Strategic Alliance WorldGroup (SAW) developed a program called FASTRACK to provide higher ROI and faster time to revenues for clients. SAW utilizes the Global Match Matrix ™ (GMM) program to strategically identify the most promising opportunities. The FASTRACK program is also used to identify a ‘best practices’ approach for implementing complete sales delivery, including service and support phases.

SAW utilizes local staff and resources in each market to FASTRACK the client through the phases of the sales cycle. We:

• Qualify specific market and potential customer opportunities by utilizing GMM
• Assess competition
• Forecast market entry cost
• Interface with key management, at all levels
• Develop market by market Go-To-Market strategies
• Manage commercial aspects of the sale
• Country specific pricing strategy
• Negotiations
• Legal
• Export, import, requirements
• Influence content in RFP's
• Manage Pilot program implementation support
• Manage product development
• Manage localization of product
• Provide systems integration
• Manage certification testing
• Provide Operations support
• Provide and implement post installation service and support

A SAW account executive provides the client with regular and detailed reports throughout the entire market entry process. Once a client penetrates a market, SAW works with the client to develop and implement market growth strategies.

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One of the biggest advantages of using FASTRACK is SAW's seasoned executives, local field sales and services representatives, as well as each country's best local partners who help make rapid progress in each targeted account and market. This distributed and knowledgeable team of sales professionals is poised to leverage new opportunities through their contacts and resources and take new client offerings to market. Some of the key benefits of the FASTRACK program are:

• Access to key decision makers in each sales situation
• Faster sales cycles - estimated at 25%-50% faster
• Recognizable sales progress
• RFP content development and influence
• Pilot programs if necessary
• Completed sales
• Requests for product development
• Lower overall cost of market entry - estimated at 50%-66% savings over three years as compared to traditional international market entry alternatives

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Strategic Alliance WorldGroup (SAW) will enter into defined exclusive or non-exclusive contracts with client firms.

A typical engagement will include two elements. The first is a monthly retainer fee, which will provide the client with:

• Initial market study
• Strategy for market entry
• Management collaboration
• Executive management workshop (one half to full day “offsite” training and meeting)
• Kick-off meeting
• Regular reports and updates
• Recognizable sales progress
• RFP influencing
• Pilot sales
• Commercial Sales
• See SERVICES for additional services available

The second element is a performance based sales commission measured against the actual sales / service and support resources provided. These commissions are paid after sales are made and / or revenue is realized. As new account and marketplace requirements arise, SAW and the client will have pre-negotiated for:

• Professional services fee
• Non-recurring development and engineering projects
• Licensing fees

Unusual travel, entertainment, or public relations road shows will be considered special projects. Each Client proposal is customized depending on the scope of countries to be covered and SAW services to be deployed.

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Throughout the process, an Executive Client Manager in the host country will provide clients with continual feedback and reporting; and will directly interface with key management, and if necessary, the board of directors. These managers will lead the first phases of a technology evaluation and preliminary audit, then trigger a worldwide opportunity search utilizing SAW’s Global Match Matrix ™. They also make arrangements for a management workshop. In-country direct SAW resources will be applied to drive the sale (in each respective market) through the phases of agent influence, distributor representation, and a pilot implementation if required. Once a commercial sale is closed a system integration project is usually required to interface with the current environment, as well as installation and post install service and support. Afterward, SAW works with the client to develop and implement their market growth strategies.

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The FASTRACK program cornerstones are:

• Objective setting expectations
• Ongoing communication and collaboration
• Measurable results

The major phases of a FASTRACK engagement are:

• Initial client interest
• Technical evaluation and light audit conducted by SAW
• SAW triggers proprietary Global Match Matrix™
  • Alerts network of new product opportunity
  • GMM identifies specific market and potential customer opportunities
  • Market opportunities qualified, competition assessed, market entry costs estimated
• Written proposal generated by SAW
• Presentation of proposal to client management
• Consulting engagement contracted
• Management workshop (half or full day offsite with management team)
• SAW develops go-to-market strategy with company collaboration
• Product training by client to SAW: corporate support and liaison personnel, execution team
• Marketing communication localized by SAW with support from Client
• Sales cycle(s): SAW drives sales to identified Customers utilizing all necessary local resources including agents, distributors, system integrators. Cycles include pre-sales, sales, and all commercial aspects of the sale.
• Regular communication and reporting by SAW
• Appropriate resource support from Client to assist in sale
• RFP positioning and support by SAW (as necessary)
• Pilot implementation support by SAW (as necessary)
• Commerce (country specific pricing strategy, negotiations, contracting, legal, export, import, special handling, etc.) provided by SAW
• Product development managed by SAW (as necessary)
• Localization outsourced to SAW (as necessary)
• System Integration outsourced to SAW (as necessary)
• Certification testing outsourced to SAW (as necessary)
• Operations / customer service (1st & 2nd level typically provided by SAW or partners)
• Distribution growth strategy, transitions, and implementation

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