Introductory questions:

1. We're already well down our chosen path, how easy is it to include your capability?

We represent the next stage in the path you've already chosen. Most of our customers have already chosen integration or Web Services enablement tools and have embarked on an implementation plan. We suspect you may not have anticipated tsolutionhe problem of scaling up the number of different XML transaction types (business documents) and the number of trading partners for both simple and complex transactions. Current tools don't address this. We are not a new XML specification, nor are we a new XML enablement or middleware tool. We are an XML "last mile" tool for making the final connections work. We provide testing, validation and supplier XML qualification capabilities for the lifecycle of their XML, and a repeatable process to scale deployment of an increasing number of different XML documents across an increasing number of trading partners.

2. If a supplier works with two different buyers how many copies of the Reflector or how many cartridges does the supplier need?

   A supplier may have zero, one or multiple instances of the Reflector depending on the relationship with its suppliers and OEMs. There are several different possible scenarios:

• Frequently an manufacturing company would want to enable its suppliers (as it is in the company's best interest) and would provide a copy of the Reflector and enough cartridges for licenses for all of its suppliers. Suppliers would not have their own instances of the Reflector but would use the one provided by the company. This is particularly the case where the company may be more sophisticated than the supplier(s) and wants to incent the suppliers to undertake this XML effort and make it as easy as possible for the suppliers to get hooked up and going. So if each company is using their own copy of the Reflector to engage their suppliers, and this supplier supplies both companies, then the supplier doesn't need it's own copy. It uses the instances of the Reflector provided by each company, and they each allocate a license from a cartridge to the supplier. This allows the supplier an easy way to separately maintain and test the business documents it uses with each company. For example this may correspond to separate divisions within a Tier-1 supplier, each of which services a different OEM.
• The other likely instance is that the supplier purchases a copy of the Reflector for use with its customers, partners, and suppliers or for its own private internal testing. In this case, the supplier may use its own copy for internal testing and then work with each partner company for final qualification (whether the partner has a copy or not). There are several other usage scenarios as well, which we will be happy to discuss in detail.
3. How can we help other companies get XML ready if they are not?
We have well-established partnerships with leading system integrators middleware companies and training companies, who can provide the necessary educational, organizational, business process reengineering, assessment, implementation, integration and other services. One of our partners, Canopy International, has been called the best in the world at this type of work by AMR International (see "Nine that Shine", 2001)
4. What if we don't use XML and our suppliers also don't use it….how can we get it, what does it cost, and how do we use it? Can Accordare install it for us?

This is similar to the question above, but is broader in scope. This is essentially asking for a change in your business processes and interactions with your customers. As a software product company, Accordare does not focus on systems integration, but we would be pleased to introduce you to one of our partners with outstanding track records in this area.

General Questions

1. What advantages can the Reflector provide even if we already have a validation tool in place?

With the exception of the Reflector, all validation tools are limited in function and one-sided. First they only function inside the firewall and validate the XML of the sender. Most do not provide validation of a return message, or the sequences of messages in a business process., but only for the organization being tested, there is no multi-party testing possible) Second they don't provide any of the powerful collaborative capabilities that the Reflector does as it sits outside the firewall, between partners, maintaining a repository of all received valid and invalid messages. Third they do not provide the kind of automated regression testing, resending of messages that enable prototyping and supplier self-qualification. These are all unique capabilities powered by the Reflector.

2. What is the problem the Reflector solves better than anything else?

We solve the "last-mile" problem. Even when both partners are "ready" to exchange XML documents, major corporations estimate multiple weeks per document type for debugging. The Reflector brings that down to a few days. Deploying trading partner connections will be a matter of fine-tuning a large number of processes and documents in XML. This "fine-tuning" for a large number of partners typically costs 3-5 weeks per document type per partner and will cost many times the initial application implementation cost. We reduce this cost by an order of magnitude, and significantly improve time to ROI for trading partner projects. Our product focuses on the operational and human realities of connecting systems rather than on abstract or isolated verification.

3. What specific data backs up the ROI claims of 200-400% and the 2-4 month window?

The data is based on effort logs from many interconnection projects, as well as data shared with us from major corporations on average effort and time to test manually. The Reflector usage data is based on effort logs from thirty-four companies' experiences using the Reflector. We would be happy to walk you through the analysis.

4. Can we get a demonstration and how would we conduct that? Can we use a multi-point experience? (i.e.- several different locations watching the demo)

Yes, we will be pleased to demonstrate the product. A multi-point demo can be provided through on-line services such as Glance or WebEx. Please contact your local representative to schedule a demonstration or request one through this web-site.

5. Who are your competitors?

The most significant competitor is "do-it-yourself". Many corporations believe they have the tools and know-how to do it themselves, often off of an existing exchange or B2B Hub (e.g., Microsoft Exchange). However most of these are solely within the firewall and don't provide the validation, collaboration and independent problem identification that the Reflector does. Accordare was fortunate in early associations with large automotive, aerospace and electronics companies and industry standards committees such as the Open Applications Group, and ebXML to discover the need for a product of this type as deployments begin to scale up.

However, it is precisely the "do-it-yourself" deployment efforts that create the problem. Major companies estimate weeks of labor-effort to reconcile the final incompatibilities between partners after both partners have completed IT enablement projects.

6. Can we speak with any of your clients to get some direct testimony on the tool and on Accordare?

Please contact us directly so that we can understand the specific area of interest and we will try to match your interests with a client to speak with. We are not yet at liberty to publicly release client names

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7. What other products are forthcoming to complement the tool suite? Does Accordare intend to support everything that such a tool will require going forward….such as data warehousing, analysis, reports, monitoring, etc….?

There are many features we plan to add to the Reflector as well as additional product offerings that are on the drawing board. Please contact us directly and we will be happy to discuss planned enhancements.

8. Who (what job function/s) would use this product? How will their lives be different by using your product?

The product will be initially used by IT professionals to reduce the amount of time that it takes to deploy trading partner connections and to improve time-to-first-value of such projects. By inserting automation into the partner connection and XML qualification process, they can qualify and bring partners on line faster, deepen the breadth of trading partner relationships faster, and offload effort from themselves to those of the partners until such time as that partner is fully ready to directly engage your supply chain systems. It frees up your resources to work more efficiently with your partners, and lets them spend more time on productive efforts and less on preparatory or remedial activities.