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Tone

Background noise

Chris has already given the customer for this region so Im not concerned and he knows

the material

Its slightly different

Its slightly different and uh he knows the material that has

Heres what it is heres whats coming and it adds slides called Other Things You Need

to Know in the different sections so its what they need to know beyond the retail

customers and helping you to sell So how do these different areas inside of Nova and us

doing Free Source and Free Clients help them sell directory infra structure and messaging

and commerce which are the big things that are on their minds

And then there will be the presentation that we give to customers to brief them on Nova

And also the source code coming announcement So the first thing wanted to do was kind

of walk through the different cities cause there are some that are different for each of
things

the field offices

Can we focus on cities that we are actually to

going

Yeah were going to all of these

But the three of us are actually going to

That covers all of them

All right

Except the east coast

OK so Monday morning is the Bay Area field sales people theres going to be about 20

attendees that includes people from the sales office in Santa Clara and the Sales Office in

San Francisco It includes the OEM marketing groups since most of them are based out of

Mountain View The Atlanta Sales office to be calling in to that

is going meeting They are

too geographically dispersed around the south there are to 10 people that work
only out

of that office and only three of them are in Atlanta soit wasnt it was too difficult for

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them to all fly in to Atlanta for us So they are going to call in to the
Bay Area briefing and

Karen Richardson who is the VP of the Western sales region is also going to be attending

So was anticipating Todd that

you and Chris would be covering..

Thats fine

They will see the slides live they will also have copy of their presentation that will be

sending to them...that will even for the people who are just calling in theyll have it in

front of them

tjm in Denver dont have the customer list that youll be meeting with but we are

confirmed at the afternoon sessions with customers imagine US West will be one of

those since thats our big Denver customer tJmCaleb Green who is the regional sales

manager for the Bay Area and the Rockies will be at both the Bay Area briefing and the

Denver briefing

OK so some..there were some customers like US West was at the customer council just

the other day and youre to be seeing the same in like twice..
going people fact

No there will be different people that will be attending these sessions And in fact
got

that
question from those account managers saying if have people at the customer council

do they need to attend this and said well if you want other people in that account to see

that presentation then they should attend but dont send the same in the customer
people

council

OK

for Seattle Ive had lot of trouble getting in touch with the RSM there we are

know we are confirmed for the morning session dont know if we are confirmed for the

customers in the afternoon he hasnt gotten back to me Um LA that is all totally set and

locked both Los Angeles and Phoenix So Phoenix the that work out of the
people

Phoenix office will be at the Los Angeles briefing think Phoenix is just..

Im not going to Phoenix yeah..

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Those are the..

Chris is flying solo to Phoenix and Im flying solo in LA

OK OK so central region Atlanta you know is doing the conference call l1m Dallas you

have in Dallas but the Dallas sales folks have everything

really long day tJm together

and what theyre also doing in parallel with us being there is theyre having all of their

account managers in that City even ones that are remote to Dallas come in and while the

customer sessions are going on they are kind of doing their own parallel training sessions

and round tables

Oh OK

So that theyve made this part of bigger Dallas training day

SO were going off and spending time at Texas Instruments and then coming back to

their..

Yeah theyre hosting Netscape Day at TI that day So thats ..yeah guess they do it

every quarter TI every..

And we know when...so that be we

to
go and then hang out
it
just going are just going to

with this we
Netscape day or are going to be having specific mean thats

Youre to be doing the

going customer briefing at Netscape Day

Oh so its all the TI..

Just some key people from their..

laughter just step this

way and you step out into this huge echoing auditorium

No it should be pretty small it will be like 15 20 people

Crickets laugher

Exactly crickets

t5w Chicago is locked and loaded dont know what the customer list is but they

confirmed this that this the

morning is agenda

OK

Cc7 tf3a7
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And youre going to have its all on site at the Chicago office

Well the one the one thing that is kind of up in the air at the moment

break

See the thing is is

That was Motorola coming in to the field office

That would be Motorola in to

coming the field office

But they OK forgot her first name but anyway she had promised to get me

Motorolas issues Dave was actually pushing back hes saying lookwe know that

Motorola is going to be complaining about bunch of things but if we cant go in there

with some sort of preparation so say how are we going to solve these problems for them

then is it worth us just going in there so that they can say oh hit us again

Off camera response

But whats this Motorola SDE DG or whatever it is

Yeah see thats different part of Motorola Um this is great big company and

different issues

In Phoenix we have meet with with SPS and SSTG

Right and so this is different Motorola group that uh also wants different you know

101 And the other thing was..

OK then

think Barksdale is with from these guys the

meeting people next thy..

Barksdale
Right is going to be in
Chicago the next day And hell be with some customers

So..

Doe he have..

Hes doing nothing related to this

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OK
then what Ill do is Ill work with Patty and tell her no on Motorola

Yeah mean Dave..

We cant go in there..

Dave has already called..

OK then dont need to

worry about it..

And Ive called as well

ITh.Detroit is also
very long day and I..

Were done in
Chicago at 330

Yes

Unless were doing this Motorola thing

Which it sounds like Daves pushing back and you wont be

Were not flying out until 830 so we can go get some blues and pizza

was going to tell

you connect to the earlier flight..

Just the night before if

you get in ..well its
open very late Cash OK Blackso Hotel for

Chicago Write it down its good

Ujn Detroit its also another long day and Ive asked Pat Metheny couple of limes to

send me one pagers with all his customers issues so you dont go in there unprepared
CU
laughter

Mid western humor or..

Us mid-westerners were we crack of dQwn..

hardy souls get up at the

He in
put something your calendar that he scheduled so while youre on the road

all of the City names are also links to our template where we can track
put together keep

of our notes And you could do

you could do
if it
especially if it kind of the day of so

things dont get muddled and you get good clean notes

Or what we could do is whoever is presenting the other person notes takes and then we

just consolidate

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And you should be able to click this link the put in

if you all pages are already set up

your notes and do one byutton publish and it sends it

right back to where it is

OK

And then schedules debriefing meeting for next Monday so that we can all get together

swap our stories share our notes and put together something that we can share with the

rest of the division about.

/a
Wait so this..

Yeah this is the presentation for the field people

OK

So what want to do is walk through this.

How are they visibly different

Urn yeah lets

go through the first one...theyre visibly differnet on the cover sheet

becaseu the one for customers Communicator Features and

just says Netscape the one for

the real book says Client Strategy So lot of the content the the slides
is same are the

same the speaking notes are the same but what we wanted to do is tailor the presentation

to the field sales so that we can how

people talk more about does this help you sell and the

big things that on their minds

are are selling directory infrastructure selling messaging and

collaboration and building enterprise relationships So first slide this is the same in both

presentations just reiterates what Netscapes corporate strategy is and what the role of the

client is in that and all the speaking notes wont go through it in detail but all of the

speaking notes are written in the should be with the So

way they presented material it

gives you good script to go by So the basic message of this slide is that as you know

our two lines of busiuess are enterprise solutions and on-line services and client acts as the

seed corn to fuel demand for both of hose

break

ivze aj

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..comes from Eric Hahns strategy presentation and Eric Hahn doses not use the seed

corn statement that Barksdale loves So we can present..

Well when you talk like this you can say the seed corn and it works..

Its the mid-west..

...but when you talk like ..no but it doesnt even Im from the mid-west we cant cant

even say that You have to have that southern accent to get away with it Its sounds stupid

for the rest of us it sounds great when he does it

And we the other thing that was great in Eric Hahns..

laughter

Urn the other thing that Eric Hahns strategy at glance statement had was he talks

about how the two businesses are linked And something that isnt in the notes that came

out of the customer council cant remember was Mike Homer who made
was if it the

statement that another these two businesses

way that are linked is that Netcenter is run

entirely on Netscape backend servers We run our general store with our own commerce

applications so..

It definitely is specifically talking about and our to understand

scale-ability ability

issues related to the fact that were

enterprise although not as large as our customers we

have an incredibly large website It was comment Great comment

great

And we handle more traffic than any of you is ever going to..

yeah

Just so that you know everything that youll need on the road will be linked to from this

site and the URL is at the top So there will be links to both presentations..

So Mickey as presentation and baby-sitter

creator all in one

Ijust want to make sure you have everything need...this off without hitch
you goes

There ought to be photograph of you on here somewhere..

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was just going to say that the modem on my laptop is freaking out..

Well youll have Network access from the field offices the only thing..

So make sure we bring along our goggles.

Yeah bring your goggles and in the field offices here at corporate we use Dynamic

TCP/IP addressing and they have static TCP/IP addressing So..

break

you just need to get well we didnt really present this slide yesterday at the customer

council But the general thought is

Im all over this slide..

do...yeah left column first then right column to talk about heres the source code

heres what it is heres who its for um and usually talk here little bit about

Mozilla.org and how theyll foster the development and then assure them that we

continue to do branded product releases as we always have at scheduled release

periodic

times as we always have and now youre going to get better products becaseu its

contribution both from interment well as what we develop

the as Right So on and so

forth Capiche

The next line is the source code development process which is..

This is good slide laughter

..here are very

developers important

Here is our strategy

We dont do anything else just that thats it

you can go home Chris laugher

But the whole point is mean this is the rest of the universe so its pretty big relative to

the rest of the universe

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This ..needs from Matt Harris and he is that

slide...laughter graphic creating right

now and what it is going to show just that they understand and had clear..

break

Itll look something like.

.laughter...look you have interment developers who are

contributing to and taking source from Mozilla.org..

background conversation

Thats why write slowly

But its legible...I write slowly and its illegible

OK so this is something what the graphic is going to look like so it

just talk about the

interment developers are contributing to and taking source from Mozilla.org and

Netscapes client team also from and contributing

engineering is taking source to

Mozilla.org and theres going to be stuff in our products that isnt in the source that comes

out in our branded products that we do for consumers in the enterprise So its just

simplistic..

Does he want to add the you know the- this one that know other products...I
says you

mean do we want to even go there

Yeah lets not go them with our sales force They dont care..

They dont care...OK

The only reason the enterprise customers care is that they want to be able to our
manage

product and they dont want to deal with 10000 different version of our product in their

enterprise which creates management difficulties

think that we is there something in here being prepared to answer that since
questions

that came up at this council mean whoever was there well everybody was there so

everyone should be prepared to answer that question..

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have little bit down to the mission control desktops actually but the basic answer that

comes off is that well have the unique user agent string that can identify our products so

that
you can manage them The other part that was recommended at the customer council

was using checks to be able to tell if its an authentic Netscape product Only we will

maintain the Netscape and Communicator

Navigator brand names and the branding that

goes around the product

Speaking of the Mozilla home page...can that really do that

Somebody brought that up

Well and something else too isnt it

they have that problem today Becaseu their users

can go out and download 40 different versions of different browsers so its not new

problem

Its nothing new but there are some other things that we can do which we which we can

explore dont think we want to go there to do things like stop them at the proxy server

if they dont if theyre running the right even the right version or stuff like that So if

Mariahs there or mean you can talk about that and can talk about and
probably that

actually can do that today the server..

proxy

Can you do that anywhere else

think its the only server that can do that Thats usually the one where people care the

most but we can bring that up and will be good to some feedback see
to they want
it if
get

to do that elsewhere So...That is that is the potential answer

And Ill make sure write up something in in the FAQ

What the
bug coufit

Yeah lets
go..

mean why dont we go through and see if theres thing that

it
pages particular people

arent comfortable with

ce cE 1$

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Ask me about my security question

OK yeah thats better approach OK benefits of the source code release This is

slightly modified from what we showed yesterday at the customer council based on the

feedback that we heard from them

OK

So what changed is we took out the broader distribution of communicator becaseu thats

good for us but that doesnt necessarily

They dont care

Yeah the enterprise doesnt care And we made quality much larger bullet point And

think everybody can pretty much explain how source code equals better quality And its

pretty well defined in notes The next slide is other things you need to know

...slides right this has got lot of extra text on it that were just going to..

Right were just..

This and memorize

is for this is for us to paruse

Urn other things you need to know source code So this is just to clarify for them whats

in the source code and whats not in the source code

background conversation

Weve all been so back and forth there so many tirnes that there is no point mean..

Theres no way to get it in.

Its not going to be ready tomorrow mean even we were to we have

if sign it
today to

put it
up

We need an extra month or so..

background conversation

OK then theres slide called helping you sell and this is

why does sales
person trying

to sell directory and Messaging why do care that free and why do
youre doing clients

care that the source code So the big points are source code means
youre_releasing

better Netscape branded product and you cam about that and the second free
point is

.----

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clients mean support for Netscape enterprise solutions and theres the supporting points to

that

Do you talk about like account control..

About..

Account control is that if if got the solution from the client to the server back to the

client he has its ultimate from Netscape have lot more control over that account if its

all
my products versus if its Microsofts client and my server Im much more vulnerable

to attack..

Right Im likely to leave that out though becaseu one of the big messages from the server

people is client consumer independence And dont want to look like were talking

completely differnet message until we work out what the server team what it our coherent

message versus..

Funny dont think that..

dont think thats inconsistent at all its just matter that the
of...yeah youre selling

whole solution youve got more account control

weve talked with them about

actually it...and Greg Sands agreed that the pendulum
swung

very quickly to the

wrong direction and were working on yeah were selling solution

weve got to talk..

Its in that
quickly as it
swung direction its
you can already see it
starting to come back

and the language is already changing and Julies been pingingisenteej

been pining in saying no no no...so

And were coordinating our product launches at least the enterprise stuff that we think

were going to promo launch and on of the first thing theyre is an

doing Apollo strategy

After strategy today theyre to call how the key

going in...to start learning analysts hears

our vision for server products And theyve already asked us to make sure that we had

client piece and even though we wont take client on the road with us to keep the
person

group small make sure somebody can talk to the client as you described So Im working

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on coordinating that

The only question had when we pitched the source code message is well if this is

pquality ...why are we only doing it for the client

Well one thing is..

My response would be crawl walk run

Well the other mean the other..

OK can get away with that

mean at least for now think thats a..

mean the other response is is mean the reason we were able to do this with the client

is becaseu we decided to make the clients free Jiacbech once theyre free it
really

gives us the freedom to say OK well theyre free already let us lets go and open these

up and lets really run this engine as hot and as fast as we can becaseu free
theyre

already Uqbut the servers arent free We havent made any decision to to to yeah

and we wont mean its just that for business reasons we cant

discussion

think its tough question becaseu it

opens can of worms going in there because of

Hacci and LINUX you know theyre trying to create dont know how profitable those

guys are but theyre trying to make profitable businesses out of this whole thing

Well and you can also go back to Bobs comment yesterday at the customer council about

so were the first

company to release successful market share leading
very already

products source code out to the interit We were back

also if you look couple of

years ago the first company to put our products on the interment..

discussion
/ckt

Crawl walk run

Dont expect anything right now..

G7Z4 3oct.
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Lets see how this goes first

Yeah were making big experiment that we think weve seen other people do it in smaller

sense were doing this in much larger scale and if it works this could fundamentally

change the way all software is developed And maybe we will do that We dont dont

dont think we know the answer to that question

Well cause the result theres also the comment that

timthat Barksdale made remember

the hands
at all couple of months
ago where he was saying you know look people were

saying for long time well you should have made your browsers free you should have

made them free But there were he business realities of look we just couldnt Uh we

had to you know pay people we had to keep the door open mean there are those same

business realities right now for the suffers

Yeah but think the thing with source thats different though is were making lots of

arguments around source about better quality faster time to market that have nothing to

do with and
free actually if
you go back to the slide theres nothing in that source slide

about the benefits of source which has do with Binaries being

anything to free So thats

why we have to be careful with that Becaseu its not its not quite accurate its not we

didnt we meant mean our mental process was that but maybe that shouldnt have

been the case and looking back hindsight wonderful isnt it but lets go on dont
is

know dont think it didnt come up with 30 customers sitting in room

Dont bring it
up

Id be shocked if someone brought it

up

So we have some things to talk about

mean it
certainly mIeverything but that in fact dont think you were were
you there

oh no it was when Homer was talking about some of the discounts wed given to some

of them that
saying they felt they maybe they got too good of deal becaseu they certainly

want us to be around so they dont like to their

negotiate suppliers They want to get

good deal from their suppliers but they dont want to negotiate them..

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break

In fall release and Mercury will be the first product that is joint development with us and

the interment community and all thats in the notes The we do quick one slide update

on whats coming in 4.06 um in the notes contains the platforms for JDKone support

and statement about platforms not listed coming 1.0 JDK support and it also talks

about what does full JDK1 support mean Urn..

break

were going to be doing Nova and ...desktop memos

OK

So after the enhanced messaging slide theres picture of the three ping UI and Un has

put together messaging demo

Background discussion

Yeah its not the same as say do its got more of the points than the first ones been

expanded to more of safety sort of thing so..

So its just script

Its not its more like like this

regroup talking points is your problem this is
you

know tells you whats showing uh...but its not..

OK but it
requires 4.5

Yeah yeah its got link to 4.5 to Nova..

OK

Is this the M2 version of 4.5

Yeah advise downloading M2 version uh we can do the latest version if

you risk data

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No lets stick with what we know that works although cant get it to go off line but Ill

get Chris to fix that

Whats that..

Anything that can go wrong will crash

go wrong it will

Yeah know

Stick with M2

always use the latest version but Im sort of ..I know whats going on

So you said you are going to do save you script

Yeah Ill fix that

up..

Do you know when youll have that up

Sunday

OK

break
1crpQ
cocA fZi2/

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