwareexpansionthatwillallowforthe
accelerationoftheVAO365migrationandfirmlyestablishZovyasthelongtermarchivesolution.
3. Capitalization
ZovyArchiveSolutionshostedenvironmentcurrentlyrunsinanInternapdatacenterinNewEngland.
OurarrangementwithInternapisnowonamonthtomonthbasis,sorelocationisimminent.Weare
nearingtheendofourserverandstoragecapacity,and,moreimportantly,Internapisoutofthe
contiguousphysicalandrackspacethatwewillrequireforourimminentexpansionneeds.
WehavebeenwaitingontheconsummationofthenextKNJdealsothatJohncanapproachCongruity
abouthostingZASintheirBostonfacilitygoingforward.Marcohasbeenperformingmagicwithour
currentenvironmenttoassurenodisruptionofservicetoourexistinghostedcustomers.Weareatrisk
andneedtofinalizeourstrategy-andfigureoutwherewearegoingwiththisimmediately.Thisalso
hasanimpactonourabilitytocompletetheCISOSentinelintegrationwithZASasthedatacenter,
computingandtelecommunicationfacilitiesneedtocomeundercontinuousmonitoring.
4. Sceven
ThepremiercustomersthatareutilizingourHPCAbasedsolutions[whetheron-premorhosted]arenot
goingtomigrateoffthemanytimesoon[unlesstheyaremigratedtoahybridorhostedversionoftheir
currentsolution].NowthatwehavereceivedsignoffontheHPEcontractualobligationsthatcamewith
theacquisitionoftheHPCAcodeandcustomerbase,weneedtoidentifythecriticalenhancements
requiredtosustainandextendtheZAScustomerbase.
5. Gartner
WeneedtomakesurewehavealltheappropriatesupportandinputforourreviewwithGartnerthis
year.Thisisacriticaljunctureinbuildingmomentumforourcompetitivepositioningforallofour
productofferings.Messagingandpositioningiscriticalandweneedinputfromallappropriateparties.
6. HPCA
HPE’squarterdrivensalesstrategieshaveleftusinachallengingpositionwithmanyofthemaintenance
andsupportcontractsweacquiredwhenweboughttherightstotheHPCAsoftware,customersand
contractbase.Chris,Alex,andtheteamhavemadeterrificprogresstransitioningthetop10accounts
andrenewingourcontractsatsignificantlyhigherlevels.
ThenexttrancheofaccountspresentsamoresignificantchallengeasinmanycasesHPthrewin
maintenanceandsupportatsignificantlyreducedratesaspartofbundledsolutionswiththeselarge
customers.Weareleavingmoneyonthetableandneedtodevelopstrategiestoallowustocollect
whatshouldbe10xtheannualrevenuewearecollectingtoday.
7. Alta
SecuringtheZovyteam’sposition.
GeneralTopicsofDiscussion[Thursday]
Steven,Bill,Chris,Alex,Eric,Marco,John,Tom,Jeff,Tony,Mike,Peter,JJ
1. Intra-CompanyProtocol
Weneedtoestablishabasisforintra-companybillingaswellasrevenueandexpensedistribution.This
wouldallowustoproperlyrecognizetheperformanceofeachoperatinggroup,aswellasprovidea
foundationforvaluationforthesaleofsharestonewpartnersorpotentialinvestors.
2. Investors
Wewouldliketodiscussthedesirabilityofsellingsharesofourvariouscompaniestoinvestors.Can
CapaxDiscovery,Zovy,orScevenbenefitfromabiginfusionofcapital,say$10Mto$20M?What
wouldourgrowthpotentialbewiththattypeofcashinfusion?Obviously,thiswillcallforconsiderable
evaluationanddiscussion.
3. CompensationPrograms
Weneedtodoacompletereviewandadjustmentofallourpayandincentiveprogramsforkey
non-salesassociates.
Introduction
Overtheyears,Johnhasrecognizedavarietyofopportunities[manyofthemintroducedbyourcurrentteam],
anditisexcitingforustoseeseveralofthemcometofruition,especiallynow.
ThelatestiterationofourinitialAPMetropartnershipisCapaxResources,anditis,byfar,ourmostpromising
undertaking.Fashionedbyaseriesoftimelyacquisitions[EAS,ACA,Zovy…]andanenormousinvestmentin
newarchivingsolutionsforbothon-premandhostedapplications,CapaxResourcesisnowacompanyin
chargeofitsowndestiny.Anditisadestinythathasabundantopportunityforeveryoneinvolved.
Forthepastseveralmonths,wehaveattemptedtotransitionourorganizationfromahighlyeffectivesupport
andmaintenancecompany[thatthrivedforseveralyearsasanAutonomy/HPEresource],intoadynamic
softwarecompanyandserviceproviderthatfocusesondeliveringpremierinformationarchiving,insight,and
governance.
Asabusinessdeveloper,oneofmycoreresponsibilitiesistoprovidemaximumshareholdervalue.Inthecase
oftheAPMetropartnership,Ihaveworkedthroughoutthepast20yearstohelpfacilitatetheopportunitiesthat
havepresentedthemselvesfromtimetotimeforthemaximumbenefitofalltheshareholders.FromAPMetroto
CapaxGlobaltoCapaxDiscoverytoCapaxResources,allofthevariouspartnershaveallbeenabletobenefit
byadroitlypositioningboththecompanyandtheshareholderalignmentformaximumbenefit.
Butmyresponsibilityasabusinessdevelopergoeswellbeyondmaximizingshareholdervalue.Overthepast40
years,theAdvantageCohasprovedtobearesponsibleandproactivesocialpartnerinthecommunitieswe
operateandthrive[in],aswellasdirectlybeneficialtoouremployees,suppliers,customers,andallofthe
families,relatives,andfriendsthatrelyonusforincome,security,stability,opportunity,andgrowth.
Withourongoingsuccessandcommitmenttogrowthanddevelopment,wearenowreadytobuildmorethan
everbefore.Wehavetheopportunitytorealignourcompanyformaximumbenefittoourcustomers,our
teamingpartners,ourstaff,ourmanagementteam,andourpartners.Andthat’swhatweareheretodo.
Thisweek,wewouldliketodiscussournewalignmenttoensurebothmaximumvalueandlong-termviability.
Wehavecometogethertoconceptualizeamoresuccinctprofileofthecompanyweareclosetobecoming.
Thisweek’smeetingswillhelpusbetterdefineandorganizeourgo-forwardstructure,offerings,andstrategy.
Thisisanewbeginning.
Risks
First,letmepointoutacoupleofourcurrentrisks,nottheleastofwhichisour$10Mindebt.
At-RiskLicenses
TheMicroFocusandHPErelationshipsarenotasstableandsecureaswewouldlike.Thereareholesinour
agreementsthatwecanneverfullyplug.Wearealwaysatriskaslongaswearelicensingproductfromothers,
andwehavenoideawhatMicroFocuswilldooncetheytakeoverourlicenseagreements[butweareawareof
whattheyarecapableof].
MicroFocusexiststosqueezejuiceoutoftheorangethatnooneelsehadbotheredtosqueeze.Theirarmyof
lawyersandjuicesqueezerswillfocusontheminutiaofourlicensesandcontracttofindawaytoextract
additionalrevenueforMicroFocus.Theyarenotlookingforanythingelse,andtheyarereallyreallygoodatit.
WeareusetothesloppyapproachAutonomyandHPEhadtoeverything.Inmostinstances,HPEwasoblivious
toeventheirbasicaccountlist.ThiswillnotbethecasewithMicroFocus.
Evenwiththisextensionandaddedsecurity,MicroFocuswill,inevitably,belookingforhiddentreasures,and
ourrevitalizationofEASandHPCAaredefinitelytwohiddentreasures.Wecannotunderestimatethem.They
willbelookingforeverywaytomakemoneyoffthecarcassofHPEsoftwareregardlessofourposition.We
needtocontinuetobettersecureourpositionBEFOREtheygettous.Thedaysofignoringtheneedtomakeall
upgrades,bugfixes,andenhancementintoScevenintellectualpropertyareover.
At-RiskIntellectualProperty.
IamconcernedabouttheinviolabilityofourScevensoftwaredevelopmentandIP.Already,wehaveChris
Ryan’sattorneyclaimingthatwearesubstantiallyutilizinghisproprietarycode,andheisrequesting5%ofour
revenueininstanceswhereweutilizehiscode.Idon’tknowhowmanymoreChrisRyan’sareoutthere,and,
althoughweareclosinginonamind-numbing$8Mspendonsoftwaredevelopment,Idon’tknowjusthow
relevant,effective,andsecureourIPwillactuallybe.IhavealreadyvoicedconcernaboutourIndiaconnection,
andIbelieveitistimetohaveacloserlookatallofourIP.
Thatbeingsaid,ourrisksareminimalwhenyouconsiderwhatCapaxGlobal,AutonomicResources,and
Consilium1havebeenthroughthepastfouryears.Fortunately,wearedonewalkingonarazor’sedge.
CapaxResourcesOperatingBusinesses
Havingpointedoutacoupleofourinherentrisks,letusnowaddressourincredibleopportunities.Wecurrently
havethreeindependent,yetcollaborative,CapaxResourcesbusinessventures[CapaxDiscovery,Sceven,and
Zovy]thatcanprovideasubstantialupsideforallofusaswecontinueonthisCapaxadventure.
HereisournewalignmentgoingforwardforCapaxResources:
1. CapaxDiscovery,Inc.
Morristown,NJ
StevenWilliams,President
Partners:JohnBaiocco36.3%,JeffWynn7%,TomThomson15.4%,TonyRagusa41.3%
CapaxDiscoverywouldcontinuetoberesponsibleforallthingsthatareCAS,whichmeansallthings
thatwereformerlyEAS.ThislegacyentitywillremaintheownerofouragreementsfromHPEandother
supplierstolicensetheirproductsonanexclusivebasis.
Overthepastfewyears,wehaveacquiredanddevelopedthebestofclassinformationgovernance
solutionsthatgowellbeyonddataarchiving.WearenowbeingrecognizedintheGartnerMagic
Quadrant,andourCapaxArchiveSolutionsaredeployedinover1,000enterpriseaccountsworldwide.
WehavetransformedCapaxDiscoverybyseparatingitfromCapaxGlobal[whichcost$2.7M+]andby
makinganenormous$9Minvestmentinproprietarysoftwaresolutionsandlicensingacquisitions.We
havealreadyspentover$7M[andcounting]withScevencreatingthesenewEASbasedarchiving
solutions,aptlynamedCapaxArchiveSolutions.
Iamconvincedthaton-premnotonlyhasafuture,butthatitactuallyis
thefuturewhenitcomesto
secureandflexiblearchiving.Multi-nationalcompaniesarenotgoingtowanttohavetheirdataarchived
inanAmerican-basedcloudthatcouldcomeunderUSgovernmentscrutiny.Ithinkmostlarge
enterpriseusersaregoingtodemandanon-premsolution-andsinceeveryoneisforsakingthisspace,
wehaveanopportunitytodominatewithCAS.
BuiltontheEASplatformbyoursoftwaredevelopmentexpertsatSceven,ourarchivingsolutionisnow
recognizedintheGartnerMagicQuadrant.CapaxArchiveSolutionsistheacknowledgedleaderin
on-premiseandhybridarchivingsolutionsforenterprisecustomerswhodemandthemostsecureand
flexiblearchivingandeDiscoveryresource.
Andwhenitcomestoprovidingourworldclasssolutions,thedecidingfactorintheirefficacyrelieson
thecontributionoftheengineering,professionalservices,maintenance,andsupportteamsthatassure
secureandreliableperformance.Accordingly,Sceven’sMaintenance&Supportteamwillcontinueto
answerthecallforallofCAS’scustomers’needswithaspeedtoperformancethatwillexceedall
industrystandards.
Ourgo-forwardCASproduct[possiblycalledArcivium]willbeathin-clientarchivingsolutionthatisbuilt
onouroriginalEASsoftware[andpossiblywithoutIDOL].ThisnewCASproductwillbefurther
developedforbothon-premandhostedsolutions.ThiswillbeCapaxDiscovery’skeynoteproduct,but
notouronlyproduct.WewillhaveDataLight,migrationtools,CISOSentinel,andavarietyofnew
productsthatwearelikelytodevelop,acquire,orpartnerwiththatwillenhancetheCASexperience.
ThecurrentversionofourEASbasedarchivesolutionshouldcurrentlybereferredtoasCAS3.0.Ithink
wehaveallgottencomfortablewithgettingpastcallingourarchivingsolutionsEAS,CAMM,Nearpoint,
etc.Thosesolutionsweremerelyforerunnersoftheworldclassarchivingsolutionwehavedeveloped
overthepastcoupleofyears.Wehavenowspentover$7MondevelopingCAS3.0,andbythetimewe
arereadytolaunchArciviumitinQ12018,thedevelopmentinvestmentwillcertainlyexceed$8M.
ArciviumwillhavethethinclientandOffice365upgradesthatGartnersuggestedasbeingnecessaryfor
ustomoveforwardintheirrankings.ItwillestablishasecurebaseforustobuildCapaxDiscoveryon
forthenexttenyears,includinghybridandhostedofferings.
2. Sceven,Inc.
Williamsville,NY
PeterMellett,President
Partners:JohnBaiocco36.3%,JeffWynn7%,TomThomson15.4%,TonyRagusa41.3%
Currently,thisisoneofthemostprofitableoperationsinalloftheAdvantageCo,andwehavebelieved
forsometimenowthatourdevelopmentandsupportprowessshouldbethefoundationofan
independentventure.
Nevertheless,fornow,Scevenwillcontinuetobepredominantlyresponsibleforthecomprehensive
supportofourclients’revenuestreamfrombeginningtoend.ItwillcontinuetobeSceven’smainjobto
makecertainthatCapaxDiscoveryandZovyaredeliveringthebestofclassproductsandthattheyare
attheirmaximumperformancecapabilitiesforallofourcustomers.Intheend,optimalfunctionalityfor
ourcustomersisessentialtooursuccess.
a. ProductEngineering
b. Pre-SalesTechnicalSupport
c. ProfessionalServices[Implementation]
d. ManagedServices
e. Hosting
f. OngoingSupport&Maintenance
PeterisresponsibleforallScevenDevelopment&Supportactivities.WithPeter’slegacyknowledgeof
oursoftwareandbusinesspractices,hewillbeabletofusetogetherallofourproductdevelopment,
professionalservices,managedservices,support,andmaintenanceintooneseamlessandfully
integratedoperation.
Sceven’sguaranteethatCapaxArchiveSolutionsandZovyArchiveSolutionswillremaintheindustry
leadersininformationinsightandgovernancewillbefulfilledbyareorganizedworldwideteamof
softwaredevelopmentexpertsthatmustdemonstratetheirabilitytoengineerstateoftheartproduct
performanceaheadofscheduleandinsyncwithourcommitmenttoourcustomers.
InadditiontoprovidingthemaintenanceandsupportforCapaxDiscoveryandZovy,Scevenwill
eventuallyalsoprovidesupportforavarietyofothersoftwareproductsandengagements.Andnowthat
thebulkofthedevelopmentworkisalmostdoneforourarchivesolutions,Sceven’sworldwide
resourcesareexcitedtounleashtheirdevelopmentprowesstoclientsworldwideundertheSceven
InformationInsightbanner.
Scevenwillalsocontinuetoutilizeavarietyoflicensedproducttocreateamenuofsolutionstofita
varietyofon-premandhostedneedsfortheircustomersworldwide.Thiscouldeventuallyprovetobe
themostvaluableofourthreecurrentventures.
3. Zovy,Inc.
Washington,DC
ChrisGrossman,President
Partners:JohnBaiocco36.3%,JeffWynn7%,TomThomson15.4%,TonyRagusa41.3%
AsJohnandChrisdiscussedwhenwefirstacquiredZovy,weallagreethatwecouldbettermaximize
ourcustomervaluebykeepingZovyaseparatecompany.Accordingly,Zovywillberesponsibleforall
thingsthatareZAS3.0,whichalsomeansallthingsthatwereformerlyHPCA,includingon-premHPCA.
ThismeansthatHPCAwillbeZovyArchiveSolutionsZAS3.0.
BuiltontheHPCAplatformbytheZovy/Scevendevelopmentteam,ZAS3.0willoffermanaged,hosted,
andcloudarchivingsolutionsforenterprisecustomerswhodemandthemostsecureandflexible
archivingandeDiscoveryresourcewithoutthedemandsofexpensiveinfrastructurecapitalization;as
wellasthelegacyHPCAon-premsolution[whichhasanincrediblebaseofhigh-profilecustomers].
Now,whenwedialourZovymessageout,wewillbefeaturingZAS3.0asourhostedsolution,but,keep
inmind,wehaveanincrediblebaseofHPCAon-premisecustomersthatarenotgoingtobeleaving
HPCAanytimesoon,sowewilldialoutZAS3.0tothemaswell[withtheupgradeswearecontractually
obligatedtoprovide].
ZovyprovidesusaccesstothefederaltroughwiththeirincredibleVArelationship,aswellasanice
lineupofhostedcustomers.AddinthelegacyHPCAcustomers,andyouhaveaveryprofitable
companywithanincrediblebaseofnotablecustomers-and,mostimportantly,ahugeupside.
CapaxResourcesSupport
Althoughtheywouldbeoperatedasseparatecompanies,allthreecompaniesdescribedabovewillrelyon
CapaxResourcesHQasthecynosureforallbusinessactivities.Additionally,CapaxInternationalSaleswillbe
thesalesandmarketingresourceforallthreecompanies.
TheWalkerCenterwillbecomehometotheworldwideheadquartersforthreekeyoperationsbytheendofthe
year:CapaxResourcesHQ,CapaxResourcesInternationalSales,andScevenDevelopment&Support.As
statedabove,ZovywillbeheadquarteredoutofournewWashingtonDCoffice,whileCapaxDiscoverywill
continuetobeheadquarteredoutofourMorristown,NJoffice.
1. CapaxInternationalSales
Williamsville,NY
JJContessa,DirectorofSales
Partners:JohnBaiocco36.3%,JeffWynn7%,TomThomson15.4%,TonyRagusa41.3%
ThisisourCapaxResourcessalesdivision,anditisresponsibleforallsalesandmarketing.SarahRusin
istheDirectorofSales&MarketingOperationsandJJContessaistheDirectorofSalesheadquartered
atournewCapaxInternationalSalesOfficeinWilliamsville,NY.OurinitialfocusistoRenew,Upgrade,
andUpsellourcurrenttreasuretroveofelitecustomersworldwide.
Althoughwewillobviouslyremainaggressiveinourpursuitofnewaccounts,itisvitalthatwebecome
evenmoreaggressiveinoureffortstosellmoreofwhatwehavetothecustomersthatwehave.
Renew.Upgrade.Upsell.
Ifwearegoingtocontinuouslygrowourbusiness,wemustidentifyeverythingwehaveavailabletosell,
thenmakeitaccessible,desirable,anddeliverable.Next,weneedtoidentifyallofourcustomers,getto
knowthembetter,makethemaccessible,andthenconnectwiththem[thisiswheretherubbermeets
theroad].Wefacilitatethisconnectionbybuildingabetterconduitbetweenallwehavetoofferandall
ofourcustomers.
Weneedtostartbybetteridentifyingallthatwehavetosellandpresentingitalleffectively,whilebeing
relentlessinidentifyingallofourcurrentcustomers[includingthethousandorsocustomersthatare
usingourproductsbutarenotbeingrecognizedandeffectivelytouched].
Informationisthefoundationofourbusiness.Howwedeliveritdefinesus.Ourinformationmust
decisivelydefinethevalueequationandconciselyprovidetheroadmaptoparticipation.Effective
informationcreatesthenarrativethatisessentialtoenergizingtheprofitableparticipationnecessaryfor
thesuccessofallourbusinessactivities.Theinformationweprovidewillhelptoforgetheconfidence
andcachethatareessentialtoestablishingourvalueequation.Thisinformationmustbeaccurate,
elegant,andconvincing.
Marketing.Theaimofmarketingistomakesellingsuperfluous.Theaimofmarketingisto
knowandunderstandthecustomersowellthattheproductorservicefitsthemandsellsitself.
Thebusinessdoesnotask,Whatdowewanttosell?Itasks,Whatdoesthecustomerwantto
buy?Itdoesnotsay,Thisiswhatourproductorservicedoes.Itsays,Thesearethe
satisfactionsthecustomerlooksfor,values,andneeds.Thebusinessdefinesitsgoalasthe
satisfactionofcustomerneeds.Itdemandsthatbusinessbasesitsrewardonitscontributionto
thecustomer.-PeterDrucker
2. CapaxResourcesHQ
Williamsville,NY
MikeMcGrath,ChiefPerformanceOfficer
Partners:JohnBaiocco36.3%,JeffWynn7%,TomThomson15.4%,TonyRagusa41.3%
Thisdivisionisresponsibleforthecomprehensivemanagementofourstaffing,compliance,reporting,
andperformance.MikeMcGrathisthenewCapaxResourcesCPO.TheentireCapaxResourcesstaff
istobeemployedbyCapaxResourcesHQandappropriatelydeployedbyJohnBaiocco,Managing
Partner.
3. APHQ
Williamsville,NY
KerryPuff,ChiefOperatingOfficer
Partners:TomThomson51%,TonyRagusa49%
SometimesoverlookedinalloftheCapaxResourcesactivitiesistheveryessentialservicethatAPHQ
providesatnocosttothecompany.WerelyontheAPHQteamforallcomplianceandtaxreporting;
and,aswebecomemoreandmoreofaninternationalenterprise,thecostscontinuetospiralupwards.
APHQcontinuestoabsorbthetotalityofthebackendsupportcostsbasedontheoriginalgentlemen’s
agreementthatthefoundingpartnersofAPMetrohadover20yearsago.Thisarrangementdidnot
anticipateorincludeZovyandSceven,butthathasnotbeenaddressedorremedied.Atsomepointthis
arrangementwillcallforbetterdefinition,but,fornow,Kerryandhercrewcontinuetoprofessionally
provideourcriticalinfrastructuresupport.
Zovy,Inc.
Asyouknow,wehaverecentlycommittedtokeepingZovyasanindependententerprise.Zovyremains,
however,aCapaxResourcescompany.IknowIpresentedthescenarioofaunitedbrandingofournewEAS
andHPCAbasedsolutionsasArcivium,butthatunifiedapproachhasbeendiscarded.Here’swhy...
CriticalDegreeofSeparation
WechosetoretainZovyasanindependententerpriseforseveralreasons,butthemostimportantwasthatby
havingCapaxDiscoverylicenseZovy,Incforsomeoftheircorefoundationalsoftware[especiallyHPCA],weare
protectingZovyfromMicroFocusbetterthanweevercouldprotectCapaxDiscovery.
Rightnow,CapaxDiscoveryhastherighttosellHPCAlicensestoanyonewedeemfit,andZovycertainly
measuresup.Therecanbenoarguingthat.Furthermore,ZovyhasalreadybeenlicensedseparatelyforHPCA
directlyfromHPE.And,inadditiontothat,Zovy,IncwasallowedtobesoldwiththeirHPElicensesforHPCA,
ASP,AeD,Keyview,andIDOLintact.Forus,Zovy,InchasamuchstrongerlegalpositionthanjustaCAS
versionofourlicensedsoftwareinCapaxDiscovery.IbelieveZovy,Increpresentsacriticaldegreeoflegal
separation-andthathasrealintrinsicvalue.
Fortunately,JohnhasbeenabletonegotiateanextensiontoourcurrentlicenseagreementswithHPEinorder
toaddvaluetoourIPandtoprotectusfromMicroFocusdowntheline.
Atissueweretwolicenses:
TheASPlicensefromHPEthatallowsZovytomodifyHPCAforthecloud.
TheOEMlicensesforKeyviewandIDOLwhichwereduetoexpireinlessthanthreeyears[thus
hamstringingourcurrentEASandHPCAin-perpetuityagreementsandleavingusopentopredatory
actionbyMicroFocus].
OurEASandHPCAin-perpetuitylicensesclearlystatethatwemustbeingoodstandingwithourIDOLand
KeyviewOEMlicensesinorderforourin-perpetuityagreementstostayineffect.WithouttherequiredOEM
licenses,HPEwouldbeabletoterminatethein-perpetuityagreements,andweassumethatthisisthesword
thatMicroFocuswouldinevitablyuseinnegotiatinganewOEMcontractwithusinlessthanthreeyears.
Zovy’sHPCAASPlicensedoescurrentlyhaveathreeyearoptionthatwouldtakeusto2024,sotherealvalue
hereinthis$600kcomprehensivelicenseextensionistheKeyviewandIDOLextensionsthatwilltakeus
securelyto2025.
ThisisimportantbecauseitwillalsosecureourrevenuestreamfromourHPCAandEASlegacyaccounts.
Althoughwehavethein-perpetuityauthorizationtolicenseanyonetousetheEASandHPCAbasedsoftwarewe
sell,wedonothavetherighttocollectfromthelegacyaccountsifwedonotkeepourlicensesingood
standing.
Additionally,JohnwillhavethemsendustheHPCAroadmapsign-offbeforewesignthisnewextension.This
willmeanthatwearenolongerobligatedtoHPEtomodifytheHPCAcodeaccordingtoourcontractual
obligationsassetforthinouroriginallicenseagreement.
Wewillbepayingalumpsumof$500kwhichwillcover5yearsstartingnow,andthenanotherthreeyearoption
foranadditionallumpsumpaymentof$100k.Thiswilltakeusto2025onallofourOEMandASPlicensesto
goalongwithourin-perpetuitylicensesforEASandHPCA.HPhasalsoagreedtofinancetheinitial$500k.
SeparateCodeBases
Next,wehavetomaintaintwocodebasesanyway[regardlessofwhatwecallourofferings].Thepremier
customersthatareutilizingourHPCAbasedsolutions[whetheron-premorhosted]arenotgoingtomigrateoff
themanytimesoon[unlesstheyaremigratedtoahybridorhostedversionoftheircurrentsolution].It’snotlike
BankofTokyoisgoingtomigratetoanEASbasedsolution[buttheymightbewillingtoaddanupdatedhybrid
solutionaddingcloudservicestotheircurrentsolution].
HPCAProwess
Zovyhascertainlydemonstratedawillingnesstoenhancetheon-premexperienceofourcurrent-andvery
profitable-HPCAcustomers.TheZovyteamknowsHPCA,andtheyhavebeenabletoeffectivelyand
efficientlyupgradethesoftware,andtheywillcontinuetodosotosatisfyourcustomers’needs.
Branding
ZovyhasestablishedasolidfoundationinthemarketplacethathasabsolutelynothingtodowithCapax
Discovery.Idon’tthinkthatCapaxDiscoveryisseenastheprimemoverbehindthesuccessofZovyinanyway
shapeorform[andChrisandAlexcertainlydon’tpromoteitasanythingotherthanaZovyexperience].
Gartner
AsforGartner,wearedoingallthethingstheyrequested,sothisshouldnotaffectourstandingwiththem.They
neverknewofArciviumoranyothercorporatemachinations.AlltheyneedtoknowisthatthereisstillCASand
Zovy.Asfarastheyareconcerned,nothinghaschangedinthatregard.Infact,theonlychangeisthatit’sall
gettingbetter.Ithinkthatshouldbeeasyforustocommunicate.
Investment
Furthermore,asaseparateentity,Zovyhasthepotentialtoattractsignificantinvestmentactivity.Withthe
addedprofitabilityoftheacquiredon-premHPCAcustomerbase,ZovyhasaveryattractiveIncomeStatement
andaverycleanBalanceSheet,nottomentionanincredibleupsideinboththeFederalspaceandthecloud.
It’sGoodForCAS
And,lastly,thisseparationallowsCAStofullydevelopalloftheirproprietaryinformationinsightandgovernance
solutionstodominatetheirmarket.CAScannowaggressivelypursueanEASbasedsolutionstrategywithout
confusingandcompromisingaseamlessCASon-premtohybridtocloudoffering.
ChrisGrossman’sZovyPresentation
First,retainingZovyasanindependentcompanyiswhatJohnandIalwayshadinmindatthestart.Idon’tthink
vendorsfailduetoparallelproducts,theyfailduetolosingtouchwiththecustomersneedsandforcing
somethingonthemforcorporatebenefit.IthinkthefactthatCapaxiswillingtotakeontheadditionalchallenge
oftwosolutionsisnotjustcorrectitiscourageous.IknowmycustomerswillfeelitthatwaybecauseAlexandI
willthemto.
IlikehowTonydescribedtheZovyExperience,andtobeclearIamlookingforwardtoshowingthattoyouthis
week.Theexperienceisonepiecetechnology,onepiecetechnicalexcellence,onepiecebulldog[Alex],and
onepiecetransparencyintoourcompany.Inreturn,wegettransparencyintoourclientsandacustomerbase
thatisrootingforus.Theresultisloyalty,growth,andexcitementinourcustomerbase[whocan’twaittosee
whatwearegoingtodonext].
Oursuccesswiththetop15HPCAonpremiseclients-andtheoverallincreaseinthosecontractsover30%in3
months-isagreatreflectionofthispassionnottakingalongtimetotranslatetonewcustomerswhenthestory
istoldcorrectly.CapaxhasdonenothingbutmakeZovybetter.Wehaveaccesstobetterproducts,better
people,betterprocess,andabetterstory.So,Zovyin2017-2018willbesomuchmorethanZovy2015-2016
asweincorporatethese‘embarassmentofassets’fromCapax.
Therefore,ZovybyCapax-tome-makesallthesenseintheworld.Weareexcited,passionate,motivated,
andwehaveproventheabilitytomaintaincustomersandwinnewlogos.Whenmorepeoplehearthestory,
theywillwanttojoin.Butagain,Zovyisanexperience.Nowhereintheselast4paragraphs-whereIhavebeen
modestlydiscussingoursolution-didImentionouruseofHPCA.HPCAisourcanvasbutnotourmasterpiece.
AsIlookatwhatourclientsneed,especiallyclientsthathavelosttheirway,Ifeelitcomesdowntotwosimple
pointsthataredifficulttoexecute:Firsttheyneedtowanttocomehometooursolutions.Thismeansastory
andmultiplesolutionsthatfittheirneeds.Wewillverysoonhavethatwithnext-genCASandZAS.Iwilltake
thosetwoproductsheadtoheadwithanyone.Secondtheyneedawaytogetbackinthebusinesswithout
takingafinancialhit-andtheAmnestyProgramisperfectforthat.
Forthelast5months,Ihaveenjoyedsellingtotheadditional60customersmyteamwasgiven,andwehavea
hugepipeandmonthlyclosesthataremajorupticks.TheideathatthroughAmnestyImighthaveanother600+
thatIcantapintoandimmediatelyeliminatethefirstobjectionwhichisbarrierofreentryisgreat.
IfyoucombinethetwobusinessapproachwiththeAmnestyProgram,Ithinkwearesetupwellfortheyear.In
termsofGartner.Wewillgetinfrontofthemandwinthemover.
HereistheoutlineofmyZovypresentation:
1. OverviewofthePositioningofZovy
a. ManagedServicesvs.HostedServicesvs.TraditionalSupport
b. DifferentiationoverHPCA
2. ResultsfromHPCAMigrationThusFar
a. Win/LossRatios
b. RevenueIncreases/Decreases
c. Projections
d. StrategiesandProblems
3. ReviewoftheZASSaaSContractsfromPurchaseDate[Sept2016]
a. YOYincrease/decreaseofcontractvalue
b. Futureprojectionsofaccount
4. OverallBusinessProjectionsonRevenuefromHPCAMigrationstoZASandZovySaaSRevenue
a. OverallBusinessProjections
b. WhatisNeededfromIndividualContributors
c. SampleAccountManagerTerritoryPlan/AccountPlan
5. DiscussionoftheVA
a. ConsolidationProject[FY2018]
b. ExistingProject[FY2017]
c. RecapoftheHistory
6. DiscussionontheDataCenter
a. Options,Timeframe,Costs
7. TechnicalNeedsintheProductMovingForward
a. TechnicalWishlistandEstimatedCosts
b. GartnerDiscussion
8. RestonOffice
9. MarketingMessage
10. ResellerChannel[20+PartnersInheritedfromHP]
11. IntegrationwithCapaxBusinesses[CISO,CASetc.]
12. ZHubFuture
13. DiscussionaboutMicroFocus,HP,CSC,andEntIT
CapaxDiscoveryAmnestyProgram
Capax Discovery, the world leader in enterprise archiving solutions, announced today an upgrade and amnesty
program for the estimated 10M worldwide enterprise users of their licensed legacy software: EAS, Nearpoint,
CAMM,andHPCA.
Capax Discovery estimates that nearly 90% of the enterprise users of their Gartner recognized archiving
software are deploying outdated versions; therefore, as they roll out CAS 3.0, the latest ground-breaking version
of their unified archiving platform, they are encouraging all authorized and unauthorized users of EAS, Nearpoint,
CAMM,andHPCAtoupgradetothebetaversionofCAS3.0forfree.
This free CAS 3.0 beta upgrade program will be available until the end of the year. On January 1, 2018, the
next iteration of CAS, Arcivium, will be officially released and the upgrade and amnesty program for CAS 3.0 will
endatthattime.
FormoreinformationcontactJJContessaat203.470.0603
DataLight
Postedby:MikeWarren
Date:April14,2017
DataLight
Asmentionedbeforewewillhavetodigandfindtheearlyadopters.Ihaveaconcernthatwedonothavethe
supportfortheproduct.IhavehadtroubleengagingChrisRyanandwedonotseemtohavehislevelof
expertisein-house.ThemomentumthatMicrosofthaswithO365isgoingtocontinueintotheFileSystem
world.CompanieswillstartadoptingOneDriveandAzuremoreandmore.ThisputsourFSplayatrisk.We
needtobeabletoreachintothesecloudstoresanddolegalholds,categorizations,etc.
Postedby:SteveMackey
Date:April25,2017
DataLight
I’vediscussedthiswithJohnandPeter,andwewillmoveforwardwithChuckTichenorbeingourprimary
DataLighttechnicalresource,bothforsalesengagementandPSconsulting.
Chuckhasexcellentskillsandexperienceinsearchengines(includingIDOLandSolr),connectors,andsome
analytics.ThesethreeaspectsaretheprimarycomponentsofDataLight.ChuckandChrisRyanknoweach
otherandhaveworkedtogetheronotherprojects.I’llworktohaveChrisstartprovidingChuckwithknowledge
transferandtrainingASAP.
ThingsToDoList
Thereareafewthingsthatweallrecognizeneedtobedonebeforewearefiringonall8cylinders.Thislistof
thingstodoincludessomeofthemostessentialthingsthathavecometoourattentionoverthepastfew
months,andwehavetoattendtoallofthemsoonerthanlater.Thegoodnewsisthatwehavetheresourcesto
makeitallhappen.So,asyougothroughallthatyouhavetodoeveryday,keepinmindthatwearealso
countingonyoutohelpuscheckoffeveryitemlistedbelow.Withoutyourfullandenthusiasticparticipation,it
justwon’thappen.Thanks.
1. ArciviumRelease.Announcetoallofourcustomers[andtheworld]thatCAS3.0isavailableinaBeta
releaseandthattheofficialreleaseofArciviumwillbecominginQ12018.
2. Salesforce.FullypopulateSalesforcewithaminimumofthreecontactsforeachaccount.500
accountsisjustthestart.Wehavealongwaytogo.Eventuallythiswillbeourmostvaluableresource.
3. Users.Identifyandcontacttheestimated1,000plusCAS,Nearpoint,CAMM,andHPCAusersthatare
notgeneratingrevenueforus.Thisisyourpipeline.Itisalmostalimitlesssupplyofpotential‘new’
business[and,forcommissionpurposes,theyarealldefinitelycategorizedas‘new’business].
4. Renew.Upgrade.Upsell.Sellmoreofwhatwehavetooffertothecustomerswealreadyhave.It'san
embarrassmentofriches.
5. ‘NoCustomerLeftBehind.’Thisshouldbeeveryone’smotto.Ourcustomersareourbusiness.
6. AccountManagers.Assignallcurrentaccounts[about500]totheappropriateaccountmanagersto
ensurethattheyaregettingtheattentionandlovetheydeserve.
7. FullDeployment.Assignthestafffromvariousinternaldivisionstobeaccountmanagerstoensurefull
coverage.Wehaveseveralemployeeswhowereallyneedtogetinfrontofthecustomermore.
8. Pipeline.It'stimetocompletethepipeline,everythingthatisactiveorbeingdevelopedmusthavebeen
enteredbyMay1,2017.Inordertofullyadjudicatethecommissionprogram,weneedtoknowexactly
whoyoucurrentlyconsidertobeyouraccounts.We’llseehowwelleveryonedid.Noexcuses.
9. OpenSeason.AllaccountsthatwerenotidentifiedinthepipelinebyMay1stwillbeconsideredopen
accountsforanyonetopursue.Inordertoverifythattheyareindeedyouraccount,theremustbesome
proofofrecentcontactandengagement,so,fillinthatpipelinetoensureyouraccountbaseis
protected.
10. Commission.Furtherdevelopthecommissionprogramwithapointscomponenttoencourage
non-salesactivities[whichsalespeopleareoftencalledupontoperform].
11. Resellers.Developaresellernetworkalongwithfullsupportandacomprehensiveacertification
program.Thisisanenormousuntappedresourceworldwide.
12. KNJ.IdentifyandorganizetheKNJprepayments.
13. DataLight.ReviewthenewDataLightcontractandhaveitexecutedbyJune1,2017.
14. Alta.DoafullAltareportontheinconsistenciesoftheiraccountingofZovyassetsandliabilities.We
intendonbeingaggressivewithAlta.
15. Zovy.FullyintegrateZovyintoCapaxResources,buthaveitremainaseparateenterprise.
16. Non-SalesProgram.Developanewcompanywidecompensationprogramforallnon-salespersonnel.
17. CorporateStructure.Reviewcorporatestructureformaximumeffectiveness,flexibility,andlicense
security.WearefortunatetohavetheZovy,IncentitytoutilizeinourIPsustainabilitystrategy.
18. Website.UpdatethewebsiteanddevelopasocialmediapresencewithFacebook,LinkedIn,blog,etc.
19. Videos.Dothecategoryleaders'videoswithMaxforourwebsites,socialmedia,andemailpromotions.
20. Capacity.Updatethehardwareandcapacityforourhostedservices.
21. WashingtonDC.FinishfurnishingtheDCofficeandgetitopened.
22. Gartner.SendGartnerareportonourQ12018releaseofArciviumincludingourOffice365andthin
clientadditions.Clearly,Gartnerhasquicklybecomeourbestmarketingtouchstone.Weneedtomake
certainthatStevenandRonanhavealltheresourcesandinformationtheyneed.
23. SummerSummit.PuttogetherasummerexpoforCapaxResourcespersonnelinWilliamsville,NYthe
weekofJuly10th.Itwouldbegreattogetallofourworld-widepersonnel,resellers,associates,and
teamingpartnerstogetherforafewdaysattheWalkerCenter.
24. AdvantageCo.IntroduceallCapaxResourcespersonneltothevariousbenefitsofbeingpartofthe
AdvantageCo. iWorldShoppingCenter.comandiWorldFundraising.orgarejustthestart.
25. PayrollReview.Doacompletehalfyearpayrollreviewpriortotheexpo.
26. Profile.Makecertainthateveryone'sLinkedInprofile-aswellasalltheirsocialmediaprofiles-areup
todate.
EAStoArciviumin17Years
OneoftheaspectsofCapaxResourcesthatJohnhasalwaysbeenproudofisourexcellentrecordwhenit
comestoourretentionofkeypersonnel.Bringingthismanagementgrouptogetherthisweekpunctuatesjust
howwellwecontinuetobuildwiththesameleadershipteamthroughvariousiterationsofourcompany.
EnterpriseArchiveSolution[EAS],previouslycalledExchangeArchiveSolution,wasoriginallydevelopedby
EDUCOMTS,Inc.,anOttawa-basedsoftwaredevelopmentfirm.ThefirstreleaseofEASoccurredonMarch15,
2000.EASwassoldascommercialsoftwareforlocalinstallation.EASwasdesignedtoarchivecontentfrom
MicrosoftExchangetohelporganizationscomplywithlegalrequirementsforE-mailretention,toreducestorage
loadofMicrosoftExchange,improvebackup,andfor.pstfilemanagement.
From2000to2004,EDUCOMreleasedmultiplenewversions,gainedmarketshare,andwaseventuallyacquired
byZantaz,Inc.in2004.Overthenextyear,Zantazaddedadditionalfunctionality,releasedversion4.0and
officiallyrenamedtheproducttoEnterpriseArchiveSolution.
In2005,EASwasbeingusedbymorethan2millionusersgloballyandwasaleadingsolutioninthe
archivingmarketascharacterizedbyanalystIDC.In2007,Zantazcustomersincluded9ofthe10topglobal
lawfirms,11oftheFortune25and14ofthetop20FinancialSecuritiesfirms.
OnJuly24,2007,EASwasacquiredbyAutonomy,Inc.ofCambridge,UK.Shortlyaftertheacquisition,
AutonomyannouncedthatEASwasintegratedwithAutonomy’sIDOLsearchtechnology.
AnalystGartnerrepeatedlyratedZantazandAutonomy'sarchivingsolutionasoneofthetopthreeinthemarket.
CapaxDiscoveryBigBackendMeetingSynopsis
Postedby:TomThomson
Date:March26,2017
CapaxResourcesBigBackendMeetingSynopsis
ThankstoeveryoneforcomingtoWilliamsvillethispastweekforourBigBackendmeeting.Iappreciate
everyone’sparticipation,inputandperspectivesandbelievethiswasaseminalmeetinginthedevelopmentour
ourcompany.MakesuretoaddtothisdocumentasyouseefitandIexpectthatyouallwillshareyour
feedbackinyourweeklyreports.
WearewellonourwaytofulfillingourArciviumvisionofdeliveringtheworld’spremierenterprisearchiving,
ediscoveryandinformationgovernancesolutiontoenterprisesacrosstheglobe.

Beginningimmediately,wewilllaunchanumberofdifferentparallelinitiativesthatwilladdressthechallengeswe
discussedthroughoutthemeetingsthatwillpropelustotheachievementofourgoals.Theseactionitemsalong
withTony’sThingstoDoListarethebasisforourplansforthenextquarter.
Specificactionitemsarehighlightedinboldthroughoutmysummary,andIexpectthattheseteamswill
getimmediateplansandtimelinesinplacetodrivetheseinitiatives.Callorskypemedirectlyifyouhave
anyquestions.
ThisreportisinpartasummaryofthenotesItookduringthemeetingsandalsooutlineteamsandassignments
thatwewillbeginworkonimmediately.
SalesforceandRelatedDiscussions
Wehavecompletedourinitialpassataccounttieringandtheexisting“accountmanagersofrecord”forour
existingbillingaccountshavetheirmarchingordersforadditionaltouchpointstocustomersbasedonthe
Tieringcriteria.Weneedreviewandagreementthatthesearetheproperprioritiesandneedtoarmthesales
repswiththeappropriatereintroductionand“wedge”discussions.Salesforceisfullyoperationalandall
activitiesaretoberecordedusingthesystem.
Wehaveanimmediateneedtoidentifyallablebodiedpersonnelcapableofparticipatinginsalesactivity.Iwill
workdirectlywithJohnandJJtoco-optadditionalpeopleintooursalesprocess.Allaccountsneed
attentionwhethertheyarecurrentcustomers,lostcustomers,customersthatareusingoursoftwarethatwe
haveyettoidentifyandthosethatwewillmovetooursoftware.Ourtieringdefinitionswillidentifyrisk,establish
prioritiesanddeterminetheappropriatemessageforeachaccount.Themosturgentrightnowaretheaccounts
withupcomingrenewals.

“Wedge”Messaging
Wewillbedeveloping5to10“wedgediscussions”tobeusedaskeyinitialengagementconversations.The
goalisaverystraightforward,simple,relevantdiscussionwithourclients.Ronan,StevenandChriswillmake
theinitialpassatdevelopingthesemessagesforformalization,distributionandtraining[thisisthe
beginningofaformalcertificationprogramforourcurrentandfuturesalesreps].
Wedgediscussiontopicexamples[thesearenotfinalized]:
1. On-Prem-Hosted-Managed
Wehavetheonlyarchivesolutionsthatcanbeeasilydeployedinthesearchitecturaloptionsorinhybrid
configurationmodes.
2. DarkDataDiscovery
Customers[andourreps]havelatchedontodarkdatadiscoveryusingDataLight,andthenthe
implementationofourarchivesolutionsasabeginningtoproperdatagovernancestrategy.
3. ExchangeVersionAgnostic
Extensibilityacrossmultipledatasourcesincluding0365andmultipleversionsofexchange.Mostlarge
scaleenterprisecustomersmovingtoo365arenotfullyinformedofthecostsandarchivinglimitations,
Theyalsomigrateoffofexistingemailplatformsbydivisionoveraseriesofyears.Oursolutions
maintaincomplianceintegrityandallowforthoughtfulplanningonemailmigrations.
4. CybersecurityRegulatoryRequirements
Weneedabetterpictureandmessagetodepicthowourcollectivecapabilitiesaddresstheregulatory
complianceneedsforbothcybersecuritycontinuousmonitoringandinformationgovernancebyindustry
vertical.
5. NearpointtoArcivium
Wehavethisbutneedtorefineandbemoreaggressiveindrivingourthistransitiontostemtheerosion
oftheNearpointcustomerbase.Thesecustomerstendtobesmallerscaleandabsentclarityaround
alternativesaremovingtoo365astheythinkitwillmeettheircomplianceneeds.
6. Others
Again,thelistabovewassimplyoffthetopofmyheadandwillbeturnedintoaformallistwith
appropriatemessagingbytheteam.
Weneedtodevelopasuccinctidentitymessagethatincludesourpositioninthemarketwithourcoreofferings
andpartnermessagingforproductsthatarefunctionallyadjacenttoourcorecapabilities[CISO,DataLight,a
backupandrecoverysolution,filesyncandshare,otherrelevantofferingsintheinformationgovernanceproduct
category].Thediscussionherecenteredaroundtheterm“informationgovernance”andhowinsomecontexts
thetermmeansabroadersetofcapabilitiesthatarebeyondourcorearchivingcapabilities.Thespecific
examplewasacompetitivesituationwithCommvaultwhichoffersbackupandrestoresoftwarealongwithan
archive.
1. Whataretheadjacentproductsandofferings?
2. Howdowedifferentiate?
3. Whatdowestandforthatdifferentiatesusandwhatisthemessagingthatconveysourvalue?
4. Whatdoweshowfromapre-salesstandpointthatdemonstrateswearethebest?
Inordertoaccomplishthisweneedtodefinetheadjacentproductsandserviceofferingsanddevelop
partnershipsthataddresseachofthecapabilitiesweneedacrossthebroadcapabilityportfolio.Jeff,Peter,
Ronan,Marco,EricandSteveGroganwilltaketheleadtodevelopend-to-endsimplearchitecturalview
thatidentifiesourprescriptivetotalinformationgovernanceandriskmanagementoffering.
Incaseswherewehavelostourfootinginsideacustomerwhathappened?Webelieveweknow,butthere
simplyarenotenoughongoingaccountmanagementtouchpointstoconfirmwhatwethink.Webelievethatfor
manycustomerstheysimplymovedtheiremailtoo365believingthatitwouldbeabletodealeffectivelywith
theirarchivingneeds.Thenovertime,intheabsenceofanyothersales,demonstrations,strategicroadmap
discussionsorotheralternatives,theinstalledarchivesolutionsregardlessofthetechnologywerecannibalized
overtime.Attimeswesimplyneedtoconvincecustomersthatleavinguscreatesmoreriskthantheybelieve
thereisrightnowwithstaying,thenworktherelationshiphard.Wewillbevalidatingorrefiningthis
understandingonacustomerbycustomerbasis.
Thefactisthatwedonothaveproperinsightsintoourcustomerbaseaswehavenotdoneagoodjobat
accountmanagement.Ourcustomertouchpointshavebeenshallowandtheprimaryinteractionhasbeen
throughsupportorourrenewalcontractadministrationprocess.
Support
It’stimetoreallygetourarmsaroundthesenumbers.Wehave26peopleinourmaintenanceandsupport
teamsbetweenIndia,Atlantaandthevariousremoteemployeesthatallowustoprovidesupportwitha“follow
thesun”modelglobally.IbelievethatnowthatwehavestabilizedHPCAsupportthatwearegetting10to15
ticketsperdayontheaverage.Ifitisinfactthecasethatweresolve80%ofourcaseswithlevel1support,
thenwehaveterrificopportunitiestorealignthistalenttosalessupportandprofessionalandmanagedservice
activities.Insomecaseswemayhaveindividualswhocanparticipateinsellingactivities,albeitwithatechnical
bent.
PeterMellettwilltaketheleadworkingwithRoel,Allison,Steven,Chris,Marco,Eric,JJandMikein
developingafullanalysisandanyrecommendationsforrealignment.Mikewillassistindevelopmentof
theperformancemetricsandmodelstoincludefurtherbreakdownofrecurringsupportthemes,support
costalignmentsbyproduct,region,personnel,andcustomers.Fromtherewecandevelopquickstrike
strategiestoaddressimmediatechallenges,andlongertermstrategiestoimproveorcapabilitiesand
profitabilityovertime.Theprimarygoalisprofitablecustomerretention.
Theassignmentofoursupportandmaintenancepersonnelandourescalationprocessisquiteoftendictatedby
familiaritywithcustomerdeploymentenvironments,relationshipsbetweenourandcustomertechnicalresources
andthedepthofthehistoricalcustomeronboardingprocess.Theonboardingprocesshasbeenfragmentedby
thesoftwareownershipandcustodialtransitionsoverthepastseveralyearsandweneedanewformalprocess
toassureourlongtermsuccess.
Weneedtoestablishaminimumbaselinesetofcertificationrequirementsforthetechnicalpersonnelwesellour
softwareto.Thisneedstobeexpandedtoacomprehensiveonboardingorre-introductionprocesstoinclude
[butnotlimitedto]allsystems,pointsofcontact,supportprocesses,certificationrequirements,etc.
JJ,Peter,RoelandAllisonwilldesignaprocessimmediatelytoalertsalesandaccountmanagementof
anysupportcallsimpactingtheaccountmanager’saccounts.Wearebuildinganautomaticintegration
betweenSalesforceandRemedythatwillautomaticallytriggerthesealertsbutitisabsolutelycriticalthatwe
implementthemanualprocessimmediately.Thiswillfacilitateimmediatecommunicationswithcustomers,
fosterthedeeperrelationshipbuildingweneedwiththeaccountsandimprovethecommunicationbetween
supportandaccountmanagement.
NowthatHPCAisstabilizedweneedtodevelopthegoforwardstrategy.Customersizeinmostcasesdictates
acustomizedstrategyforeachaccount.Whataretheimplicationsoflongtermmaintenanceofthecodebase?
Wehavemadesignificantprogressstabilizingtheseaccounts.Althoughtheremaybesomeoutliersthatwillnot
allowustogetmoredirectlyinvolvedinprovidingfullmanagementoftheiron-premenvironments[Bankof
Tokyoasanexample],itshouldbeourgoaltotryandconvertallofourHPCAonpremcustomerstofull
managedservices,orinsomecaseshosted.Thecomplexityofthesoftwareandinconsistentarchitectural
deploymentsateachofthecustomerdatacentersleadstoproblemsandconsequentlycostlyandburdensome
supportattention.Evenifweconverteddollarfordollar,maintenanceandsupporttofullymanagedwe’dbe
betteroffaswewouldcontroltheenvironments.Also,therearecaseswhereHPEcutdealsforfixedsupport
dollarseventhoughthecustomerseatdeploymentcountisordersofmagnitudehigherthatthenumberofseats
typicallysupportedatthatcost.Theonlywaytoleverageourscarceandvaluabletechnicalresourcesisto
controltheenvironment.
Weneedtodevelopanapproachfortheproactiveimplementationofamanagedserviceapproach.One
thoughtistooffermanagedserviceasalineitem“firstyearfree”inadditiontoregularmaintenanceandsupport
renewals.Wethencontrolthecustomerenvironment,stabilizethesupportcallsandtheninsubsequentyears
chargeformanagedservices.Thiswaywemaintainthepricingintegrityformaintenanceandsupportofthe
software,secureadditionalrevenueformanagedserviceandalsoreduceoursupportcostsaswekeep
customersfromcreatingproblemsintheirownenvironments.
ProfessionalServices
WewillworkongettingSteveMackeyandtheprofessionalservicesteaminfrontofcustomersmoreoften.
Currentlytheteamisfocusmostlyonimplementationwork.Wecertainlydon’twantSteveandtheteamtolose
focusontheircoremission,butwehaveothercapabilitiesthatwouldallowustoprovideservicesthatcreate
deeperrelationshipswithouraccounts,andtoimprovetheoverallgrossprofitateachoftheseaccounts
[additionalproductsandservicetothecustomerswecurrentlyhave].
Weusedtodoourownmigrationworkwithourowntoolsinthepastandwillgetthisgoingagain.Strategiesto
utilizechannelpartnerslikeGlobalnetandInfowan[Germanpartner]formigrationsarefilledwithconflict.These
companiesbothutilizetheTransvaultcodebaseformigrationsandthismigrationsoftwarealsoisheavilyutilized
bythesesamepartnerstomigratecustomersofoftheirlegacyEASsoftwaretoEVandothers.
Wehadahealthydiscussionaround“lockingdowntheArciviumcodebase”thatwouldpreventother
developersfromknowinghowtomigrateout.WealsotalkedaboutchangingourULA[UserLicense
Agreement]tobemorerestrictiveregardingcustomersabilitytomigrateoffourplatform.Jeff,Peter,
ChrisandStevenwillworkonfinalizingourapproachinthisarea.Therearetechniquesthatwere
implementedatZovyandalsousedbyHPEthatallowustobemorerestrictiveoncustomersabilityto
migrateoffoursoftware.
Stevemakesgooduseoftheutilizationreportingavailableinconnectsbuthassomeideasandadditionalneeds
forreportingthatwillassistinourabilitytoimproveperformance.SteveMackey,Peter,JJandMikewilllook
intotimeaccountingpluginsoftwarethatworksdirectlywithsalesforce.Wewillbelookingatmakingsure
wemaintainconnectstosupportourlegacyAPstaffingbusinesses,andimplementingnewtoolsmorealigned
withprojectandmaintenanceandsupportwork.
ProductEngineering
Jeff,RonanandPetertookusthroughthecompletesoftwaredevelopmentbacklog.Theteamisontrackto
deliveronourthreeprimaryobjectivesoverthecourseof2017:
1. HPCAcontractualobligations-weareontrackforthecompletionandsignoffonalloftheseitems.
2. O365Integration-wecancurrentlydemothisfunctionalityandwilldeliverthecompletefunctionalityin
thesecondquarter.[salesactivitypromotingthiscapabilitymustbeginimmediately].
3. ThinClient-thisistheprimaryactivityforthesecondhalfoftheyearandthekeymodernizationofour
architecturethatwillreallymovetheneedlewithGartner.[Wealsohadagoodconversationabouthow
weneedtotalkaboutthisasacriticalobjectiveinternally,butasweexpressthismoderationexternally
wedon’toveremphasizesomethinglike“movingtothisclient”asitisanassumedapproach
associatedwithanymodernsoftwarearchitecture].
WewillbeestablishingaProductCounciltoreviewandgovernallon-goingproductroadmapitems.The
councilwillincludeRonan,Jeff,Peter,MarcoandEricasthecoregroupwithparticipationfromothersas
theyseefit.TheywillbeaccountabletoSteven,ChrisandtheCapaxDiscoveryPartnersforall
recommendationsonarchitecturestrategies,convergenceofplatforms,personnelandspending.No
commitmentstoongoingdevelopmentwillbemadewithoutapprovalthroughthereviewprocessthatwill
beestablishedbythisgroup.
ThecounterparttotheProductCouncilwillbetheCustomerAdvisoryCouncilwhichwillbecomprisedofkey
customersthatwewillusetodefineongoingrequirements,gatherfeedbackandserveasouradvocatesfor
Gartnerreferences,etc.RonanwillworkwithStevenandChristodefinealistofkeycustomerswewould
invitetoparticipateandtoestablishaninitialframeworktogetthislaunched.
Weneedtodevelopallthemessagingaroundnotjustthetechnologyandsystemsadministrationfeaturesbut
alsoforlegalcompliance,riskmitigationandcybersecurityrequirementsbeingintroducedbytheCISO.
Messagingaroundourfeaturesets:
1. Outoftheboxcompliance
2. Compliancevs.control
3. Eliminationofconfigurationcomplexities
4. Endusereaseofusecombinedwithsystemsadministrationflexibilityandcontrol
5. TheArciviumarchivedeployedonpremiseallowsyoutobothaccelerateyourmovetoo365cloud
basedemail,whilemitigatingtheriskassociatedwithbeing“allin”onthecloud.
6. CustomAttributeEnhancement-thisfeatureallowscustomerstoconfiguregranularretentionpoliciesto
anylevel.
7. SOLRcloudallowsforthedecouplingoftheon-premarchivedatastoreandallowindicestobestored
inthecloud.[IneedtoexplorethismoreasMarcodiscussedthoughtsaroundtheesameapproachfor
IDOL.Theremaybeanopportunityhereforauniquedifferentiatingapproach…keepyouarchive
secureandon-premandsorethecomplexandexpensivetostoreindicesofeitherIDOLorSOLRinthe
cloud.Thedecouplingactuallymakeyourdatamoresecureasneitherthearchive,northeindicesare
worthanythinguntiltheyareboundtogetherbyoursoftware?]
TherewasadiscussionaroundhowmuchoftherightsideoftheEDRM[ElectronicDiscoveryReferenceModel]
or“clearwellfunctionality”weshouldhavebuiltintoouradvancedediscoverymodule.Wealsoneedtothink
aboutdefinitivepositionsonthingslikeredactioncapabilitiesforFOIArequestingovernment.
Weneedtomakesurewehaveafullcataloguearoundthesocalled“Bucktools”thatMichaelBuckhas
developed.Moreimportantlyweneedtoestablishaprocesstosellthesecapabilitiesthroughan“appstore”
approachofsortstoassistinidentifyingcustomersthatareinneedofthesecapabilities.
Weneedapositionpaperandapproachforencryptionin-transitanddata-at-rest.
Weneedtoconsiderthedevelopmentofa“readonlyadminclient”thatwouldassistinthefacilitationof
managedserviceapproaches.
OtherThoughtsCaptured
1. Mike,JJ,andTom,withsupportfromthec1Supportteam,willdefineandcommunicateall
standardoperatingproceduresforPOsubmission,billingprocess,collections,commission
payments,etc.
2. Immediatelydispelanythoughtthatisacceptabletolooseanyportionofourcustomerbaseannually.
Itsinsaneanddamagingtoperpetuateamyththat“thatallsoftwarecompaniesloseatleast20%of
theircustomerbaseeveryyear.”Iwillfollow-upimmediatelyondevelopingatruepictureofour
maintenanceandsupportattritionrateanddollars.Nomoreexcuses.Thereasonsatthispointareonly
relevantsowecandeveloptheproperprogramstogetcustomerstostayorreturntoourplatforms.We
havesuchaterrificfoundationandprofitablecompany.Thiswillbeallfoundmoneyatthispointandwill
propelourgrowth.
3. Weneedtomakesurethatweunderstandalltherequirementsourcustomershavethatourpersonnel
havebackgroundchecks,securityclearancesandvariouscertifications.Ourstrongpushinto
governmentwilldictatesomeofthisandoutsidegovernment,wecanuseourfocusonthese
requirementsasadifferentiatingsalesfactor.
4. Stayfocusedonthecurrentcustomerbase.Zovyaddednonewlogosin2015yetincreasedrevenues
64%.
5. MarcohasbeenthinkingabouthowwemightbeabletohostandmaintainIDOLindicesapartfroma
customer’son-premisearchive.Ithinkthisisaterrificideaandoneweshouldexploremorefully
immediately.Thiswouldallowustotakeoverthemanagementofthemostcomplexcomponentofthe
customer'sdeployment,whilestillallowingthemforthesecureon-premhostingofthearchivedata
itself.ThereisaparallelinitiativeherewithourSolrstrategyinthatthe“SOLRCloud”allowsforindex
storinginthecloudwithon-premarchives.Securityconcernsareminimizedwiththeseapproachesas
thedatainthearchiveisoflittlevaluewithoutthesearchindicesthatarebuiltthroughaningestionand
buildprocess.
6. Havethesalesteamfollow-uponwhohasMt.SinaiHospitalinNYC.Wehadthematsomepoint[not
surewhatplatform]andtheyaregone.
7. BiggestproblemwiththeNearpointcustomerbaseistheywereleftwithuncertaintyastotheirpath
forwardfortoolong.Thiscustomerbasehaserodedsignificantlyandweneedtobeaggressivein
figuringouthowwecangetthemthemback.Wehavesomewherebetween1.0and1.5millionin
Nearpointrenewalscomingupthisnextquartersotimingisoftheessence.
8. It’safulltimejobtonavigateDXC[formerHPE-EDS]andEntIT[MicroFocusandformerHPESoftware]
intheaccountswheretheyhadafoundation.Theiremployeeshaveuncertainfuturesandare
scramblingtograbwhateverbusinesstheycan[asanexample,ouradvocateatExelon,StacyfromFt.
Myers]isnolongerHPEorCSC].Thisinformationiscriticalonarealtimebasissowecanmitigate
risks.
9. Formalizingourstrategyaroundresellersandchannelpartnersiscritical.Itisimperativethatwedefine
ourtraditionalresellerchannelprogramsincludingcertificationrequirements,dealregistrationprocess,
supportapproaches,licensedistribution,spiffprograms,etc.
Postedby:Tony
Date:January26,2017
WelcometoTheAdvantageCompany
Fromtheverybeginningin1978,ithasbeenmygoaltoprovidethevision,resources,andconfidencenecessary
forthedevelopmentoftheAdvantageCoasabusinessexperienceforthosewillingtotakethefullmeasureof
thechallenge.ThisapproachhasenergizedourRootPhilosophyfornearly40years,andithasbeenourgood
fortunetobuildanumberofworld-classbusinesses.However,sustainingandenhancingourextraordinary
successwilldepend,inlargepart,onatechnologicallyadvancedresourcethatwillreliablyenablethecreation,
development,operation,andgovernanceofavarietyofopportunities,partnerships,andinvestments.
Inordertobringourideasandconceptstolife,and,moreimportantly,tocontinuetheirever-changingand
dynamicgrowth,Ihavedecidedtouniteanumberofdisparateandfragmentedsupportfunctionsinto
AdvantageGlobalResourcesasaremarkableanddependableresourceforourbusinesses,partnerships,and
futureclients.
Thismorning,Iwillattempttolayoutforyoumynewplanfortheorganization,staffing,management,
development,delivery,advancement,andgrowthofAdvantageGlobalResources.Thanksforbeingpartofit.
AdvantageGlobalResourcesIntroduction
MissionStatement:Atthecoreofallouroperationswillbeournewsupportorganization,AdvantageGlobal
Resources.Thisnewdivisionwillprovidetheessentialbackendresourcesfortheorigination,design,structure,
financing,development,growth,reporting,monitoring,analytics,compliance,security,accounting,and
governanceofallourbusinessoperations.
AdvantageGlobalResourceswillbeacombinationofAPHQ,AdvantageAccounting,Advacovery,Advantage
HR,tdt,andSmartSquadDesign.WewillbelaunchingAdvantageGlobalResourcesimmediately.
WewillstartwithameetingofallAGRparticipantseveryThursdayat9AM.
Overthenextseveralmonths,wewillberenovatingthesecondflooroftheWalkerCenterinordertofully
accommodate,organize,andfacilitateAdvantageGlobalResources.Wewillbebuildingafullystaffedcafe’and
breakroom,aswellasanenlargedstate-of-the-artconferenceroomformeetings,seminars,andpresentations.
Initially,alloftheAdvantageGlobalResourcesstaffwillbepaidbytheircurrentemployer[StereoAdvantage,
TW&Co,APHQ,etc],but,startingJanuary1,2018,theywillbeemployedbyAdvantageGlobalResourcesand
theirserviceswillbebilledoutaccordinglytoAGR’srespectiveclients.
Althoughtherearecertainundeniableadvantagestohavingsupportpersonnelonsite,Iamconvincedthat
bringingeveryonetogetherintoastate-of-the-artfacilityandcohesiveenvironmentattheWalkerCenterwillfar
outweighanyonsitebenefit.Fromtherecruitingandtrainingofnewpersonneltoprovidingcontinuing
educationandupwardmobilitytotheintroductionofnewtechnologiesandbusinessintelligencetoteam
interactiontobusinessopportunitiestoclientaccesstoessentialcamaraderieandgovernance,Ibelievethe
creationofacentralizedAdvantageGlobalResourcesisessential.
Unfortunately,wecurrentlyhaveahandfulofunmotivatedstaffwhospendmuchoftheirdaystreamingNetflix
andavoidingthechallengeofbuildingworld-classandsuccessfulbusinesses.Obviously,thisisnotacceptable,
andwehaveeveryintentionofcreatinganewcultureatAdvantageGlobalResources.
Additionally,andjustasproblematicasthechronicdisregardthatplaguesus,wehavebecomethevictim
company-wideofever-increasingemployeetheftandembezzlementthatiscompletelyoutofcontrol.Thiscalls
foranewanddynamicleadershipthatwillcreateamoresustainableandpro-activeprotocolthatwillprovidethe
governanceandoversightwecurrentlylack.
Accordingly,IhaveaskedCarolWalterstobethenewOfficeManagerofAdvantageGlobalResources.Shewill
beattendingThursday’smeeting,and,hopefully,shewillaccepttheposition.Sheisexactlywhoweneedto
createthetypeofenvironmentthatwillbebotheffectiveandenjoyable.Whilebuildingabusinessisnotmeant
tobeeasy-itismeanttobeenjoyable.Buildingiswhatwedoandwhoweare-soitisessentialthatwedoit
well-wellenoughthatweallbenefitfromoursuccess.
Iamlookingforwardtoourmeetingthismorning.Therewillbeatest,sobesuretobringsomethingtowrite
withandon.Thetestwillincludeaccountingandmathquestions,Handbookquestions,andgeneralknowledge
queries.Thankyouforfillingoutthequestionnaire.Thankyouforyoursupport.
https://tonywalkerpost.com/the-third-factor-genetics-environment-and-will/
AdvantageGlobalResourcesClientDevelopment
AtAdvantageGlobalResources,thedevelopmentofourbackendsupportserviceshaspositionedustorealize
ourpotentialasafullyfunctionalresourceforavarietyofbusinessoperations.Theservicesthatwenow
currentlydelivertoallourclients[CapaxDiscovery,c1Advantage,AP,ABX,CISOSentinel,TW&Co,Giancarlo’s,
LTS,StereoAdvantage,etc.]areindeedworldclass,andsincewepossesstheseskills,whynotleveragethem
toeveryone’sbenefit?
TheremarkableinternationalgrowthofCapaxDiscoveryandthegovernmentbaptismofAutonomicResources
havecompelledAdvantageGlobalResourcestorampupourserviceresourcesforourentirenetworkof
companies.Thisnowprovidesafoundationwhichprospectiveclientswouldfindhardtoreplicateoraccess
anywhereelse.Quitefrankly,Ibelievewehavebuiltaworld-classoperationforprofessionalservicesofourilk.
Oureclecticserviceandproductofferingsforourclientsarenothingshortofincredible.
WewillbepromotingthedevelopmentoftheseservicesthroughAdvantageGlobalResources.AlthoughAGRis
initiallyforourAdvantagebusinessesandpartnerships,theRootPhilosophycannotbedeniedtheopportunity
thatouroutstandingback-endresourcesprovide.Thisisaresourcethatcancertainlygrowintoavibrantprofit
centerwithaninternationalclientele.

AGRwilleventuallybepreparedtoprovideclientsworldwidetheessentialbackendresourcesfortheorigination,
design,structure,financing,development,growth,reporting,monitoring,analytics,security,compliance,
accounting,andgovernanceoftheiroperations.
Accordingtooneestimate,organizationsaroundtheworldmayoutsource$700BinbusinessandITservicesin
2017.Thatsomanyorganizationsarewillingtoinvestsomuchisatestamenttotheeffectivenessof
outsourcingasaservicedeliverymodel.
TheAdvantageGlobalResourcesteamisputtingtogetheraremarkablegroupofprofessionals,combiningtheir
uniqueanddiverseexpertiseintoaneffectiveprogramdedicatedtoprovidingourclientswithuniqueaccessto
ourspendreductionandcategoryprocurementanddevelopmentsolutions.Asbusinessunitleadersartfully
steertheirorganizationthroughthedemandsofadynamicglobalexperience,wewillprovideanappropriate
focusondevelopingacleanarchitecturewithembeddedprocessesandgovernancetoensurecontinual
complexitycontrol.
Wewillalsohelpfacilitateasustainablegrowthandresultsagenda,providingaspeedtobenefitforourclients
withoutthecumbersomeintroductionofaburdensomeandinvasiveconsultingengagement.AGRwillprovide
anindependentaccelerationmodulethatbypassesthecomplexitiesinherentintheverystructureourclients
created.
AdvantageGlobalResourcesBusinessasaService
Althoughmanyofourcompaniescurrentlyengageinthefront-endactivityofcustomeracquisition,Ifeelthetrue
valueintheAdvantageCowillbefoundinprovidingamenuofreadilyavailableresourcesforourpartnersand
clientstosuccessfullytaketheirbusinessestomarketasfullyfunctioningoperations.
BelowisaprofilethatwillexplainAGR’sbehind-the-scene’spurposeandbenefittoourpotentialclients.*
Behind-the-sceneoperationsofabusinessarethosewhichtraditionallythecustomerrarelycomesincontact
with,but,withAGR,wewillblurthebehind-the-scene’slinetodeliveradvancedservicesthatareoftenviewed
asfront-endcustomerorientedoperations.
Aswedevelopnewtechnologies,AdvantageGlobalResourceswillbeabletocapitalizeoncloudcomputing’s
abilitytoenhancetraditionalbusinessmodelsandsupportnewones.Wewillbeabletocombineour
remarkableresourceswithcloudcomputinghorsepowertoofferourclientstheabilitytoessentiallyoutsourcean
entirebusinessfunctioninonefellswoop.ThisBusinessasaServiceiswhatAdvantageGlobalResources
hopestocreatewiththeentirearrayoftechnologysolutionsatourdisposal.
HereisaprimeronBaaS[borrowedfreelyfromWikipediaandvariouswebsitesandblogs].
WhatisManagedServices?
Managedservicesisthepracticeofoutsourcingonaproactivebasismanagementresponsibilitiesandfunctions
aswellasastrategicmethodforimprovingoperationsandcuttingexpenses.Itprovidesanalternativetothe
break/fixoron-demandoutsourcingmodelwheretheserviceproviderperformson-demandservicesandbills
thecustomeronlyfortheworkdone.
Adoptingmanagedservicesisanefficientwaytostayuptodateontechnology,haveaccesstonecessaryskills,
andaddressarangeofissuesrelatedtocost,qualityofservice,andrisk.
Additionally,managedserviceprovidersnowofferallsortsofservicesdeliveredthroughcloudtechnologies.In
deliveringbusinessautomationremotely,AGR,asamanagedserviceprovider,canhelpourpartnersandclients
tointroducemoreefficiencyandversatilityintotheiroperations.ThisisthekindofnewservicesthatBusiness
asaService[BaaS]addresses.
BaaSoutsourcingwillenableourpartnersandclientstomovefromahighfixed-cost,capitalintensivemodelto
avariable,consumption-basedcoststructure.Asaresult,theywillbeabletoquicklyadjustresourcestomeet
evolvingdemandsoftheirbusiness,wherevertheyarise,withgreaterflexibilityandpredictability.
WhatisBusinessasaService?
Businessinfrastructureisthebasicsystemsofabusinesscoveringallkindsofresourcesthatanygiven
companyhasatitsdisposal.Itlinksgoalsandactivitiesthroughplannedprocessesandsystemsensuringthe
propercoordinationofallhumanresources,processes,andotheroperationaltoolsnecessarytodeliver
manageable,profitablegrowth.Thisprovidesasolidfoundation,areplicableplatform,amodel,andaformula
thatmakeseachtimewedosomething,easierthanthetimebefore.Businessinfrastructurealsoensures
consistencyinthedeliveryofcustomervalue,anditisthekeytoreapingthebenefitsofeconomiesofscale.
Back-endoperationsofabusinessinfrastructuretraditionallyprovidetheservicesthatmakeupabusiness
function,suchasaccounting,administration,HR,IT,communicationsdataprocessing,documenthandling,
design,compliance,reporting,security,etc.,whilefront-endactivitiesgenerallyfocusonthecustomer
experience.Technology,however,hastransformedthedeliveryofmanyfront-endactivitiesfromwhatwere
onceconsideredback-endactivities.
Nothinghascontributedtoblurringofthelinebetweenback-endandfront-endactivitiesmorethanthecloud.
Companieshavebeenautomatingbusinessprocessesfordecades.Inthenotsodistantpast,theywereforced
todosoeithermanuallyorprogrammatically,butwiththeadventofcloudcomputingandBusinessasaService,
thisapproachischangingrapidly.
WhydoesAdvantageGlobalResourcesneedtodevelopBusinessasaService?
Forstandardization
Tocreateaconsistentexperienceforcustomersandemployees
Todemonstrateabilitytoscale
Forsustainableoperations
ThisconceptofBusinessasaServicewillallowourpartnersandclientstoremotelyrunandmonitorentire
businessverticalsinthecloud,andallowthemtofocusontheircorebusinessactivitiesinstead.BaaSwillbring
tothetablethefollowingbenefits:
Speed:Deliveryofthebestbusinessresults,fast.
Adaptability/Agility:Addoninnovationfromthirdpartiestoenterprisebusinessprocesses.
Scalability/Elasticity:Serviceavailabilitytoothercompanieswithsharedcostsandsharedriskoptions.
Reliability/Repeatability:Processlearning,improvement,andautomationinternallyandexternally.
CostFlexibility:Nocapitalinvestmentwithasubscriptionpricingmodel.
Analytics:Performance,efficiency,andcostimprovementreports.
StrategicGoalFocus:Greaterefficienciesandinnovativebusinesscapabilitiesbycombiningplatforms,
applications,infrastructure,andknowledgeprocesses.
Collaboration:ImprovedcommunicationbetweenbusinessandIT.
MonitoringandAccountability:Real-timemonitoringandmanagementofbusinessprocesses.
Thecloud,however,isnotjustabouttechnology–itisaparadigmshift.*Itpresentsneweconomicmodelsthat
companiescanusetoprovisionITandmanagedservices.Today,mostorganizationshavestartedtheir
inexorablemigrationtothecloud,withthepromiseofcostssavingsandfastertimetorealizetangiblerevenues.
Moreandmoreenterprisesareturningtothird-partiestoreusetheirsolutionsratherthanlocktheirvaluable
capitalinsourcinghardwareandsoftwarethemselves.Thisoutsourcingmodelallowsenterprisestobemore
efficient,whileachievingbusinessagilityacrossmultiplechannels,markets,andcustomersegments.
ThisallrepresentsanincredibleopportunityforAdvantageGlobalResources.Theexpandingmarketfor
ourremarkablemenuofbusinessresourcescontinuestoexpandexponentially,andweanticipatebeing
inthevanguardofBaaSjustaswewerewithourFedRAMPIaaSATO.
AdvantageGlobalResourcesTechnologyLeapForward
Inbusiness,itusetobethebigcrushedthesmallandthestrongdevouredtheweak,butintoday’sdisruptive
environmentitisthequickthatoverwhelmtheslow.Therefore,weareembarkingonadramaticpushtoput
usatthevanguardoftechnologyforourselvesandourclients.
AdvantageGlobalResourceswilldevelopnewbusinesstechnologiesoverthenextthreeyearsinordertopush
ustothevanguardoftechnologicalinnovation.Withnewlydevelopedanddeployedtechnologieswewillbe
abletomakebetterdata-drivendecisions,createanapp-centricenvironment,andincreaseproductivity.
Businesstechnologyencompassesawiderangeofhardware,software,andservicesthatkeepcompanies
runningandenhanceoperations.Technologyplaysintoeveryaspectofabusiness,fromaccountingto
customerinterfacetoproductdesignanddevelopmenttodistributiontosalestoservice,etc.
Additionally,bymakingournewbusinesstechnologiesavailabletoclientsasacomprehensivebackend
solution,wewillbeabletostayattheforefrontoftechnologicalinnovationwithouttheburdenofescalating
costsasournewtechnologiesbecomeaprofitproducingenterprise[ontheirown].
TheAdvantageCoisallaboutcreatingopportunity,andnewbusinesstechnologieswillhelpusidentify,
develop,andotherwisecreatenewstrategicbusinessopportunitiesforourselvesandourclients.Wemustlearn
howtobettermodelfuturedemanduncertainties,howtopredicttheoutcomesofcompetingchoices,andhow
tochoosethebestcourseofactioninthefaceofriskandreward.Wemustintroduceframeworksandideas
thatprovideinsightsintobusinessopportunities,alongwithintroducingthemethodsandsoftwareavailablefor
tacklingourinherentchallengesquantitativelyaswellastheissuesinvolvedingatheringtherelevantdata.
Productivityistheefficiencyofprocesses.Companieswithahighlevelofproductivityareoftencharacterized
bytheirsuccessfulintegrationofinformationtechnologyandstrongdatamanagement.Withnewlydeveloped
anddeployedtechnologieswewillbeabletomakebetterdata-drivendecisions,createanapp-centric
environment,andincreaseproductivity.
Weneedtoimprovethewaywethinkabouttransformingdataintobetterdecisions.Wewillstartby
recruitingandenablinganewChiefTechnologyOfficer[CTO].IhavediscussedthenewCTOpositionwiththe
twoofthemosttechsavvypeopleIknow,JerryHawkandTomThomson;andtheybothemphasizedtheneed
tonotonlyhavesomeonewiththerequisitetechskills,butaCTOwithexceptionalpeopleskillsaswell.
Transformingourcompanywithnewtechnologieswillmostlikelycausesomeconsternationateverylevel.Our
newCTOwillbechallengedtointroduceadvancedbusinessanalyticsintoeveryaspectofourbusiness.
Changeisseldomwelcome,especiallywhenthingsareworkingsowell,soitisgoingtotakesomeonewiththe
uniqueabilitytodelivernewtechnologiestoanoftenunreceptiveaudience.
OurnewCTOwillhavedirectimpactinfourkeyareas:
1. BusinessIntelligence[BI]
BusinessIntelligencecanbedescribedasasetoftechniquesandtoolsfortheacquisitionand
transformationofourrawdataintomeaningfulandusefulinformationforbusinessanalysispurposes.
OurnewandupdatedBItechnologieswillprovideuswithahistorical,current,andpredictiveviewofour
businessoperations.Thecorefunctionsofourbusinessintelligencetechnologieswillbereporting,data
mining,businessperformancemanagement,benchmarking[comparingourbusinessperformance
metricstoindustrybests],predictiveanalytics,andprescriptiveanalytics.
BusinessAnalytics[BA]isthepracticeofmethodicalexplorationofallourdatawithemphasison
statisticalanalysis.Ourbusinessanalyticswillbeusedfordata-drivendecisionmaking.Recent
improvementsindata-collectingtechnologieshavechangedthewaywecanmakeinformedand
effectivebusinessdecisions.Goodnumbersandgoodinstinctsleadtogooddecisions.
Ournewandupdatedbusinessanalyticswillfocusondevelopingbetterinsightsandunderstandingof
ourbusinessperformancebasedondataandstatisticalmethods.Ourpredictiveanalyticswillbeused
tomakepredictionsaboutunknownfutureevents,whileourprescriptiveanalyticswillbeusedtofind
thebestcourseofactionforagivensituation.
Themanagementofourinformation–includingtheanalyticsusedtotransformit–isanevolutionary
process,andwearejustgettingstarted.Identifyingnewopportunitiesandimplementinganeffective
strategybasedonBAinsightscanprovideuswithacompetitivemarketadvantageandcontinued
long-termgrowth.
2. Accounting
Wetypicallyrelyonouraccountingdepartmentforthreethings:knowingtherules,gettingthemath
right,andsubmittingfilingsontime.Theirfinancefunctionhasearnedourtrust,butmorefortheroleof
reportingandlessforanalyticalinsight.Ouraccountingdepartmentmustnowstarttoevolvetheirrole
tobelookingattheorganizationasawholeanddiscussinghowtobestoptimizeourperformance.
Intheaccountingworld,BImeansautomatingtheprocessofweedingthroughmountainsoffinancial
datatogleanactionableinsightstohelpusgrowrevenueandmanagerisk.Todaywearewitnessingthe
theemergenceofbusinessintelligenceasawaytoleveragethevaluabledataouraccountantscollect
everydayintheordinarycourseofbusiness.Thesenewaccountingsolutionsneedtobefully
integratedthroughoutoursales,production,andservicingfunctionsallowinginformeddecisionsata
glance,whileautomatingrepetitivefunctionstoalleviatestrainonhumanresources.
3. OperationalIntelligence[OI]
Companiesofalltypeshavecriticalbusinessprocessestheymustmanageinreal-time.BIsolutionsare
unabletoaddressthemoment-to-momentneedforreal-timedecisionmaking.OperationalIntelligence
representsaturningpointintheevolutionofBI.Traditionally,BIhasbeentheprovinceofbusiness
analystswhoanalyzetrendsandpatternsinlargevolumesofhistoricaldatatoimprovetheeffectiveness
ofstrategicandtacticaldecisions.ButOIchangesthisequation:itmovesBIoutofthebackroomand
embedsitintothefabricofthebusiness,intertwiningitwithoperationalprocessesandapplicationsthat
drivethousandsofdailydecisions.Inessence,OperationalIntelligencemergesanalyticaland
operationalprocessesintoaunifiedwhole.
OperationalIntelligenceisreal-time,whereasBIisanafter-the-factandreport-basedapproachto
identifyingpatterns.OIisprimarilyevent-centric,whereasBIisprimarilydata-centric.AlthoughBItools
givecluesaboutbusinessprocesses,theydon’tgiveanyrealinsightintothebusinessprocessitself.
ThisoperationalinsightisprovidedbyacomprehensiveOIsolution.
OuroperationalIntelligence[OI]willbeaformofreal-timedynamic,businessanalyticsthatwilldeliver
visibilityandinsightintoourbusinessoperations.OurOIsolutionswillrunqueryanalysisagainstlive
feedsandeventdatatodeliverreal-timevisibilityandinsightintoourbusinessandIToperations.This
real-timeinformationcanbeacteduponinavarietyofways:alertscanbesent,businessprocessescan
betriggered,andexecutivedecisionscanbemadeandimplementedusinglivedashboards.More
oftenthannot,ourOperationalIntelligencewillbeenabledforitsreal-timemonitoringcapabilitieswhen
wewanttotakeimmediateaction.
Additionally,ourOIwillincreasethevalueofourBIbydeliveringinformationandinsightsondemandto
allparticipants–fromtheshippingdepartmenttopartners–sotheycanworksmarterandfasterto
achieveourcriticalbusinessobjectives.Inessence,ourOImustdelivertherightinformationtotheright
peopleattherighttimesowecantakeaction.
4. CustomerInterface
Thecustomerinterfaceistheenvironmentinwhichourproductsorservicesaredelivered.Itinvolves
contactwiththecustomer[encompassinginteractionsthatareperson-to-personorviaanapp,email,
phone,Skype,blog,website,ecommerce,orsomeothermedium].
Ourcustomersexpectustoanticipatetheirneedsandwants.Thisrequiresasetofintegratedsolutions
thatwillallowustocreateanenvironmentwherecustomersgetwhattheywant,whentheywantit.We
mustbringtogethersolutionsthatareabletopushandpulldatasowecanusethemostcomplete
insights.Wecanthenusethesedeepinsightstopredictwhatourcustomerswant,attherighttime,and
intherightway.
Forustorealizethebenefitsofrecentinnovationsincustomerinterfacetechnology,weneedto
understandthevalueconsumersplaceontechnologyaspartoftheshoppingprocess.Customers
todayarelesssatisfiedwiththelevelofserviceprovided,theavailabilityofproductinformation,andthe
speedoftheshoppingprocess.Newtechnologiescanenhancetheshoppingexperience,butour
applicationsmustbetailoredtotheuniquerequirementsofourcustomers.
TheessenceofCustomerExperienceManagement[theprocessofmanagingacustomer’sentire
experiencewithus]istreatingcustomersasindividuals.However,withthegrowingtrendtowardonline
purchases,successfulinteractionsthroughtraditionalchannels[suchasin-storepurchasesandcall
centercommunications]oftenfalltosecondplacebehindsocialmedia.Whileitisimportanttostay
aheadoftheproductcommentpages,user-generatedcontent,positiveandnegativefeedbackfrom
referralsites,andotheronlinecustomerdata,itisequallyimportanttocreateacustomerexperience
strategythatincorporatesallcustomertouchpoints.Inparticular,thisincludestheimpactof
customer-facingemployeeswhowillrequiremoretechnologythanevertobeattheirdisposalinorderto
fullyensureasuccessfulcustomerexperience.
Ourgoalistomergethedigitalspacewithourphysicalenvironments.We’renotthereyet[anditmay
takebeyond2017togetthere],butweneedtocreateamobileanddigitalapp-centricinteractionwith
ourphysicalenvironmentsasthemainareaforcontinuedgrowth:
Mobilepaymentandrewardssolutions[likeApplepay].
Geolocatedadvertisingbasedonourcustomer’sproximitytoourphysicallocation.
Digitalinteractionswithproducts,services,andpromotionsforourcustomerswhiletheyarein
ourenvironments[notonlytheenvironmentitselfbuttheactualdepartmentnoticesthatour
customeristhereandstartscommunicatingwiththem,viatheirphoneapp,aboutproductinfo,
FAQs,andpromotions].
Wecertainlyhavealongwaytogo,butIamconfidentthatoverthenextthreeyearswewillbeable
moveouttotheforefrontoftechnology.Wearegoingtoputtogetheratechpanelofexperts[starting
withJeffWynn],andIwouldreallylikeeveryonetoparticipate.
AndifyouknowofanyonewhowouldmakeagreatCTO,letmeknowattonywalker13@yahoo.com.
PSItookliberaladvantageofseveralwebsitesfortheinformationanddescriptionsusedabove.
GrivaniCorporateGiftGivingBusinessProfile
Mission Statement. Grivani Corporate Gift Giving provides our corporate clients with a full array of premium
gifts as well as white glove gift giving facilitation [including the sourcing, shipping, and return processing of all
gifts]. At Grivani, we also offer our corporate clients a gift giving concierge service that provides notification of
gift giving events, gift suggestions, and gift sourcing. Additionally, Grivani provides our corporate clients with
corporatebrandedspecialtyproduct.
Everyoneappreciatesbeingrememberedandrecognized,whichiswhysmartcompanieschoosetorecognize
faithfulcustomersduringtheholidayswithaspecialgiftthatsays“Thanksforyourbusiness.”-
TimothyM.
Andrews,ASICEO
Corporategiftgivingisagiantbusiness.
Inadditiontogiftgivingtoclients,customers,andsuppliers-companiesgiveforcharitablereasons[allowing
thecompanytobecomemorerecognizedandappreciatedinthecommunity]andfortokensofappreciationto
employees[allowingforjobrecognitionandasubtleadvertisementofthecompany].AmongCandlewood
surveyedcompanies,62%areplanningongivinggiftsouttoemployeesand/orclientsandprospects.And
companieswhoaregivinggiftstocustomersanticipatedistributingthemto116customersonaverage.
Companiesthatprovidegiftstotheirbestcustomersareina$1.8billionayearbusinessintheUnitedState
alone.Andit’sgrowingeveryyear.But,moreimportantly,thetotalcorporatespendisover$75billionannually
onawardspoints,merchandise,andgiftcardsinprogramstargetingfourgroups:salesstaff,channelpartners,
all-employeeprograms,andcustomers.
“Givinggoodbusinessgiftsisparamount,”saidRayKish,presidentofCandlewoodMarketing.“It’stheepoxy
thatholdsprofitablerelationshipstogether.It’srightatthetoprungofthemarketingladder,intermsof
importance,becauseyoushowyourcreativity.”
Withtheeconomyimprovingoverthepastseveralyears,itprobablyshouldcomeasnosurprisethatbusinesses
arespendingmoreoncorporategifts[upto27%from20%]andgivingthemonmoreoccasions[upnearly37%]
thantheydidin2015.
That'sborneoutbytheper-recipientbudgetsforcorporategifts.Thenumberoffirmsthatgiveoutthemost
expensivecorporategifts-thosecosting$1,000ormore-morethanquintupledfrom1%to6%between2015
and2016,whilegiftsinthe$300-$999rangeareupalmost30%.That’scertainlythecoreoftheGrivaniGift
Givingtargetmarket.
GrivaniCorporateGiftGivingSuiteofServices
GrivaniisdifferentfromthetraditionalcorporategiftgivingcompaniesandotherASIbusinesses.Weoffera
suiteofservicesunlikeanyother.Hereisaprofileofallthatwehavetooffer.
1. ChoosingtheAppropriateGift
Corporategiftsarewidelyregardedasaneffectivemeansofstrengtheningcorporaterelationshipsand
creatinggoodwill.Marketingmanagersaretheprincipaldecisionmakersindecidingwhetherthereisa
needtousecorporategiftsandincentives.Themainrecipientsofthosegiftsandincentivesareexisting
andpotentialcustomers.Themajorityofcompaniesprefertousecustomisedgiftsthatfeaturethe
companylogo,butacorporategiftcanbeanythingfromstationerytoanall-inclusiveCaribbeanholiday
fortwo.Thetypeofgiftsusedislimitedonlybytheimagination.
ThemostimportanttimetousegiftsisatthelaunchofanewserviceandovertheChristmasandNew
Yearperiod.Mostcompaniespurchaseamixtureofgiftsofdifferentvaluetosuitdifferentneeds.
Therearethreemainissuesintheuseofcorporategifts.Thefirstismarketingrelated:theroleand
purpose,thebudgetandtherecipient;thesecondinvolvespracticalconsiderations:thechoiceofright
giftsandthetimingetc.Thethirdrelatestocross-culturalandethicalconcerns:howtogivegifts
overseasandhowtodistinguishgiftsfrombribery.
Inmanycultures,theceremonyofgiftgivingisladenwithmeaningandmoreimportantthanthegift
itself.WhilecorporategiftsareusuallygivenonspecialoccasionsinEurope,inAsiaitisoftennecessary
tobringagiftforthefirstbusinessmeeting.Eachnationhasadistinctivecultureandvaluesystemthat
dictatethebusinessgiftgivingbehaviour.Whatistotallyacceptableandlegalinoneculturewouldbe
eitherunacceptableorillegalinanother.Internationalcompaniesmustunderstandthecultureofthe
recipientinordertoavoidmakingcostlyblunders.
2. CorporateConciergeService
OurnewGrivaniCorporateGiftConciergeserviceprovidesforlimitlessoptionswhenitcomestoour
client'spersonalorcorporategiftingneeds.Ourclientssimplytelluswhatgiftsorproductstheydesire,
andwesetouttofulfilltheirrequestswiththehighestattentiontodetail,taste,timeliness,logistics,and
quality.Alwaysbeingmindfulofourclient’sneeds,wealsoprovideplentyofappropriategiftingoptions
forclientswhoareunsureofwhattogiftforvariousoccasions.Whetheritisfortheclientpersonally,
theiremployees,customers,businessassociates,orlovedones,weareuniquelypreparedtotakecare
ofanyandalloftheirgiftingneeds.
OurCorporateGiftConciergeserviceisutilizedforbothpersonalandbusinessgiftingneeds.The
GrivaniCorporateGiftConciergeserviceisavailabletoallofourCapaxclients,andthereisnochargeto
useourCorporateGiftConciergeservices.OurGrivaniclientscansimplycallusandtelluswhatthey’re
lookingfor,andwe’llsourceanddeliveritwiththeappropriateattentiontodetail.Ourservicetakesthe
guessworkoutofgiftgivingbyprovidingourclientsandconsumersthebenefitofapersonalshopper.
Notonlydoweprovideoutstandingservice,wealsoprovideFreeShipping,complimentarygift
wrapping[inoursignaturehoundstoothgiftwrap],andwholesalepricingforourcustomers.Andevenif
wedonotstockthegiftsourclientsarelookingfor,wewillstillgladlysourceitforthemwithourWhite
GloveGiftSourcing.
24/7CorporateConcierge
GiftGivingNotificationService
LuxuryLifestyleRequestHotline
AmexPlatinumConcierge
3. WhiteGloveGiftSourcing
Grivaniofferspremiumwhiteglovegiftsourcingservices.Ourteamoftalentedgiftselectorsfindthe
perfectgiftforyourclient,spouse,orfriend.Ourserviceexpertiserangesfromhighendfashionand
luxuryautomobilestothemostsoughtafterscentedcandle.Westrivetolocatehardtoacquireitems
forourclientsinareasoftheworlduntouchedbythehumanfootprint.Travelservicesareinclusiveof
thepriceofthegift.
Hand-selectedProduct
Hard-to-findGiftSourcingWorldwide
4. AccountFulfillmentPartnerships
Grivaniistheleaderinaccountfulfillmentpartnerships.Wepartnerwithlargescaleaccountstooffer
ourpremiumlineupofproductstotheircustomersandclientsforgiftpurchasesaswellasgift
redemption.Notonlydoweprovideourproducttoclientsatwholesalepricing,butweensuretotal
fulfillmentandtheoptiontodropshipatnoadditionalcost.Asanaddedbenefit,Grivaniprovidesa
teamofskilledoperationalexpertswhowillguaranteethegiftwrap,presentation,shipping,anddelivery
ofproductpurchasedthroughoneofoursalesagents.
GiftOfferingsandSelection
GiftFulfillmentfromiFul
DropShipping
5. BrandDevelopmentPartnerships
GrivanifeaturesaresourcefulpartnershipwithAdvantageGlobalResources[seebelow]forselectbrand
development.Ourteamoftalentedinhousedesignersareabletocustomizeanyofourproduct
offeringswithcustomizedtags,labels,anddesignelementsforyourbusiness,takingyourcustomer’s
satisfactiontothenextlevel[i.e.:Pure+FreshforJBrand,GrivaniHomeforDouglasElliman].Wealso
leverageourmassmerchandisebrandpartner,ModernLuxuri,todevelopcustomgiftsetsoffashion
jewelryforanyclientneed.
Grivani
Bogavia
Pure+Fresh
ModernLuxuri
PieceApparel
ScotchBootsofHolland
AussieTCo
ForrestelClothing
CarolinaClothing
6. CorporateBrandedASIProducts
Grivani’snewestsector,CorporateBrandedProducts[commonlyreferredtoasCBP],isresponsiblefor
creatingpromotionalASIitems,suchascustomdrinkware,bridalgifts,pensets,andapparel.
7. CorporateRegulatedSector[CSR]
Itisimportanttonotethatmanycompaniesforbidgiftgivingathighpricepoints,sothatiswhyGrivani
hasacategoryspecificallyforthisclientpreference,theCorporateRegulatedSector.
8. GiftGivingRegistry
Ourgiftgivingregistrywillallowparticipantstoidentifyallgiftgivingeventsandplanaccordingly-andit
willallbehandledonline.
TheGiftGivingRegistryconciergewillalerttheregisteredgiftgivertoanupcomingeventandprovide
giftsuggestionsbasedonthatparticularevent’sregisteredcriteriaforgifting.Theconciergewillthen
source,giftwrap,andshipthechosengift.Andthisconciergegift-givingserviceisfree.Ithinkthat
alongwithourjumpsitestrategythereisnogreateropportunityforgeneratingsalesinternationally.
9. GrivaniWineCellar
OurGrivaniwinecollectionfromTuscany,Italy,willbethemainfocusofournewpremiumwineshop
locatedintheWalkerCenternestledbetweenTW&CoandGiancarlo’sSicilianSteakhouse.TheGrivani
WineCellarprovidescrossmarketingandsellingopportunitieswithGiancarlo’sCorporateCateringand
GrivaniCorporateGiftGiving.OurGrivaniwines,madeinTuscany,canbesoldinternationally.
OtherAdvantageOpportunities
Here is my updated list of the remarkable business opportunities that are available to all of us at the Advantage
Co right now [along with a few old favorites that are just looking for some love]. Every time I put together a list
like this, I have trouble paring it down. There are so many other opportunities that interest me, but these are the
mainopportunitiesthatwewouldliketoinvestinthisyear.
Ofcourse,thislistisontopofallourcurrentoperationsthatofferamyriadofopportunitiesthatwecontinueto
investin,butthat’sforanotherreport.
BatteryAttached
Opportunity without someone to make it happen is nothing more than an idle wish. So, if you are interested in
anyoftheopportunitiesthatIhaveprofiledbelow,donothesitatetojumpin.Bebig,beabuilder.
1. iWorldShoppingCenter.com[iWSC]
IamexcitedaboutthedevelopmentofiWorldShoppingCenter.com[iWSC],ournewecommerce
website.JamieandShaunahavelaunchedourall-inclusivemarketplacethatisrunningon
BigCommerce.WearestilldoingsomeformattingtoaccommodateiWorldFundraisingandGiftGiving
Registry,butwearefullyfunctionalwithallofourAdvantageBrands.
TheiWSCmarketplaceisthefoundationforseveralnewoperations,includingourlong-awaited
iWorldFundraising.org.ButitisalsobethefoundationfortheFashionResourceGroup,CollegeRep
Program,GrivaniCorporateGift-Giving,andGift-GivingRegistry.Andthat’sjustforstarters.
2. iWorldFundraising.org
It’sbeenalongtimecoming,butwearefinallylaunchingiWorldFundraising.org.JamieandShaunaare
continuingtobuildourwebsite,andweanticipateaJanuary1stlaunch.Rightnowweareactivewith
ourbetaversion.
iWorldFundraising.orgprovidesarevolutionaryZeroFeeonlinevenuetoraisemoneyfororganizations,
individuals,causes,andevents.iWorldFundraising.orgisaZeroFeeweb-enabledprogramdesignedto
helpfacilitateandcreateawarenessforfundraisingofallsorts,allwithoutthelimitationsoftraditional
fundraisingservicesandtheirexcessivefees.UnlikefundraisingservicessuchasGoFundMe[who
chargean8%servicefee],iWorldFundraising.orgchargesnofeesandtakesnocommissionor
profitofanykindonanytransaction.Allofthefunctionalityandsupportisdonatedentirelybythe
AdvantageCoofWilliamsville,NY.TheonlypossiblechargewouldbeathirdpartyfeethatAmEx,Visa,
MasterCard,Venmo,PayPal,orBitCoinmightimposefortheirroleinprocessingthetransaction.
InadditiontoprovidingaZeroFeevenuefordirectonlinecontributions,iWorldFundraising.orgalso
providesparticipantsaccesstoouriWorldFundraisingOnlineMarketplace-wheretheentireprofit
fromdonorpurchasesgoesdirectlytotheirfundraisingeffort.Manufacturersandretailersare
encouragedtoprovidetheirgoodsandservicesthroughtheiWorldFundraisingOnlineMarketplaceat
theirwholesalecostandtoprovidethehandlinganddeliveryofthedonorpurchases,whiletheentire
retailprofitgoesdirectlytothedesignatedrecipient.iWorldFundraising.orgdoesnot,underany
circumstances,retainanyoftheprofitoranyoftherevenuecollected.ItisaZeroFeefacilitationby
iWorldFundraising.org.
TheiWorldFundraising.orgmarketplaceisnowliveatiWorldShoppingCenter.com
SupportingworthwhilecausesistheAdvantageCo’stopprioritywiththeirZeroFeefundraising
concept.TheinspirationfortheirconceptwhichincludestheiWorldMarketplacewasfromtheproverb:
Teachamantofishandheeatsforaday,butifyouteachamantofishhecaneatforalifetime.By
creatingandsupportingavenuesuchasiWorldFundraising.org,theAdvantageCoenables
organizationsandindividualswitharemarkableandsustainablecost-freeresourcetoraisefundsforever
-whichiswellbeyondtheimpactofameredonation.
iWorldFundraising.orgisthecompleteecommercesolutionforanevent,organization,orindividual’s
fundraisingefforts.ThedaysofdangerouslysellingproductslikeGirlScoutCookiesdoortodoorare
over.Thereisnolongerbeaneedtoforanyonetohandlecashcontributions,especiallychildren.All
transactionsareonlineandfullyaccountedforwithfulltransparency.iWorldFundraising.orgprovides
fundraiserswithfullaccesstoallofourresources.Thisistrulyauniquefundraisingopportunity.All
that’snecessaryfromtheorganizationorindividualistopromotedirectaccesstoiWorldFundraising.org
fortheirfundraisingactivities.ThereisnocosttojoiniWorldFundraising.org,andthereisneverany
fee.
3. TheCollegeRep/InfluencerProgram
Thisprogramlivesoninmyheart.Ican’thelpbutthinkofwhatanincrediblemarketingresourceit
wouldbetohaveathousandorsocollegerepsandinfluencersspreadoutacrossthecampusesof
America[andtheworld].
OneofourfirstcollegerepsisnowtheformerSecretaryofLaborfortheUnitedStates.Backinthe
70’s,asacollegerepforFADCo.inNewJersey,IwasabletosellTechnicsandPioneerproduct,andit
iswhatledtotheStereoAdvantage’ssuccess.Today,wehavethepremiumproductlineupthatwill
allowustolaunchthepremieronlineexperienceforcollegerepsandinfluencersworldwide.Wehave
theproducttosupporttheprofitabilitythatwillbeattainableforrepsnationallyandinternationally.
TheCollegeRep/InfluencerProgramwillnowbeincorporatedintotheiWSCjumpsiteprogram.
4. FashionResourceGroup
Thefashionindustryhasbeendismissiveofboutiqueseversincetherecessionof2008wipedoutmost
ofthem.Thereisanopportunityforustoorganizethepremiumboutiquesintoapowerfulbuyinggroup.
Whatmakesussouniquelypreparedtoofferthistypeofassociationtopremiumboutiquesisthethe
widevarietyofservicesandresourceswecanofferinadditiontobuyingpower.
Herearesomeoftheservicesandresourceswecanofferpremiumboutiques:
Negotiateagroupdiscountformemberswitheveryvendor.
Negotiatefortheacquisitionoflinesforindividualaccountsaswellasfortheentiregroup.
Negotiatethetermsofeveryaspectofthevendorrelationship.
Developproprietaryandexclusiveproductswithvendorsforthegroup.
Purchaseentireend-of-lifeproductatasubstantialdiscountforthegroupexclusively.
Createproductsformembersonly.
Createproprietarybrandsformembers.
UniqueaccesstoallAdvantageBrandswithadditionaldiscounts.
BrandOnlinePartnership.
Instantaccesstoauthorizedinventory[NeverLoseASalewithMywarehouse.org].
Designforwebsites,emails,brochures,catalogs,handouts,videos,signs,etc.
Supplypurchasingresource.
Accounting,legal,taxpreparation,andallbackendsupport.
HealthCareandBenefits.
CorporateSales.
TrainingSeminarsandAssistance.
Seamstressservices.
5. AdvantageGlobalResourcesBrandDevelopmentProgram
AttheAdvantageCo,thedevelopmentofourbackendsupportservicesoverthepast40yearshas
positionedustorealizeourpotentialasaneasilyaccessible,cost-effective,andflexibleresourcefora
varietyofbusinessoperations.AtthecoreofallourAdvantageCobackendsupportisAdvantage
GlobalResources[AGR].
AdvantageGlobalResourcesprovidestheessentialsupportapparatusfortheorigination,design,
structure,financing,development,growth,reporting,monitoring,analytics,compliance,security,
accounting,andgovernanceofallourbusinessesandpartnerships.
Basedonourdeliverableexpertise,AdvantageGlobalResourceshasdevelopedauniqueand
extraordinaryBrandDevelopmentProgram.Theservicesthatweefficientlydelivertoallour
businessesandpartnerships[i.e.CapaxDiscovery,c1Advantage,APProfessionals,ABX,Bogavia,
CISOSentinel,TW&Co,Giancarlo’s,LTS,StereoAdvantage,GrivaniWineCellar,etc.]areindeedworld
class,andwearenowabletomakethemreadilyavailablethroughourBrandDevelopmentProgramto
variousclientswhoarelookingtoeffectivelyandexpeditiouslylaunchtheirownbrand[i.e.Carolina
ClothingCo,Sozae,JNorman&Co,Christeus,Phroket,SparkIt,etc.].
Whileventurecapitalistsandstart-upincubatorsassistinthedevelopment,marketing,financing,and
launchofabrand,AGRnotonlyprovidesthosehighlyvisibleservices,butgoeswellbeyondtoprovide
thenutsandboltsofeverybusiness,including,asneeded,productsourcing,warehousing,and
distribution,aswellasecommerce,retailtesting,andfullaccountingandcompliancesupport.
6. WalkerSportsAudit[WSA]
WalkerSportsAuditisanindependentthirdpartyauditservicethatautonomouslyevaluatesourclient’s
entireportfolioofendorsements,contracts,investments,compliance,andtaxreportingforafixedor
contingencyfee.WSAalsoevaluatesandratesallofourclient’sfinancialrelationships,especiallywith
theiragents,lawyers,accountants,coaches,doctors,trainers,advisors,family,andfriends.
Additionally,WSAprovidesourclientswithanindependentcontinuousmonitoringserviceforalloftheir
financialactivity.
OurWSAservicesareavailableonafixedorcontingencyfeebasis.
Mostimportantly,noWSAserviceproviderwilleverbeabletobeengagedbyourclientsbeyondour
WSAengagement.Wewillnotbelookingtosolicitclientsbeyondourstatedservices.Wewillnever
attempttoreplaceourclientsaccountants,agents,etc.,wewillsimplybeofferingthemaveryvaluable
andnecessaryauditandevaluationwithadegreeofseparationthatensuresnocompromisingagenda
ormisplacedloyalties.
Althoughwewillinitiallybeaddressingathletesandcelebrities[whofillthenewseverydaywithhorror
storiesofhowtheywereruinedbyembezzlementfromtheirmosttrustedadvisors],wefeelour
independentauditandcontinuousmonitoringserviceswillalsoprovevaluabletoclientswhohave
considerableestateswithlittlepersonalbusinessacumenorexperience.Estatesacquiredthrough
inheritanceordivorceareparticularlyatriskfromunscrupulousorindifferentfiduciaryoversight.
TherearefourmaincomponentsofourWSAservices:
1. WSAAdversarialAudit
2. WSARecoveryofFunds
3. WSAContinuousFinancialMonitoring
4. WSARatingService
7. TheAdvantageCatalogCo
TheunparalleledAdvantagecatalogisnowmorethanjustadelightfulandentertainingresourceforour
retailcustomersandadvertisers-ithasbecomethedefiningrepresentationofallthatweare[andoffer]
toeveryonewecomeincontactwithinternationally.ItisthecynosureoftheAdvantageCo.Our
distinctivecatalogcelebratesalloftheeclecticAdvantagebusinessesandresourcestoourcustomers,
clients,partners,suppliers,community,associates,friends,family,supporters,andemployees
worldwide-anditmakestheAdvantageExperiencereadilyaccessibletoallofthem.
Our20+yearsofcatalogpublicationandsuccessnowfindsusassiduouslyengagedinayearround
commitmenttoouradvertisers.Basedonthisactivityandsuccess,wearenowincorporatingThe
AdvantageCatalogCotobeafullyindependentbusinessoperation.Whileourcreativedirector,Jamie,
willbespendingAugust,September,andOctoberfullyengagedinthedesign,production,and
publishingofourannualcatalog-therestofthestaffheadedbyNicoleandAngelawillworkyearround
onthedevelopmentofthecatalogandtheenhancementofouradvertisers’involvementand
satisfaction.
Additionally,wewillbeprovidingourcatalogexperienceandexpertisetoclientswishingtopublishtheir
owncatalog.Fromconcepttodesigntoproductiontopublishingtogeneratingadvertisingrevenue-
thestaffattheAdvantageCatalogCowillprovideanexceptionalfullservicesolutionforourclients.
8. AdvantageResourceLibrary
TheAdvantageBusinessExchange[ABX]willprovideatrustedone-stopvenueforallofourcommercial,
institutional,andgovernmentclientsbyenablingdirectaccesstopremiumresourcestofacilitateand
enhancealloftheirvariousbusinessactivities.Allofourservices,programs,andproductswillbefully
vettedforourclients’assurancethattheyarereceivingthefinestresourcesbefittingtheirspecificneeds.
Byidentifying,certifying,andmakingavailablethekeyresourcesofourAdvantagecompaniesand
affiliatesinourAdvantageResourceLibrary,wewillbeabletodevelopaworldwidenetworkofsales
agents,aswellasprovidingamoreuniversallyaccessibleresourceforourcurrentsalesgroups.Asthe
listofouraffiliateresourcesgrowinourAdvantageResourceLibrary,youropportunitieswillgrow
commensurately.
TheABXResourceCenter’sSmartCardformatwillallowustoeffectivelycommunicateeverythingthat
wehaveavailabletosellandhowtoactuallysellit.TheaimoftheSmartCardistomakemarketingand
salespossible.TheSmartCardisasellingresource.TheSmartCardidentifieswhattheselling
agentneedstoknow.TheSmartCardisbasedonthevaluepropositionfortheentiresaleschannel.
WewillbuildafullABXResourceLibraryofthepremiumofferingsthatareprofitablyandeffectively
providedbytheABXResourceCenter.TheSmartCardwilldetailthecertificationprocess,thevalue
proposition,thecontactprocess[subjectmatterexperts],themarketingprocess,theagentauthorization
process,thesalesprocess,theclientengagementprocess,thefulfillmentprocess,thepayment
process,andthecommissionprocessofeveryserviceandofferingthattheABXResourceCenter
provides.
AllofthecommissionsonsalesgeneratedbyABXagentsforthecertifiedgoodsandservicesofour
ABXaffiliateswillbedistributedamongstthelistingagent,thesalesagent,andABX.
9. FedDROP
WehavethefoundationtodeliverthemostsecureobjectstoragesolutionintheFedCloudEcosystem.
FedDROP’sprimaryofferingwillbeacertified-securecloud-basedfilestorage,synchronization,and
sharingproductforfederal,state,andlocalgovernmentemployees.FedDROPissimilartoDropBox
andBox,butwewillhaveamoresecureenvironmentthatcanbeutilizedbyallFederalagenciesand
criticalinfrastructureindustries,especiallythemedicalcommunity.
FedDROPwillbeuniqueamongcloud-basedstorageprovidersinthatitwilloperateontheFedRAMP
andDISAaccreditedARC-PFederalCloudInfrastructure,makingitthestandardforsecurecloud
engagement.FedDROPwillprovideuserswithuniversalaccesstotheirfilesthroughacertified-secure
webinterface.TheFedDROPservicesmeetfederal,state,andlocalgovernmentsecurityrequirements,
creatinganaddressablemarketofover40millionpotentialusers.
10. NeverLoseASale
Vendorsareincreasinglydismissiveoftheirsmalleraccounts.Specialtystoresandboutiquesarebeing
compromisedbytheinternet,bigboxretailers,andtheiractualsuppliers,aswell.MyWarehouse.org’s
NeverLoseASaleprogramprovidesacosteffectivesolutiontothepervasivedisconnectthatis
underminingbrandsatthegrassrootlevel.MyWarehouse.orgcanbeapartoftheFashionResource
Grouporoperateindependently.
11. TheChristianCo-Op
Providingservicestocharitableorganizationscanalsoincludeabuyingservice.Aswebuildour
expertisewithGiftGivingRegistry,FashionResourceGroup,andvariousothersourcingoperations,we
caneasilytranslatethatskillsetintoabuyingservicethatwillgiveorganizationsareliableclearinghouse
forallpurchases.Itwillbeacontingencyfeebasedbusiness.Ourfeewillsimplybe25%ofthesavings
wegenerateforourclients.
12. GrivaniGolf
ThereisstillalotofworktobedonetoeffectuatetheGrivaniGolfconcept,butIamlookingforwardto
puttingittogetherthissummer.Therewillbe3divisionstoGrivaniGolfasdetailedbelow.
GrivaniAccessories,SkinCare,Clothing,andClubs
ThestartofGrivaniGolfwillbewithourGrivaniproductsandaccessorieslineuptobesoldinGreen
Grassaccountsinternationally.
GrivaniSkinCare.http://iworldshoppingcenter.com/grivani/apothecary/
GrivaniAccessories.http://iworldshoppingcenter.com/grivani/leather/
GrivaniSunglasses.ThefirstroundofsunglasseswerenotuptoGrivanistandards,sowewill
continuetosourcethetypeofqualityproductwearelookingfor.Ifitisnotthebest,thenitwill
notbeGrivani.http://iworldshoppingcenter.com/grivani/sunglasses/
GrivaniUniformLengthClubs.ThepotentialforthisisremarkablenowthatDeChambeauhas
renewedinterestinthisconcept.TheCobraofferingisawful.Wecangetitright.
GrivaniGolfClub[GGC]Membership
GrivaniGolfClubmemberswillpay$100tojointheGGC,and$50ofthatwillgodirectlytotheGGC
Agentwhosignsthemup.Another$10willgototheGGCAgentCoordinatorwhooverseestheGGC
Agentwhoactivatedthemembership.Theremaining$40willtoGrivaniGolfforthemanagementofthe
GGCProgramastheirinitialfirstyearmembershipfee.
Therewillthenbeanannual$50membershipfee.TheGGCAgentCoordinatorwillreceive$10ofthe
annualmembershipfee.TheGGCmemberbenefitswillinclude:
GrivaniMarketplace.GrivaniGolfproductsandaccessorieswillbeavailableonline24/7atour
iWorldShoppingCenter.commarketplace.Allmemberswillreceivea20%discountontheir
purchases.Additionally,GGCmemberswillalsoreceive20%offonall
iWolrdShoppingCenter.commarketplacepurchases.Thatmeanstheywillalsobereceiving
20%offonBogavia,PieceApparel,Pure+Fresh,etc.
GrivaniConcierge.AllGGCmemberswillhaveaccesstoourGGCConciergeservices.This
servicewillbeforpurchasinggolfequipmentandtravel.
GrivaniClubExchange.Memberswillbeabletosellandtradethegolfequipmentonline
throughtheGGC.
GrivaniGolfCoop
Thisisacontingencyfeebuyingserviceforallgolfrelatedprofessionals.Thecoopreceives25%ofthe
savingsthatweprovideonallpurchases.Additionally,thecoopwillprovideamarketplaceforProShop
inventoriesthatneedtobesoldorliquidated.
http://advantageexperience.com/catalog/2017/
http://www.iworldfundraising.org/
https://iworldshoppingcenter.com/
http://theadvantage.com/