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New Channel OpportunitiesNew Channel Opportunities

Sony 1394 & XCL Cameras and Media Cybernetic Software and Services

Marc de Kanter (Media Cybernetics)Ilias Levis (Sony) September 2005

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Topics

• About Media Cybernetics

• Market

• Product Packaging and Positioning

• Opportunities

• Pricing and Compensation

• Support

• Availability

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Who is Media Cybernetics

• Media Cybernetics Develops software for image capture, processing, analysis, display, and management.

• 10 Offices Worldwide

• More than 170 Worldwide Dealers

• More than 30 Value-Added Resellers

• More than 20 OEMs

• Part of Roper Industries

Roper Industries, Inc•(NYSE Symbol ROP)•Web Site http://www.roperind.com•24 Companies in Four Divisions•Revenue 1.21B

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Market

• Stable market with many new opportunities

• Customers are looking for systems rather then individual components.

• Software is becoming increasingly important to get the sale.

• Two market leaders looking to expand their business through their channel.

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Sony Cameras• DFW

– DFW X710– DFW SX910

• XCD– XCD-V50, XCD-V50CR– XCD-X710, XCD-X710CR– XCD-SX910, XCD-SX910CR

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Imaging Application Development

Camera Kits

Media Cybernetics SoftwareImage Analysis Software

Easily store, manage and extract knowledge from your images and data. Collaborate

effectively with your colleagues.

Image analysis solutions for scientists and professionals in

research, medicine, production and quality control.

IQstudio offers modern tools for fast image analysis

application development.

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Product Packaging and Positioning

Image Pro SDK IQ Studio

Image Pro Sony IQ Run Time

Image Pro Plus IQ Base

Image Pro Apps IQ Apps

Development

OEM

Boxed Product

Custom Apps

• Boxed systems (Camera + Software)

• Custom systems (C+S+Custom Development)

• Development and OEM systems (C+S+ Development Environment and Licenses)

• Combination of the above

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Opportunities

• Add additional value to each sale

• Handel larger projects with higher profits

• Access to new OEM markets

• Shorting sales cycles

• Up-sell existing customer base

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Pricing and compensation

• Boxed Solutions– Pricing– Compensation: Discount based on volume

• Custom Systems: – Pricing– Compensation: Percentage of sale based on dealer

involvement• Development Systems

– Pricing– Compensation: Discount based on volume for

development platform and volume of run-time licenses

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Support Structure

Sales SupportSales Support

Media CyberneticsMedia Cybernetics SonySony

Sales RepresentativesSales Representatives

Cameras

•Marketing support

•Sales support

•Application support

•Development support

•Technical support

Product and System development

Software and System Integration

• Marketing support

• Sales support

• Application support

• Development support

• Technical support

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Availability

• Sony Camera Capture Driver for Image-Pro– Available 2006

• Image-Pro family• IQbase• IQstudio

• TWAIN Driver for Sony Cameras– Availability: Now

• Image-Pro family• IQbase• IQstudio

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Success Stories

• Industrial - Media Cybernetics developed a custom application based on IQStudio for the world leading manufacturer of equipment and consumables for materialographic surface preparation of solid materials. – The application is used to acquire images, collect associated data, measure

and analyze. It archives and manages data and extract knowledge - from desktop to enterprise level. The ability to connect this application to materialographic preparation and analytical equipment and seamlessly transfer data, sets a new milestone in the integration of laboratory data.

• Bioscience - With the guidance of scientific and medical imaging supplier, a Media Cybernetics distributor, a major Bioscientific Institute deployed more than 400 copies of Image-Pro Express. – The software is used to control and acquire digital images. Image-Pro Express

is also used for analysis, archiving and reporting.

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Media Cybernetics at Show

Wednesday 9am-3pm

Marc deKanter

1 978 457 0451

mdekanter@mediacy.com