web migration plan senior staff

8/8/2019 Web Migration Plan Senior Staff

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Web Migration

Strategic PlanningDiscussion

Web Migration

Strategic PlanningDiscussion

March 14, 2002


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Web Migration Task Force

Team

Web Migration Task Force

Teamq Liesl Abrahamson: Touchpointsq Blake Mortiz: ITq Dave Nash: Customer Knowledgeq Matt Parsons: Marketing

Communicationsq Jason Puk: E-commerceq Maj Rizvi: E-Commerceq Pat Rooney: Marketing Campaignsq Ben Olson: Momentum

q Tom Russell: Marketing Managerq Bob Sieger: Director E-Commerceq Jennifer Stewart: One Boiseq Jeff Swiatek: DSM/Chicagoq Matt Trainor: Retention and

Growth, Large Marketq Larry Engel: Bader-Rutterq Nancy Hamlin: Retention and

Growth


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Business/Marketing

Objectives

Business/Marketing

Objectives Increase the profitability of BCOP viamigration of customers to the webtouchpoint.

Web migration will:1. Reduce the customer cost to serve2. Allow for proactive cross/up-sells and

personalized retention opportunities that arenot

available via fax and other channels


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E-Commerce 2001 vs. 2002E-Commerce 2001 vs. 2002

q December 2001:% of e-commerce lines: 39%

q December 2001:

% of e-commerce sales:32.6%

q December 2002 :% of e-commerce lines: 44%q December 2002:% of e-commerce sales:

39.77%0%5%

10%

15%

20%

25%30%

35%

40%

45%

% L i n e s

% S a l e s

Dec-01

Dec-02


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Situation AnalysisSituation Analysisq Challenges

q Site stability/ease of useq Customer experience/high

expectationsq Not a top priority (Paper,

Peak, One Boise)q Will require battle for reps

attentionq No sale incentive

q Opportunitiesq Stabilization enhancementsq One Boise tools facilitate

better targeting/analsis of customer behavior

q Customers will benefit fromfull One Boise experience


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Situation AnalysisSituation AnalysisAssumptions (planning milestones)

q IBM Web Sphere in place since 12/15/01q Keynote Q2q PIN integration 2/15/02q Townsend e-mail marketing 3/02q Web campaigns available 6/02q Peak Performance launch 7/02q New web design Q3q ECS Training competed 1/02


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Dec

ember01

January02

February02

March02

May02

April02

June02

July02

August02

September 02

O

ctober02

November02

Dec

ember02

SITUATION ANALYSIS Assumptions (planning milestones)

IBM Web Sphere

PIN integrationPIN integration

Townsend e-mail marketingTownsend e-mail marketing

Web campaigns availableWeb campaigns available

"Peak Performance" launch"Peak Performance" launch

New web designNew web design

KeynoteKeynote

ECS Training CompleteECS Training Complete


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Strategy DevelopmentStrategy Development

Rationaleq Limited resourcesq Headquarters strategy required (limited

field sales share of mind)q Right tools are in place (Clarify,

E.piphany, Revenio)q Require tactics tailored to the customer

experience


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Strategic Components The Web Migration strategy has been broken down into thefollowing strategic migration components focused on theLarge Market Segment:1. New Accounts/New Business2. Existing customers with:

r

2a. Current E-Commerce sales greater than 75%r 2b. Current E-Commerce sales between 25% and75%

3. Existing customers with no E-Commerce sales


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Strategic Components

Overview

Strategic Components

Overview

Large Market Customer SegmentLocation-levelAccounts

TotalRevenue(Annualized)($MM)

E-CommerceRevenue(Annualized)($MM)

E-Commerce% of Total

#1 - New Accounts (1) 7,535 256$ 90$ 35%#2a - E-Commerce Sales greater than 75% 1,787 185$ 163$ 88%#2b - E-Commerce Sales between 25% & 75% 2,008 637$ 389$ 61%#3 - No E-Commerce Sales 8,339 408$ -$ 0%#4 - E-Commerce Sales between 0% & 25% 1,685 547$ 45$ 8%

Total 21,354 2,033$ 687$ 33.79%

(1) Revenue for New Accounts is adjusted revenue - 80% is estimate to be actual "new account revenue"


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Strategic ComponentsOverview

Strategic ComponentsOverview

The above distribution shows the skew of E-Commerce % of Total Revenue for Large Market MVC/MGC location-level accounts. (June 2001 - Jan. 2002)

Large Market - E-Commerce % of Total Revenue

0.00%

20.00%

40.00%

60.00%

80.00%

100.00%

120.00%

1

3 4 6

6 9 1

1 0 3 6

1 3 8 1

1 7 2 6

2 0 7 1

2 4 1 6

2 7 6 1

3 1 0 6

3 4 5 1

3 7 9 6

4 1 4 1

4 4 8 6

4 8 3 1

5 1 7 6

5 5 2 1

5 8 6 6

6 2 1 1

6 5 5 6

6 9 0 1

7 2 4 6

7 5 9 1

7 9 3 6

8 2 8 1

8 6 2 6

8 9 7 1

9 3 1 6

9 6 6 1

1 0 0 0 6

1 0 3 5 1

1 0 6 9 6

1 1 0 4 1

1 1 3 8 6

1 1 7 3 1

1 2 0 7 6

1 2 4 2 1

1 2 7 6 6

1 3 1 1 1

1 3 4 5 6

1 3 8 0 1

Location-level Accounts

E - C o m m e r c e %

o f T o

t a l R e v e n u e Customer Bucket #2a

(> 75% )

Customer Bucket #2b(Between 25% & 75% )

Customer Bucket #4(


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Customer SegmentationStrategy

Strategic Focus

Customer SegmentationStrategy

Strategic Focus#1. New Accounts/No WebUse#2. Existing Customers/Partial Web Use#3. Existing Customers/ NoWeb Use


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Segment #1 - New

Accounts

Segment #1 - New

AccountsStrategy: Utilize One Boise data totarget new business in specific

locations and SIC codes - AND providethe field with new training and salestools to sell the benefits of onlineordering.


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Segment #1 New

Accounts

Segment #1 New

Accountsq 7,535q $320MM (Annualized)

q $256MM (Annualized)



q 35.39%

Segment Profile (1)q Location-level Accounts

q Total Revenue

q Adjusted Total Revenue(2)

q E-Commerce Revenue

q

Adjusted E-Commerce (2)q Revenueq E-Commerce % of Total

(1) New Accounts defined as first purchase date between 1/1/01 and1/25/02(2) Assum tion is 80% of new revenue er E.Pi han is actuall new

EDI: 3.22% PHONE: 17.84% FAX: 31.60% MAIL:1.44% SREP: 10.35%


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Segment #1 New

Accounts

Segment #1 New

Accounts2001

Total E-Commerce Revenue$90MM

Total E-Commerce Sales %35.39%

(based upon adjusted annualized 2001new account revenue)

2002

Total E-CommerceRevenue$102MM

Total E-CommerceSales %40.0%

Targets andGoals


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Segment #1 New

Accounts

Segment #1 New

AccountsTacticsq Education Focus on training for the field to allow for confiden

and consistent communication of the BCOP.com message to neaccounts/prospects (up-to-date knowledge of new functionality)

q Communication Consistent reporting to the field on sitestability and performance through the use of new monitoringtools (Keynote)

q Sales Tools - Create new tools (sales collateral, CD-Rom Demofor reps to use with new accounts/bid process that emphasizebenefits and ease


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Segment #2a ExistingCustomers With E-

commerce SalesGreater Than 75%


commerce SalesGreater Than 75%

Strategy: Develop best

customer profiles to apply toother strategic segments from thiscustomer group - AND - focusmarketing programs on retention

and communication of new


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commerce Sales Greater Than75%


commerce Sales Greater Than75%q 1,787



q 88%

Segment Profileq Location-level

Accounts

q Total Revenue

q E-CommerceRevenue

q E-Commerce % of Total

EDI: 0.01% PHONE: 5.00% FAX: 4.42% MAIL: 0.06%SREP: 2.39%


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Segment #2a ExistingCustomers/ E-




2001

Total E-CommerceRevenue

$163MM

Total E-Commerce Sales%

88%

2002

Total E-CommerceRevenue

$168MM

Total E-Commerce Sales %88%

Targets and

Goals


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commerce Sales Greater Than75%Tacticsq Retention - focus on retention programs

leveraging Revenio, Clarify, Web Campaignsand emailq Customer Profiling - develop and analyze

characteristics of this super user group tooverlay on new accounts/new business andexisting customers


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Segment #2b ExistingCustomers With E-

commerce Sales Between25% and 75%


commerce Sales Between25% and 75%

Strategy: Using best customer profile

information - target locations, SIC codesand specific customers to launchchannel migration campaigns - primarilythrough new One Boise tools - Revenio,

Clarify, and Email.


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Segment #2b ExistingCustomers With

E-commerce Sales Between 25%and 75%

Segment #2b ExistingCustomers With

E-commerce Sales Between 25%and 75%q 2,008



q 61%


Accounts

q Total Revenue

q

E-CommerceRevenue

q E-Commerce % of

Total

EDI: 0.22% PHONE: 15.07% FAX: 18.76%MAIL: 0.21% SREP:4.57%


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commerce Sales Between 25%and 75%


commerce Sales Between 25%and 75%

2001

Total E-Commerce Revenue$389MM

Total E-Commerce Sales %61%

2002Total E-Commerce

Revenue$476MM

Total E-CommerceSales %

71%

Targets andGoals


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Segment #3 Existing

Customers With No E-Commerce Sales

Segment #3 Existing

Customers With No E-Commerce SalesStrategy: Use One Boise data andbest customer profile information todevelop concise target lists for thefield - AND - use new sales tools tosell the benefits of online ordering.


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Segment #3 ExistingCustomers

With NO WebSales

Segment #3 ExistingCustomers

With NO WebSalesq 8,339


q $0MM (Annualized)

q 0%


Accounts

q Total Revenue

q

E-CommerceRevenue

q E-Commerce % of

Total

FAX: 50.78% PHONE: 10.12% SREP: 5.23%EDI: 18.49% MAIL: 1.67% UNKNOWN: 4.36%SEPARATE WIN: 9.35%


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Segment #3 ExistingCustomers/

No E-Commerce Sales

Segment #3 ExistingCustomers/

No E-Commerce Sales


Revenue$0M


0%


Revenue$32MM


7.8%

Targets andGoals


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Segment #3 ExistingCustomers/ N

Web Sales

Segment #3 ExistingCustomers/ N

Web SalesTactics

q Customer/location profiling - use super user groupprofiles to target specific locations, SIC codes, to establishpilot locations for migration plan; discover keys tosuccess for top selling locations and share with under-performing locations

q Tools - develop migration tool kit for the pilot locations

that will include a list of priority customers withappropriate data, bcop.com demo CD, brochure

q One Boise -leverage One Boise tools to pull customersonline once set-up


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Final Financial Analysis

Overview

Final Financial Analysis

Overview

Fi i l A l iFi i l A l i


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Financial AnalysisOverview

Financial AnalysisOverview

E-Commerce Migration Gap Analysis

FY 2001 Total Domestic Non-Reliable BCOP Revenue (1) 2,505,201,000$

Projected 2002 annual revenue growth rate (1) 3.02%

Projected FY 2002 Total Domestic Non-Reliable BCOP Revenue 2,580,833,018$

Target: % Revenue from E-Commerce (1) 39.77%

Target: FY 2002 E-Commerce Revenue 1,026,397,291$

FY 2001% Revenue from E-Commerce (1) 32.60%

Est. FY 2002 E-Commerce Revenue (@ 32.6%) 841,351,564$

Incremental E-Commerce Revenue Necessary 185,045,727$

(1) Source: Ron Yonker

Based upon the assumption that the web migration strategy goalsare limited to Domestic Non-Reliable business for 2002, theincremental e-commerce revenue necessary is $185 million.

Financial Sensitivity AnalysisFinancial Sensitivity Analysis


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Financial Sensitivity Analysis Base Case Web Migration

Strategy Goals

Financial Sensitivity Analysis Base Case Web Migration

Strategy Goals

The above sensitivity analysis represents our web migration segment-level strategy goals to meet (and slightly exceed) our year-end goal of at least 39.77% of revenue from e-commerce.

Annualized TotalRevenue RevenueGrowth

E-Commerce

RevenueMigration %

ncremen aAnnual E-

CommerceRevenueCustomer Bucket #1 (New Accounts)Large Market 256,000,000$ 40.00% $102,400,000

Customer Bucket #2a (More than 75% Online Sales)MVCs - Annualized Total Revenue $76,075,876 0.00% 0.00% $0MGCs - Annualized Total Revenue $109,052,292 5.00% 0.00% $5,452,615

$185,128,169 $5,452,615

Customer Bucket #2b (Between 25% and 75% Online Sales)

MVCs - Annualized Total Revenue $210,147,392 0.00% 5.00% $10,507,370MGCs - Annualized Total Revenue $426,651,871 5.00% 5.00% $43,731,817$636,799,263 $54,239,186

Customer Bucket #3 (No Online Sales)MVCs - Annualized Total Revenue $187,731,557 0.00% 5.00% $9,386,578MGCs - Annualized Total Revenue $220,818,040 5.00% 5.00% $22,633,849

$408,549,597 $32,020,427

Customer Bucket #4 (Less than 25% Online Sales)MVCs - Annualized Total Revenue $209,177,173 0.00% 1.00% $2,091,772MGCs - Annualized Total Revenue $337,619,406 5.00% 1.00% $20,425,974

$546,796,579 $22,517,746

Total Large Market 2,033,273,608$ $216,629,974

2002 E-Commerce Revenue Over (Under) Target $31,584,246

2002 E-Commerce Revenue % of Total 40.99%



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Financial Sensitivity Analysis Scenario #2 Increased Bucket #2b

Migration

Financial Sensitivity Analysis Scenario #2 Increased Bucket #2b

Migration

The above sensitivity analysis shows the effect of increasing the e-commercemigration percentage of Customer Bucket #2b to 10.00% from 5.00%.

Annualized Total

Revenue

Revenue

Growth

E-CommerceRevenue

Migration %

ncremen aAnnual E-

Commerce

RevenueCustomer Bucket #1 (New Accounts)Large Market 256,000,000$ 40.00% $102,400,000


$185,128,169 $5,452,615

Customer Bucket #2b (Between 25% and 75% Online Sales)MVCs - Annualized Total Revenue $210,147,392 0.00% 10.00% $21,014,739MGCs - Annualized Total Revenue $426,651,871 5.00% 10.00% $66,131,040

$636,799,263 $87,145,779


$408,549,597 $32,020,427


$546,796,579 $22,517,746






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Financial Sensitivity Analysis Scenario #3 Increased New Accounts

Migration

Financial Sensitivity Analysis Scenario #3 Increased New Accounts

Migration

The above sensitivity analysis shows the effect of new accountse-commerce usage being 45% (40% is the base case strategy).

Annualized TotalRevenue

RevenueGrowth

E-CommerceRevenue

Migration %

ncremen aAnnual E-

CommerceRevenue

Customer Bucket #1 (New Accounts)Large Market 256,000,000$ 45.00% $115,200,000


$185,128,169 $5,452,615

Customer Bucket #2b (Between 25% and 75% Online Sales)MVCs - Annualized Total Revenue $210,147,392 0.00% 5.00% $10,507,370MGCs - Annualized Total Revenue $426,651,871 5.00% 5.00% $43,731,817

$636,799,263 $54,239,186


$408,549,597 $32,020,427


$546,796,579 $22,517,746





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RankAccountNumber

FirstPurchase

Date Location Account Name Total RevenueTotal E-

CommerceE-Commerce

% of Total1 0274736 1996-06-01 16 E I DUPONT DE NEMOURS & CO 2,624,995$ 2,608,654$ 99.38%2 0277160 1999-01-01 27 DUKE ENERGY CORPORATION 2,196,742$ 1,688,282$ 76.85%3 0220805 1995-04-01 21 PSE&G 2,189,660$ 1,810,461$ 82.68%4 0721336 1995-01-01 5 HALLIBURTON ENERGY SERVICE 1,708,062$ 1,511,998$ 88.52%5 0254833 2000-03-01 86 SIEMENS INFORMATION & 1,707,338$ 1,628,210$ 95.37%6 0208736 1995-01-01 22 LIFESPAN 1,642,196$ 1,386,840$ 84.45%7 0340485 2000-05-01 1 BAXTER HEALTHCARE 1,467,797$ 1,421,979$ 96.88%8 0345256 1996-08-01 25 ESCOUT.COM 1,453,114$ 1,407,052$ 96.83%9 0427707 2000-06-01 40 ALCOA INCORPATION/ ARIBA 1,433,625$ 1,430,772$ 99.80%

10 0269654 1995-01-01 16 THE VANGUARD GROUP 1,069,397$ 1,056,714$ 98.81%

11 0240141 1995-01-01 24 UNIVERSITY OF MARYLAND 998,613$ 963,800$ 96.51%12 0945412 1995-03-01 22 AMICA MUTUAL INSURANCE 994,370$ 758,749$ 76.30%13 0265338 1996-08-01 24 XO COMMUNICATIONS 945,754$ 833,967$ 88.18%14 0336312 1999-04-01 21 MCKINSEY & COMPANY INC 906,275$ 812,665$ 89.67%15 0222620 1995-01-01 32 WELLSTAR HEALTH SYSTEM 896,927$ 842,627$ 93.95%16 0230497 1995-01-01 4 AMERICREDIT CORP 880,913$ 856,219$ 97.20%17 0411423 1998-06-01 24 KPMG LLP 839,833$ 729,849$ 86.90%18 0600385 1995-01-01 22 PROVIDENCE SCHOOL DEPT 790,600$ 606,283$ 76.69%19 0275112 1995-08-01 33 VALUE OPTIONS 774,938$ 654,844$ 84.50%20 0404554 1998-06-01 85 KPMG LLP 764,411$ 626,024$ 81.90%21 0330246 1999-04-01 28 SIEMENS-WESTINGHOUSE 752,935$ 666,257$ 88.49%

22 0248837 2000-05-01 32 ARTHUR ANDERSEN 735,279$ 576,384$ 78.39%23 0878391 1995-01-01 24 MONTGOMERY COLLEGE 683,298$ 533,535$ 78.08%24 0721646 1995-01-01 22 SIMPLEXGRINNELL LP 683,266$ 618,401$ 90.51%25 0296384 1995-01-01 70 ADVANCEPCS 655,825$ 547,863$ 83.54%26 0239191 1996-03-01 35 CONVERGYS CMG 641,675$ 503,389$ 78.45%27 0411377 1998-06-01 25 KPMG LLP 636,110$ 519,524$ 81.67%28 0476099 1995-01-01 24 CACI INC 626,000$ 489,956$ 78.27%29 0627887 1995-01-01 85 NORTHROP CORPORATION 604,395$ 493,331$ 81.62%30 0255809 1996-07-01 5 DUKE ENERGY CORPORATION 602,896$ 529,771$ 87.87%

The goal with these customers is primarily to retain them (and their e-commerce business).

- Top Most Valuable E-

Commerce Customers

- Top Most Valuable E-

Commerce Customers

- ommerce a es e ween- ommerce a es e ween


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Rank

Account

Number

FirstPurchase

Date Location Account Name

Total

Revenue

Total E-

Commerce

E-Commerce

% of Total

E-Commerce

Revenue Gap1 0221104 1995-01-01 64 STATE OF INDIANA 3,632,542$ 918,538$ 25.29% 2,714,004$2 0261823 1996-12-01 21 AT&T/SUPPLIER MANAGEMENT 3,565,982$ 1,300,236$ 36.46% 2,265,746$3 0203448 1996-12-01 17 PHARMACIA 3,918,121$ 1,774,960$ 45.30% 2,143,161$4 0525499 1995-01-01 87 AT&T WIRELESS SERVICES 3,978,617$ 2,055,344$ 51.66% 1,923,273$5 0319610 1997-05-01 21 LEHMAN BROTHERS INC. 2,963,077$ 1,150,133$ 38.82% 1,812,945$6 0346225 1997-02-01 22 MARSH USA 2,688,565$ 888,951$ 33.06% 1,799,614$7 0505951 1995-01-01 24 CENDANT CORPORATION 2,419,689$ 681,664$ 28.17% 1,738,025$8 0557447 1995-01-01 17 MASCO 2,758,827$ 1,106,303$ 40.10% 1,652,524$9 0486728 1995-01-01 70 STATE OF ARIZ CONTRACT [R] 1,491,029$ 374,876$ 25.14% 1,116,154$

10 0222371 1995-09-01 87 SAFECO INSURANCE COMPANIES 1,697,080$ 621,094$ 36.60% 1,075,986$

11 0397955 1998-09-01 29 LEXIS-NEXIS 1,469,423$ 400,998$ 27.29% 1,068,425$12 0339164 1995-01-01 1 KEMPER INSURANCE COMPANIES 2,076,211$ 1,022,568$ 49.25% 1,053,643$13 0222210 1996-10-01 35 OMNICARE 1,634,268$ 605,654$ 37.06% 1,028,614$14 0323373 1996-09-01 86 CHARLES SCHWAB & CO 2,016,403$ 1,015,296$ 50.35% 1,001,107$15 0226064 1996-02-01 31 CH2M HILL CORP 1,501,472$ 512,653$ 34.14% 988,819$16 0342177 1998-12-01 24 NEXTEL COMMUNICATIONS, INC 1,538,057$ 634,950$ 41.28% 903,107$17 0375196 1997-09-01 31 AT&T BROADBAND 1,806,931$ 920,827$ 50.96% 886,104$18 0253010 1996-05-01 24 INT'L MONETARY FUND 1,443,365$ 558,916$ 38.72% 884,450$19 0248879 1997-06-01 21 BASF CORPORATION 1,315,446$ 431,681$ 32.82% 883,766$20 0378704 1995-01-01 1 GRAINGER CO-NILES 1,716,869$ 841,707$ 49.03% 875,161$21 0758051 1995-01-01 89 ZIONS FIRST NATIONAL BANK* 1,585,747$ 713,033$ 44.97% 872,714$

22 0292029 1999-09-01 25 H & R BLOCK 1,684,264$ 817,682$ 48.55% 866,582$23 0230301 1996-06-01 35 LEXMARK INTERNATIONAL INC 1,186,913$ 323,428$ 27.25% 863,485$24 0402613 1995-01-01 86 PROVIDIAN FINANCIAL CORP. 1,499,598$ 640,527$ 42.71% 859,071$25 0209385 1995-09-01 37 PARKER HANNIFIN 1,392,918$ 604,286$ 43.38% 788,632$26 0328778 1998-10-01 21 LUCENT TECHNOLOGIES 1,678,939$ 907,374$ 54.04% 771,565$27 0877913 1995-01-01 24 GEORGETOWN UNIVERSITY 1,067,104$ 318,895$ 29.88% 748,209$28 0218634 1995-01-01 88 PROVIDENCE MEDICAL CENTER# 1,232,055$ 512,311$ 41.58% 719,744$29 0593443 1995-01-01 33 CAPITAL ONE SERVICES, INC. 1,764,030$ 1,052,894$ 59.69% 711,137$30 0218181 1995-01-01 37 CENTURY BUSINESS SERVICES 946,780$ 257,414$ 27.19% 689,366$

- ommerce a es e ween25% & 75% Top MostGrow-able E-Commerce Customers

- ommerce a es e ween25% & 75% Top MostGrow-able E-Commerce Customers

These customers present some of the greatest opportunities for E-Commercemigration as they are already set-up and have significant on-line purchases.


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Most Grow-able E-Commerce

Customers

Most Grow-able E-Commerce

CustomersRank

AccountNumber Account Name

rsPurchaseDate Location Total Revenue

Total E-Commerce

E-Commerce %of Total

1 0275926 WALGREENS 1996-10-01 1 7,184,102$ -$ 0.00%2 0444890 METLIFE/CLARUS 1999-09-01 21 6,501,708$ -$ 0.00%3 0202671 ALLSTATE INSURANCE 1995-11-01 1 5,989,547$ -$ 0.00%4 0213264 HUMANA INC 1996-07-01 35 4,734,259$ -$ 0.00%5 0398372 RAYTHEON SYSTEMS COMPANY 1999-02-01 85 4,113,509$ -$ 0.00%6 0203000 BNSF/BURLINGTON NORTHERN 1997-03-01 4 3,094,373$ -$ 0.00%7 0218781 SAIC 1999-07-01 85 3,025,635$ -$ 0.00%8 0389932 UNUMPROVIDENT 1999-10-01 32 2,457,114$ -$ 0.00%9 0207456 WYETH-AYERST 1995-05-01 16 2,261,112$ -$ 0.00%

10 0388768 ONDEO NALCO COMPANY 1998-02-01 1 2,248,723$ -$ 0.00%11 0407570 WAL-MART STORES, INC. 1999-09-01 74 1,885,423$ -$ 0.00%12 0380515 BENEFICIAL 1998-07-01 1 1,879,763$ -$ 0.00%13 0271547 LOS ALAMOS JIT STOCKLESS 1996-06-01 46 1,838,765$ -$ 0.00%14 0387568 UNION PACIFIC RAILROAD CO 1995-01-01 25 1,740,960$ -$ 0.00%15 0215303 CISCO SYSTEMS INC. 1995-01-01 86 1,740,670$ -$ 0.00%16 0377016 CIBC WORLD MARKETS 1998-04-01 21 1,728,315$ -$ 0.00%17 0365255 UAW-FORD TSP 1997-05-01 17 1,610,330$ -$ 0.00%18 0385573 KYO-YA 1995-01-01 81 1,589,037$ -$ 0.00%19 0222634 COUNTRYWIDE AGENCY INC 1997-04-01 85 1,575,073$ -$ 0.00%20 0505528 AZ ST DEPT ECON SEC. [R] 1995-01-01 70 1,451,725$ -$ 0.00%21 0293702 MICROSOFT CORPORATION 1996-05-01 87 1,372,105$ -$ 0.00%

22 0243991 CLARIAN HEALTH PARTNERS 1995-01-01 64 1,349,570$ -$ 0.00%23 0242826 LAWRENCE LIVERMORE LABS 1995-07-01 86 1,312,792$ -$ 0.00%24 0220744 THE HARTFORD 1995-01-01 26 1,142,803$ -$ 0.00%25 0443988 JOHN HANCOCK MUTUAL LIFE 1998-12-01 22 1,031,053$ -$ 0.00%26 0273397 UNITED AIRLINES 1997-10-01 1 1,030,209$ -$ 0.00%27 0447857 METLIFE AUTO & HOME/CLARUS 1999-11-01 21 993,938$ -$ 0.00%28 0250565 HOUSEHOLD FINANCE 1996-03-01 1 989,369$ -$ 0.00%29 0660841 STATE FARM MUTUAL 1995-01-01 1 981,488$ -$ 0.00%30 0315569 GEISINGER HEALTH SYSTEMS 1998-03-01 16 972,887$ -$ 0.00%

Some of the biggest Customer Bucket #3: No E-Commerce Salesi i i i i h h i h

web migration plan senior staff

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