February 23, 2001

Ms. XXX XXXXXX

Chief Executive Officer
XYZ Corporation
xxxxxxxxxxxx
Rochester, NY 14618
Dear Paula:
We appreciate the opportunity to meet with you recently regarding your short- and long-term
requirements for enterprise Desktop Management and Inventory, and how Novell can team
with you to meet your objectives. This letter is will document our joint understanding and
clarify next steps.
I would also like to briefly summarize some of the discussion points regarding your primary
objectives, challenges, required solutions and major milestones of your initiative that you
outlined for us during our meeting.
Primary Business Objective

STEVE/JENNIFER FILL THIS IN

Primary Business Issues

Primary short-term issue: To attract financing from third-party investors by graphically

demonstrating the value and potential of XYZ.

The primary medium to long-term issue: To capture a reasonable market share of the
non-profit organizations for usage of the XYZ solution.

Underlying Challenges
You described several underlying challenges in resolving your business issues, including:

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December 9, 2015

A non-technical background, making it harder to identify the requirements, specifications

and resources needed to develop and deploy an online service offering.

The absence of a Chief Technology Officer further makes it difficult to determine which
pieces of the technology puzzle to deploy first.

The lack of a tangible presentation device to use for discussions with financiers on the
vision and scope of the XYZ solution. This solution needs to be in place by early April,
2000.

Until third-party financing is in place, use of capital is limited.

Ideal Solutions:
You indicated that to address these challenges and achieve your goals you require the
following:

That investments made in the initial phase be done most cost effectively and provide
tangible results to provide the initial foundation for launching the full implementation of
the online production version of the XYZ solution.

The need to team with a company that has the skills, resources and technical experience to
develop the foundation and full implementation of the web solution. (You indicated a local
supplier would be preferred, although not an absolute requirement).

The desire to team with a partner that can provide the initial and full web development, as
well as provide ongoing support and maintenance.

The need to have ASAP, no later than early April, some initial sample pages of the site.
These pages will help establish a presence and add validity to the vision and scope of the
business plan for purposes of discussions with third-party financiers.

The intent to team with a partner that can leverage your business and marketing expertise
and provide the technology background, resources and experience to launch XYZ as
defined in the business plan.

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December 9, 2015

Next Steps:
INCLUDE PRICING DATES, TRAINING DATES INCLUDING PROPOSAL DATES
FOR $$s, ANY ADDITIONAL DEMO STUFF, PO DUE DATE, SOW for Design
perhaps??? List it down objective here is heres alist off what we need to do to get the
business including the actual request for that business.
April 19th,: Have a conceptual view of the web-based solution to pursue financing.
June 21st: Begin the development of the site and establish content.
November: Initiate testing of site based on defined objective.
January 2001: Launch site and aggressively market services of the XYZ solution.

CUSTOMER, Novell is excited about the opportunity to work with you to build the XYZ
solution as we work together to simplify, secure and accelerate your business.
If you have any questions or if I can be of assistance, please contact me at xxx/xxx-xxxx,
by e-mail at xxxx.com
Regards,

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Joe Person
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Cc: xxxx, xxxxx, xxxxxx