EXHIBIT 99.466.1
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energy.com
A REVIEW OF FINDINGS, OPINIONS, AND RECOMMENDATIONS
February 29, 2000
VALUABLE ASSETS AND STRENGTHS
80 POWER MARKETERS SIGNED UP
TESTED AND WELL THOUGHT OUT BUSINESS MODEL
FIRST MOVER ADVANTAGE (DIMINISHING)
VISIONARY CEO
DEEP DOMAIN KNOWLEDGE AND CAPABLE STAFF
DETAILED INSIGHT INTO THE DEREGULATING ACTIVITIES STATE BY STATE
www.energy.com
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STRUCTURAL AND OPERATING ISSUES DEGRADING INITIAL VALUATION
TOO MUCH "VISION" TOO LITTLE OPERATING FOCUS
- FREQUENT DIRECTION CHANGES
- "EXTRANEOUS" SERVICES
- SITE TRIES TO APPEAL TO TOO MANY CONSTITUENCIES - NOT CLEAR TO ANY
AMBIGUOUS ACCOUNTABILITY AND METRICS FOR SUCCESS
- LACKING BOARD LEVEL OVERSIGHT
- LITTLE SERVICE LEVEL ACCOUNTABILITY
INSUFFICIENT RESOURCES IN CORE REVENUE GENERATING AREAS, WHILE
MAINTAINING RESOURCES IN NON-CORE
E-COMMERCE PLATFORMS LACK ARCHITECTURE AND PROCESS CONTROLS
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FOCUS THE BUSINESS
ELIMINATE NON-CORE SERVICES
- CONTENT
- JOBS
- SUPERSTORE
CURRENT HOME PAGE IS CONFUSING - UNCLEAR WHAT CONSTITUENCY IS TARGETED
- RESIDENTIAL BUYERS
- COMMERCIAL BUYERS
- INDUSTRY INSIDERS
- INTEREST GROUPS
CLEAN UP HOME PAGE TO REFLECT CORE AUDIENCE
- RESIDENTIAL AND SMALL BUSINESS ENERGY BUYERS GO HERE
- LARGE COMMERCIAL AND INDUSTRIAL ENERGY BUYERS GO THERE
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PUT IN STRONG COO OR SVP MARKETING
CONTROL VISION / INSULATE STAFF
FOCUS OPERATIONS
ELIMINATE UNNECESSARY SERVICES
STRONG COD
DIRECT REPORTS
- STRONG PRODUCT MANAGERS
- VP MARKETING
- VP SNGINEERING
- VP SALES
PRODUCT MANAGERS RESPONSIBLE FOR P&L OF PRODUCT
SALES REPS ASSIGNED TO PMS, COSTS AND PERFORMANCE MEASURED BY PMS AND
COACHED BY VP SALES
MATRIX TO VP MARKETING FOR MARKETING SUPPORT
MATRIX TO VP ENGINEERING FOR ENGINEERING SUPPORT
VP MARKETING IS EXPERIENCED MASS MARKETEER, NOT NECESSARILY WITH ENERGY
EXPERIENCE
STRONG SVP MARKETING
DIRECT REPORTS
- PRODUCT MANAGERS
- PR MANAGER
- ADVERTISING MANAGER
- VP SALES
SVP MARKETING RESPONSIBLE FOR P&L OF PRODUCTS
PRODUCT MANAGERS HAVE SALES AND CUSTOMER TARGETS
SOURCE NEEDS FROM VP ENGINEERING
SVP MARKETING IS VERY EXPERIENCED MASS MARKETER, NOT NECESSARILY WITH
ENERGY EXPERIENCE
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OTHER ACTIONS TO ADDRESS ACCOUNTABILITY
METRICS
o TIE BACK PERFORMANCE AND COMPENSATION TO NEW METRICS OF SUCCESS
- CAC'S PROBLEM IS THAT IT IS A RATIO
- TARGET SALES AND CUSTOMER COUNT VALUES
o FORCE COMMON METRICS UP AND DOWN THE CHAIN TO EVERYONE WITH IMPACT
o MAKE COMPENSATION VARIABLE BASED ON INDIVIDUAL AND TEAM PERFORMANCE
OTHER
o INTRODUCE A BOARD OF DIRECTORS
o PUT IN A CONTROLLER (CFO CAN WAIT UNTIL FUNDING AND NEARER IPO-TIME)
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TECHNOLOGY ISSUES
E-COMMERCE PLATFORMS LACK ARCHITECTURE AND PROCESS CONTROLS
- NO GOVERNING SYSTEM OR DATA ARCHITECTURE
- NO CHANGE CONTROL PROCESS
- NO DOCUMENTATION
- WEAK PROJECT MANAGEMENT
- MAY NOT BE SCALABLE
- MAY NEED TO START OVER
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CURRENT WEB ARCHITECTURE
MICROSOFT WEB PLATFORM
- WEB SERVER IS MS INTERNET INFORMATION SERVER (IIS) 4.0
- DYNAMIC PAGES VIA ACTIVE SERVER PAGES (ASP)
- APPLICATION SERVER IS MS SITE SERVER (SS) COMMERCE EDITION 4.0
- DATABASE IS MS SQL SERVER 6.5
- THREE TIER ARCHITECTURE ASP --> SS --> SQL SERVER
- HOSTED BY UUNET (7x24 ENTERPRISE SERVICE AGREEMENT)
EBID - MAJOR ACCOUNTS
- 3-4 MONTH LIFE-CYCLE, EVOLUTIONARY DEVELOPMENT
- REQUIREMENTS DEFINED BY PRODUCT DEVELOPMENT
- DEVELOPED REMOTELY BY WIPRO OFFSHORE IN 3-MONTHS
- MAINTAINED REMOTELY BY WIPRO
- USABILITY TESTING AT GASMART AFTER DEVELOPMENT
ENROLLMENTS - MASS MARKETS
- 2-3 MONTH LIFE-CYCLE, EVOLUTIONARY DEVELOPMENT
- REQUIREMENTS DEFINED BY SALES REP'S
- DEVELOPED AND MAINTAINED ON-SITE BY SOFTWARE ARCHITECTS
- LITTLE OR NO USABILITY TESTING
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IT ISSUES AND RECOMMENDATIONS
CURRENT ISSUES
WEAK PROJECT MANAGEMENT
NO DEVELOPMENT PROCESS/METHODOLOGY
REQUIREMENTS NOT REVENUE FOCUSED
SCALABILITY OF PURE MS SOLUTION?
MIDDLE TIER IS NOT UTILIZED - PAGES DIRECTLY ACCESS DATABASE
SEPARATE DATABASES FOR EACH APPLICATION
RECOMMENDED STEPS
STRENGTHEN IT STAFF
- LEADERSHIP AND MANAGEMENT
- DATA ARCHITECT WITH ENERGY DOMAIN KNOWLEDGE
REQUIREMENTS AND USABILITY DRIVEN BY MARKETING
INSTITUTE DEVELOPMENT PROCESS/METHODOLOGY
SERVICE ORIENTED ARCHITECTURE (COMMON SERVICES)
APPLICATION SPECIFIC LOGIC IN FRONT-END PAGES
ONE COMMON DATA MODEL
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