Our Business Model

Mission StatementWe provide the best in education and e-learning services and products throughout the world.

We are committed to excellent and cost-effective delivery in all facets of our business:

• our customers• our partners• our technology• our staff

What is ESP?• Education Service Provider• Utility providing cognitive “goods” under the

life-long learning paradigm– flow of content– supportive infrastructure– metering and control of use– maintenance– customization

We build e-learning spaces

Other services• Consulting• Hosting• e-Commerce/Billing• Help desk

“Work for Hire”• WBT projects for clients’ internal use

– employees– customers– partners

• Customization of Knowledge Commerce properties

Knowledge Commerce

• Owned/Shared/Managed• Risk/Reward

Verticals and Horizontals

Verticals and Horizontals

Inter-relationship of our KC properties

Targeted verticals• Professional services• Financial Services• Manufacturing• Telecom/IT (Jim S., Larry)• Health Care (Becky)• Transportation/Distribution• Gov’t/Ed Services• Architecture/Construction/Engineering

Targeted horizontals• IT/Technology• Sales & Marketing• “Trendy”• Management Skills• Language Skills• Compliance/Workplace Safety• Business Skills• Reference

Chart showing cross-over

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Corporate Development

Growing the business• Business Development• Distribution partnerships• New market expansion

– Geographic– Business lines

• Sales• Marketing

– Corporate– Industry– Partnership

Short-term focus

• North America– Industry definition/business plans– Tools development– Deal analysis

• Partnerships for KC properties• Support sales• Alliances

– Strategic investors– Technology– Marketing

Near-term

• Adapt Industry plans to other countries• Open China, Australia, Latin America

Longer term

• New industries• New geographic markets• Open distribution channels

Our Sales Process

Lead generation

Thank you Marketing!!!

Qualify lead• Explore opportunity• Determine ability to commit• DELIVERABLE from Viviance:

– URL for our website– Send out print propaganda– Meeting minutes to customer and to

SalesLogix• DELIVERABLE from prospect: Date for

presentation meeting• 10% confidence factor

Make presentation• Either in person or WebEx• Presentation includes PowerPoint and demos• DELIVERABLE from Viviance:

– Mutual NDA to discuss joint initiative– Meeting minutes to customer and to

SalesLogix• DELIVERABLE from prospect:

– Signed NDA– Date for Definition Meeting

• 30% confidence factor

Definition Meeting• Common understanding of joint initiative• DELIVERABLE from Viviance:

– Meeting minutes to customer and to SalesLogix

• DELIVERABLE from prospect:– One-page project definition document

• 50% confidence factor

Proposal• Use template, customize to situation• BEFORE SUBMITTING TO PROSPECT(!):

– Review high-level design concept with a designated Education Designer

– Review financial model with Jeff– Review resource requirements and schedule with

Christopher– Have someone proof-read it for typos!

• DELIVERABLE from Viviance:– Proposal to propect and to SalesLogix

• DELIVERABLE from prospect:– Proposal approval

• 75% confidence factor

Contract• Work through Jeff• DELIVERABLE from Viviance:

– Contract to prospect and to SalesLogix• DELIVERABLE from prospect:

– Signed contract– Initial payment

• 100% confidence factor

Alignment Meeting• Formal hand-off to project team• TWO meetings

– internal– with customer

• Work closely with Viviance project manager to prepare Alignment Manual

The 4-D Method™

Two-Phase Contracts

• Alignment/Discovery/Design• Development/Deployment