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					7 Habits of Highly
Effective Developers

Randy Eisenman
Founder & President

Will Pinnell
Director, Business Development


                                                      Handango Partner Summit
                Confidential – Not for reproduction        July 23-25, 2003
Our “Perfect 7” Agenda


•7 Habits of Highly Effective Developers
•7 Case Studies from Your Peers


      &


•7 Ways to Sell More Software




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment

•Evaluate based on:
  • Skill-set
  • Passion
  • Economics


•Consider your segment when analyzing business
decisions

•Examples:
  • eBay = Online Auctions
  • Krispy Kreme = Doughnuts
  • Handango = Mobile Downloads

                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment:
Karrier Communications
•IntelliGolf: “Golf’s #1
Scorecard Software”


•Offering multiple
versions for different
types of players


•Over a dozen awards
driven by a great brand
and presence


•Best seller in the                                         Handango Partner Summit
“Sports” category     Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately


•Get permission to talk with your customers


•Survey your customers


•Incorporate feedback to meet their needs




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately:
Astraware
•Detailed support
questionnaire


•Customers asked and
they received:
  • Discounts for buying
    several products
  • Major/minor
    notification of upgrades


•Successful product
launches
                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms


•Capitalize on market fragmentation and evolving
customer demographics


•Support your customers who carry more than one
device


•Leverage efficient porting opportunities such as
porting labs and development tools




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms: JSmart

•Java first…then the rest
•Over 180 active products across all mobile
platforms
•Applications reliably adapt to device specifications
and features




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally

•Localize your applications and product descriptions


•Capitalize on being an early mover in an emerging
market


•Leverage Handango’s international customers and
partners




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally: TomTom

•Over 135 products
available in multiple
languages


•Full product localization
for best sellers; product
description translations for
others


•Over 75% of TomTom’s
Handango sales are
outside of the U.S.
                                                              Handango Partner Summit
                        Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update

•Recognize short-term product lifecycles


•Create and refresh based on customer feedback and
new technologies


•Leverage existing customer base to sell new
products and upgrades




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update:
Cutting Edge Software
•5 major updates in 8
month period


•Capitalizes on latest
handset features and OS
upgrades


•Provides wireless access
to PC files in native format



                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story

•Recognize that the best marketing, not technology,
often wins


•Leverage your partners, including Handango, to
cost-effectively spread the word


•Create buzz with your product launches




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story:
Hexacto/Jamdat
•Create buzz with successful
launches
  •Every Hexacto release tops the last

•Leverage Handango’s resources
  •Product Launch Program (PLP)
  •Handango Champion
  •Gold Program
  •STAR Program




                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support

•Issue registration codes upon sale to allow
immediate gratification for customers


•Respond promptly and courteously to customers


•Build an intuitive Web support interface where
customers can help themselves




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support:
neohand
•Customers
never wait for
unlock keys


•Customer
inquiries
responded to in
less than 12
hours
Customer service on Web site is
easy-to-use and intuitive

                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly Effective Developers

               Provide World-
               Class Support
               Tell the World

            Innovate and Update

               Expand Globally

          Diversify Across Platforms

       Know Your Customers Intimately

           Focus on Your Segment



                                                     Handango Partner Summit
               Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   And over
                                                   300 others…




                                                      Handango Partner Summit
             Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine
2) STAR Program




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                       Palm, Pocket PC and
                                       Symbian created every
                                       month…




                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   Specify the
                                                   frequency of the
                                                   subscription…




                                                        Handango Partner Summit
             Confidential – Not for reproduction             July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

NEW Gold Program
•Modified from open to invite-only
•Selection based on sales and customer support
record
   •$1000 in any month or $500 for three consecutive months
   •Customer service issues on less than 8% of transactions

•Benefits:
   •Dedicated Handango email address for even faster
   responses
   •Additional keywords for Handango’s Search Engine
   •Marketing and merchandising programs



                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council                         [NEW]




                                                            Handango Partner Summit
                  Confidential – Not for reproduction            July 23-25, 2003
 7 Ways to Sell More Software

Handango Developer Council                                [NEW]

•Available for Handango top partners
•Highly confidential relationship
•Opportunity to exchange ideas through private
ListServ and conference calls




                                                             Handango Partner Summit
                    Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council [NEW]
7)   Handango Frequent Sellers Program                         [NEW]




                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

Handango Frequent Sellers Program                                     [NEW]

•Earn Handango Bucks for sales through all of
Handango’s sales channels
•Redeem Handango Bucks for marketing through
Handango
•Show Me The Money!
  •$100 in sales = 1 Handango Buck
  •Double Bucks if you are a Gold Member
  •Triple Bucks for sales through a Handango Commerce
  Engine




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software

            Frequent Sellers
               Program
          Handango Developer
               Council
           New Gold Program

           Subscription Billing

         Product Launch Program

             STAR Program

        Handango Commerce Engine


                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
Be Effective with Handango…




                        Feedback
                        from you

                Feedback Form




           7 Habits
                                             7 Ways
           of Highly
                                          to Sell More
           Effective
                                           Software
          Developers



                                                         Handango Partner Summit
                 Confidential – Not for reproduction          July 23-25, 2003
Q&A


Randy Eisenman
President & Founder
randy@handango.com



Will Pinnell
Director, Business Development
will@handango.com



                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly
Effective Developers

Randy Eisenman
Founder & President

Will Pinnell
Director, Business Development


                                                      Handango Partner Summit
                Confidential – Not for reproduction        July 23-25, 2003
Our “Perfect 7” Agenda


•7 Habits of Highly Effective Developers
•7 Case Studies from Your Peers


      &


•7 Ways to Sell More Software




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment

•Evaluate based on:
  • Skill-set
  • Passion
  • Economics


•Consider your segment when analyzing business
decisions

•Examples:
  • eBay = Online Auctions
  • Krispy Kreme = Doughnuts
  • Handango = Mobile Downloads

                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment:
Karrier Communications
•IntelliGolf: “Golf’s #1
Scorecard Software”


•Offering multiple
versions for different
types of players


•Over a dozen awards
driven by a great brand
and presence


•Best seller in the                                         Handango Partner Summit
“Sports” category     Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately


•Get permission to talk with your customers


•Survey your customers


•Incorporate feedback to meet their needs




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately:
Astraware
•Detailed support
questionnaire


•Customers asked and
they received:
  • Discounts for buying
    several products
  • Major/minor
    notification of upgrades


•Successful product
launches
                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms


•Capitalize on market fragmentation and evolving
customer demographics


•Support your customers who carry more than one
device


•Leverage efficient porting opportunities such as
porting labs and development tools




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms: JSmart

•Java first…then the rest
•Over 180 active products across all mobile
platforms
•Applications reliably adapt to device specifications
and features




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally

•Localize your applications and product descriptions


•Capitalize on being an early mover in an emerging
market


•Leverage Handango’s international customers and
partners




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally: TomTom

•Over 135 products
available in multiple
languages


•Full product localization
for best sellers; product
description translations for
others


•Over 75% of TomTom’s
Handango sales are
outside of the U.S.
                                                              Handango Partner Summit
                        Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update

•Recognize short-term product lifecycles


•Create and refresh based on customer feedback and
new technologies


•Leverage existing customer base to sell new
products and upgrades




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update:
Cutting Edge Software
•5 major updates in 8
month period


•Capitalizes on latest
handset features and OS
upgrades


•Provides wireless access
to PC files in native format



                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story

•Recognize that the best marketing, not technology,
often wins


•Leverage your partners, including Handango, to
cost-effectively spread the word


•Create buzz with your product launches




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story:
Hexacto/Jamdat
•Create buzz with successful
launches
  •Every Hexacto release tops the last

•Leverage Handango’s resources
  •Product Launch Program (PLP)
  •Handango Champion
  •Gold Program
  •STAR Program




                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support

•Issue registration codes upon sale to allow
immediate gratification for customers


•Respond promptly and courteously to customers


•Build an intuitive Web support interface where
customers can help themselves




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support:
neohand
•Customers
never wait for
unlock keys


•Customer
inquiries
responded to in
less than 12
hours
Customer service on Web site is
easy-to-use and intuitive

                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly Effective Developers

               Provide World-
               Class Support
               Tell the World

            Innovate and Update

               Expand Globally

          Diversify Across Platforms

       Know Your Customers Intimately

           Focus on Your Segment



                                                     Handango Partner Summit
               Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   And over
                                                   300 others…




                                                      Handango Partner Summit
             Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine
2) STAR Program




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                       Palm, Pocket PC and
                                       Symbian created every
                                       month…




                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   Specify the
                                                   frequency of the
                                                   subscription…




                                                        Handango Partner Summit
             Confidential – Not for reproduction             July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

NEW Gold Program
•Modified from open to invite-only
•Selection based on sales and customer support
record
   •$1000 in any month or $500 for three consecutive months
   •Customer service issues on less than 8% of transactions

•Benefits:
   •Dedicated Handango email address for even faster
   responses
   •Additional keywords for Handango’s Search Engine
   •Marketing and merchandising programs



                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council                         [NEW]




                                                            Handango Partner Summit
                  Confidential – Not for reproduction            July 23-25, 2003
 7 Ways to Sell More Software

Handango Developer Council                                [NEW]

•Available for Handango top partners
•Highly confidential relationship
•Opportunity to exchange ideas through private
ListServ and conference calls




                                                             Handango Partner Summit
                    Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council [NEW]
7)   Handango Frequent Sellers Program                         [NEW]




                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

Handango Frequent Sellers Program                                     [NEW]

•Earn Handango Bucks for sales through all of
Handango’s sales channels
•Redeem Handango Bucks for marketing through
Handango
•Show Me The Money!
  •$100 in sales = 1 Handango Buck
  •Double Bucks if you are a Gold Member
  •Triple Bucks for sales through a Handango Commerce
  Engine




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software

            Frequent Sellers
               Program
          Handango Developer
               Council
           New Gold Program

           Subscription Billing

         Product Launch Program

             STAR Program

        Handango Commerce Engine


                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
Be Effective with Handango…




                        Feedback
                        from you

                Feedback Form




           7 Habits
                                             7 Ways
           of Highly
                                          to Sell More
           Effective
                                           Software
          Developers



                                                         Handango Partner Summit
                 Confidential – Not for reproduction          July 23-25, 2003
Q&A


Randy Eisenman
President & Founder
randy@handango.com



Will Pinnell
Director, Business Development
will@handango.com



                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly
Effective Developers

Randy Eisenman
Founder & President

Will Pinnell
Director, Business Development


                                                      Handango Partner Summit
                Confidential – Not for reproduction        July 23-25, 2003
Our “Perfect 7” Agenda


•7 Habits of Highly Effective Developers
•7 Case Studies from Your Peers


      &


•7 Ways to Sell More Software




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment

•Evaluate based on:
  • Skill-set
  • Passion
  • Economics


•Consider your segment when analyzing business
decisions

•Examples:
  • eBay = Online Auctions
  • Krispy Kreme = Doughnuts
  • Handango = Mobile Downloads

                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment:
Karrier Communications
•IntelliGolf: “Golf’s #1
Scorecard Software”


•Offering multiple
versions for different
types of players


•Over a dozen awards
driven by a great brand
and presence


•Best seller in the                                         Handango Partner Summit
“Sports” category     Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately


•Get permission to talk with your customers


•Survey your customers


•Incorporate feedback to meet their needs




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately:
Astraware
•Detailed support
questionnaire


•Customers asked and
they received:
  • Discounts for buying
    several products
  • Major/minor
    notification of upgrades


•Successful product
launches
                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms


•Capitalize on market fragmentation and evolving
customer demographics


•Support your customers who carry more than one
device


•Leverage efficient porting opportunities such as
porting labs and development tools




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms: JSmart

•Java first…then the rest
•Over 180 active products across all mobile
platforms
•Applications reliably adapt to device specifications
and features




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally

•Localize your applications and product descriptions


•Capitalize on being an early mover in an emerging
market


•Leverage Handango’s international customers and
partners




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally: TomTom

•Over 135 products
available in multiple
languages


•Full product localization
for best sellers; product
description translations for
others


•Over 75% of TomTom’s
Handango sales are
outside of the U.S.
                                                              Handango Partner Summit
                        Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update

•Recognize short-term product lifecycles


•Create and refresh based on customer feedback and
new technologies


•Leverage existing customer base to sell new
products and upgrades




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update:
Cutting Edge Software
•5 major updates in 8
month period


•Capitalizes on latest
handset features and OS
upgrades


•Provides wireless access
to PC files in native format



                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story

•Recognize that the best marketing, not technology,
often wins


•Leverage your partners, including Handango, to
cost-effectively spread the word


•Create buzz with your product launches




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story:
Hexacto/Jamdat
•Create buzz with successful
launches
  •Every Hexacto release tops the last

•Leverage Handango’s resources
  •Product Launch Program (PLP)
  •Handango Champion
  •Gold Program
  •STAR Program




                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support

•Issue registration codes upon sale to allow
immediate gratification for customers


•Respond promptly and courteously to customers


•Build an intuitive Web support interface where
customers can help themselves




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support:
neohand
•Customers
never wait for
unlock keys


•Customer
inquiries
responded to in
less than 12
hours
Customer service on Web site is
easy-to-use and intuitive

                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly Effective Developers

               Provide World-
               Class Support
               Tell the World

            Innovate and Update

               Expand Globally

          Diversify Across Platforms

       Know Your Customers Intimately

           Focus on Your Segment



                                                     Handango Partner Summit
               Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   And over
                                                   300 others…




                                                      Handango Partner Summit
             Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine
2) STAR Program




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                       Palm, Pocket PC and
                                       Symbian created every
                                       month…




                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   Specify the
                                                   frequency of the
                                                   subscription…




                                                        Handango Partner Summit
             Confidential – Not for reproduction             July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

NEW Gold Program
•Modified from open to invite-only
•Selection based on sales and customer support
record
   •$1000 in any month or $500 for three consecutive months
   •Customer service issues on less than 8% of transactions

•Benefits:
   •Dedicated Handango email address for even faster
   responses
   •Additional keywords for Handango’s Search Engine
   •Marketing and merchandising programs



                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council                         [NEW]




                                                            Handango Partner Summit
                  Confidential – Not for reproduction            July 23-25, 2003
 7 Ways to Sell More Software

Handango Developer Council                                [NEW]

•Available for Handango top partners
•Highly confidential relationship
•Opportunity to exchange ideas through private
ListServ and conference calls




                                                             Handango Partner Summit
                    Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council [NEW]
7)   Handango Frequent Sellers Program                         [NEW]




                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

Handango Frequent Sellers Program                                     [NEW]

•Earn Handango Bucks for sales through all of
Handango’s sales channels
•Redeem Handango Bucks for marketing through
Handango
•Show Me The Money!
  •$100 in sales = 1 Handango Buck
  •Double Bucks if you are a Gold Member
  •Triple Bucks for sales through a Handango Commerce
  Engine




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software

            Frequent Sellers
               Program
          Handango Developer
               Council
           New Gold Program

           Subscription Billing

         Product Launch Program

             STAR Program

        Handango Commerce Engine


                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
Be Effective with Handango…




                        Feedback
                        from you

                Feedback Form




           7 Habits
                                             7 Ways
           of Highly
                                          to Sell More
           Effective
                                           Software
          Developers



                                                         Handango Partner Summit
                 Confidential – Not for reproduction          July 23-25, 2003
Q&A


Randy Eisenman
President & Founder
randy@handango.com



Will Pinnell
Director, Business Development
will@handango.com



                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly
Effective Developers

Randy Eisenman
Founder & President

Will Pinnell
Director, Business Development


                                                      Handango Partner Summit
                Confidential – Not for reproduction        July 23-25, 2003
Our “Perfect 7” Agenda


•7 Habits of Highly Effective Developers
•7 Case Studies from Your Peers


      &


•7 Ways to Sell More Software




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment

•Evaluate based on:
  • Skill-set
  • Passion
  • Economics


•Consider your segment when analyzing business
decisions

•Examples:
  • eBay = Online Auctions
  • Krispy Kreme = Doughnuts
  • Handango = Mobile Downloads

                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
#1: Focus on Your Segment:
Karrier Communications
•IntelliGolf: “Golf’s #1
Scorecard Software”


•Offering multiple
versions for different
types of players


•Over a dozen awards
driven by a great brand
and presence


•Best seller in the                                         Handango Partner Summit
“Sports” category     Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately


•Get permission to talk with your customers


•Survey your customers


•Incorporate feedback to meet their needs




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#2: Know Your Customers Intimately:
Astraware
•Detailed support
questionnaire


•Customers asked and
they received:
  • Discounts for buying
    several products
  • Major/minor
    notification of upgrades


•Successful product
launches
                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms


•Capitalize on market fragmentation and evolving
customer demographics


•Support your customers who carry more than one
device


•Leverage efficient porting opportunities such as
porting labs and development tools




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#3: Diversify Across Platforms: JSmart

•Java first…then the rest
•Over 180 active products across all mobile
platforms
•Applications reliably adapt to device specifications
and features




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally

•Localize your applications and product descriptions


•Capitalize on being an early mover in an emerging
market


•Leverage Handango’s international customers and
partners




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#4: Expand Globally: TomTom

•Over 135 products
available in multiple
languages


•Full product localization
for best sellers; product
description translations for
others


•Over 75% of TomTom’s
Handango sales are
outside of the U.S.
                                                              Handango Partner Summit
                        Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update

•Recognize short-term product lifecycles


•Create and refresh based on customer feedback and
new technologies


•Leverage existing customer base to sell new
products and upgrades




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#5: Innovate and Update:
Cutting Edge Software
•5 major updates in 8
month period


•Capitalizes on latest
handset features and OS
upgrades


•Provides wireless access
to PC files in native format



                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story

•Recognize that the best marketing, not technology,
often wins


•Leverage your partners, including Handango, to
cost-effectively spread the word


•Create buzz with your product launches




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#6: Tell the World Your Story:
Hexacto/Jamdat
•Create buzz with successful
launches
  •Every Hexacto release tops the last

•Leverage Handango’s resources
  •Product Launch Program (PLP)
  •Handango Champion
  •Gold Program
  •STAR Program




                                                             Handango Partner Summit
                       Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support

•Issue registration codes upon sale to allow
immediate gratification for customers


•Respond promptly and courteously to customers


•Build an intuitive Web support interface where
customers can help themselves




                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
#7: Provide World-Class Support:
neohand
•Customers
never wait for
unlock keys


•Customer
inquiries
responded to in
less than 12
hours
Customer service on Web site is
easy-to-use and intuitive

                                                          Handango Partner Summit
                    Confidential – Not for reproduction        July 23-25, 2003
7 Habits of Highly Effective Developers

               Provide World-
               Class Support
               Tell the World

            Innovate and Update

               Expand Globally

          Diversify Across Platforms

       Know Your Customers Intimately

           Focus on Your Segment



                                                     Handango Partner Summit
               Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   And over
                                                   300 others…




                                                      Handango Partner Summit
             Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1) Handango Commerce Engine
2) STAR Program




                                                    Handango Partner Summit
              Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                       Palm, Pocket PC and
                                       Symbian created every
                                       month…




                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software




                                                   Specify the
                                                   frequency of the
                                                   subscription…




                                                        Handango Partner Summit
             Confidential – Not for reproduction             July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program




                                                       Handango Partner Summit
                 Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

NEW Gold Program
•Modified from open to invite-only
•Selection based on sales and customer support
record
   •$1000 in any month or $500 for three consecutive months
   •Customer service issues on less than 8% of transactions

•Benefits:
   •Dedicated Handango email address for even faster
   responses
   •Additional keywords for Handango’s Search Engine
   •Marketing and merchandising programs



                                                            Handango Partner Summit
                      Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council                         [NEW]




                                                            Handango Partner Summit
                  Confidential – Not for reproduction            July 23-25, 2003
 7 Ways to Sell More Software

Handango Developer Council                                [NEW]

•Available for Handango top partners
•Highly confidential relationship
•Opportunity to exchange ideas through private
ListServ and conference calls




                                                             Handango Partner Summit
                    Confidential – Not for reproduction           July 23-25, 2003
 7 Ways to Sell More Software

1)   Handango Commerce Engine
2)   STAR Program
3)   Product Launch Program
4)   Subscription Billing
5)   New Gold Program
6)   Handango Developer Council [NEW]
7)   Handango Frequent Sellers Program                         [NEW]




                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003
 7 Ways to Sell More Software

Handango Frequent Sellers Program                                     [NEW]

•Earn Handango Bucks for sales through all of
Handango’s sales channels
•Redeem Handango Bucks for marketing through
Handango
•Show Me The Money!
  •$100 in sales = 1 Handango Buck
  •Double Bucks if you are a Gold Member
  •Triple Bucks for sales through a Handango Commerce
  Engine




                                                           Handango Partner Summit
                     Confidential – Not for reproduction        July 23-25, 2003
7 Ways to Sell More Software

            Frequent Sellers
               Program
          Handango Developer
               Council
           New Gold Program

           Subscription Billing

         Product Launch Program

             STAR Program

        Handango Commerce Engine


                                                   Handango Partner Summit
             Confidential – Not for reproduction        July 23-25, 2003
Be Effective with Handango…




                        Feedback
                        from you

                Feedback Form




           7 Habits
                                             7 Ways
           of Highly
                                          to Sell More
           Effective
                                           Software
          Developers



                                                         Handango Partner Summit
                 Confidential – Not for reproduction          July 23-25, 2003
Q&A


Randy Eisenman
President & Founder
randy@handango.com



Will Pinnell
Director, Business Development
will@handango.com



                                                        Handango Partner Summit
                  Confidential – Not for reproduction        July 23-25, 2003

				
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