EXHIBIT 99.281
PEROTSYSTEMS(TM) DRPS SALES STRATEGY
60 Day plan
OVERVIEW:
Perot Systems will market DRPS to UDC's, Municipal Utilities, Load Aggregators
and Energy Service Providers. The window for selling DRPS is between Mar 15th
and June 1st, although there may be a limited window after June 1st.
CALENDAR:
March 15th - Receive contact information for various utilities and energy
providers from SCE. Sign contract with SCE to develop DRPS.
March 16th - Begin call campaign.
March 20th - Complete contact with all utilities and energy providers.
March 26th - Begin face to face meetings with interested parties from
call campaign. Use Van Chappell (sales) and Shashi Pandey
(delivery) or Mike Berke (delivery) as necessary for calls. If
interest is high enough, enlist help from rest of sales team.
Begin date of face to face meetings is dependent on completion
of prototype.
April 15th - Close first deal (in addition to SCE).
April 15th and after - Continue to close additional business. Revisit clients
that were initially uninterested or undecided.
WHAT WE ARE SELLING:
- --------------------------------------------------------------------------------------------------------------------------
Service Offering Channel Message Success
Partners Stories
- --------------------------------------------------------------------------------------------------------------------------
Demand Relief Program System n/a ISO has instituted the Demand Relief Program SCE
for June-Sep. We will simplify your
penalty/reward reporting under this program
- --------------------------------------------------------------------------------------------------------------------------
Perot Systems Confidential
PEROTSYSTEMS(TM) DRPS SALES STRATEGY
60 Day plan
WHO WE SEE AS PROSPECTIVE CUSTOMERS:
- --------------------------------------------------------------------------------------------------------------------------
Company Size or Type Service Offering
- --------------------------------------------------------------------------------------------------------------------------
Southern California Edison DRPS
- --------------------------------------------------------------------------------------------------------------------------
Pacific Gas & Electric DRPS
- --------------------------------------------------------------------------------------------------------------------------
San Diego Gas & Electric DRPS
- --------------------------------------------------------------------------------------------------------------------------
LADWP DRPS
- --------------------------------------------------------------------------------------------------------------------------
SMUD DRPS
- --------------------------------------------------------------------------------------------------------------------------
57 Small Municipal Utilities undecided at this point
- --------------------------------------------------------------------------------------------------------------------------
11 Load Aggregators undecided at this point
- --------------------------------------------------------------------------------------------------------------------------
6 Energy Service Providers undecided at this point
- --------------------------------------------------------------------------------------------------------------------------
SUPPORT NEEDED:
There are 3 things needed before we sit down in front of a customer.
1. Prototype--Currently Mike Berke and Shashi Pandey are working
on the prototype. This should be complete by the end of
March.
2. Financial Model--Currently in the works. We are doing a
comparison of a cash up front vs. a model where the utilities
pay us as they receive the revenue from ISO.
3. Legal--Bob Hughes is working out the legal language to put
into our contracts. We will most likely use our "consulting
letter" vs. an MSA for any business sold using DRPS.
HOW DO WE PLAN TO TARGET PROSPECT COMPANIES:
We will receive a list of contacts from SCE with the appropriate
individual within each organization listed above. Once that is
received we will quickly contact each of these individuals to identify
what their plans are for DRP, how they plan to track the program (i.e.
spreadsheets) and determine if they are a prime candidate for DRPS.
Based on this initial conversation we will set up appointments to demo
the prototype.
SALES PROCESS VIA CUSTOMER MEETINGS
TARGET:
Meet with all Tier one providers. Schedule meetings with a
handful of smaller utilities that meet our criteria.
HOW:
Initial meetings should be face-to-face
When appropriate the meeting should be a joint session with
Broadbase Purpose of a meeting is to advance the sales cycle
with a client or prospect
MEETING ACTIVITIES:
- Meeting preparation
- Create meeting agenda & prepare presentation (if
needed)
- Confirm appointment
- Conduct meeting
- Send thank you note & follow-up email (notes to
recap meeting)
- Address any action items
Perot Systems Confidential