1. Inside the Enterprise: Case Studies of Customer Apps Clara Shih, salesforce.com (Moderator) Chip Vanek, Magma Design Automation Pam Shelton, Chevron Aviation John Merrill, Optimum Lightpath Track: New AppExchange Developer

3. CHIP VANEK Director of Corporate & CRM Apps [email_address]

11. PAM SHELTON PROJECT MANAGER [email_address]

16. JOHN MERRILL Sales Systems Manager [email_address]

18. 3. New Build-out. Unlit and outside our foot print. Substantial survey and capital required 1. Lit Building . Location is already part of our fiber network and generating revenue. $ $ 2. Target Building. Location is unlit, but within our network footprint. Minimal survey and capital required. How the Fiber Business Works: 3 Types of Buildings REVENUE MINIMAL COST SUBSTANTIAL COST $ $ $

21. LEADS (Tenants) Status? Account Billing Revenue $$$ Building Penetration Revenue Pending Construction Installed Revenue Equipment Costs “ Qualified” Prospects? Potential $$$? Products? Processes Mapping Survey Electronics Survey Construction Survey Opportunity

22. Results: 40% Improvement in Survey Turnaround Time

23. Results: Ability to Accurately Quantify Building Revenue, both Pending and Real-Time Opportunities In Buildings Pending Construction Completion By State/Revenue/# of Deals Real-Time Building Revenue

24. Results: Automatically Initiate Campaigns for Tenants in Lit Buildings (the low-hanging fruit) Use of workflow, lead routing and reporting Lit Building Leads Status Dashboard

25. Results: Easily Model Business Cases for Build ROI Survey Process Stats 1) 2) 3) Building Funnel Build Costs

26. CHIP VANEK DIRECTOR OF CORPORATE & CRM APPLICATIONS PAM SHELTON SPEAKER TITLE HERE JOHN MERRILL SALES SYSTEM MANAGER Q&A Session