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FROM IMAGES TO ANSWERS
Media Cybernetics
2005 OLA Distributor Meeting
Punta Cana, May 2005
About Media Cybernetics, Inc.
• 10 Offices Worldwide– USA (Silver Spring, San Diego, Boston, Pittsburgh)– Leiden, The Netherlands– Wokingham, England, United Kingdom– Goettingham, Germany– Singapore, Republic of Singapore– Tokyo, Japan– Shanghai, China
• More than 160 Worldwide Dealers• More than 30 Value-Added Resellers• More than 20 OEMs
About Media Cybernetics, Inc.
About Media Cybernetics, Inc.
• Roper Industries, Inc– (NYSE Symbol ROP)– Web Site http://www.roperind.com– 23 Companies in Four Divisions (More Acquisitions Coming)– 2003 Sales of $657MM (7% Growth over 2002)– 2004 Sales so far of $693MM (guidance range $940-945MM for 2004)– Divisions:
• Energy Systems and Controls (21%)• Industrial Technology (27%)• Instrumentation (28%)• Scientific and Industrial Imaging (24%)
• Scientific & Industrial Imaging Group– Media Cybernetics (Analysis Software)– Acton Instruments (Spectroscopy Hardware)– Gatan (SEM, TEM Equipment)– Photometrics (Scientific-Grade Cameras)– Princeton Instruments (Scientific-Grade Cameras & Equipment)– QImaging (Scientific-Grade Cameras)– Redlake (Very High-Speed Cameras)
About Media Cybernetics, Inc. in Latin America
• 10% of our World wide dealers are in Latin America
• 10% of our international sales (non-US) comes from Latin America
• Dedicated sales support for Latin America
• Technical support person (Spanish speaking)
Media Cybernetics Latin American Business Plan
• Customers – Addressing the needs of our existing and
new imaging customers
• Provide Applications– Provide Applications instead of Tools
• Sales Process– Develop Sales process that supports both
high-end and low-end system sales.
Understanding our customers
Getting closer with our customers
• Lead follow-up• Web-ex seminars• Imaging seminar in Brazil/Mexico• Application notes in Spanish on new
Web-site
Markets coverage
• Life Science and Research (70% of Media Cybernetics sales)– Dynamic process– Flexible
• Industrial and Engineering (30% of Media Cybernetics sales)– Structured process– Turn key solutions
Products Coverage
Image Acquisition
Image Analysis
Information Publishing
Basic
(70%)
Evo LC/MP IPE/IPD Report
Intermediate
(25%)
Evo VF IPP/IPP MC
QED Image
IQBase
Advanced
(10 %)
Hama/EXi IPP AMS QED InVivo
IQStudio
Analytical Applications and Services
Media Cybernetics Products speeds image acquisition and analysis for end-users, including engineers, researchers, analysts and other information workers and managers.
Faster Insight: Image Pro features interactive visual image analysis that speeds time to insights.
Ease of Use: Image Pro features easy-to-use, image acquisition that facilitates image gathering.
Best Practices: Image Pro captures best practices for image analysis and distributes them to users at all experience levels.
Provide Applications
Count Size
Extended Depth of Field
Multi Dimensional Image Acquisition
Selling as a team
Customers
DealersOLA
Media CyberneticsPartners
Dealer Organization
Image Acquisition
Image Analysis
Information Publishing
Basic
(70%)
Complete sales team
Complete sales team
Complete sales team
Intermediate
(25%)
Advanced Sales team
Advanced Sales team
Advanced Sales team
Advanced
(10 %)
Imaging Specialist
Imaging Specialist
Imaging Specialist
Sales training based around packages
Image Acquisition
Image Analysis
Information Publishing
Basic
(70%)
Web-ex
Articles
Web-ex
Articles
Web-ex
Articles
Intermediate
(25%)
Training US Silver Spring-
Miami
Training US Silver Spring-
Miami
Training US Silver Spring-
Miami
Advanced
(10 %)
Training Brazil-Chile-
Mexico
Training Brazil-Chile-
Mexico
Training Brazil-Chile-
Mexico
Roadmap 2005-2006
• Lead Assignment and followup (Media calls to get information, dealer follows up)
• Dealer support process for 3 product levels (Basic, Medium and Advanced)
• Dealer structure definition (group)• Media Cybernetics focus group
• Focus on specific dealer training schedules to build dealer’s imaging knowledge.
• Improve feedback from channel manager to headquarters
• Closer relationship with dealers again
• Imaging seminars in Brazil/Chile and Mexico• Close contact with OLA and further training and channel support
for Laz, Carmen and Guiermo
www.mediacy.comSilver Spring, MD (Headquarters)
Offices in:
Boston, MA, Pittsburgh, PA & San Diego, CA
Leiden, The Netherlands
Goettingen, Germany
Wokingham, United Kingdom
Singapore, Republic of Singapore
Tokyo, Japan
Shanghai, China
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