Integrated Research Limited · ASX:IRI
Integrated Research — Shareholder Meeting (November 2003)
18 slides from Integrated Research's shareholder meeting presentation, Nov 18, 2003
Slide 1: Sales and Marketing Perspective
Integrated Research Sales and Marketing Perspective Ross Ballard GM — Sales and Marketing integrated research
Slide 2: Sales and Marketing Perspective
ales and Marketing Perspective e Systems Management market information e Systems Management product overview e Sales strategy e Sales Management e Marketing overview integrated research
Slide 3: Systems Management
Systems Management e Systems management is still a key market area, with plenty of potential, especially in select market segments e But the market hit the wall in 2002/2003, with an industry-wide decline of 13%. Competitors providing framework solutions declined significantly e The future looks bri
Slide 4: Transaction environment diagram
\ \ transaction SERVERS INess 1 e-bus WEB SERVERS MS MANAGEMENT ypica -A SECURITY SYSTE CUSTOMERS OR USERS
Slide 5: E-Business Growth
E-Business Growth E-Business is poised fo take-off as fhe economy recovers 7,000 6,000 4 5,734 5,000 4 4143 4,000 4 3,000 4 2,644 2,000 7 1,658 7 = | 1,000 4 oO Eel T T T T 2002 2003 2004 2005 2006 ($Billions, US) i IDC forecasts WorldWide E-Business . = IDC Spending to increase fivefold by 2006. :
Slide 6: Systems Management
Systems Management e Prognosis monitors, manages and reports on the health of computer systems e Disruption to the business is reduced, therefore avoiding revenue loss, and minimizing computer costs e Prognosis provides easy implementation, runs across a broad range of computer equipment, scales eas
Slide 7: Strategy
Sales Strategy Integrated Research will take advantage of the market growth and increase our share of the market, by - e Broadening our sales spread e Focusing on selected market segments e Leveraging our work with partners e Increasing our efforts on finding and nurturing new prospects e Improving
Slide 8: Strategy
Sales Strategy Integrated Research’s sales are well spread - e Across 40 products e Five operating system platforms e Three regions for direct staff e Many countries through our distributor network integrated research
Slide 9: Strategy: Region Splits
Sales Strategy Region Splits Asia Asia Pacific Pacific 12% Q Europe 21% 14% . Europe 13% yy integrated research
Slide 10: Strategy: Revenue mix
Sales Strategy Revenue mix Indirect 17% Indirect i 23% Direct 83% yy integrated research
Slide 11: Strategy
Sales Strategy To leverage our products and people - e Focusing more on value-added products. i.e. products that provide greater immediate business value — such as our banking system solutions, our IP telephony products and our e-business solutions e Working more with partner companies - who sell ou
Slide 12: Strategy
Sales Strategy Distributors and partners provide Integrated Research with — e Greater geographic coverage e A set of skills specific to their market - Local language support —- Expertise in key market segments e Improved margins to Integrated Research integrated research
Slide 13: Management
Sales Management New Sales Managers in USA and the UK in the past 12 months e Experienced in the systems management arena e Strong track record in sales and sales management e Average of over 20 years in the IT industry integrated research
Slide 14: Marketing
Marketing Reach the right audience, faster and with a clear message - Greater emphasis on targeted marketing Building relationships with industry experts Investment in improving web site Improving search engine results Email marketing campaigns Invitations to webcasts Online collateral Success stori
Slide 15: Average Number of Web Visitors (Per Day)
0-0 vo-dag vo-Bny vo-Inr vo-unr vo-Aew vo-dy vo-JeW v0-de4 vo-uer €00eq €0-AON €0-P0 €0-deg e0-Bny eo-1nr eo-unr eo-Aew itors (Per Day) Is fs) £ Dd a) x in © = Average Number of Web V tegrated research s
Slide 16: Website webcast example
| integrated research @ ABOUT IR @ PRODUCTS @ NEWS & EVENTS @ PAPERS & WEBCASTS (@ STRATEGIC ALLIANCES @ PARTNER PROGRAMS (@ SUPPORT (@ EMPLOYMENT @ INVESTOR INFO @ CONTACT US Home Bema / Thal | Request isfo | Su Yankee Group Webcast: Successful IP Telephony Relies on Real-Time Management Time avail
Slide 17: Recent Sales Successes
Recent Sales Successes e First National Bank of South Africa e US Federal Aviation Administration e Xerox Global Services e PULSE EFT e NCR e Emporiki Bank e Vodacom Mozambique integrated research
Slide 18: Integrated Research
Integrated Research integrated research
Integrated Research — Shareholder Meeting (November 2003) on 6ix