From:
`Sent:
`To:
`Subject:
`
`Krista Fairbairn
`Tuesday, September 2, 1997 11:12 AM
`Sapphire
`URGENT - need to call sapphire offsite attendees ASAP to approve media alert
`quotes
`
`There are a few quotes listed below (approved quotes in bold) that we
`collected from Sapphire attendees. We are sending out a newsletter tomorrow
`and need quite a few more.
`
`I need the names of companies you remember who were REALLY EXCITED about the
`software - enough so that if I call them right now and ask them if I can quote
`them about how great Pricer is, they will be willing to do it.
`
`Please send any company or contact names you can think of- I will get their
`numbers myself but urgency level is not enough - I also need to know who will
`go out on a limb and say they really think this is what they are looking for.
`
`Krista Fairbairn
`08/28/97 09:59 AM
`To: Ambar Pansari/Trilogy, dholakia, mary joseph, Christa Kleinhans/Trilogy,
`Ajay Agarwal/Trilogy, rob hall, adam cotner, Danielle Rios/Trilogy, brollins,
`Dan Adams/Trilogy, Patrick Talley
`cc:
`Subject: URGENT - need to call sapphire offsite attendees ASAP to approve media
`alert quotes
`
`Monday mid-morning we will send out a media alert, a first draft of which I
`pasted below. It has quotes on it that nobody really said and signed. I would
`like to do an informal"survey" this morning of offsite attendees and contest
`winners that will get us more of these type of quotes. (we have today and
`morning Monday to get enough quotes approved. we did it last year in three
`hours, so I have faith we can get what we want to day and Monday mom.) I have
`some business cards but need more. If you remember someone that was
`particularly excited, please send their name and phone.
`
`Media Advisory
`
`Trilogy on fire at Sapphire
`-up to 90% of Sapphire attendees demonstrate critical need for Trilogy's
`Selling Chain Pricer -
`
`\{ERSATA J.XIUJIIT
`PX 1996
`
`VERSATA EXHIBIT 2023
`SAP v. VERSATA
`CASE CBM2012-00001
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`Trilogy, a leading provider of enterprise sales and marketing solutions,
`ignited enormous excitement at last week’s Sapphire conference with its pricing
`application for users of R/3, SAP’s ERP (enterprise resource planning) system.
`Trilogy’s application, Selling Chain Pricer (SC Pricer), is allowing SAP R/3
`customers to rapidly extend enhanced R/3 pricing functionality directly to the
`hands of their sales and marketing managers, via Trilogy’s Selling Chain Pricer
`(SC Pricer).
`
`The results of an on-site survey completed by 2,500 hundred Sapphire attendees
`shed light on the incredible demand for Selling Chain Pricer. 33% of the
`people surveyed expressed need for disconnected pricing for sales reps and
`distributors, Over 60% of those surveyed need to add sophistication to their
`current pricing structures but are limited by their current pricing systems.
`91% said they needed to implement a pricing system that is easier to maintain
`than their current system. At Sapphire, Trilogy demonstrated how Selling Chain
`Pricer delivers revolutionary pricing solutions to all three of these pricing
`challenges.
`
`"We expected delays in our implementation of SAP’s SD (Sales and Distribution)
`model because of the complex pricing structures we would need to create in SD.
`Trilogy’s SC Pricer software appears to be a better, faster, easier answer that
`will benefit us before, during, and after our full SAP implementation.
`--Sapphire attendee.
`
`"Selling Chain Pricer adds a new dimension of flexibility to SAP’s pricing" -
`Anjit Bose, a Business Analyst, Perkin Elmer Corporation
`
`"Trilogy had a bigger presence and created more excitement than any other
`vendor at Sapphire. The attendees excitement was apparent and unprecedented -
`I don’t think anyone will leave Sapphire without knowing something about
`Trilogy. The company set a new bar in marketing and product message for the
`vendors at next years’ show."
`need name
`
`Trilogy had a small booth, but more excitement than any other vendor at
`Sapphire. Excitement waas so great, they had a fire marshall continually at
`the booth. - Jon Ekoniak, Robert Stephens & Company
`
`"Today it takes months for us to make a pricing change, allowing us very little
`pricing flexibility and lowering our competitiveness. Trilogy’s SC Pricer is
`the kind of software that can create radical change in our ability to execute
`marketing strategy. Sapphire attendee (need name)
`
`"The excessive time it takes to price quotes at headquarters costs our company
`2 million dollars a WEEK. Selling Chain Pricer could save us 100 million
`dollars next year. anonymous, SD Team leader.
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`"We had to call in the fire marshall to guard the Trilogy booth at all times.
`The amount of people at their booth contantly spilled over into 5 other trade
`show booths. Jim Wilson, Sapphire Conference Coordinator.
`
`More than 2,500 SAP users attended Trilogy’s presentation of SC Pricer, and
`over half indicated they would consider implementing SC Pricer within the next
`three to six months. If you would like to speak with a Trilogy representative
`or Sapphire attendee about the impact of SC Pricer, please call the numbers
`above directly or call Krista Fairbairn at 512-425-3128.\\
`
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