Privia Users Conference

The Leadership Forum for Integrated Capture, Bid and Proposal Management

October 27 – 28, 2008

Tim Bauman, Managing Partner, Waypoint, LLC

© 2008 SpringCM Inc. All right reserved. 1

Waypoint Capabilities and Process:Executive Summary

© 2008 SpringCM Inc. All right reserved. 2

Waypoint Overview

Waypoint Solutions: Market Assessment & Strategy Portfolio & Pipeline Optimization Capture & Proposal Leadership

Waypoint brings an end-to-end, unifying approach to the activities that drive top-line revenue; grounded in a business philosophy that continuity and integration of people and process (IP), enabled by technology, materially increases ROI on B&P spending and probability of win.

Charted Revenue Growth™

Industry Trends

Companies demanding greater return on Pre-Sales investment dollars

Cost of human capital damage from poorly executed business capture efforts considered too high

Pressures to decrease travel costs Lost productivity during personnel travel Employee work/personal life not balance

Impact of lost knowledge capital/proposal artifacts Need to reuse high quality/

discard poor quality

Waypoint Value Proposition

Solutions Market Assessment & Strategy

Portfolio & Pipeline Optimization

Capture & Proposal Leadership

Solution Components

Market AssessmentProduct/Solution StrategyPricing StrategyCommunications StrategyEnterprise Readiness

Assessment

Business Capture Assessment

Opportunity StrategySales StrategyPipeline OptimizationBid/No Bid Decisions SupportClient/Program Strategy

Win Strategy ValidationProposal development

leadershipPrice-To-Win (PTW)

LeadershipColor Team reviewsBAFO/Orals support

Value Delivered

Confirm market needsStrategy aligned to marketBrand SynchronizationMitigation of enterprise

success barriersBetter use of Market

Phase investments

Better quality pipelineImproved salesEarly low win-probability

opportunity eliminationQualified opportunities enter

capture phaseConsistent brand and

messages

Higher win rateBetter resource usageGreater execution

readinessImproved pricing

decisionsHigher proposal team

morale & productivity

Key Attribute Data to Intelligence Opportunities to Target Targets to Awards

Waypoint Best Practices

Market Assessment & Strategy

Portfolio & Pipeline Optimization

Capture & Proposal Leadership

People

Market/Industry knowledge

Decades of complex sales experience

Extensive Network of Subject Matter Experts

Customer and opportunity experience

Knowledge of models and pipeline criteria

Extensive Strategy development expertise

$$Bs won for clientsDecades of complex

proposal development experience

Been on both sides (Buyer and Seller)

Process

Grounded in Total and Specific Accessible Markets (TAM and SAM)

Proven in complex sales markets

Criteria based decision making

Objective evaluation of customers/opportunities

Bid/No-Bid ModelVirtual Team approach

Scalable and tailorable for wide range of efforts

Design quality in from start

Virtual Team supported

Technology Enablement

Data sourcesResearch servicesInvestment trackingMarket surveys

Data sourcesPipeline DashboardOptimization criteriaOpportunity criteria model

Process automationDocument repositoryArtifact retentionHigh speed searchReview team

collaboration