sampleproposal.mobilecom

8/2/2019 SampleProposal.MobileCom

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Business Plan2

Table of ContentsExecutive Summary 3

Company Description 5Financials 13Management 15Investment Highlights 16



3

Executive SummaryMobileCord provides enterprises with ….

MobileCord’s value proposition …

MobileCord’s strength …

We are continuing to execute on our business model …



4Financial Summary The financial summary assumes a capital raise in Q3 of this year. The

MobileCord Fiscal Year ends in December. See financial pages for more detail.Company Contact InformationMobileCord, Inc. is a Delaware corporation with offices at the followingaddress:400 Harden StreetSuite 200Fairfax, VA 22033Phone: (703) 123-4567Fax: (703) 123-4568Questions or inquiries should be addressed to Chris Chase, CEO and Co-

Founder of MobileCord, Inc.Projected Income Statement as of December 31, 200x (unaudited)

Actual Estimate Estimate Estimate Estimate

Year 1 Year 2 Year 3 Year 4 Year 5Revenues

License Revenue $319,000 $835,000 $1,670,000 $3,256,500 $6,350,175

Professional Services 56,000 128,000 192,000 288,000 403,200

Total Revenue 375,000 963,000 1,862,000 3,544,500 6,753,375Cost of Revenue

Total Cost of Revenue 119,215 275,110 344,470 389,895 523,387

Gross Profit 255,785 687,890 1,517,530 3,154,605 6,229,988Operating Expenses

Total Operating Expenses 1,616,240 2,470,296 3,519,700 4,505,625 5,275,099

Operating Income (1,360,455) (1,782,406) (2,002,170) (1,351,020) 954,890

Other income, net 30,158 51,894 100,000 100,000 100,000

Income Before Taxes (1,330,298) (1,730,512) (1,902,170) (1,251,020) 1,054,890

Income Tax Provision 0 0 0 0 0

Net Income ($1,330,298) ($1,730,512) ($1,902,170) ($1,251,020) $1,054,890

5

Company DescriptionOverviewMobileCord provides enterprises with a software platform for unified mobiledelivery of email, voice mail and messaging. Our software enables theenterprise todeliver an employee’s most important communication channels on any Palm,WindowsCE, or RIM devices. MobileCord’s value proposition is in the increasedproductivity of an enterprise’s employees and the increased manageability of multipledevices and the



communication channels connected to these mobile devices. MobileCord’ssoftwareplatform addresses the need of enterprise employees to be in continuouscontact withtheir communication channels, even when they are away from their desks.

MobileCord’sflagship product, MobileCord 1.0 provides users with a unified view of theiremail, voicemail and other messaging channels on their mobile or remote device.MobileCord’s offering is most well received by an IT department which needstosupport multiple devices while having the same access to email, voice mailand instantmessage updates. For example, the Palm, Windows CE and RIM devicesrequiredifferent configurations and work differently with major email packages such

asMicrosoft Outlook and Lotus Notes. Before MobileCord, different devices andemailpackages required an IT Department to set up different ad hoc solutions foreach type of device. Now MobileCord 1.0 is the common platform between a user’scommunicationchannels (email, voice mail, messaging) and the major mobile devices (Palm,CE andRIM devices). MobileCord 1.0 can also run on one server at the company’s siteas

opposed to an ASP offering. In addition, as the Wireless Application Protocol(WAP),and the Short Message Service (SMS) standards continue to evolve, therelease of MobileCord 2.0 early next year will include support for convergent deviceswithtelephony and PDA capabilities.Currently, we market our product through direct contact with Enterprises andtheirIT Departments. In addition to this direct sales strategy, our businessdevelopment

strategy includes partnerships with system integrators and later, afterdemonstrating moresales traction, partnerships with device manufactures, and email, voice mail,messagingand wireless providers. We have sold our products to a variety of industryverticals. Arepresentative list of our customers includes Hemlin Manufacturing, MallaberConsulting, Standish Brokerage, and Gerdin Systems.



Market OpportunityDue to the rapid growth of the internet and corporate networks, employeeshaveaccess to a variety of information via email, web browser and corporateapplications.

Growing in parallel to internet and network growth is the widespread use of mobiledevices and wireless infrastructure. However, despite the exponential growthin internetand wireless technologies, mobile users are cut off from the enterprisecommunicationchannels they have access to while in the office. The need for the unifiedmobile deliveryof enterprise communication channels is grounded in the following trends:6• Rapid increase in the number and variety of mobile devices in use within

the enterprise,• Demand by mobile employees for the same communication channels theyhave while in the office, and• Pressure on enterprise IT Departments to deliver and manage mobilecommunication channels over multiple devices.Rapid increase in the number and variety of mobile devices in use within theenterprise. The use of mobile devices continues to increase within the enterprise.Accordingto IDC, the number of worldwide handheld shipments is expected to increasefrom 8.1

million in 2000 to 18.9 million in 2003, for a compound annual growth rate of 33%.Although the Palm operating system has dominated the early stages of handheld growth,new platforms such as Windows CE and RIM devices are making inroads intothehandheld market. These varieties of devices also interface differently withcorporatecommunication channels such as email and instant messaging.In addition, as employees bring their personal devices from home into theworkplace, security of corporate information on these devices is of great

concern. Oursolution enables an IT department to manage disparate mobile devices in anorganizedmanner.Demand by mobile employees for the same communication channels they have while inthe office.As the number of mobile employees continues to grow, the demand for the



samecommunication channels available at the office increases as well. IDCestimates that thenumber of mobile professionals will increase from 10.9 million in 2000 to 14.3million in

2003, for a compound annual growth rate of 9%. This increase in the numberof mobileprofessionals is commensurate with the amount of information flowing throughanenterprise’s communication channels. In addition, IDC estimates that thenumber of email messages sent annually will increase from 2.6 billion in 2000 to 6.3billion in 2003for a compound annual growth rate of 34%. Since the email channel is fastbecoming theprimary communication channel in the workplace, mobile access to email is

becoming apriority within the enterprise.Pressure on enterprise IT Departments to deliver and manage mobilecommunicationchannels over multiple devices.While the number of mobile devices increases along with mobile workers andtheamount of information flowing through their communication channels, ITDepartmentsare expected to deliver a reliable and easy to use solution to mobile users.Since

servicing mobile users is one of many challenges for IT Departments,enterprises need acomprehensive solution to manage all of the variables in delivering enterprisecommunication channels to mobile users.7In customer accounts we have seen, IT departments are dealing with all of thedifferent wireless devices in an unorganized, ad hoc manner. In some cases,for 1,000person firms we have seen five full time equivalents in an IT departmentdedicating theirentire time to handheld problems and solutions.

The MobileCord SolutionMobileCord provides a comprehensive solution to enterprise IT Departmentsthatenables them to deliver email, voice mail and messaging to mobile employeeswho usethe major handheld devices such as Palm, CE and RIM devices. MobileCordprovidesenterprises with two major benefits. First, MobileCord’s software increases the



productivity of mobile workers by giving them access to their communicationchannelswithin the enterprise. Second, MobileCord enables IT Departments to easilymanage theunified delivery of these communication channels to mobile users.

Increased productivity from mobile workers. MobileCord enables a user toconnect to their enterprise communication channels wherever they are.MobileCordprovides a user with access to email, voice mail, and instant messaging ontheir mobiledevice. When a user is out of the office, they need a quick snapshot of who iscontactingthem and what important information those contacts are conveying.MobileCordsoftware interfaces with an email system to deliver a user’s email on anymajor handheld

device, without a continuous internet connection that is needed for many webmailservices. MobileCord also interfaces between an enterprise’s voice mailsystem and thehandheld’s contact information to convey to the user who is contacting theuser via voicemail. For users with an “always on” wireless connection MobileCord enablesthe user tocommunicate via instant messaging on their handheld device. This quicksnapshot of auser’s communication channels makes it easier for the user to stay connected

and managetheir work while outside the office.Enables IT Departments to easily manage the unified delivery of communicationchannels to mobile users. The responsibilities of today’s enterprise IT staff continue togrow. In addition to hardware, network and software management, enterpriseITdepartments are now responsible for mobile solutions as well. This taskcontinues to becomplex as each user and department has a loyalty to a device and certain

functions.MobileCord enables IT staff to deliver a uniform mobile solution to usersindependent of their mobile device. In addition, MobileCord interfaces between thecommunicationchannel (email, voice mail, and messaging) and the device, so ad hocsolutions are notproduced for each device and communication channel. Also, MobileCord’s



software canbe implemented in an Enterprise infrastructure in a matter of days instead of months.MobileCord ServicesAs part of our delivery of a unified view of a mobile user’s communication

channels, weoffer a set of professional services for implementation and customer care. Wealso offertraining for IT staff and end users. We also provide our customers withcontinuous8support for our software. Since customers pay a monthly recurring chargemaintenanceand software updates are available to the customer. However, we do chargefor specificcustomization if the customer requests our services.

The MobileCord Sales and Marketing StrategyOur objective is to continue to develop as a leading provider of mobilesolutionsfor users that need access their communication channels wherever they are. To achievethis objective, we plan to execute the following strategies:Focus on Market Segmentation. We are positioning our product as a simplifiedmobile communication channel for a medium sized business with anincreasingly mobileworkforce that handles its own IT infrastructure. Our sales force is focused onselling

into IT departments that need to support large sales, consulting, maintenanceandconsulting departments that use mobile devices to check their communicationchannels.In targeting medium sized businesses, we have a two-pronged strategy:• Direct sales to IT department heads through contact with our sales forcevia presentations, conferences and leads generated by marketing.• Partner with system integrators and device manufactures. Aggressively pursue Strategic Partnerships and Business Development Opportunities. Since we provide a solution that makes it easier for EnterpriseIT

Department to delivery a user’s communication channels on all major mobiledevices, webelieve this will help device manufactures sell more devices, wirelessproviders moreminutes of usage and give consulting firms more opportunities forimplementations. Weplan to continue to forge partnerships with IT consulting firms who haveexperience in



implementing enterprise applications. Since implementation revenues areusually lowermargin revenues, we will move quickly in training consulting firms in how tobothimplement and sell our software. As we continue to gain sales traction we will

partnerwith wireless providers so they can lead with our solution in integrating thesoftwarebehind the enterprise user’s connection to their communication channels. Asdevicemanufactures realize how important it is for enterprise IT departments to havea universalprocess in delivering communication channels to mobile users, we will partnerwithdevice manufactures to make our software more tightly integrated and giveour solution

more visibility in the marketplace.Expand our direct sales force. We provide a unique mobile delivery solution tothe enterprise. We plan to continue to grow our direct sales force to leverageoursolution. One of our first steps will be to open a west coast sales office toexpand ourfootprint throughout North America. Through contacts in our sales andbusinessdevelopment organization, we will use our IT consulting partners to further oursolutionin Europe and Asia.

Continue innovative R&D efforts. The strength of our offering is derived fromthequality of research and development efforts. Our development team hasdeveloped and9will continue to develop high quality software solutions. We plan on releasingMobileCord 2.0 in Q1 of 2002. This release will have greater functionality forConvergent devices. Our continued development of high quality software willbeimportant part of our increased sales going forward.Foster recurring revenue streams. Even though we charge an up-front

licensingfee, we also charge a recurring revenue fee per user per month. In return, thecustomerreceives maintenance and additional modules that we release. As we continueto add newcustomers over time, our revenue visibility into each quarter will increase.Also, in thefuture we hope to bundle our services with wireless service providers and



charge anincreased amount per month for our services.Products and ServicesOur product, MobileCord 1.0 was released in March 2001 and we made ourfirst

shipment in that same month. Since that time we have continued to releasesoftwaremodules that help our software interface with new devices and softwareupdates frommajor email and communication systems. MobileCord 2.0 will be released in2002 toincorporate updates to MobileCord 1.0 and allow enterprise users to connectto theircommunication channels via WAP devices. The release of our products and services is summarized below:Product Description Release Date

MobileCord1.0Enables mobile enterprise users to access theircommunication channels such as:• Email• Voice mail• Instant MessagingMobileCord 1.0 interfaces with the following:email packages: Lotus Notes, and Microsoft OutlookInstant Messaging packages: AOL, MSN, & Yahoo!.Voice mail applications: Octel and Meridian.

Devices supported: Palm OS devices, Windows CEdevices and RIM Blackberry devices.March 2001MobileCord2.0Will include all functionality from MobileCord 1.0 andsupport for Convergent device capability such as SMSand WAP.Q1 2002(estimate)10

Technology and ArchitectureMobileCord’s software was architected to be the platform for a mobile user’scommunication channels. Hence, MobileCord 1.0 interfaces between thecommunicationchannel and the mobile device. MobileCord 1.0, leverages Java and an N-Tier,objectedoriented architecture based on CORBA standards. Our software is designed tooperate



within the Windows 2000 and Unix environments. MobileCord 1.0’s openarchitectureenables it to interface with many disparate software platforms and devices.MobileCord1.0 provides the end user with an intuitive user interface for email, voice mail

andmessaging. Also, MobileCord 1.0 enables IT staff to administer a mobile user’scommunication channels and mobile devices with an easy to use interface.MobileCord’ssoftware also adheres to the ODBC (Online Database Connectivity), SOAP(SimpleObject Application Protocol) and XML (extensible markup language) protocolsto makeit easy to share data among different applications.MobileCord CustomersAs of July 31, 200x, we had four enterprise customers. These customers are in

four different verticals: Consulting, Financial, Manufacturing and TechnologyEquipment.ConsultingFinancial Manufacturing Tech EquipmentMallaber Consulting Standish Brokerage Hemlin Manufacturing Gerdin SystemsCase StudiesMallaber ConsultingAs an IT integration firm, Mallaber Consulting had more than 1000 consultantsatclient sites, away from their home office. Many consultants used Palm devicesto keep

track of their schedules. Some of the Palm users also had a wireless modem orinternetaccess so they could access web mail when they could get a continuousinternetconnection. However, this wireless connection would be lost through out mostsessions.In addition, many project managers had RIM devices for their email. Also, athird groupused CE devices, but it did not interface well with their Lotus Notes system.Mallaber’sIT support staff found it very difficult to deliver the needed communication

channels toits users and their disparate devices.When MobileCord contacted Mallaber Consulting, they were eager to see howMobileCord’s software could provide a unified view of a mobile userscommunicationchannels. After piloting MobileCord 1.0, Mallaber ‘s users found it easy to use asimple,standard interface to use email along with instant messaging and finding out



who was intheir voice mailbox, without being continuously dropped by their internetconnection.Mallaber’s IT support staff was able to cut their mobile IT administration costssignificantly because of the simplified administration of the mobile users and

their11different devices. Mallaber is in the process of rolling out their pilot MobileCordimplementation to 50 users. Also, Mallaber Consulting has been so impressedwith thesoftware, Mallaber and MobileCord have signed a partnership agreement tocross sellinto their client base.Standish BrokerageStandish Brokerage is a full service brokerage with many high net worthindividuals as customers. Standish differentiates itself from many other

Brokerages withits consistent with contact with clients. Many times this involves visits toclient’sbusinesses or homes. While on the road it was imperative for accountexecutives to be intouch with their communication channels. However, it was difficult forStandish’soverworked IT staff to deliver a consistent solution with the different devicesof itsmobile users. After being contacted from a representative from MobileCord,the Standish

IT staff was skeptical of implementing yet another enterprise softwareapplication in theface of a tightening IT budget. However, after seeing the MobileCord solutionwork inpractice, they realized they could save resources and help their accountexecutivesbecome more productive.After beginning the pilot implementation the IT staff could see a decline in thenumber of times they had to implement ad hoc solutions to help the pilotusers. Also, theAccount Executives found they were able to quickly glance at their mobile

device at theend of meetings to prioritize how they would use their time between meetingsmosteffectively. Standish decided to quickly role out the MobileCord solution to itsentireaccount executive base of 350 users in New England. All of the accountexecutives arenow using MobileCord 1.0 to monitor their communication channels while they



are onthe road and even during times they are away from their desk within theiroffice complex.Strategic RelationshipsMobileCord currently has a Strategic relationship with Mallaber consulting to

cross-sell our solutions to each other’s customer base. We will also begin toshare leadsand begin to try and win deals together. We also plan on working with ITservice firmswith specific vertical expertise along with wireless service providers and thedevicemanufacturers themselves.CompetitionMobileCord’s software product addresses a relatively new market of unifieddelivery of mobile communication channels. A few of our main competitorsinclude

ABC Logic, Vortal Messaging and Wireless Emailer. However, our solution ismorerobust and handles all communication channels of email, instant messagingand voicemail unlike our competitors, which only focus on one area. MobileCord isfocused onsimplifying mobile email, voice mail and instant messaging and does not focusoncomplex enterprise applications that Wireless Application Service Providers(WASPs)and other third party vendors deliver to mobile users within the enterprise.

Beyond12MobileCord’s competitors mentioned above, we face additional competition in“homegrown” solutions produced by IT Departments within the enterprise. However,webelieve the majority of these solutions do not address an enterprise’s entiremobile userbase within a solution that can be easily maintained.Intellectual PropertyOur Intellectual Property is an important part of our success. We have filed two

patents for our unified delivery of a mobile users communication channels. Wealsoenter into license agreements with all of our customers.EmployeesAs of December 31, 200x we employed 14 full-time employees. This included 7employees in Research and Development, 2 in Professional Services, 3 in SalesandMarketing, and 2 in Administrative positions.



13

FinancialsIncome StatementAssumptions:• Expect to sell 7 licenses in year 1, and 16 licenses in year 2.

• 16 licenses represents 0.1% of the 16,000 businesses in the US with morethan500 employees.• Average license sells for $40,000. Recurring charge per user per month is$10.• Average of 50 users per customer.• Beginning operation with $1 million in founder and angel money.• Assumes capital raise of $3 million in Q3 of the first year.• Including angel funding capital needs are estimated at $7 million until thecompany reaches profitability.• Assuming nearly 100% growth in revenue in Years 3,4 and 5.

Historical and Projected Income Statement as of December 31, 200x (unaudited)Actual Actual Actual Actual Actual Estimate

Q1 Yr 1 Q2 Yr 1 Q3 Yr 1 Q4 Yr 1 Year 1 Year 2Revenues

License Revenue $0 $86,000 $92,000 $141,000 $319,000 $835,000

Professional Services 0 16,000 16,000 24,000 56,000 128,000

Total Revenue 0 102,000 108,000 165,000 375,000 963,000Cost of Revenue

Cost of Licenses 0 860 920 1,410 3,190 8,350

Cost of Services 0 34,125 40,950 40,950 116,025 266,760

Total Cost of Revenue 0 34,985 41,870 42,360 119,215 275,110

Gross Profit 0 67,015 66,130 122,640 255,785 687,890Operating Expenses

Sales and Marketing 69,686 139,373 139,373 139,373 487,805 932,294Research & Development 137,931 206,897 206,897 206,897 758,621 1,019,741

General & Administrative 67,296 89,728 89,728 89,728 336,481 468,261

Depreciation 8,333 8,333 8,333 8,333 33,333 50,000

Total Oper Expenses 283,247 444,331 444,331 444,331 1,616,240 2,470,296

Operating Income (283,247) (377,316) (378,201) (321,691) (1,360,455) (1,782,406)

Other income, net 9,301 2,017 (603) 19,442 30,158 51,894

Income Before Taxes (273,946) (375,299) (378,804) (302,249) (1,330,298) (1,730,512)

Income Tax Provision 0 0 0 0 0 0

Net Income ($273,946) ($375,299) ($378,804) ($302,249) ($1,330,298) ($1,730,512)

145 year Projections

Projected Income Statement as of December 31, 200x (unaudited)Actual Estimate Estimate Estimate Estimate

Year 1 Year 2 Year 3 Year 4 Year 5Revenues

License Revenue $319,000 $835,000 $1,670,000 $3,256,500 $6,350,175

Professional Services 56,000 128,000 192,000 288,000 403,200

Total Revenue 375,000 963,000 1,862,000 3,544,500 6,753,375Cost of Revenue

Cost of Licenses 3,190 8,350 27,930 35,445 50,650



Cost of Services 116,025 266,760 316,540 354,450 472,736

Total Cost of Revenue 119,215 275,110 344,470 389,895 523,387

Gross Profit 255,785 687,890 1,517,530 3,154,605 6,229,988Operating Expenses

Sales and Marketing 487,805 932,294 1,396,500 1,772,250 2,228,614

Research and Development 758,621 1,019,741 1,396,500 1,595,025 1,823,411

General and Administrative 336,481 468,261 651,700 1,063,350 1,148,074

Depreciation 33,333 50,000 75,000 75,000 75,000

Total Operating Expenses 1,616,240 2,470,296 3,519,700 4,505,625 5,275,099

Operating Income (1,360,455) (1,782,406) (2,002,170) (1,351,020) 954,890

Other income, net 30,158 51,894 100,000 100,000 100,000

Income Before Taxes (1,330,298) (1,730,512) (1,902,170) (1,251,020) 1,054,890

Income Tax Provision 0 0 0 0 0

Net Income ($1,330,298) ($1,730,512) ($1,902,170) ($1,251,020) $1,054,890

15

ManagementName Position Age

Christopher Chase Chairman and Chief Executive Officer 36 Theodore Wiggins President and Chief Technology Officer 35Stacey Francis Vice President of Sales 32Eric Loberg Director 42Christopher Chase, the Chairman of the Board and Chief Executive Officer,cofoundedMobileCord in December 2000. Before co-founding MobileCord, Mr. Chasewas a Chief Operating Officer at Iroquois Software from January 1997 toOctober of 2000, a Senior VP of Development from July 1994 to December 1996, andSenior

Developer from January 1991 to June 1994. During Mr. Chase’s tenure as COO,Iroquois increased its revenue 40% while growing profit margins from 10% to25%. Mr.Chase has a master’s degree in computer science from the University of Virginia and abachelor's degree in engineering science from UCLA.Theodore Wiggins, the President and Chief Technology Officer, and member of the Board of the Directors co-founded MobileCord in December 2000. BeforecofoundingMobileCord, Mr. Wiggins was Chief Technology Officer at Iroquois Softwarefrom August 1997 to October 2000, and a Senior Developer from June 1991 to

July 1997.Mr. Wiggins has a master’s degree in computer science from the University of Virginiaand a bachelor's degree in computer science from the University of Washington.Stacey Francis, the Vice President of Sales began at MobileCord in February2001. Previously to MobileCord, Ms. Francis was Vice President of Sales at



ParmaleeSoftware from August 1998 to January 2001. At Parmalee Software, Staceymanaged a20 person sales force while growing annual revenue from $10 million to $25million.

From July 1994 to July 1998, Ms. Francis was the Northeast Regional SalesManager forLyle Networks. While at Lyle Networks, Stacey grew revenues at 60% perannum.Previous to Lyle Networks, Ms. Francis received her MBA from the University of Texasand a bachelor’s degree in economics from Columbia University.Eric Loberg has been a Director of MobileCord since January 2001. SinceNovember 1997, Mr. Loberg has served as the General Partner of NewSeedCapital.Previous to NewSeed Capital, Mr. Loberg was CEO of Loberg Tool and Die

before itwas sold to Ullock Manufacturing in July 1997.16

Investment HighlightsMany device, multi-platform mobile enterprise requires commonsolution forenterprise communication. An IT department needs to support multipledevices whilemaintaining the same user access to email, voice mail and instant messages. The Palm,Windows CE and RIM devices require different configurations and work

differently withmajor email packages such as Microsoft Outlook and Lotus Notes. BeforeMobileCord,different devices and email packages required an IT Department to set updifferent ad hocsolutions for each type of device. Now MobileCord 1.0 is the common platformbetweena user’s communication channels (email, voice mail, messaging) and themajor mobiledevices (Palm, CE and RIM devices).Software Successfully in Production with Enterprise Users. We

launched our flagshipproduct, MobileCord 1.0, into production in March of 2001. Our product ishelpingenterprises reduce costs within IT Departments, while allowing usersuntethered access totheir communication channels. We have sold our products to companies in theFinancial,Manufacturing and Technology sectors.



Enterprise users demanding access to their communication channels.Access toemail, voice mail and instant messaging is now a necessity for mobileenterprise users.Users also need their enterprise systems to conform to the device they are

mostcomfortable using. MobileCord enables the user to connect to their enterprisecommunication channels with their own device in a convenient way.Low Cash Burn. Even in a difficult economic environment, MobileCord hascontinuedto drive sales and keep operating expenses to a minimum. Assuming areasonable capitalraise of $5 million, we project positive cash flows in December of 2002.Recurring Revenue Model. In addition to a modest perpetual licensing fee,MobileCordcharges a user subscription fee for its software. These recurring fees give

MobileCordsignificant revenue visibility going into future quarters, making financialresults lessvolatile.Experienced Management Team. We have over a decade of experience indevelopingrobust and flexible software applications. We have also managed largecompanies anddivisions before, with responsibilities in operations, sales and software

development.

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