ࡱ> j~W bjbjyy ;bl^^^^d~~~48j@("(((;V.j0j0j0j0j0j0j$l oTj7;Tjה^^((ijהההL^8((.jה.jה6ה ?hBO( 0\rn~ "EBOj0jE o@oBOה^^^^Executive Summary: Grapevine Software Overview Grapevine sells identification authentication services. This is achieved with Grapevines proprietary Scrap software system. Scrap software is installed on devices such as laptops, PDAs, PCs, or any other digital computing device, and on servers at the customers central data storage center. Customers can maintain their data centers as they already do. Once Grapevines software positively authenticates the device users identity, the user can use whatever applications or data her company authorizes for remote use. Unique to Grapevine Scrap software is a feature whereby users can use ANY device to authenticate their identity, and view data, so long as Scrap software is installed onto that device. The client and server software will be distributed at no fee to users. Customers who wish to use the authentication service are able to do so once a subscription has been arranged. The cost is $9.95 per month per user. Founders Grapevine Software was founded in April 2001 by Maksim Noy, Jing Su, Matthew Boos, George Donegan, and Eddie Chung. Each is a student at the University of Washington. Maksim and Jing are undergraduates in the School of Computer Science and Engineering. Matthew, George, and Eddie are students at the Graduate School of Business. Milestones Grapevine has developed a functional prototype of the Scrap software authentication system, and is staged to begin development of a commercial-grade product. Objective Grapevines goal is to create an infrastructure where the user's data is device independent. In this environment, devices are automatically configured to the user. This allows devices to be multiplexed within an environment, enabling device sharing everywhere. Furthermore, to free the user from mundane authentication tasks, device authentication detection is done automatically based on the user's proximity or touch. The physical action of picking up or standing next to a computing device to be the authentication, can initiate an unbroken computing resource, allowing greater focus on the task at hand. The Market Mobility technology solutions for enterprises is a $77 billion market. The evolution of next-generation wireless networks, combined with the need for mobile professionals to be connected to vital information, is driving the demand for secure mobile access to data. Enterprises recognize that it is information that differentiates them from competitors. Grapevine is targeting the 26,220 American firms with 500 or more employees. Sales Plan Grapevine Softwares sales system will employ both direct and indirect sales representatives. Internal sales reps will focus their efforts in securing Grapevines critical first customers, and validating Grapevines service as a legitimate enterprise product. Once customers are gained, Grapevine will then broaden its distribution channels to include system integrators, consultants, and OEM manufacturers, all of whom who target Fortune 1000 enterprises and their end users. Concurrently, Grapevine will distribute its Scrap software for installation onto internet-enabled devices. No fee will be charged to users or businesses for acquiring and installing Scrap. Financial Grapevine must raise $750,000 to develop an alpha version of a commercial product. This can be achieved in three months. Once completed, $1.6 million will finance the completion of a beta product in a three-month time span. An additional three months and $1.9 million will result in a completed enterprise-ready product. We project year four sales of $18.2 million, year five sales of $36.8 million, and year six sales of $69.6 million. We intend to seek a public offering of Grapevine software after establishing a history of strong operating results. Table of Contents  TOC \o "1-2" \h \z  HYPERLINK \l "_Toc514112557" 1. Mission Statement  PAGEREF _Toc514112557 \h 4  HYPERLINK \l "_Toc514112558" 2. Founders and Advisors  PAGEREF _Toc514112558 \h 5  HYPERLINK \l "_Toc514112559" 2.1. Company Founders:  PAGEREF _Toc514112559 \h 5  HYPERLINK \l "_Toc514112560" 2.2. Technical Advisor:  PAGEREF _Toc514112560 \h 6  HYPERLINK \l "_Toc514112561" 3. Business Opportunity  PAGEREF _Toc514112561 \h 7  HYPERLINK \l "_Toc514112562" 3.1. Historical Context  PAGEREF _Toc514112562 \h 7  HYPERLINK \l "_Toc514112563" 3.2. The Company  PAGEREF _Toc514112563 \h 8  HYPERLINK \l "_Toc514112564" 3.3. The Market  PAGEREF _Toc514112564 \h 9  HYPERLINK \l "_Toc514112565" 3.4. Market Needs  PAGEREF _Toc514112565 \h 10  HYPERLINK \l "_Toc514112566" 3.5. The Customer  PAGEREF _Toc514112566 \h 11  HYPERLINK \l "_Toc514112567" 3.6. The Product  PAGEREF _Toc514112567 \h 13  HYPERLINK \l "_Toc514112568" 3.7. Pricing  PAGEREF _Toc514112568 \h 14  HYPERLINK \l "_Toc514112569" 3.8. Financial Objectives  PAGEREF _Toc514112569 \h 15  HYPERLINK \l "_Toc514112570" 3.9. Value Proposition  PAGEREF _Toc514112570 \h 16  HYPERLINK \l "_Toc514112571" 3.10. Competition  PAGEREF _Toc514112571 \h 18  HYPERLINK \l "_Toc514112572" 4. Product Strategy and Implementation  PAGEREF _Toc514112572 \h 21  HYPERLINK \l "_Toc514112573" 4.1. Marketing Objectives  PAGEREF _Toc514112573 \h 21  HYPERLINK \l "_Toc514112574" 4.2. Product Development  PAGEREF _Toc514112574 \h 22  HYPERLINK \l "_Toc514112575" 4.3. Platform  PAGEREF _Toc514112575 \h 22  HYPERLINK \l "_Toc514112576" 4.4. Authentication Methods  PAGEREF _Toc514112576 \h 22  HYPERLINK \l "_Toc514112577" 4.5. Grapevine Authentication Server  PAGEREF _Toc514112577 \h 22  HYPERLINK \l "_Toc514112578" 4.6. Enterprise Authentication Server  PAGEREF _Toc514112578 \h 22  HYPERLINK \l "_Toc514112579" 4.7. Enterprise Profile Server  PAGEREF _Toc514112579 \h 23  HYPERLINK \l "_Toc514112580" 4.8. Encryption Modules  PAGEREF _Toc514112580 \h 23  HYPERLINK \l "_Toc514112581" 4.9. Client-Side Application Modules  PAGEREF _Toc514112581 \h 23  HYPERLINK \l "_Toc514112582" 4.10. Backend Modules  PAGEREF _Toc514112582 \h 23  HYPERLINK \l "_Toc514112583" 4.11. API (Application Programming Interface)  PAGEREF _Toc514112583 \h 23  HYPERLINK \l "_Toc514112584" 5. The Grapevine Sales System  PAGEREF _Toc514112584 \h 23  HYPERLINK \l "_Toc514112585" 5.1. Objectives  PAGEREF _Toc514112585 \h 23  HYPERLINK \l "_Toc514112586" 5.2. Strategy  PAGEREF _Toc514112586 \h 24  HYPERLINK \l "_Toc514112587" 5.3. Tactics  PAGEREF _Toc514112587 \h 24  HYPERLINK \l "_Toc514112588" 6. Appendix A: Pro Forma Income Statement  PAGEREF _Toc514112588 \h 25  HYPERLINK \l "_Toc514112589" 7. Appendix B: Product Development Milestones  PAGEREF _Toc514112589 \h 27  Mission Statement Grapevine Software empowers people to seamlessly and reliably access information from any digital information device. Grapevine Software believes in the notion that people should not be beholden to technology; technology should be beholder to people. Technology should be a silent, unobtrusive, selfless companion to everyday life. We feel strongly that this paradigm will be the future paradigm and that we will lead the way to that eventuality. A new era of ubiquitous computing follows the eras of the mainframe, the PC, and the network. As with the previous revolutions, its technologies will not replace existing ones, only make them less important. Founders and Advisors Maksim Noy and Jing Su are co-founders of Grapevine Software. Meeting each other as undergraduates in the University of Washington Computer Science Department, Mr. Su and Mr. Noy developed the first Grapevine product upon the recommendation of their professor, Gaetano Borriello, a veteran of ubiquitous computing research at Xerox Palo Alto Research Center. Dr. Borriello identified a market need for a product that allows for remote access to key enterprise information from any device, any place. Company Founders: Maksim Noy brings a rich technical background to the team. His recent experience includes 3 years of Distributed Systems research in the Systems and Networking group of the University of Washington Computer Science department, as well as two summers at the Intel Architecture Labs. He received an "Outstanding" rating and an immediate full-time offer for an Intel Senior Engineer position having only completed two years of college. On recommendation from Computer Science Department faculty, Maksim also worked on technical due diligence at Madrona Venture Group. Last summer Maksim was the first engineer hired at Asta Networks, a local Seattle startup co-founded by his research advisor. Jing Su offers extensive research and development in his chief computer science interest in the University of Washington Computer Science Department -- primary systems and ubiquitous computing environments. Mr. Su has expertise in development across multiple platforms. Edward Chung is the past director of the Alliance of Angels, a network of private equity and venture capital investors in the Pacific Northwest. Mr. Chung will be a June 2001 graduate of the University of Washington MBA Program and holds a degree in Political Science from Grinnell College. Mr. Chungs focus is on finance and operations. Matthew Boos, a former Vice President of a start-up retail musical instrument distributor based in Bloomfield Hills, Michigan, will be a June 2001 graduate of the University of Washington MBA program and holds a degree in Psychology from Northwestern University. Mr. Boos focus is on marketing and sales. George Donegan, a Lieutenant in the United States Navy, will graduate from the University of Washington MBA program in June 2001. Mr. Donegan holds a degree in Computer Science from the University of Virginia with experience in distributed systems. His focus is on IT and operations. Technical Advisor: Dr. Gaetano Borriello, Professor of Computer Science, University of Washington, has a BS in EE from the Polytechnic Institute of New York (1979), an MS in EE from Stanford University (1981), and a PhD in CS from the University of California at Berkeley (1988). He also spent four years at the Xerox Palo Alto Research Center from 1980-84. He joined the Department in 1988. Professor Borriello's research interests are in the design, development, and deployment of computing systems with particular emphasis on mobile and ubiquitous devices and their application. He has a wide range of interests that can be classified in embedded system design, development environments, user interfaces, and networking. They are unified by the goal of making new computing and communication devices that make life simpler by being as invisible as possible to their owners, being highly specialized and thus highly efficient for the task at hand, and able to exploit their connections to each other and the greater world-wide networks. Dr. Borriello's mission is to actually make computers useful by abolishing the concepts of installation, configuration, and unifying user interfaces. Business Opportunity Historical Context Business owes much to the PC. In many ways, it dramatically increased productivity and workflow. But sitting by themselves on our desks, unable to share and exchange data and applications, PCs encountered evolutionary limitations. The solutions of networking and the client/server computing would begin to connect PCs and create larger computing environments. However, such networks remained isolated unto themselves. With the rise of the Internet and the steady increases in processing power, PCs everywhere began to communicate with one another, using Internet Protocol (IP) as their dialect. But as the emergence of this IP-based network breathed new life into the PC-centric world, it also foreshadowed a gradual shift away from that world. Although the PC will remain the dominant form of computing in the business environment for the near future, a new group of computing devices for enterprise markets is already beginning to emerge. As IP-based networks increase their bandwidth capacity and move beyond Web pages and simple email, the complex and immobile PC seems unlikely to be the dominant gateway to the network. Instead, access will be shared by many simpler devices. The PC was merely the first broadly distributed computer. However, three broad trends are transforming computing and bringing the era of the PC to a close: The proliferation of cheap, powerful microprocessors running simple operating systems The growth of a Universal Network, based on the Internet, whose bandwidth is enormous and whose carrying costs are consequently free, or nearly so The saturation of existing markets for IT, forcing traditional computing companies and investors to look to new markets in order to grow According to the International Data Corporation, 96 percent of all Internet-access devices shipped in the United States in 1997 were PCs. By 2002, IDC estimates, nearly 50 percent will not be PCs. Instead, they will be digital set-top boxes, Web-enabled phones, and personal digital assistants, to name just a few. And by 2004 or 2005, the unit shipments of such appliances will exceed those of the PC. To date there is no one single device that meets all of an enterprise workers needs (i.e. processing power, ergonomics, size, etc.) so enterprise will instead continue to ask for a unifying method that eases the transition between different devices and the PC. In short, to be most effective, these devices will have to know where they are, what situation they are in, and who is using them. The Grapevine Software initial product, Scrap Devices, is designed to answer those questions and deliver the data to the end user from any device running the Scrap client. The Company Grapevine has developed a software product that enables access to key enterprise data from any device, any place. The product is targeted to enterprises whose expenses of device support, device configuration, and employee downtime represent a significant cost. Grapevines solution is superior to the competition because the enterprise retains total control of data security with the fastest and most direct access to data. Our first product, Scrap Devices, is a combination of software and services that delivers key enterprise data to the remote irrespective of the device. Scrap Devices is aimed at the knowledge worker within the enterprise who manages a portfolio of computing devices that consumes time and effort in maintenance and configuration. Because of competing standards and platforms, these various devices are ill equipped to seamlessly and easily share data with each other. Consequently, the user of these devices must perform mundane tasks such as redundant data entry and synchronization. The time spent to support these devices frustrates the end user and represents a significant cost to the enterprise. Scrap Devices is designed to unify the computing experience making the users data the primary focus. With our solution, reconfiguring or reformatting data to conform to the demands of a particular device platform or software becomes an anachronistic notion. Our vision and combined experience in designing, developing, and testing ubiquitous computing solutions place us in an advantageous position relative to competitors. The Market Mobility technology solutions for enterprise is a $55 billion market. The once small synchronization market has morphed from web-based synchronization for PCs and Palm PDAs into wireless mobility software and services. Two years ago, products were targeted at consumers who needed to access personal information and files from more than one location. These products were typically given away and were thought of as virtual desktops rather than full mobility solutions. Today, the evolution of next-generation wireless networks combined with the need for mobile professionals to be connected to vital information is driving the demand for secure mobile access to data. Enterprises recognize that it is information that differentiates them from competitors, the knowledge contained in the firm combined with experiential learning. The firms that best distribute and manage crucial information are best positioned to succeed. As such, enterprises are predicted to spend $55 billion in 2001 to support mobility computing, with projected compound annual growth of 35%. We separate the enterprise customer into three broad segments based on number of employees. An Enterprise is defined as a firm with 500 or more employees. Reference USA reports that in the year 2000, approximately 26,220 American firms fit this requirement. In aggregate, approximately 74 million employees work at these firms, or 49% of the American workforce. Enterprise spending to meet the mobile hardware, software, and service needs of their employees is projected to eclipse $120 billion in 2005, with total business expenditures in this category surpassing $220 billion.  EMBED Excel.Chart.8 \s  Much of those expenditures will meet the increasing demand for information appliances. It is estimated that in 2005, 150 million information appliances will require connections to corporate servers. Forecast number of information appliances that will access content from corporate servers, U.S. and worldwide. In 2005:Units(mil)U.S.150Worldwide800Source: InfoTech Trends The trend toward mobility software and services is not unique to North America. According to the Yankee Group, by 2005 more than one-third of employees worldwide will use a form of remote access technology in the performance of their jobs. Market Needs Enterprise IT spending involves redundant device purchases, with unneeded maintenance and configuration expenses. One driver of the trend to smaller, less complex devices is the enormous costs that enterprises bear in ownership of a PC. According to the Gartner Group, total cost of ownership for a personal computer to an enterprise averages $10,000 per year. This figure encompasses equipment procurement and installation, as well as software seat licenses. Of that $10,000, on average 20% is dedicated to labor and expense for configuration, maintenance, and the cost of lost productivity for the knowledge worker. For an enterprise of 10,000 employees, that waste amounts to $20 million annually. The costs of configuration, maintenance, and downtime are costs that no longer need burden an enterprise, and enterprises are actively seeking ways to unload those costs. According to Tom Beckwith, National Sales Manager at Exodus Communications, the IT spending paradigm for enterprise is undergoing a significant change: whereas once firms considered internal IT departments a business necessity, today enterprises are increasingly seeking outsourced IT solutions to control costs. Employee downtime and inefficiency is a measurable cost to an enterprise. The enterprise employee finds herself surrounded by various computing devices, from laptops, personal computers, cell phones, and handheld computers. These devices amount to a massive portfolio of information appliances that she must manage, maintain, and utilize. The professional is dependent upon a growing number of devices that are crucial components of her daily business and personal life. A knowledge worker separated from her data is not productive. Enterprises invest in computing devices and software solutions for their employees to increase productivity and efficiency, as well as streamline information dissemination within the organization. Historically, the business user has adopted products and services that claim to simplify information management. Most, however, serve to complicate information management, requiring specialized knowledge, training, maintenance, and attention. Companies that have provided such solutions include Microsoft, Intel, Apple, 3-Com, and Palm. Yet each does so to promote a particular platform or device family. In todays world, the enterprise knowledge workers everyday effectiveness depends on her ability to access information anywhere and at anytime. Technology advancements such as PDAs, laptops, and cell phone facilitate access to this data. However, these technological conveniences require people to lug heavy and cumbersome hardware. End-users are frustrated with device dependence The mobile professional needs Grapevine because the software eliminates one of the greatest hassles of our high-tech world. With Scrap Solution , a traveling professional would no longer be required to pack a laptop computer when traveling across the country. Instead the professional would leave all of her key information on the enterprise profile server. Then, while waiting in the airport for her flight, she can stroll to laptop lane, instantly authenticate a generic laptop enabled with the Scrap Solution , and within seconds, her personal desktop will appear allowing her to access the same data she found earlier in the comfort of her office. This same type of authentication, creating access to all personal data from any device, could be replicated anywhere she could find a PCon the airplane, in her town car, and in her hotel room. The Customer Target NameShort DescriptionSolved ProblemBenefit SoughtEnd user professional mobile workerCorporate employed Early adopter Info accessibility Mission critical Heavy UserInformation available irrespective of place, device or timeConfidence Security TrustNon-corporate professionalTechnology is not mission critical at all times Preferred in short, critical burstsEliminates luggable PCConvenienceService Provider virtual office staffSupport firm Red Carpet Club Four Seasons Places who attract mobile professionals making travel less of a hardshipDifferentiating factor Increased productivityPrestige Leadership Exclusivity Targeted interviews with mobile knowledge workers uncovered that although there exists understanding of the potential benefits, preconceptions and habits associated with PC computing may act as powerful deterrents to widespread adoption of the solution. Analysis of the interview data points to three major shared concerns among potential end users: Reliability: the concept of ubiquitous data is compelling, but skepticism remains relative to solution viability. End-users universally had doubts that data developed on one platform-dependent application could be easily redistributed separate of that device and/or that platform. Our belief is that that skepticism is a vestige of current concepts of personal computing, as there does not exist a common lexicon or similar product to help explain the Scrap paradigm. Conclusion: Communications to end-users will require simplicity, and bug-free execution of the solution becomes the development imperative Reluctance to give up dependence on the device: End users universally expressed interest in being unburdened by multiple-devices while simultaneously preferring dependence on the device to ubiquity of data. End-users have established habits associated with toting devices. They expressed the need for control. Conclusion: Communications to end-users must enforce that device ownership is not inconsistent with the Scrap paradigm. The Scrap solution enhances the power and usefulness of their own device and every other device. How ubiquitous is ubiquitous computing? End-users expressed doubts about anywhere, any place computing. Even when concerns about reliability and device dependence were satisfied, end-users remained skeptical that they are truly fully supported. Conclusion: The Scrap solution must allow for temporary individual offline operation for the end-user regularly outside of communications range until the wireless infrastructure matures. Despite user concerns regarding a cohesive standard among the devices and the different interfaces, Forrester Research predicts that users will continue to gravitate towards non-PC devices. This behavior indicates a movement from anywhere anytime to on-demand use meaning that interfaces should eventually be compatible across all devices and allow any user to instantaneously derive data. The Product "Rather than accessing your data from a PC, you should be access your data from a constellation of devices. Dan Russell, director of the user sciences and experience group at IBM's Almaden Research Center. Grapevine sells identity authentication services. This is done with Grapevines proprietary Scrap software. Scrap software is installed on devices such as laptops, PDAs, PCs, or any other digital computing device, and on servers at the enterprises central data storage center. Enterprises would maintain their data centers as they already do. Grapevines software would simply be loaded onto the customers existing server, or onto a separate, dedicated system, at the clients site. Once the Scrap software positively authenticates the device users identity, the authentication server (SpotON refers to proven technology to allow for wearable beacon authentication used in proof-of-concept testing) would then send approval to the customers data center, and allow the user to establish a secure network connection, using the customers own security protocols, and view her data. She could use whatever applications or data her company authorizes for remote use. (See Figure on the following page)  Unique to Grapevine Scrap software is a feature whereby users can use any device to authenticate and view data, so long as Scrap software is installed onto that device. For example, a sales representative in the field can access, with her Scrap software enabled laptop, a sales forecast spreadsheet stored at her companys data center. However, if she were to lose or forget her laptop, she could access that spreadsheet on any other Scrap enabled laptop as if it were her very own. When finished, the data would not reside on that laptop, and instead would be returned to the corporate server, safe and sound. Presentation finished, she could return the laptop she borrowed to where she picked it up. Pricing The client and server will be distributed at no fee to users. Advanced configurations may require installation and set-up fees; although the basic product can be loaded into someones PC at home and associated portable devices for user within minutes. Customers who wish to use the authentication protocol are able to do so once a subscription has been arranged. The cost is $9.95 per month per user. Financial Objectives Grapevine plans to breakeven in the fifth year of operation, and to show a $4.4 million operating profit. An operating profit of $37.2 million is projected for the sixth year. During the first year of operations, Grapevine needs to sign 4 companies, representing 7,400 subscribers, 10 companies representing 37,370 subscribers during the second year, 20 companies representing 90,585 subscribers during the third year, 50 companies representing 152,485 the fourth year, 100 companies representing 308,019 subscribers during the fifth year, and 200 companies representing 583,311 subscribers during the sixth year (figures net of customer attrition), averaging 161% annual growth in subscribers during that time, and improving gross margins from 75% in year one to 93% in the fifth year. Revenue Forecasts Grapevine derived its forecast using data sourced from InfoUSA, a market research firm. The company is targeting enterprises with 500 or more employees, estimated to be approximately 74 million people in the U.S. Annual growth of this population was estimated to be 1% annually. The forecast targets 0.01% market penetration for year 1, or 7400 subscribers, and assumes that roughly 4 companies would sufficiently fulfill this goal. The following year, the target penetration is 0.05%, the year three target is 0.12% penetration, year four is 0.20% penetration, year five is 0.40%, and year six is 0.75%, or 200 firms representing approximately 580,000 subscribers. Revenue recognition begins during the fourth quarter of year 1, and is estimated to be approximately $883,000, $4.5 million during the second year, $10.8 million during the third year, $18.2 million during the fourth year, $36.8 million during the fifth year, and $69.6 million during the sixth year. From day one, the company will build an alpha product available for demonstration and proof-of-concept. This will cost roughly $750,000 and take three months. The next three-month phase of the project is to complete the beta product. This will cost roughly $1.6 million. The final three-month phase of the project is to complete the commercial product, ready for delivery to our first customer. This will cost $1.9 million. The largest fixed costs include salaries and benefits for employees, contractors, and rent. The largest variable costs include marketing, and travel. The company plans to offer its shares to the public once a history of strong revenue growth, and earnings can be established. The financial model used to generate these results is included in Appendix A. Value Proposition Grapevines goal is to create an infrastructure where the user's data is device independent. In this environment, devices are automatically configured to the user using the device. This allows devices to be multiplexed within an environment, allowing sharing of computing devices everywhere. Furthermore, to free the user from mundane authentication tasks, device authentication detection is done automatically based on the user's proximity or touch. By making the physical action of picking up or standing next to a computing device to be the authentication, the user's environment becomes an unbroken computing resource, allowing greater focus on the task at hand. Elements of the Solution Authentication, such as: Small, low power beacon worn by users. Biometricthumbprint, retina scan, DNA. PIN or serial code. One or more devices with Scrap software. A wireless network. Servers to store the user's profile information, and facilitate inter-user messages. Mini-XML data format for ubiquitous data transport and flexible support at the application level. Support and partnerships with third-party vendors and suppliers. Status Prototype is developed: A hands-free invisible authentication system, a profile server to separate the user's data from the devices, and compliant sample applications on the devices. Applications for a video wall (simulated by a PC) created. Applications for the iPaq created. A profile server accessible through TCP/IP created. Several sample high-level protocols and some 3rd party application tags created. 3rd party vendors may develop for our framework. User Interface and Interaction Summary capability created. The Background Controller Application, the component that provides platform support for the Scrap device system, can now take care of all the communications with the Authentication server and serves as the launcher for Scrap applications. ScreenShot of Windows 2000 launcher UI:  INCLUDEPICTURE "http://www.cs.washington.edu/education/courses/cse476/CurrentQtr/projectwebs/scrap/final/bg_ss1_win.jpg" \* MERGEFORMATINET  End-User Authentication Services The target customer is seeking the Grapevine solution precisely to divorce herself from dependence on technology. The end-user demands seamless operation: the mission of the firm is to provide non-invasive and quietly supportive solutions. As such, authentication services will commence after a brief phone consultation to establish service for the individual: for the enterprise customer, administration will be automatic. The Grapevine Software authentication service allows Grapevine to collect its revenue as access is controlled and measured. To support authentication, a dedicated customer service call center will be established. The primary goal of this group is to answer operational questions, provide technical support, establish emergency authentication, and sell additional services. Staffing will maintain a ratio of representatives to meet demand. We anticipate outsourcing customer support when we achieve customer volumes such that an internal cost center becomes cost prohibitive. However, due to concerns associated with widespread end-user adoption, we feel that there is a strategic imperative to operate a dedicated customer support to provide for a simple and pain-free end user experience. Competition Grapevine sells a service that makes information access seamless and simple across multiple communications platforms for any computing device enabled with Grapevines Scrap Solution software. The recent growth in mobile computing technologies has resulted in widespread deployment of numerous point products that cover only a small part of the total mobile and wireless infrastructure that is required to provide a complete solution for access to time critical information from any device. The Grapevine Software solution is designed from the start to be the most comprehensive mobile and wireless solution available, based on standard Internet technologies. The market for mobility software and services is fragmented; however, Grapevine Software believes Visto Corporation, fusionOne, and Synchrologic present the most credible competitive threat to our goal of becoming the market leader for mobility software solutions. Below is a summary of these competitors: Grapevine SoftwareVisto CorporationfusionOneSynchrologicProduct Name - Scrap- Briefcase Pro -mLynx Access Family- fusinOne Plus- iMobile - ReadySyncGoFounded2000199619981995Historic Focus-Built from inception as a comprehensive wireless and wire line solution for all mobility workers- Briefcase Pro was a free web-based desktop synchronization tool - mLynx to address enterprise workers-Personal web-based synchronization tool -Supported by advertising-Enterprises originally web based now wireless -Have recently moved into consumer marketTarget Market-Enterprise mobility workers -Mobile professionals-Enterprise mobility workers- Mobile workers -iMobile targets enterprises -ReadySyncGo targets all consumers Pricing$9.95 per month for authentication service$10 per month per user$9.95 per month or $100 (PCs and PDAs only)Not availableCompetitive AdvantageThe enterprise retains total control of data security with the fastest and most direct access to dataCompatibility with popular Microsoft Exchange ServerMass-accessibility of the InternetExperts in secure data transfer over the public web A general summary of how each competitor approaches the market is as follows: Visto Visto entered the market with the strategy of exploiting a compatibility with the popular Microsoft Exchange Server. Using the Internet or a standard telephone connection, users can synchronize data to cell phones. An advantage of the Visto solution is that they do not manage a data center rather, the data remains behind the enterprise firewall. However, the Visto solution is not easily adaptable to other applications and data types. Conclusion: The Scrap Solution is superior to Visto in that it can expand to support other applications and data types seamlessly for the user. fusionOne fusionOne approaches the challenge of ubiquitous data access with a web-centric approach. In essence, to use the fusionOne solution, an enterprise must push potentially sensitive information out to the fusionOne data centers. An advantage of this solution is that Internet access is widely available giving users simple access to their information. However, the fusionOne solution, due to its very structure, is slower than other market offerings. Additionally, users must pre-select and tag information to be sent to the fusionOne data center, in effect adding another layer of administration onto data management. Conclusion: The Scrap Solution is superior to fusionOne in that it enables faster and more direct access to enterprise information. Synchrologic Synchrologic offers a full suite of tools to allow users to easily synchronize various data sources. They also support remote enterprise file access. An advantage of their offerings is that they are comprehensive, able to meet the synchronization needs of the enterprise and the individual consumer. However, similar to fusionOne, information that a user wishes to access must be pre-selected. Conclusion: The Scrap Solution is superior to Synchrologic in that enterprise data remains under the direct control of that enterprise at all times. In essence, the Scrap Solution is the only product offering to take synchronization and push it to the next logical point in the progression ubiquitous data access. Competitors in this market add complexity to data management, adding layers of administration. For example, Synchrologic offers training to potential customers as an enticement for sale. The Scrap Solution is designed from the very beginning to be invisible to the user, by far a superior paradigm. Additionally, the solution adapts to most types of enterprise data while requiring no direct manipulation by the user. Finally, Grapevine Software enables data management that the competitors simply cannot do: our authentication technology allows for any Scrap-enabled device to be a secure window to the users data. Product Strategy and Implementation Grapevine Software identifies three main goals that shall be the focus of operational initiatives during the first year of operations. GoalStrategyAwareness/Demand CreationTarget Enterprise CFO and CTO as economic buyer and chief influencerSoftware multi-platform convergenceBuild internal development teamGenerate positive sales revenueRevenue via beacons using distribution partner (i.e. wireless/OEM) Marketing Objectives Grapevine Software identifies three crucial marketing objectives to be attained within the first year of operation. 10% awareness by target market within one year Support Windows and within one year Achieve one strategic OEM distribution partnership Scrap Devices preliminary positioning statement is as follows: For the enterprise who demands ubiquitous information access by employees, Grapevine Software provides access to information available irrespective of place, device, or time. Superior our competitors, our solution is a silent, unobtrusive, and selfless companion. The focus will be to establish distribution partnerships. Ideally, the Scrap client will be distributed by device OEMs. Such distribution is required to achieve the necessary network so as to deliver value to the end-users. Development of the relationships is predicated upon hiring sales professionals with previous contacts at strategic levels for target OEMs. Develop and train and an enterprise sales force to target key enterprise accounts. Relationship managers and sales consultants will focus on implementation and customization for enterprise clients. Product Development In keeping with the objective of multi-platform convergence, the product development plan emphasizes a logical progression of development that balances the need for proof-of-concept to the market with the largest numbers of potential users. Please refer to the Appendix B development milestones. Platform Platform Support is the layer of software that resides on devices and Scrap-enables them. It also provides the device-independent API (Application Programming Interface) that developers can use to Scrap-enable their applications without having to worry about low-level implementation details such as network communication method or security. The initial two platforms we plan to support are Windows 9x/2000/XP and PocketPC (Windows CE). We chose these two platforms because they are widely deployed and very similar significantly reducing the amount of work to support both. By the time the first version of the product is ready, we plan to have support for Palm-compatible devices as well. Authentication Methods Our first priority is to support the authentication devices most widely used and deployed by our customers. However, Grapevine is committed to exploring new technologies and products that support the Scrap platform seamless computing paradigm. The first authentication method supported will be a password/username combination that will continue to serve as the fail-safe scheme even after other methods are implemented. Other authentication schemes we are currently planning to implement include SecureID devices. Grapevine Authentication Server The Grapevine Authentication Server will serve as the initial contact point for all Scrap devices requiring it to be highly scalable and robust. The scalability and availability will be partially handled by multiple levels of redundant and load-balanced hardware, but the proper design and implementation of this service is of great importance to the success of the system. Thus, what we consider to be sufficient time has been allocated to the task of server optimization and testing. Enterprise Authentication Server Enterprise Authentication Server is the bridge between the Grapevine Authentication Server and the user database of the client Enterprise. Scalability and administration interface are important aspects of this component. Enterprise Profile Server The Enterprise Profile Server serves as the bridge between the client devices and the backend modules that provide structured access to the data stored in the enterprise. Scalability, performance, and robustness are important characteristics of the Profile Server. Encryption Modules The Encryption Modules allow for configurable level of security between client devices and the corporate network infrastructure. We are currently planning to leverage the Public Key Infrastructure (PKI) technology to secure such communication in the first revision of the product. Client-Side Application Modules Client-Side Application Modules are software agents that Scrap-enable client applications such as Outlook or Word. Depending on the level of integration desired and the type of application, agents can be created to be very generic or very specific. Client-Side Application Modules are written to the Platform Support API. Backend Modules Backend Modules are Profile Server-side components that interface with enterprise information sources such as the Exchange server or SAP ERP System and deliver the information to Client-Side Application Modules through the Enterprise Profile Server. API (Application Programming Interface) The Scrap API will allow 3rd party application developers to easily Scrap-enable their applications. We plan to release it to developers prior to the official release of the Scrap devices solution. The Grapevine Sales System Objectives Grapevine will sign 7,400 subscribers by the end of the first year, 34,370 subscribers by the second year, 90,585 subscribers by the third year, 152,485 subscribers by the fourth year, 308,019 subscribers by the fifth year, and 583,311 subscribers by the end of the sixth year. Each subscription will be sold for $9.95 per month. Strategy Grapevine Softwares sales system will employ both direct and indirect sales representatives. Internal sales reps will focus their efforts in securing Grapevines critical first customers, and validating Grapevines service as a legitimate enterprise product. Once customers are gained, Grapevine will then broaden its distribution channels to include system integrators, consultants, and OEM manufacturers, all of whom who target Fortune 1000 enterprises and their end users. Concurrently, Grapevine will distribute its Scrap Solution software for installation onto internet-enabled devices. No fee will be charged to users or businesses for acquiring and installing the Scrap Solution . Tactics The first sale will be closed by Grapevine management. Managers will identify, qualify, demonstrate, negotiate, and close the sale. A young company, Grapevine may not be able to compensate the managers for the first sale. Conversely, the first customer may not be charged a fee for the service for an initial period as an incentive for the early adopter. Grapevine will close the first sale in the early months of operations. The Scrap Solution will be distributed via the Internet for no fee to anyone who wishes to download and install the application. Press releases and product reviews in industry and technology journals targeted toward technology aficionados will increase awareness of the product and create a buzz for the Scrap Solution . Appendix A: Pro Forma Income Statement Profit and Loss Statement(thousands)Month 1Month 2Month 3Month 4Month 5Month 6Month 7Month 8Month 9INCOME $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ 54.0 ExpensesSalaries4 4 4 14 40 105 105 105 126 Contractors33 33 33 158 158 83 83 83 83 Office Expense1.0 1.0 1.0 1.5 1.5 2.0 2.0 2.0 2.0 Insurance0 0 0 5 14 37 37 37 44 Telephone1 1 1 1 1 1 1 1 2.5 Travel0 2.5 5.0 5.0 5.0 15.0 15.0 15.0 15.0 ISP1 1 1 5 5 5 10 40 45 Software4 0 0 3 5 13 0 0 5 Hardware1.2 1.2 1.2 2.1 3.6 7.5 7.5 7.5 9.0 Marketing200 200 200 200 200 200 200 200 400 Audit0 0 0 0 3.0 3.0 3.0 3.0 3.0 Rent0 0 0 0 160 160 160 160 160 Misc2.5 2.5 2.5 2.5 2.5 2.5 2.5 2.5 2.5 TOTAL EXPENSES245 244 246 394 595 631 623 653 895 OPERATING PROFIT(245)(244)(246)(394)(595)(631)(623)(653)(841)OTHER INCOME $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ - OTHER EXPENSES $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ - NET PROFIT(245.4)(243.9)(246.4)(394.2)(595.3)(631.3)(623.3)(653.3)(840.6) Profit and Loss Statement(thousands)Month 10Month 11Month 12Year 1 TotalYear 2Year 3Year 4Year 5Year 6INCOME $ 121.0  $ 265.0  $ 442.2  $ 884  $ 4,462  $ 10,816  $ 18,207  $ 36,777  $ 69,647 ExpensesSalaries147 147 147 948 4,000 7,500 16,250 20,000 20,000 Contractors83 83 83 996 0 0 0 0 0 Office Expense5.0 5.0 6.0 30.0 10.0 15.0 20.0 20.0 22.0 Insurance51 51 51 327.5 1,400 2,625 5,688 7,000 7,000 Telephone2.5 2.5 2.5 18.0 2.5 30 30 30 30 Travel15.0 15.0 15.0 122.5 150.0 150.0 150.0 150.0 150.0 ISP75 75 75 338 600 750 900 900 1,050 Software10 0 0 40.0 45 70 175 75 0 Hardware10.5 10.5 10.5 72.3 24.0 45.0 97.5 120.0 120.0 Marketing400 400 400 2,000 1,500 1,500 1,500 1,000 1,000 Audit3.0 3.0 3.0 24.0 51 51 51 51 51 Rent160 160 160 1,280.0 2,400 3,000 3,000 3,000 3,000 Misc2.5 2.5 3.5 31.0 2.5 30 30 30 30 TOTAL EXPENSES962 952 953 7,395.9 10,183 15,736 27,861 32,346 32,423 OPERATING PROFIT(841)(687)(511)(6,513.7)(5,721)(4,920)(9,654)4,431 37,224 OTHER INCOME $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ - OTHER EXPENSES $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ -  $ - NET PROFIT(841.5)(687.5)(511.3)(6,513.7)(5,720.5)(4,920.2)(9,654.3) $ 4,431.4  $ 37,224.3  Appendix B: Product Development Milestones Product Milestone1st Generation 2nd Generation3rd GenerationPlatformWindows 98/2000/XP Pocket PC (Windows CE)Windows 98/2000/XP Pocket PC (Windows CE) Palm OSWindows 98/2000/XP Pocket PC (Windows CE) Palm OSAuthentication MethodsUser Name / PasswordUser Name / Password RSA SecureIDUser Name / Password RSA SecureID Experimental Biometric AuthenticationGrapevine Authentication ServerSupport for all Authentication MethodsSupport for All Authentication Methods Scalability EnhancementsSupport for All Authentication Methods Scalability EnhancementsEnterprise Authentication ServerLocal User DatabaseLocal User Database Microsoft Active Directory Windows NT DomainsLocal User Database Microsoft Active Directory Windows NT Domains Novell NDS Linux/UNIXEnterprise Profile ServerTalk to Client and Backend ModulesHandle High Number of Concurrent Connections Scalability and Performance ImprovementsHandle Concurrent Connections Talk to Client and Backend Modules Scalability and Performance ImprovementsEncryption ModuleNull ModuleNull Module PKI ModuleNull Module PKI ModuleClient-Side Application ModulesCustom Applications Microsoft OutlookCustom Applications Microsoft Outlook Pocket OutlookCustom Applications Microsoft Outlook Pocket Outlook Lotus Notes Generic File Support (Word/Excel/etc)Backend ModulesCustom Applications Microsoft Exchange ServerCustom Applications Microsoft Exchange Server Lotus Domino ServerCustom Applications Microsoft Exchange Server Lotus Domino Server Generic File System AccessAPIInternal PrototypeInternal Prototype 2Limited Public Release Time (Months)123456789Platform1st Generation 2nd Generation3rd Generation2 Developers3 Developers3 DevelopersAuthentication Methods2nd Generation3rd Generation1 Developer2 DevelopersGrapevine Authentication Server1st Generation 2nd Generation3rd GenerationEnterprise Authentication Server2 Developers5 Developers6 DevelopersEnterprise Profile Server1st Generation 2nd Generation3rd Generation2 Developers2 Developers2 DevelopersEncryption Module2nd Generation3rd Generation2 Developers2 DevelopersClient-Side Application Modules1st Generation 2nd Generation3rd Generation2 Developers4 Developers4 DevelopersBackend Modules1st Generation 2nd Generation3rd Generation2 Developers4 Developers4 DevelopersAPI1st Generation 2nd Generation3rd Generation4 Developers3 Developers3 Developers1st Generation is commercial quality. Proof of concept completed.2nd Generation is the Beta version of the product with functionality3rd Generation is final rollout of the product. 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