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Kim ----- Forwarded by Kim Godfrey/Enron Communications on 12/11/00 01:55 PM ----- Ali Khoja 12/07/00 01:14 PM To: Kim Godfrey/Enron Communications@Enron Communications, Anthony Gilmore/Enron Communications@Enron Communications cc: Subject: Computer Associates - Meeting Notes Stephen Down and I met with Computer Associates in Toronto yesterday. Here are some of my thoughts on how it went. We met with Julia in the morning -- went to CA's Toronto office, where we made presentation on EBS. Later Julia made a presentation on Computer Associates, their Sales manager talked about their "security suit of products", we were given a demonstration of their UniCenter TNG software, and then taken to lunch. At lunch, we were joined by the President of Worldwide Online Corporation (a Canadian startup). About Computer Associates: Computer Associates is a highly centralized organization run by its founders. The company is the third largest independent software manufacturing business in the world. It offers more then 800 software products. Like other companies in their space, their stock has taken a beating this year losing more then half its value (Jan 00: ~ $70, now ~$27) Julia Ruslys, is part of their "Strategic Alliances" team -- their mandate is to manage: Strategic Business Alliances Development Partner Program eForce technology unit Analyst relations CA's APPROACH Computer Associates sees EBS as a potential "development partner". Their interest seems to be in a long-term alliance with EBS, where they can package their software with a bundled network offering (from EBS) for their clients. They claim that their main product UniCenter TNG has a 30% market share of IT infrastructure management market. It is a cutting software package that can manage all LANs or remote networks for an Enterprise. With a stunning graphic interface, the software can be configured to manage: All networks within an Enterprise Each computer connected to a node within the enterprise can be monitored and managed remotely (software installation etc.) Their is a plethora of add-ons to the basic UniCenter package including some advanced "Asset Management" tools that can predict future utilization through a neural network architecture. She commented that with UniCenter TNG, our clients have "full control and flexibility over their whole network" EXCEPT THEIR BANDWIDTH NEEDS. EBS's flexible and intelligent BOS, if integrated with UniCenter TNG, can provide an enterprise complete control over their IT infrastructure with exceptional flexibility. Similarly they have a keen interesting in developing and expanding their storage solutions. They seem to be interested in expanding their market opportunity and increasing revenues through increasing the number of "CA certifications" and joint selling initiatives. In other words, they would like EBS's network to be CA-certified by developing compatibility between UniCenter TNG and IPNet Connect. They currently have 1500 partners, including almost all top names in IT infrastructure space. EBS APPROACH CONVEYED Although I think we have conveyed EBS's approach of "looking at specific quick and clear opportunities", CA does not seem like a lean-mean organization. Furthermore, the people that we met with, did not seem to have an appreciation of the financial structuring and risk management capabilities -- instead seemed to be disconnected with the corporate financial goals of their organization. For example, when Steve Dowd talked about financial risk management tools, their sales manager started talking about how they help enterprises manage risk through their "security software packages." WORLDWIDE ONLINE CORP. Worldwide Online Corp. is a startup (with less then $2M revenues) that claims to have good connections with CBC (Canadian Broadcasting Corp.) They were in contact with Brad Sims' group out of Portland. That group, at some point lost interest in Worldwide because Worldwide are looking for video streaming services. Being a start-up with no credit, it is understandable why they were abandoned by us. Steve made it clear that he knows nothing about the deal and he may give Brad a call. I personally do not see anything for us in the next two quarters or so even though the company has been promised many sports broadcast opportunities by CBC. It is interesting that Worldwide Online is a small client of CA. Julia went out of her way to convince us to meet with Worldwide Online. At one point, I almost thought as if her main goal was to promote a dialogue between EBS and Worldwide online. NEXT STEPS: Steve and I made it clear that it will be important for us to look at some specific short to medium-term opportunity with CA. Julia is going to identify the people in her organization whom we can have constructive dialogue with regards to IP connectivity needs of CA (their network infrastructure procurement team.) At the same time, we had to show an interest in bringing her team together with our product development people to see if any integration opportunities exist between UniCenter TNG and IPNet Connect BOS/Storage etc. -Ali.
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