)"+
%#/*!

*
)"+!%
!$#!%  ,%+!++!-
%#/*!*
&.
* &,#
$)"+!%

!%-&#-
!%
&%!-  +)+!
'#%%!%
!%
%
#'!%
*##

')&,+
##/
$)"+

 )&,+
'#%%!%
!%
!*
!%-&#-
,)!%
+ 
!%!+!#
&%'+!&%
&


')&,+
)**!%
+ 
*+)+!
!**,*
%
 )&$&+!&%#
&$$,%!+!&%*
*
+ 
')&,+

!*
-#&'
+*+
%
 %+)%#
&$$,%!+!&%*
%

* !''
&$*
!%)*!%#/
&,*
&%
+ 

++!#
!**,*
)(,!)
+&
*##
%
*,''&)+
!+
 #*
%
&+ )
*,''&)+
 
*!
*+'*
)

!ÿ

 

 
 " 







  "#ÿ" + ÿ



 

 
ÿ ) ÿ


   

 


 &
+ 




 
 
 
%
 !
 
 ! 
 (


 0  
 


 $ ÿ
   


1 /ÿ



 ÿ ÿ!


  ,-
$

 


 
  

 &'



 
 *


$%

%



 
 .

 "
ÿ
)ÿ







ÿ

%
*$##
&)%!0+!&%*
&%
')*&%
.!##
')&)$

##
&
+ *
+*"*
%
#))
&)%!0+!&%*

')&,+
$%$%+
!%&,%
&,**
&%

+ 
$)"+
%
(,%+!++!-
%#/*!*
*+)+!

%
')&,+
'#%%!%
. !#
')&,+
$)"+!%

&,+&,%
')&-!*
+ 
')&$&+!&%#
%
!%
+)%#
&$$,%!+!&%*
%
&+ )
*#*
*,'
'&)+
+!-!+!*
/'!##/
$)"+!%
&$$,%!
+!&%
)&$
')*&%%#
&,*
&%
+ 

-)+!*!%
',#!
)#+!&%*
*$!%)*
%
+)

* &.
+!-!+!*
.!+
!%',+
')&-!
/
')&,+

$)"+!%
$%)*

*'-,



!+!'&

$!,!'&
&1'&
!&

'%(&1

.$'(%&,
%*
#,!&
+$+
+-(('*,
'*
7&&
&
.
&

!
'*

(*'-,
'*
+*.!
1(!$$1
!+

, ,
'*!!&,
*'%
&'&.$'(%&,
(*,
%&,+
*
-+,'%*&,*!
, 1
*
+

-('&
0!+,!&
-+,'%*
&+
 1
,&
,'


.'$-,!'&*1
*(*+&,!&
*7&%&,
'*
0
,&+!'&
'
&
0!+,!&
(*'-,
'*
+*.!

 !$
.$'(%&,
(*'-,
!+
$+'
&


.'$-,!'&*1
+'%,!%+
, 1
*
!&&'.,!.

&
%1
*+-$,
!&
, 
!*,
'
&/
%*#,+
&

-+,'%*+

'
.$!,
, 
%*#,
'(('*,-&!,1
'*
, 

'&(,
%*#,!&
&+
,'
(*'*%
3 *#,
&$1+!+
3 -&,!,,!.
&$1+!+
3 ,*,!
($&&!&
&+
'
, 
(*'+(,!.
-+,'%*
+
, ,
/!$$


*++
1
, 
(*'-,
&
!&,!1!&

&
++++!&
', *
'%(&!+
, ,
'-$


'%(,!,'*+
*#,
+%&,,!'&
&

'&
1
demo-
graphics
%*#,
(*'-,
,'*1
(($!
,!'&
('+!,!'&
!&-+,*1
 &&$
+!2
$',!'&

&
1
psychographics
(*'$%
&
-1
!&
!+!'&
(*'++
!&8-&*+
, &'$'1

'(,!'&
1$
'*('*,
-$,-*
**!*+
,'

'(,!'&
Quantitative Analysis
-&,!,,!.
&$1+!+
!+
%'+,
*)-&,$1
'&

'*
-**&,
(*'-,+
&$12!&
/ '
!+
-1!&

, %
*+'&+
/ 1
-+,'%*+
'- ,
*'%


'%(,!,'*
&
/ ,
,-*+
(*'.!
, 

%'+,
(*'7,!$!,1
'/.*
.&
'*
&/

(*'-,+
,*&
&$1+!+
$$'/+
,*%!&!&
!

, 
!&-+,*1
!+
%'.!&
,'/*+
'*
/1
*'%

, 
((*'
'
, 
(*'('+
(*'-,
Strategic Planning
'*
+,*,!&
, !+
9'*,
*%&,
!+
&

'&

!
$.$
,-*
7&!,!'&
'
, 
(*'
-,
!+
&
$'&
/!,

$!+,
'
(',&,!$
-+
,'%*+
('++!$
%"'*
&
%!&'*
'%(,!,'*+

&
, 
,1(+
'
(*'-,+
, ,
'-$

-+

!&+,
'
, 
(*'('+
+'$-,!'&
 +
,+#+

*
%-
+!*
&
+,*! ,'*/*
'*
.'$-
,!'&*1
(*'-,+
/ *+
*.'$-,!'&*1
(*'
-,+
*
',&
,*%
4+'$-,!'&+
!&
+*
'


(*'$%5
/ *
, 
 $$&
!+
,'
,*%!&

, 
%*#,+
.!&
, 
*,+,
&
&
/!$$
+
&
', *
, '- ,
$*+
,'

!&&++
&
!$!,1
,'
(1
'*
, 
(*'('+
+'
$-,!'&
Market Analysis
*#,
&$1+!+
!&.'$.+
!&,!1!&
, 
'%
(&16+
'*
'%(,&!+
'+
, !+
(*'-,
'*

 
%*#,
&
)-&,!,,!.
&$1+!+
!&'*%
,!'&
&$+
(*'.!!&
, 
!&'*%,!'&
&

,'
%#

-+!&++
+
'*
, 
(*'-,
'*

+*.!
 
&0,
)-+,!'&
!+
/ , *
!,
%#+

%'*
+&+
,'
-1
'*
(*,&*
/!,
+'%'&

$+
'*
,'
.$'(
!,
!&,*&$$1
,
, 
+%

,!%
+'%
!
'
/ ,
, 
(*'-,
/!$$
&

,'

(*!
!&
'**
,'

'%(,!,!.
!+
$(
-$

('++!$
!,
!+
$(-$
,'
,$#
/!,
!&-+
,*1
-*-+

.$!,
, 
'&(,
'/.*
!&,$$,-$

(*'(*,1
!++-+
%1
*+,*!,
1'-*
!$!,1
,'
'

, !+
,
, !+
('!&,
, 
(*'-,
.!+!'&
&+
,'


.$!,
'*
&
0!+,!&
(*'-,
, !+
%1


+!%($1

*.!/
'
, 
, &!)-+
, ,
/!$$


-+
,'
 !.
, 
!%(*'.
(*%,*+
-,

+*.!
$.*
, +
'%(,&!+

)-&,!
'*

&/
(*'-,
.$!,!'&
*)-!*+

(*''

1!&
, 
+!2
&
*'/,
'
, 
'(('*,-&!,1

'
'&(,
%'&+,*,!'&
'*
/'*#!&
(*','
1
'!&
%*#,
*+*
,'
!&,!1
,*,

,1(
, ,
!+
+-:!&,
,'
+ '/
, ,
, 
(*'-,

-+,'%*
+%&,
+!2+
0%!&!&
, 
$,*&
&

!%($%&,
+-++-$$1
,!.
, &'$'!+
, ,
'-$

-+
,'
!%($
%&,
, !+
(*'-,
.&,+
&
!+.&
,+
!&,!1!&
, 
(*'$%+
(!&
&

 Sales Process and Channels

%'!



&%&
'
&&
#%"&&
&&

!!&
"
&'%('"!
''
*

(&
'"

$(% !'&
&
'
#%"('
!
'
#%"&&
''
*


(&
'"
" #&
'&
'
&"
&(&&&
%
"( !' '!
!
!!
&(##"%'
#%"% &
!
&&

%!&&

#%"('
#!
"%
%'!
%$(% !'&

"( !'


!"%#"%'&
'
%'
!
Roll-out Process
$(!''')
!,&&
!
&'%'
#!!!

!&
"%
#
!
'
'&'!
"'!!
'&
*"%
#%)"(&,
#%"% 
'
&''&
'
(&
' "!&
!
"'!!
%,
"#'%&
%

!&&
&
"%

!*
#%"('
,
&%!
'&

&( %-
&&%,
%'%
&(
&
$(',

"&'&
!
%)!(
#"'!'

&&(%!
!(&
!
&(##"%'
%
!'1


Product Definition "%

&'
"
'
%""('

#%"('
1!'"!
&( %-&
'
#%"
0&
%
!"'
%'
!

)(( 
'

('
"!#'
%'
"##"%'(!',
1!!
" '(%&
!
%'"!&
&#1
!
'
"( !'

')&
'(%&
"
'
#%"('
"%
&%)
%$(%
'
+#%'&
!
!&'&
"

'

#%"1&
'%'
%'
& !'&
(,%
!
#"#
*"
*
#%'#'
!
 # !'!
'
(&%
#%&"!&
(&'" %
!&
"*
'
#%"
('
*

(&
!
%'
*!"*

'
!
'1&
" #''"%&
!
'(%&
!&&%,
'"


" #'')
!
!'%
'
%'
'
&"

&%&
'
%&&
3('&
&' '
2"%'

!
#%&"!*&
!
"!1!
!
!


'"
 # !'
'
#%"('
"%
&%)
!
#%
'(%
'
&"
&%&
!,
(!%&")
&&(&

"%
#%" &
!
'% &
"
'
%'
!
'

%!&
#%"('&
'(%&
&
&&!'
,

&%
"%
&%

Positioning


1!&
'
#"&'"!!
"%
'

#%"('
!
'% &
"
'&
. %'

#%"('
'"%,
. !1'&

" #'')
2%!''"%
. %'
& !'
. %"

%'
!
.
" #'')
2%!''"!
'&'
!
&&!
'
&''&
'
(!$(
&!
#%"#"&
'"!

/
'
'(%&
''

'
#%"
('
"%
&%)
(!$(
!
2%!'
%"
!,
'!
&
!
'
%'

!

& 


!
Development Contract





"
 


&

!
& 

!


& 
&

  !


 !

 &

 





#

 %

"
!


!
!
 

$ %

External Specification

$ 
& 
&

 !


  


!

"


#
! %
!
#

 



!

$ 
& 





!
#
!

 



 
! 



Implementation



#
"
 !%


!

 

!

"


 
  %

"
 

!



 



!
 
!

! 

 

 
 !
!



'


!

 

!$#
$
"
#
!$#
%"
!

#
#
"#

#"#
$#"
#
#
$#"
&!

!
!!
"
$
( %!#"
(
!""

$
!#"
( 
#"
(

!#
( "

$

"*"
(
"#
#$!"
*#"

$ $

"
!"#


(
!
( !#
!!"
( $
#%#"
!""
#$!
( "
#"
&#
!"
!"##"

#!
##%
!""
( "
#%#"
(
$
!#"
)
$
#$!

!
$#
!%&

%$#
!!
$

#
$

"
!
#
!
#
! $!#"

#
!

!##

#!
!"

#
'

&("

#!!)"(#"'
&("
#!!)"(#"'
'

#!"(#"

#
(&'#+'
$) 
& (#"'
(&()&

*&('"
+
!
"
&(
&'$#"'

"#&!(#"
"
()&"
'
)'
(#
&(
(
#"
("(
((
(
+
'(
'#) 
" )
'
+
'

$&#*
"'(
"(#
$)&'
#
*&('"

')
'
## 
+#&'
"
2(*
+
'(
&%)&'
##
(## '
"

!(&'
#&
!')&"
"
(&"
(
&
'$#"'
$&#*
-
2&"(
-+#&
$&''

'
"
"(&-
$'
 
"-#"
"
& 
&(
&'$#"'
"(&"(
"
(&
'#+
*"('

&
(
+#&#&''
-
+
!&("
"

'!
"
!)!
)'"'''
'
"
"
"#)"

$&#)(
&""
'
'(
*
(

(&
'#+
*"('
$&"(
!
"
&(

! 
&("
#!!)"(#"'
'
)'
"#(
#" -
(#

&
$#("(
)'(#!&'
)(
(#
&(
)..

"
(
"*'(!"(
#!!)"(-
((
"&''

(
* )(#"
#
(
#!$"-
"
-
"&'
"
#*&
+&"''
#
(
#!$"-
""'

(
 (-
#
(
#!$"-
(#
((&(
"
&("

$&'#"" 
Advertising
*&('"
" )'
$&"(
!
&#
( *
'#"
+
""&
'
## 
+#&'
"
#
#$

-
(#
*&('"
'
((
$()&"
((" &
&
(&
$&!&-
#"'&(#"'
"


(#"
&%)&'
&$("
!'''
'"
&&'

"
*+&'
("
"#(
(#
&("
,$#')&
(#


(* -
' -
&(

+'('""
!$ 
!"("
"
#$(!."

+'(
((
&+'

"
((&('
$#("(
)'(#!&'
"
%) 1

'
'

"#"(&*
('
&%)&"
#"'&
 
,$&('
Direct Response
&(
!
'
"
, "(
+-
(#
&

*&-

(&(
)"

&(
!
'
)'
#&
/  "
/ "
)'(#!&'
#"

&) &
''
/ )$$#&("
(
' '
#&
/ &#*"
"#&!(#"
/ *&#!"
#!$((#"
/ %)'("
"#&!(#"
&(
!
$&#&!
(
#2&
(
!&(
"

(
$&'"((#"
'" 
!''
(
'
!$#&("(
((
(
!'
'
#"*-

#"''("(
(&#)#)(


*&('"
"
$&"(
!(& 
#

)$#"
+
!
(#
' (
(-$
 -
#"
,!"
('
)(
&) (#"
")!
&'
(&(
)"'
(#&
#"("(


(!
"
#'(
Web

#!$"-
+
'(
('
'
"
)%)(#)'

/ 2&
0
+(
+

'# 
"
+(
!&
("
'(&(-
+

)'
(#
'
(


/ &(
0
(
'(
#"
)''
(#
!
(#
"

'
(
-
"&"(
"
(
2#&(


/ &'"((#"
0
()
#!$#""('
(

&#)&

((&

&$ -
&
(
(&
&#$& -
#"
&(
&'$#"'
"

 -

2(*
(
"&("
'
"
)!"("

' '
2#&('
&#)&
+(
+#& +
&
!$ !"(
Literature
#&&( -
(
'

(&!"#)'
$#("(
(#
 $

(&()&
'&*'

#!!)"(#"'
)"(#"

"&(
' '
'

-
(#
"
2(*
+



$
#
(&()&
'#) 
*

$)&$#'

'(
'
((
$#("(
)'(#!&'
#"
& *"(

"


(
(#
(
#*&
#!$"-
'(&(-

'&'

 
(#
%) -
"(-
"
''


,!$ '
#
(&()&
" )
(
'(
'
&%)&'
"
" -''
#
(
!) (
$ 
+#&
$&''
((
'&
"
"(-
(
/ &''
('
$&#)('
"
'&*'
#
-#)&
+
'(
'
/ &#)(
(&()&
 > $.(21(
C,(56 7+(
(;&(37,21
)7(1
7,0(6
$1
83%($7
6725<
:,//

> $7$
6+((76 %(
86('
$7
7+(
(1'
2)
$
%52$'&$67
$6
$
.,&.(5
> 52'8&7
$11281&(0(176
Public Relations
> (59,&(
,1)250$7,21
> 57,&/(
5(35,176 8%/,&
5(/$7,216
(1$%/(6
$
&203$1<
72
5$3,'/<

*$,1
0$5.(7
6+$5(
$1'
&$3785(
$
6,*1,B&$17

> 203$1<
3+,/2623+< 6+$5(
2)
0,1'
:,7+
,76
326,7,21,1*


:(//

3/$11('
38%/,&
5(/$7,216
352*5$0
&5($7(6
$

Broadcast 3/$7)250
72
6+2:&$6('
7+(
&203$1<
$1'
,76

6,1*
7(/(9,6,21
$1'
5$',2
,6
2)7(1
127
&216,' 352'8&76
$1'
35(6(17
7+(
/21*
7(50
&203$1<

(5('
)25
+,*+
7(&+12/2*<
352'8&76
$1'
6(59,&(6
*2$/6
6,1&(
,7
,6
3(5&(,9('
%<
%(,1*
722
&267/<
$1'
8%/,&
5(/$7,216
&$03$,*16
$5(
$
/21*
7(50

/$&.,1*
7+(
'(6,5('
&217(;7
#(7
29(5


2)
$//
675$7(*,&
,19(670(17
7+$7
5(48,5(
&$5()8/
3/$1
1,7('
7$7(6
+286(+2/'6
2:1
7(/(9,6,216
$1'
1,1*

&21&,6(
3/$1
5(48,5(6
$
&/($5
'(B1,7,21

7+(5(
$5(
$
75(0(1'286
180%(5
2)
1(:6
$1'
2)
7+(
&203$1<
$1'
352'8&7
326,7,21,1*
25

%86,1(66
6+2:6
:,7+
$1
,16$7,$%/(
$33(7,7(
)25
32,17
2)
0$5.(7
',D(5(17,$7,21

"(//
'(B1('

/,9(
*8(676
9(1
$
60$//
6+2:
/,.(

,/, 352*5$06
:,7+
63(&,B&
,1752'8&7,21
2%-(&7,9(6

&21
!$//(<
86,1(66
+$6

9,(:(56
"(//
352'8&('
0$7(5,$/
7+$7
$
%52$'&$67
0(',$

&216,'(56
@0$.(
0(
&$5(A
:,//
2)7(1
%(
86('
72

B//
$
@1(:6
+2/(A
$7(5,$/
7+$7
,6
1(:
81,48(

+$6
35(77<
3,&785(6
$1'
%5,1*6
$
+80$1
6725<

72
7+(
9,(:(5
0$.(
)25
&203(//,1*
0$7(5,$/

(/(&7
$
632.(63(5621
:+2
,6
&/($5
&21&,6(

63($.6
3/$,1/<
$1'
,6
$1,0$7('
$1'
3$66,21$7(

,1
7+(,5
&219(56$7,21
0$.,1*
7+(0
(17(57$,1
,1*
72
:$7&+
25
$1
,17(59,(:
+$9(
6281'

%,7(6
35(3$5('
$1'
5(+($56('
66,*10(17
$1'
)8785(
(',7256
352'8&(56
5(
3257(56
$1'
%22.(56
$5(
'(&,6,21
0$.(56
72

:+20
$
7(/(9,6,21
3,7&+
,6
0$'(
1
(0$,/

3,7&+
)2//2:('
$
3+21(
&$//
,6
2)7(1
35()(55('

2/,'$<6
$5(
$1
(;&(//(17
7,0(
:+(1
<285
0$
7(5,$/
:,//
%(
3$57,&8/$5/<
$335(&,$7('
:+(1

7+(<
:$17
72
$92,'
6(1',1*
$
&5(:
72
7+(
B(/'
529,'(
$
/$<287
2)
7+(
2//
0$7(5,$/
<28
&$1

3529,'(
&25325$7(
9,68$/6
2)
6,*1$*(
(;7(5,256

352'8&7
6+276
(03/2<((6
$1'
1(:6'5,9(1

9,68$/6
63(&,B&
72
7+(
$11281&(0(17
25
6725<

+(
2//
6+28/'
,1&/8'(
1$785$/
%$&.*5281'

6281'
$1'
,1&/8'(
67$7,&
6+276
:,7+
6+257

029(6
($/,=(
7+$7
%86,1(66
1(:6
,6
6+257
?


6(&
21'6
,6
7<3,&$/
)25
$1
$1&+25


6(&21'6
)25
$

B(/'
5(3257(5
$1'
7:2
72
7+5((
0,187(6
:,//
%(

,1&/8'(
7+(
3$&.$*,1*
$1'
352027,21
2)
723

0$1$*(0(17
$1'
,1
3$57,&8/$5
7+(

25
.(<

)281'(5
7
,6
,03257$17
72
7(67
0(66$*(6
$6
:(//
$6
2%
7$,1
0$5.(7
3(563(&7,9(
$1'
,1387
%()25(

&200,77,1*
72
$
38%/,&
5(/$7,216
&$03$,*1
6
,1*
0(66$*(6
7+$7
+$9(
7(67('
:(//
:,//
$&&(/(5
$7(
0$5.(7
$&&(37$1&(
$1'
3(1(75$7,21

38%/,&
5(/$7,216
&$03$,*1
7<3,&$//<
,1&/8'(6
> 5(66
.,7
> $&.*5281'(5
> 52'8&7
3+2726
> (:6
35(66
5(/($6(
> (',$
7285
> +2726
2)
.(<
,1',9,'8$/6
> 52'8&7
35(66
5(/($6(6
> 859(<6
2)
(',7256
> 1*2,1*
35(66
&217$&7
> 57,&/(
3/$&(0(17
> 
63($.(56
3/$7)250
20(
7$6.6
$5(
%(77(5
'21(
,1+286(
:+,/(

27+(56
68&+
$6
21*2,1*
35(66
&217$&76
0$<
%(

%(77(5
3(5)250('
%<
$1
$*(1&<
Trade Shows * #"
%#$"
#$$%#


$"
'$
#'#
 
$
$#


(
"%)
"

#$"$
&' "$
#$
$
$"
#'#

%$

 )+#

"$
%$
#$"$)
)
$
#

#%")

$"
#'#
#
&%
'
$
"$"
$$
,#

$'
&"$#
*
$&#
"
%"#$
"
##
"$

"$
##
'
."

 "$%$#
$
$$
$$

(
* '#
"
#
%#
$"
$$

"-$#
$
 " "$
"$

#$
%#$"#


'$"
"
$
$
#$#
$$

$"
#'

'
%
$
# 


$

#%
"##
$#
%"
!%#$# )
"#

$
 )
#%
"
$ $
#
# "#

#
"
#
)$

* $
%$

$
#'#
)

$

# "#
'&"
##

( #%"

&"
"

#
$
 )+#
&#$)

 #
$

* 
'
#
$
."$

"$
$
#
"##
$
#'
* $
#%

$
(

#'#
$

$
$&#
*
'
#%
$
#'#

&%$

#'"
$
!%#$#
$
#
 %
$
%"
#$
$
#

#
$&#

#"&
)
#'#
Se
ing objectives
"##

$
$"
#'#
%
* $)
"# $#
* 
##
$
)
#
"#
* 
"%$
* 
 $$&
"$
#$
#'#

" ")

"

#$#)


"
"

$#
$&#


"
&

 )
'$
"$
$
#$#)
$#

"$
$&#
Non-se
ing objectives
%
* $
 )

'$
%#
$"#

"##
* $

 $$"#+
"%$#

"#

* $
 )
"
* ( #&
$#$"$
"
##$

%#

#$
#$
'
$"
#'#
$
$$
$

#
 %
$
* $)
$
#$
"$
#


#
$&#
"
$
$"
#'#

")
  $!
$#


 $

!
# "
Lead Generation
 "
!
"
#!
"
#'
!


"$

'
 "
#
"
!
"

"

"

!!
)
"


!'!
 "
" !"


!!

!!

$'
&""

 "

!
!
!
"
$



"
"

""
%
!#"





 "
#"!

!!!
!

%
!

" 
"
!"
 #"$

!

$
%
!

%
  "
!
 #"

#!
"
"!
"!
 
"!
 
$#

" 

"'

!#
 "
"
!
 ""
"
"

"



""
!!
"
#
# 


$ 

"
!!
 


!
'

"
 
(

!

!
!!
"
!
" 

!%!

 "

!
"
!
 
""
"
"'
"
!# 





" 
"!
#""
!!"

!
 "

%
#!" "
!

&


!'!"

!
#
!"!
!"!
%$


% ""
#"
!
!"
"

""

#!" 

• Pro/reactive contact made

I“Inactive” • Interest expressed
• Initial Conversation scheduled A “Active”

• Goal(s) shared with seller

• Conversations documented
• Sales process letter sent
G “Goal Shared”

• Solution(s) developed
• Solution(s) documented & confirmed
• Access to key players agreed to C “Champion”

( • Key player interviews in process

 • Goals(s) and solution(s) verified

• Key players sequence of events E “Evaluating”

/
 • __# steps in plan?
• __# steps in plan complete?
2 • plan complete?




Win Verbal Proposal Loss/Walk

• Signed documents • Verbal approval received • Proposal issued & • Update loss report with
• Updated CRM with • Contract negotiation in outstanding vendor, no decision or
competing vendor info. process reason for walk
White Papers





!


 




 

 
 







 

 

 
#



!

#

  



#
 


 





!
 


 










 
!


#
 



!




!


 
!


 

  


&
!

 

!

 
 

 


 
(  #
 

 

 
!


 


 &



 
 

 
"  
#




 



"






#
!



 



 
#
#
 

  

Presentations and Webinars


!


#













 



 
 

  



!
# #


 




'
 







!


 



!
!



#

#

 
#
# #


 

#


!

#






$ %






( 
!#

 

!