Business Process Management (BPM) Market Opportunities, Strategies, and Forecasts, 2007 to Business Process Management (BPM)

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1 Business Process Management (BPM) Market Opportunities, Strategies, and Forecasts, 2007 to 2013 Business Process Management (BPM) Picture by Susie Eustis MOUNTAINS OF OPPORTUNITY WinterGreen Research, Inc. Lexington, Massachusetts

2 CHECK OUT THESE KEY TOPICS BUSINESS PROCESS MANAGEMENT MARKET SHARES Business Process Management Market Forecasts Business Process Management Market Driving Forces Greater Value From Existing Assets BPM Web Services BPM Multiple Process Categories CUSTOMER SUPPORT LINKING INTERNAL OPERATIONS DELIVERING BUSINESS SERVICES VIA THE WEB BUSINESS PROCESS MANAGEMENT TECHNOLOGY ISSUES TECHNOLOGY ISSUES DEVELOPMENT TOOLSET BPM SOFTWARE PROCESS DESIGN SERVICE LEVEL CHALLENGES BPM PRODUCT CAPABILITY AND FUNCTIONALITY BPM / WEB SERVICES / SOA OPPORTUNITY ABOUNDS WinterGreen Research, Inc. Lexington, Massachusetts

3 Business Process Management (BPM) Market Opportunities, Market Forecasts, and Market Strategies, To implement a modern customer response module and attach it to the existing legacy business IT system depends on process. Utility companies do not want to spend the $6 billion to replace the existing IT system and endure the associated risk, they simply want to upgrade the existing CRM module so that the outage calls are handled more efficiently. This involves EAI systems integration implemented as BPM. The integration is needed to interconnect the new CRM module to the legacy IT core business system and new process is an essential aspect of that implementation. This level of integration requires a core broker that is available from IBM or Tibco and is not so easily managed by BPM companies with less integration core broker functionality. BPM market driving forces relate to the need for automation of process. Information exchange depends on access to every different type of enterprise resource planning (ERP) system and network connectivity. Supply chains are automated using BPM technology based on integration infrastructure. Electronic commerce needs application servers and integration infrastructure to function. Business process management (BPM) products help corporations integrate their existing data and applications into new business systems. BPM software allows customers to more quickly react to changing market conditions by using process models to design and build more flexible applications. BPM software projects frequently range between $100,000 to $500,000. Business process management promises to drive markets going forward. Automation of business process must be balanced with human exception management, which is managed by workflow. Business processes are enhanced by the ability to interconnect a range of different applications systems including general ledger, order entry, inventory, process control, and human resources. Business process management (BPM) aims for the achievement of greater value from existing software assets. IT investment allows the business process to be used to capture information electronically and automate services delivery. BPM is used to dynamically manage business logic with integrated application services. Business process management (BPM) is a central aspect of enterprise software.

4 Business process management products and integration architecture focus on permitting the business analyst to access and manage information relevant to the decision making process. Business process management provides an advantage to users because of a focus on business process automation across the enterprise and across trading partners, distributors, suppliers and customers. The market for BPM products is evolving. Technological change brings robust functionality. Business process integration software addresses a range of requirements. A comprehensive suite of application integration solutions can be applied to business process management. Business process management (BPM) and services oriented architecture engine markets at $3.6 billion for licenses and services in 2006 are expected to reach $7.6 billion by 2013.

5 Companies Profiled Market Leader IBM Tibco BEA Market Participants Adobe Appian Applied Technology Cape Clear Fiorano Fujitsu FusionWare Global 360 Graham Technology HandySoft IONA Lombardi Metastorm Oracle Pegasystems PolarLake Progress Software SOA Software Savvion Sopra Group / Axway Vitria webmethods

6 Business Process Management (BPM) Strategies and Forecasts, REPORT METHODOLOGY THIS IS THE 304TH REPORT IN A SERIES OF MARKET RESEARCH REPORTS THAT PROVIDE FORECASTS IN COMMUNICATIONS, TELECOMMUNICATIONS, THE INTERNET, COMPUTER, SOFTWARE, TELEPHONE EQUIPMENT, HEALTH EQUIPMENT, AND ENERGY. THE PROJECT LEADERS TAKE DIRECT RESPONSIBILITY FOR WRITING AND PREPARING EACH REPORT. THEY HAVE SIGNIFICANT EXPERIENCE PREPARING INDUSTRY STUDIES. FORECASTS ARE BASED ON PRIMARY RESEARCH AND PROPRIETARY DATA BASES. FORECASTS REFLECT ANALYSIS OF THE MARKET TRENDS IN THE SEGMENT AND RELATED SEGMENTS. UNIT AND DOLLAR SHIPMENTS ARE ANALYZED THROUGH CONSIDERATION OF DOLLAR VOLUME OF EACH MARKET PARTICIPATION IN THE SEGMENT. INSTALLED BASE ANALYSIS AND UNIT ANALYSIS IS BASED ON INTERVIEWS AND AN INFORMATION SEARCH. MARKET SHARE ANALYSIS INCLUDES CONVERSATIONS WITH KEY CUSTOMERS OF PRODUCTS, INDUSTRY SEGMENT LEADERS, MARKETING DIRECTORS, DISTRIBUTORS, LEADING MARKET PARTICIPANTS, OPINION LEADERS, AND COMPANIES SEEKING TO DEVELOP MEASURABLE MARKET SHARE. OVER 200 IN DEPTH INTERVIEWS ARE CONDUCTED FOR EACH REPORT WITH A BROAD RANGE OF KEY PARTICIPANTS AND INDUSTRY LEADERS IN THE MARKET SEGMENT. WE ESTABLISH ACCURATE MARKET FORECASTS BASED ON ECONOMIC AND MARKET CONDITIONS AS A BASE. USE INPUT/OUTPUT RATIOS, FLOW CHARTS, AND OTHER ECONOMIC METHODS TO QUANTIFY DATA. USE IN-HOUSE ANALYSTS WHO MEET STRINGENT QUALITY STANDARDS. INTERVIEWING KEY INDUSTRY PARTICIPANTS, EXPERTS AND END-USERS. OUR RESEARCH INCLUDES ACCESS TO LARGE PROPRIETARY DATABASES. LITERATURE SEARCH INCLUDES ANALYSIS OF TRADE PUBLICATIONS, GOVERNMENT REPORTS, AND CORPORATE LITERATURE. YOU MUST HAVE THIS STUDY

7 Business Process Management (BPM) Market Opportunities, Strategies, and Forecasts, 2007 to 2013 Table of Contents BUSINESS PROCESS MANAGEMENT (BPM) EXECUTIVE SUMMARY BUSINESS PROCESS MANAGEMENT (BPM) EXECUTIVE SUMMARY BPM Market Driving Forces Automation Of Business Process Greater Value From Existing Assets Business Process Management Benefits Business Process Management Market Shares Business Process Management Market Forecasts ES-1 ES-1 ES-5 ES-7 ES-9 ES-11 ES-14 BUSINESS PROCESS MANAGEMENT (BPM) MARKET DEFINITION AND MARKET DYNAMICS 1. BUSINESS PROCESS MANAGEMENT (BPM) MARKET DEFINITION AND MARKET DYNAMICS Business Process Management Product Capability And Functionality Execution of Business Processes Integration Aspects of BPM BPM Supports Overlapping Systems EAI / B2Bi Systems A Top Down BPM Platform A Comprehensive BPM Platform BPM Web Services A Business Process Monitoring, Analysis and Control Platform A Multi-platform Middleware Agnostic BPM Platform A Rapid Business Automation and Deployment Platform Greater Value From Existing Assets Business Process Management Benefits Product Development Process Provisioning Framework for BPM Highly Available Services Data Mapping For BPM Data Mapping Phased Services Approach Availability Assessment Deploying BPM BPM Features Reliability and Serviceability Rapid Response To Changing Business Conditions Modifying Business Processes Business Process Services BPM Multiple Process Categories Duration And Complexity BPM Process Categories Transaction-Centric Processes Person-To-Person Collaboration Processes Automation BPM Process Life Cycle Workflow and BPM Building And Implementing Business Process Workflows BPM Challenges 1-46

8 1.10 Straight-Through Processing with Business Process Management Form Filter Rules-Based Routing Timely Filing Logic Business Process Integration Market Customer Support Business E-Services Benefits E-Services Approach E-Services Challenge E-Services Partnering Retail Portal Channels E-Services Is The Business Model Business Process Management (BPM) Capabilities Business Process Execution Engine E-Business Engine Need For Automating Internal And External Processes Rapid, Reliable, Scalable Integration Solutions Role Of Mission Critical Middleware Messaging Messaging Solutions Linking Internal Operations Business Process Management, BPM Business-to-Business Integration, B2Bi Enterprise Application Integration, EAI Business Process Intelligence, BPI Business Vocabulary Management, BVM Market Needs For Business Process Management Difference Between An Application Server And Application Integration Difference Between Business Process Management (BPM) And Workflow Business Process Management Customer Services Solutions System Integrator Role Targeting Vertical Markets Strategic Alliances Delivering Business Services Via The Web Organization Central To The Ability To Move Forward With BPM Strategy Organizational Changes 1-96 BUSINESS PROCESS MANAGEMENT (BPM) MARKET SHARES AND MARKET FORECASTS 2. BUSINESS PROCESS MANAGEMENT (BPM) MARKET SHARES AND MARKET FORECASTS BPM Market Driving Forces Automation of Business Process Linked BPM and SOA Business Process Management Market Shares Business Process Management License Market Shares Business Process Management Services Market Shares Business Process Management License and Services Market Shares IBM WebSphere Business Process Management Integration Tibco Business Process Management (BPM) Software webmethods BPM Vitria Metastorm Ultimus Business Process Management Software Adobe G360 Enterprise BPM Suite Lombardi Business Process Management Market Forecasts Business Process Management License Market Forecasts 2-30

9 2.3.2 Business Process Management Services and Maintenance Market Forecasts Business Process Management Productivity Improvement and Compliance EAI Regional Analysis Enterprise Application Integration (EAI) For Back End Systems EAI Industry Segments Enterprise Application Integration (EAI) For Front End Systems 2-47 BUSINESS PROCESS MANAGEMENT (BPM) SOFTWARE PRODUCT DESCRIPTION 3. BUSINESS PROCESS MANAGEMENT (BPM) SOFTWARE PRODUCT DESCRIPTION Business Process Management (BPM) BPM Solutions IBM Business Process Management (BPM) IBM WebSphere Business Process Management Integration IBM Business Process Management IBM Business Process Management Products IBM Business Process Management with SOA IBM WebSphere Business Modeler IBM WebSphere Integration Developer IBM WebSphere Process Server IBM WebSphere Business Monitor IBM WebSphere Partner Gateway IBM WebSphere Message Broker IBM WebSphere Business Integration Collaborations IBM FileNet P IBM FileNet Business Process Manager IBM FileNet Process Analyzer IBM Dynamic Analysis IBM Business Activity Monitor (BAM) FileNet eforms IBM Customization of eforms Solutions IBM BPM Security and Authentication IBM Business Process Version Control Tibco Business Process Management (BPM) Software TIBCO Staffware Process Suite TIBCO BusinessWorks Tibco Business Studio webmethods BPM webmethods Business Activity Monitoring webmethods Fabric webmethods Modeler webmethods Workflow Vitria Business Process Management Vitria BusinessWare Fiorano Process Management and Workflow Fiorano Business Integration Suite Fiorano Event Process Orchestrator Sun / SeeBeyond Business Integration Sun / SeeBeyond Business Process Management Sun SeeBeyond ICAN Suite BEA AquaLogic BPM BEA AquaLogic BEA AquaLogic Interaction BEA AquaLogic Interaction Process BEA AquaLogic Interaction Composite Application Suite BEA AquaLogic Business Service Interaction BEA AquaLogic Data Services Platform BEA AquaLogic Service Bus 3-59

10 3.8.8 BEA WebLogic and SOA BEA AquaLogic Enterprise Security BEA AquaLogic Service Registry (BEA) FuegoBPM Suite (BEA) Fuego Process Server Savvion Savvion BPM Server Savvion BPM Portal Savvion Modernization Support Savvion BusinessManager Savvion Process Modeler Savvion Process Asset Manager Savvion BPM Studio Savvion BPM Server Savvion Business Rules Savvion BPM Portal Pegasystems Pegasystems PegaRULES Process Commander Pegasystems PegaRULES Quovadx Business Process Management Services (BPMS) Axway / Cyclone Commerce Axway & Atos Origin Metastorm Roundtrip Business Process Management Metastorm BPM Software Suite Metastorm Achieving Enterprise Process Advantage Metastorm Focus On Improving Processes Metastorm Software Suite Metastorm BPM Graham Technology Lombardi Ultimus Adobe GLOBAL 360: G360 Enterprise BPM Suite G360 Collaboration Inside and Across Processes G360 Keyfile G360 KoVIS G360 Keyflow G360 empower Singularity Singularity Business Process Management (BPM) and Workflow Appian HandySoft Static Versus Dynamic BPM BUSINESS PROCESS MANAGEMENT (BPM) TECHNOLOGY 4. BUSINESS PROCESS MANAGEMENT (BPM) TECHNOLOGY Business Process Management Technology Issues Application Integration Professional Services Implementation Strategies Application Connectivity Single Vendor Issues Standards Adoption BPM Technology Analysis BPM Business Benefits Technology Platforms Automated Virtualization Of Existing Enterprise Assets Complexity Of The Underlying IT Technologies 4-8

11 4.4.3 Impact of Platforms Platforms and Disparate Technologies Events Event Transmission Business Process Automation Process-Oriented Architecture Business Process Automation Business Process Management Modular Architecture Business Components Advanced E-Business Infrastructure Application Integration Technical Advantages Integration System Architecture Open Systems SOA Adapters Development Toolset Infrastructure And System Management BPM Software Process Design Process Monitoring Messaging as Part of Process Operation BPM / Web Services / SOA SOA Engine and Adapters Position Information As A Service Services Oriented Applications (SOA) Unlock Business Value Aligning Business Process And Technology Business Process Challenges Business Environment Services Oriented Architecture (SOA) Ability To Transform Business Services Oriented Architecture Works By Abstracting Business Processes Enterprise Application Servers Advantages Of Java In Context Of Application Integration EAI Technology Heritage Web Services Promise Of Web Services Microsoft.Net Framework Java Java Technology J2EE Soap Apache Soap Load Balancer With SSL Support Points Of Failure Soap Limitations WSDL WSDL Service Descriptions UDDI UDDI Test Registries UDDI Distributed Web Service Discovery UDDI Consortium WS-Inspection Document Extensibility XML XSLT Metadata Repository Wrappering Workflow Management Coalition Service Level Challenges Quality Of Service (QoS) Functions Network Efficiency RosettaNet Standardizing Supply Chain Processes Business Need 4-70

12 Business Process Management Packaged Solutions for Rapid Deployment Quality Of Service Control BPM Transactional Finite-State Machines XML Standards Oasis 4-76 BUSINESS PROCESS MANAGEMENT (BPM) COMPANY PROFILES 5. BUSINESS PROCESS MANAGEMENT (BPM) COMPANY PROFILES Adobe Appian Applied Technology BEA BEA Acquisitions / Plumtree and Fuego BEA Revenue BEA Delivers Business Results for Key Customers and Expands Partnerships Cape Clear Cape Clear Products Cape Clear Customers Cape Clear Partners Cape Clear Solutions Cape Clear Positioning Fiorano FioranoMQ Fiorano ESB Fiorano Customers Fiorano Partners Fiorano / Improsive Technologies Fiorano / IntegraSolv Fiorano / Asidua Fujitsu Services Products Fujitsu 2005 Financial Results FusionWare Global 360: Graham Technology HandySoft IBM Description of Business IBM's Strategy Products and Services IBM WebSphere IBM / FileNet IBM and SAP IBM / DataPower DataPower IBM DataPower's strategy DataPower XG3 Product Family IBM Acquires Ascential Software IBM / Ascential ESB Platform IBM / Micromuse Inc IBM Acquires Bowstreet, Inc IBM 2006 Revenue IBM Full-Year 2006 Revenue IONA Iona Artix Products Iona Partnerships 5-55

13 Iona Artix Universal Service Platform Iona Products Iona Partners Iona And Industria Form Strategic Partnership Iona and Wipro Technologies Partner for SOA Iona And AmberPoint Announce Integrated SOA Infrastructure Capabilities Iona Fourth Quarter 2006 Revenue IONA First Quarter 2006 Revenue IONA 2005 Revenue Lombardi Metastorm Oracle Oracle Business Recent Acquisitions Oracle Middleware Products and Services Oracle Acquires Oblix Oblix Identity Management Products and Services Oracle Buys Open Source Software Company Sleepycat Oracle Revenue Oracle Corporation Q2 Fiscal 2007 Quarter Revenue Oracle Buys Open Source Software Company Sleepycat Pegasystems: PegaSystems Revenue: PolarLake Progress Software Progress Software Products Progress Software Partners and Customers Progress Software / NEON Systems Progress Software Reports First Quarter Financial Results Progress Software 2005 Revenue SOA Software Customers Partners Products Solutions SOA Software Acquires Blue Titan Blue Titan Products Blue Titan Customers Blue Titan Partners SOA Software 2005 Revenue Savvion Savvion BPM Singularity Sopra Group / Axway Axway Software Axway Merger With Cyclone Commerce Cyclone Commerce Tibco Tibco Products Tibco SOA Tibco BPM Tibco MDM Tibco Business Optimization Tibco Professional Services Tibco Partners HP / Tibco Tibco / IDS Scheer Tibco Financial Data 5-99

14 Tibco Software 2006 Fourth Quarter Revenue Tibco Software Reports Fourth Quarter Financial Results With License Revenues Up 32% Tibco Industry Solutions Ultimus Driving Process with Real World Results Ultimus Business Process Management Vitria webmethods webmethods Fabric webmethods Enterprise Services Platform webmethods Business Process Management webmethods is Business Activity Monitoring webmethods Composite Application Framework webmethods is Business Process Productivity Solutions webmethods for Financial Services webmethods for the Demand-Driven Enterprise webmethods Second Quarter Fiscal 2007 Revenue webmethods / Infravio Professional Services Revenue webmethods Regional Segment Information 5-145

15 List of Tables and Figures BUSINESS PROCESS MANAGEMENT (BPM) EXECUTIVE SUMMARY Table ES-1 ES-3 BPM Market Driving Forces Table ES-2 ES-8 Primary Aims Of Business Process Management (BPM) Table ES-3 ES-10 Benefits Of Business Process Management Figure ES-4 ES-13 Worldwide Business Process Engine License Market Shares, 2006 Figure ES-5 ES-15 Worldwide Business Process Management Engine License and Services Market Forecasts, BUSINESS PROCESS MANAGEMENT (BPM) MARKET DEFINITION AND MARKET DYNAMICS Table BPM Platform Automation Of Process Functions Table Basic Workflow Products Overlap With BPM systems Table EAI / B2Bi Systems Functions Table Business Process Manager Functions Table Primary Aims Of Business Process Management (BPM) Table Benefits Of Business Process Management Table Business Process Management (BPM) Software Challenges Table Role Of Middleware In High Availability BPM Computing Systems Table Core Components Of A High Availability Application Readiness Service Table Business Process Services Issues Table Issues Addressed By Business Process Management Systems Table Business Services Addressed By BPM Components Table BPM Process Categories Table Business Process Complexity Table Business Benefits Of Establishing An E-Services Approach Table E-Services Positioning For Delivering It-Based Benefits Table Principles Of Application Integration

16 Table E-Services Challenge Table E-Services Partnering Strategy Table E-Services Systems Strategy Table E-Services Positioning Table E-Services Table E-Services Marketing Directions Table BPM E-Services Market Positioning Table E-Services Modular Strategy Table E-Services Component Strategy Table Business Process Complexity Table Integration Platform Functions Table Application Integration Software Functions Table BPM Software Industries Targeted Table Enterprise Messaging Integration Functions Table Internal Enterprise Application Integration Tasks Table Market Needs For Business Process Management Table Key Elements Of BPM Strategy Table Business Process Management (BPM) Initiatives Benefits BUSINESS PROCESS MANAGEMENT (BPM) MARKET SHARES AND MARKET FORECASTS Table BPM Market Driving Forces Table EAI / BPM Functions Table BPM And SOA Process Figure Worldwide Business Process Engine License Market Shares, 2006 Table Worldwide Business Process Engine License Market Shares, 2006 Figure Worldwide Business Process Engine Services Market Shares, 2006 Table Worldwide Business Process Engine Services Market Shares, 2006

17 Figure Worldwide Business Process Engine License and Services Market Shares, 2006 Table Worldwide Business Process Engine License, Services, and Maintenance Market Shares, 2006 Table webmethods Business Process Management Functions Figure Worldwide Business Process Management Engine License and Services Market Forecasts, Table Worldwide Business Process Management Engine License, Maintenance, and Services Market Forecasts, Figure Worldwide Business Process Management Engine License Market Forecasts, Dollars, Figure Worldwide Business Process Management Engine License Market Forecasts, Units, Figure Worldwide Business Process Management Engine Maintenance and Services Market Forecasts, Table Sarbanes-Oxley Solutions Position IT For Flexible Systems Table Sarbanes-Oxley Functions Required Table Sarbanes-Oxley Features Table Business Process Management Market Forecasts, Software License, Dollars, Figure Worldwide Application Integration (EAI) Regional Market Shares, 2006 Table Application Integration (EAI) Regional Market Shares, 2006 Table Application Integration (EAI) European Regional Market Shares, 2006 Table Application Integration (EAI) European Regional Market Shares, 2006 Table Business Benefits Of EAI Table Enterprise Back End System Advantages From EAI Table Enterprise Market Advantages From EAI BUSINESS PROCESS MANAGEMENT (BPM) SOFTWARE PRODUCT DESCRIPTION Table Elements of Business Process Management Table IBM BPM Tools Table Definition of Business Process Management Table Core products of IBM Business Process Management

18 Table IBM Business Process Management with SOA Table IBM WebSphere Business Monitor Table IBM WebSphere Partner Gateway V6.0 Table Features Of IBM FileNet Business Process Manager Table TIBCO Process Suite Components. Table TIBCO Business Works Table TIBCO Business Works Features Table Tibco Business Studio BPM Modeling Software Functions Table webmethods Business Process Management Table webmethods Business Activity Monitoring Table webmethods Fabric Table Vitria BPM Strategies Table Vitria BusinessWare Benefits Table Vitria BusinessWare Capabilities Table Fiorano Even Process Orchestrator Table Sun / SeeBeyond Business Process Management Functions Table Sun/SeeBeyond ICAN 5 Suite Components Table BEA AquaLogic Family Functions Table BEA New Solution Platform Table BEA AquaLogic Data Services Platform Functions Table BEA AquaLogic Data Services Platform Table BEA AquaLogic Service Bus IT Benefits Table Bea AquaLogic Service Bus Table Fuego Process Server Table Savvion Business Process Management (BPM) Functions Figure Savvion BusinessManager BPM Software Diagram

19 Figure Savvion Diagram Of How Business Teams Work Together Table The segments of BusinessManager Table Features of Savvion Process Asset Manager Table Savvion BPM Studio features Table Components of SmartBPM Suite Table Pegasystems PegaRULES Enterprise Rules Engine Features Table Pegasystems PegaRULES Rule Types Table Axway Systems to Manage Change Table Metastorm BPM Software Suite Figure Ultimus BPM Business Model Figure Ultimus BPM ROI Figure Ultimus BPM Suite Table Adobe LiveCycle Products Table Adobe Server Products Table G360 Suite Components: Table G360 Case Manager Software Objectives Table G360 Collaboration Inside and Across Process Casefolder Organization Table Benefit from G360 Business Optimization Server Table G360 Information Outsource Solutions Suite Components Figure Singularity Process Accelerator -- Process Platform Table Singularity BPM Suite Benefits Table Singularity Process Platform Performance Characteristics Table Singularity Process Platform Presentation Table Appian Enterprise BPM Functions Table Appian Enterprise Scalable System

20 BUSINESS PROCESS MANAGEMENT (BPM) TECHNOLOGY Table Type Of Event Information Table Event Management Definition Table Integration Services Table Business Components Chained Together To Comprise A Business Service Table Integration Services Table Design Concerns For Integration System Architecture Table SOA Engine Manages Information Access To Create A Service Table Services Oriented Architecture To Achieve Flexible Infrastructure Table Services Oriented Architecture Line Of Business Positioning Table Services Oriented Architecture Business Process Efficiency Table Services Oriented Architecture Business Process Challenges Table Services Oriented Architecture Business Process Risk Management Table Services Oriented Architecture Business Process Improvements Table Soap-Based Web Service Production Environment Testing Table XSLT Transformation Of XML Table Metadata Repository Table BPML E-Business Processes BUSINESS PROCESS MANAGEMENT (BPM) COMPANY PROFILES Table Cape Clear Product Table Cape Clear Customers Table Fiorano Partner Categories Table Fujitsu s Products Categories Table Fujitsu Earnings Forecast for Fiscal 2006 Table Fujitsu Statements of Operations Table Selected HandySoft Customers

21 Table IBM WebSphere Product Categories Table Progress Software s Product Categories

22 ABOUT THE COMPANY WINTERGREEN RESEARCH, HAS A UNIQUE RESEARCH STRATEGY THAT RELATES TO IDENTIFYING MARKET TRENDS THROUGH READING AND INTERVIEWING OPINION LEADERS. BY READING THE ELECTRONIC EQUIVALENT OF 40 FEET OF PAPER, WINTERGREEN RESEARCH SENIOR ANALYSTS CAN LEARN A LOT MORE ABOUT MARKETS, A LOT FASTER THAN CAN BE LEARNED THROUGH EXPENSIVE SURVEYS AND FOCUS GROUPS. THINKING ABOUT MARKET TRENDS IS A HIGH PRIORITY AT WINTERGREEN RESEARCH. AS WITH ALL RESEARCH, THE VALUE PROPOSITION FOR COMPETITIVE ANALYSIS COMES FROM INTELLECTUAL INPUT. IT IS A LUXURY REALLY, AVAILABLE TO ONLY A VERY FEW PEOPLE, TO BE ABLE TO GATHER INFORMATION, LOTS OF INFORMATION FROM READING MASSIVE AMOUNTS OF CONTENT, AND THEN TRYING TO MAKE SENSE OF THAT CONTENT. THE ABILITY TO THINK ABOUT MARKET TRENDS IS ENHANCED BY DOING IT OVER AND OVER FOR MANY DIFFERENT MARKETS. THAT IS WHAT WINTERGREEN RESEARCH IS ALL ABOUT: READING AND THINKING IS AN ESSENTIAL ASPECT OF COMPETITIVE ANALYSIS. TALKING TO OPINION LEADERS IS THE THIRD ESSENTIAL ASPECT OF PRODUCING GOOD, RELIABLE DATA. WINTERGREEN RESEARCH, FOUNDED IN 1985, PROVIDES STRATEGIC MARKET ASSESSMENTS IN TELECOMMUNICATIONS, COMMUNICATIONS EQUIPMENT, HEALTH CARE, INTERNET AND ADVANCED COMPUTER TECHNOLOGY. INDUSTRY REPORTS FOCUS ON OPPORTUNITIES THAT EXPAND EXISTING MARKETS OR DEVELOP MAJOR NEW MARKETS. THE REPORTS ASSESS NEW PRODUCT AND SERVICE POSITIONING STRATEGIES, NEW AND EVOLVING TECHNOLOGIES, AND TECHNOLOGICAL IMPACT ON PRODUCTS, SERVICES, AND MARKETS. MARKET SHARES ARE PROVIDED. LEADING MARKET PARTICIPANTS ARE PROFILED, AND THEIR MARKETING STRATEGIES, ACQUISITIONS, AND STRATEGIC ALLIANCES ARE DISCUSSED. THE PRINCIPALS OF WINTERGREEN RESEARCH HAVE BEEN INVOLVED IN ANALYSIS AND FORECASTING OF INTERNATIONAL BUSINESS OPPORTUNITIES IN TELECOMMUNICATIONS AND ADVANCED COMPUTER TECHNOLOGY MARKETS FOR OVER 30 YEARS. ABOUT THE PRINCIPAL AUTHORS

23 ELLEN T. CURTISS, TECHNICAL DIRECTOR, CO-FOUNDER OF WINTERGREEN RESEARCH, CONDUCTS STRATEGIC AND MARKET ASSESSMENTS IN TECHNOLOGY-BASED INDUSTRIES. PREVIOUSLY SHE WAS A MEMBER OF THE STAFF OF ARTHUR D. LITTLE, INC., FOR 23 YEARS, MOST RECENTLY AS VICE PRESIDENT OF ARTHUR D. LITTLE DECISION RESOURCES, SPECIALIZING IN STRATEGIC PLANNING AND MARKET DEVELOPMENT SERVICES. SHE IS A GRADUATE OF BOSTON UNIVERSITY AND THE PROGRAM FOR MANAGEMENT DEVELOPMENT AT HARVARD GRADUATE SCHOOL OF BUSINESS ADMINISTRATION. SHE IS THE AUTHOR OF RECENT STUDIES ON WORLDWIDE TELECOMMUNICATIONS MARKETS, THE TOP TEN INTERNET EQUIPMENT COMPANIES, THE TOP TEN CONTRACT MANUFACTURING COMPANIES, AND THE TOP TEN TELECOMMUNICATIONS MARKET ANALYSIS AND FORECASTS. SUSAN EUSTIS, PRESIDENT, CO-FOUNDER OF WINTERGREEN RESEARCH, HAS DONE RESEARCH IN COMMUNICATIONS AND COMPUTER MARKETS AND APPLICATIONS. SHE HOLDS SEVERAL PATENTS IN MICROCOMPUTING AND PARALLEL PROCESSING. SHE HAS THE ORIGINAL PATENTS IN ELECTRONIC VOTING MACHINES. SHE HAS NEW PATENT APPLICATIONS IN FORMAT VARYING, MULITPROCESSING, AND ELECTRONIC VOTING. SHE IS THE AUTHOR OF RECENT STUDIES OF THE REGIONAL BELL OPERATING COMPANIES' MARKETING STRATEGIES, INTERNET EQUIPMENT, BIOMETRICS, A STUDY OF INTERNET EQUIPMENT, WORLDWIDE TELECOMMUNICATIONS EQUIPMENT, TOP TEN TELECOMMUNICATIONS, DIGITAL LOOP CARRIER, WEB HOSTING, WEB SERVICES, AND APPLICATION INTEGRATION MARKETS. MS. EUSTIS IS A GRADUATE OF BARNARD COLLEGE.

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