Mpp11 - Window Cleaning Business Marketing Plan
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Confidentiality Agreement The undersigned reader ac knowledges that the information provided by _______________ in this marketing plan is confidential; therefore, reader agrees not to disc lose it without the express written permission of _______________. It is ac knowledged by reader that information to be furnished in this marketing plan is in all respec ts confidential in nature, other than information which is in the public domain through other means and that any disc losure or use of same by reader, may cause serious harm or damage to _______________. Upon request, this document is to be immediately returned to _______________. ___________________ Signature ___________________ Name (typed or printed) ___________________ Date This is a marketing plan. It does not imply an offering of securities.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 2
Table of Contents 1.0 2.0 3.0 4.0 5.0 6.0 7.0
Marketing Vision......................................................................................................................................1 Ideal Customer ........................................................................................................................................1 Remarkable Difference ...........................................................................................................................2 Product/Service Innovation .....................................................................................................................2 Lead Generation Plan .............................................................................................................................2 Lead Conversion Plan.............................................................................................................................3 Service Experience .................................................................................................................................3 7.1 Loyalty Product/Service Offerings .................................................................................................3 8.0 Critical Numbers ......................................................................................................................................3 8.1 Sales Forecast ..............................................................................................................................4 8.2 Marketing Expense Budget ............................................................................................................6 8.3 Key Marketing Metrics ...................................................................................................................8
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 1
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
1.0 Marketing Vision Business Goals Increase revenue by 50% Hire admin staff Launch franchise program Purpose - We want to be known as the company that takes the work out of and puts the fun and passion into a chore most everyone hates. Visual - We have 10 trucks out in the neighborhoods working at full capacity and our 10th franchisee just signed up. Our window cleaning products can be found online and in every groc ery and hardware chain in America.
Table: Gap Dashboard Gap Dashboard Business Revenue increase Cleaning crew truck purchases Tactical New admin staff hours/week Other Strategic Franchises launched Other
FY 2009
FY 2010
FY 2011
$1,230,390 2
$1,312,000 2
$1,353,000 3
215 0
2,000 0
2,400 0
0 0
0 0
1 0
2.0 Ideal Customer Our ideal customer is a homeowner in one of about 15 ZIP codes with the home value and income to afford to have their windows cleaned at least twice a year. In most cases these are professionals who are either too busy to do home maintenance or prefer to use their free time to entertain or travel. Caring about cleanliness is a must. While there is a status feeling attac hed to our service, the primary driving force is a need to have things clean. One look inside a prospec t's car can offer clues about this force.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 1
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
3.0 Remarkable Difference Our difference is rooted in a passion for doing this work. We make our own cleaning solution, sell it in groc ery markets and our technicians are the friendliest, most trustworthy folks we can attrac t. We really take professionalism to new heights for our industry and make clean-up after the work as important as the work itself. Our core message speaks volumes - "Your Pane is Our Passion."
4.0 Product/Service Innovation Our biggest innovation is that we do sell our cleaning products in stores - leading to a brand name for our services - and direc tly to our customers when we clean their windows. This leads to significant loyalty and referral as well as ac ting as a nice profit center.
5.0 Lead Generation Plan Advertising Trucks, job site signs, neighborhood flyers Public Relations Church cleaning, non-profit cleaning - clean church windows to let the holy spirit shine through and get referrals from congregation. Product plac ement - give away product to influencer - real estate agents Referrals Top remodeling and new home contrac tors - we clean homeowners' windows at a deep disc ount first time to ac quire them as a customer. Neighboring home coupons - When we clean a home we pass out coupons to neighbors. Gift certificate mailing to existing customers - they pass the gift cleaning certificates on and earn gift cleaning bucks.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 2
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
6.0 Lead Conversion Plan Our lead conversion plan is that all calls are funneled to one appointment maker who is also a sales associate. Our incoming calls are sc heduled and educated on what to expec t - we know current customers from our CRM database and can sc hedule and network based on notes (our techs get the kids and pet names in conversation and we mention them). We always offer product. All customers are put on a 3-month call bac k sc hedule to remind them that it is time to re- clean. We send out quarterly newsletters that offer gift coupons to give away or use on their own homes.
7.0 Service Experience Our service experience is: 1. Lead technician greets the homeowner and goes over the plan for the home 2. Lead disc usses our proc ess briefly and assigns teams to work - all team members are dressed in branded work attire 3. Work is started by first setting up and staging any interior areas to protect work areas 4. Lead offers progress update if all-day job 5. Lead offers to tour completed work to assure satisfac tion 6. Lead offers invoice with special referral offer 7. Follow-up call from home office two days after completion
7.1 Loyalty Product/Service Offerings Our primary loyalty and WOW tools are our: 1. 2. 3. 4.
Professionalism compared to the industry Cleaning and education proc ess Clean-up after the job proc ess Follow-up before and after the cleaning
8.0 Critical Numbers All leads, sales and referral come through our central sales office. Our marketing department will trac k PR mentions and each customer will be offered the option to create a testimonial during their follow-up calls.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 3
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.1 Sales Forecast We have projec ted sales growth which reflec ts the seasonal nature of our business.
Table: Sales Forecast Sales Forecast Sales Residential cleaning Commercial cleaning Product Franchise Fees Total Sales Direct Cost of Sales Labor Product used in cleaning Direct costs for Product Sales Subtotal Direct Cost of Sales
Copyright 2008 Palo Alto Software
FY 2009
FY 2010
FY 2011
$1,080,320 $120,345 $29,725 $0 $1,230,390
$1,135,000 $142,000 $35,000 $0 $1,312,000
$1,152,000 $151,000 $40,000 $10,000 $1,353,000
FY 2009 $600,333 $24,013 $14,268 $638,614
FY 2010 $638,500 $25,540 $16,800 $680,840
FY 2011 $651,500 $26,060 $19,200 $696,760
www.paloalto.com
Page 4
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 5
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.2 Marketing Expense Budget Expenses are up a bit due to increased labor costs.
Table: Marketing Expense Budget Marketing Expense Budget
FY 2009
FY 2010
FY 2011
Advertising Sales Fixed
$32,400 $42,000 $18,000 -----------$92,400 7.51%
$0 $0 $0 -----------$0 0.00%
$0 $0 $0 -----------$0 0.00%
Total Sales and Marketing Expenses Percent of Sales
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 6
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 7
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.3 Key Marketing Metrics Our lead generation and conversion efforts will be affected by seasonal sales, but overall we projec t increases over the year as we make our outreach and CRM efforts more systematic.
Table: Key Marketing Metrics Key Marketing Metrics Revenue Leads Leads Converted Avg. Transactions/Customer Avg. $/Customer Referrals PR Mentions Testimonials Other
Copyright 2008 Palo Alto Software
FY 2009 $1,230,390 1,500 28.75% 2 $1,500 120 24 12 0
FY 2010 $1,312,000 1,750 35.00% 2 $1,550 150 26 15 0
www.paloalto.com
FY 2011 $1,353,000 2,000 38.00% 2 $1,600 175 30 20 0
Page 8
Appendix Table: Sales Forecast Sales Forecast Sales Residential cleaning Commercial cleaning Product Franchise Fees Total Sales Direct Cost of Sales Labor Product used in cleaning Direct costs for Product Sales Subtotal Direct Cost of Sales
Copyright 2008 Palo Alto Software
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
0%
$176,780
$165,440
$151,085
$60,155
$42,435
$11,800
$2,385
$2,955
$19,100
$65,900
$177,000
$205,285
0% 0% 0%
$14,600 $4,600 $0
$16,500 $4,000 $0
$14,200 $1,900 $0
$10,500 $1,200 $0
$1,900 $600 $0
$300 $100 $0
$160 $100 $0
$300 $125 $0
$3,885 $3,300 $0
$10,600 $4,200 $0
$15,400 $4,600 $0
$32,000 $5,000 $0
$195,980
$185,940
$167,185
$71,855
$44,935
$12,200
$2,645
$3,380
$26,285
$80,700
$197,000
$242,285
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$95,690 $3,828 $2,208 $101,726
$90,970 $3,639 $1,920 $96,529
$82,643 $3,306 $912 $86,860
$35,328 $1,413 $576 $37,317
$22,168 $887 $288 $23,342
$6,050 $242 $48 $6,340
$1,273 $51 $48 $1,371
$1,628 $65 $60 $1,753
$11,493 $460 $1,584 $13,536
$38,250 $1,530 $2,016 $41,796
$96,200 $3,848 $2,208 $102,256
$118,643 $4,746 $2,400 $125,788
www.paloalto.com
Page 1
Appendix Table: Marketing Expense Budget Marketing Expense Budget Advertising Sales Fix ed Total Sales and Marketing Expenses Percent of Sales
Copyright 2008 Palo Alto Software
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
-----------$7,700 3.93%
-----------$7,700 4.14%
-----------$7,700 4.61%
-----------$7,700 10.72%
-----------$7,700 17.14%
-----------$7,700 63.11%
-----------$7,700 291.12%
-----------$7,700 227.81%
-----------$7,700 29.29%
-----------$7,700 9.54%
-----------$7,700 3.91%
-----------$7,700 3.18%
www.paloalto.com
Page 2
Appendix Table: Key Marketing Metrics Key Marketing Metrics Revenue Leads Leads Converted Avg. Transactions/Customer Avg. $/Customer Referrals PR Mentions Testimonials Other
Copyright 2008 Palo Alto Software
Jul $195,980 195
Aug $185,940 185
Sep $167,185 96
Oct $71,855 54
Nov $44,935 19
Dec $12,200 10
Jan $2,645 8
Feb $3,380 58
Mar $26,285 151
Apr $80,700 199
May $197,000 253
Jun $242,285 272
24.00% 2 $1,500
26.00% 2 $1,500
27.00% 2 $1,500
27.00% 2 $1,500
28.00% 2 $1,500
28.00% 2 $1,500
29.00% 2 $1,500
30.00% 2 $1,500
30.00% 2 $1,500
31.00% 2 $1,500
32.00% 2 $1,500
33.00% 2 $1,500
13 2 1 0
15 2 1 0
4 2 1 0
2 2 1 0
2 2 1 0
2 2 1 0
2 2 1 0
8 2 1 0
13 2 1 0
15 2 1 0
21 2 1 0
23 2 1 0
www.paloalto.com
Page 3
Appendix Table: Gap Dashboard Gap Dashboard Business Revenue increase Cleaning crew truck purchases
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$195,980
$185,940
$167,185
$71,855
$44,935
$12,200
$2,645
$3,380
$26,285
$80,700
$197,000
$242,285
0
0
0
0
0
0
0
0
1
0
0
1
10 0
10 0
10 0
10 0
10 0
10 0
10 0
15 0
25 0
25 0
40 0
40 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
Tactical New admin staff hours/week Other Strategic Franchises launched Other
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 4
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 2
Table of Contents 1.0 2.0 3.0 4.0 5.0 6.0 7.0
Marketing Vision......................................................................................................................................1 Ideal Customer ........................................................................................................................................1 Remarkable Difference ...........................................................................................................................2 Product/Service Innovation .....................................................................................................................2 Lead Generation Plan .............................................................................................................................2 Lead Conversion Plan.............................................................................................................................3 Service Experience .................................................................................................................................3 7.1 Loyalty Product/Service Offerings .................................................................................................3 8.0 Critical Numbers ......................................................................................................................................3 8.1 Sales Forecast ..............................................................................................................................4 8.2 Marketing Expense Budget ............................................................................................................6 8.3 Key Marketing Metrics ...................................................................................................................8
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 1
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
1.0 Marketing Vision Business Goals Increase revenue by 50% Hire admin staff Launch franchise program Purpose - We want to be known as the company that takes the work out of and puts the fun and passion into a chore most everyone hates. Visual - We have 10 trucks out in the neighborhoods working at full capacity and our 10th franchisee just signed up. Our window cleaning products can be found online and in every groc ery and hardware chain in America.
Table: Gap Dashboard Gap Dashboard Business Revenue increase Cleaning crew truck purchases Tactical New admin staff hours/week Other Strategic Franchises launched Other
FY 2009
FY 2010
FY 2011
$1,230,390 2
$1,312,000 2
$1,353,000 3
215 0
2,000 0
2,400 0
0 0
0 0
1 0
2.0 Ideal Customer Our ideal customer is a homeowner in one of about 15 ZIP codes with the home value and income to afford to have their windows cleaned at least twice a year. In most cases these are professionals who are either too busy to do home maintenance or prefer to use their free time to entertain or travel. Caring about cleanliness is a must. While there is a status feeling attac hed to our service, the primary driving force is a need to have things clean. One look inside a prospec t's car can offer clues about this force.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 1
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
3.0 Remarkable Difference Our difference is rooted in a passion for doing this work. We make our own cleaning solution, sell it in groc ery markets and our technicians are the friendliest, most trustworthy folks we can attrac t. We really take professionalism to new heights for our industry and make clean-up after the work as important as the work itself. Our core message speaks volumes - "Your Pane is Our Passion."
4.0 Product/Service Innovation Our biggest innovation is that we do sell our cleaning products in stores - leading to a brand name for our services - and direc tly to our customers when we clean their windows. This leads to significant loyalty and referral as well as ac ting as a nice profit center.
5.0 Lead Generation Plan Advertising Trucks, job site signs, neighborhood flyers Public Relations Church cleaning, non-profit cleaning - clean church windows to let the holy spirit shine through and get referrals from congregation. Product plac ement - give away product to influencer - real estate agents Referrals Top remodeling and new home contrac tors - we clean homeowners' windows at a deep disc ount first time to ac quire them as a customer. Neighboring home coupons - When we clean a home we pass out coupons to neighbors. Gift certificate mailing to existing customers - they pass the gift cleaning certificates on and earn gift cleaning bucks.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 2
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
6.0 Lead Conversion Plan Our lead conversion plan is that all calls are funneled to one appointment maker who is also a sales associate. Our incoming calls are sc heduled and educated on what to expec t - we know current customers from our CRM database and can sc hedule and network based on notes (our techs get the kids and pet names in conversation and we mention them). We always offer product. All customers are put on a 3-month call bac k sc hedule to remind them that it is time to re- clean. We send out quarterly newsletters that offer gift coupons to give away or use on their own homes.
7.0 Service Experience Our service experience is: 1. Lead technician greets the homeowner and goes over the plan for the home 2. Lead disc usses our proc ess briefly and assigns teams to work - all team members are dressed in branded work attire 3. Work is started by first setting up and staging any interior areas to protect work areas 4. Lead offers progress update if all-day job 5. Lead offers to tour completed work to assure satisfac tion 6. Lead offers invoice with special referral offer 7. Follow-up call from home office two days after completion
7.1 Loyalty Product/Service Offerings Our primary loyalty and WOW tools are our: 1. 2. 3. 4.
Professionalism compared to the industry Cleaning and education proc ess Clean-up after the job proc ess Follow-up before and after the cleaning
8.0 Critical Numbers All leads, sales and referral come through our central sales office. Our marketing department will trac k PR mentions and each customer will be offered the option to create a testimonial during their follow-up calls.
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 3
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.1 Sales Forecast We have projec ted sales growth which reflec ts the seasonal nature of our business.
Table: Sales Forecast Sales Forecast Sales Residential cleaning Commercial cleaning Product Franchise Fees Total Sales Direct Cost of Sales Labor Product used in cleaning Direct costs for Product Sales Subtotal Direct Cost of Sales
Copyright 2008 Palo Alto Software
FY 2009
FY 2010
FY 2011
$1,080,320 $120,345 $29,725 $0 $1,230,390
$1,135,000 $142,000 $35,000 $0 $1,312,000
$1,152,000 $151,000 $40,000 $10,000 $1,353,000
FY 2009 $600,333 $24,013 $14,268 $638,614
FY 2010 $638,500 $25,540 $16,800 $680,840
FY 2011 $651,500 $26,060 $19,200 $696,760
www.paloalto.com
Page 4
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 5
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.2 Marketing Expense Budget Expenses are up a bit due to increased labor costs.
Table: Marketing Expense Budget Marketing Expense Budget
FY 2009
FY 2010
FY 2011
Advertising Sales Fixed
$32,400 $42,000 $18,000 -----------$92,400 7.51%
$0 $0 $0 -----------$0 0.00%
$0 $0 $0 -----------$0 0.00%
Total Sales and Marketing Expenses Percent of Sales
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 6
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 7
Created in Marketing Plan Pro® 11.0 Powered by Duct Tape Marketing
8.3 Key Marketing Metrics Our lead generation and conversion efforts will be affected by seasonal sales, but overall we projec t increases over the year as we make our outreach and CRM efforts more systematic.
Table: Key Marketing Metrics Key Marketing Metrics Revenue Leads Leads Converted Avg. Transactions/Customer Avg. $/Customer Referrals PR Mentions Testimonials Other
Copyright 2008 Palo Alto Software
FY 2009 $1,230,390 1,500 28.75% 2 $1,500 120 24 12 0
FY 2010 $1,312,000 1,750 35.00% 2 $1,550 150 26 15 0
www.paloalto.com
FY 2011 $1,353,000 2,000 38.00% 2 $1,600 175 30 20 0
Page 8
Appendix Table: Sales Forecast Sales Forecast Sales Residential cleaning Commercial cleaning Product Franchise Fees Total Sales Direct Cost of Sales Labor Product used in cleaning Direct costs for Product Sales Subtotal Direct Cost of Sales
Copyright 2008 Palo Alto Software
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
0%
$176,780
$165,440
$151,085
$60,155
$42,435
$11,800
$2,385
$2,955
$19,100
$65,900
$177,000
$205,285
0% 0% 0%
$14,600 $4,600 $0
$16,500 $4,000 $0
$14,200 $1,900 $0
$10,500 $1,200 $0
$1,900 $600 $0
$300 $100 $0
$160 $100 $0
$300 $125 $0
$3,885 $3,300 $0
$10,600 $4,200 $0
$15,400 $4,600 $0
$32,000 $5,000 $0
$195,980
$185,940
$167,185
$71,855
$44,935
$12,200
$2,645
$3,380
$26,285
$80,700
$197,000
$242,285
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$95,690 $3,828 $2,208 $101,726
$90,970 $3,639 $1,920 $96,529
$82,643 $3,306 $912 $86,860
$35,328 $1,413 $576 $37,317
$22,168 $887 $288 $23,342
$6,050 $242 $48 $6,340
$1,273 $51 $48 $1,371
$1,628 $65 $60 $1,753
$11,493 $460 $1,584 $13,536
$38,250 $1,530 $2,016 $41,796
$96,200 $3,848 $2,208 $102,256
$118,643 $4,746 $2,400 $125,788
www.paloalto.com
Page 1
Appendix Table: Marketing Expense Budget Marketing Expense Budget Advertising Sales Fix ed Total Sales and Marketing Expenses Percent of Sales
Copyright 2008 Palo Alto Software
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
$2,700 $3,500 $1,500
-----------$7,700 3.93%
-----------$7,700 4.14%
-----------$7,700 4.61%
-----------$7,700 10.72%
-----------$7,700 17.14%
-----------$7,700 63.11%
-----------$7,700 291.12%
-----------$7,700 227.81%
-----------$7,700 29.29%
-----------$7,700 9.54%
-----------$7,700 3.91%
-----------$7,700 3.18%
www.paloalto.com
Page 2
Appendix Table: Key Marketing Metrics Key Marketing Metrics Revenue Leads Leads Converted Avg. Transactions/Customer Avg. $/Customer Referrals PR Mentions Testimonials Other
Copyright 2008 Palo Alto Software
Jul $195,980 195
Aug $185,940 185
Sep $167,185 96
Oct $71,855 54
Nov $44,935 19
Dec $12,200 10
Jan $2,645 8
Feb $3,380 58
Mar $26,285 151
Apr $80,700 199
May $197,000 253
Jun $242,285 272
24.00% 2 $1,500
26.00% 2 $1,500
27.00% 2 $1,500
27.00% 2 $1,500
28.00% 2 $1,500
28.00% 2 $1,500
29.00% 2 $1,500
30.00% 2 $1,500
30.00% 2 $1,500
31.00% 2 $1,500
32.00% 2 $1,500
33.00% 2 $1,500
13 2 1 0
15 2 1 0
4 2 1 0
2 2 1 0
2 2 1 0
2 2 1 0
2 2 1 0
8 2 1 0
13 2 1 0
15 2 1 0
21 2 1 0
23 2 1 0
www.paloalto.com
Page 3
Appendix Table: Gap Dashboard Gap Dashboard Business Revenue increase Cleaning crew truck purchases
Jul
Aug
Sep
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
Jun
$195,980
$185,940
$167,185
$71,855
$44,935
$12,200
$2,645
$3,380
$26,285
$80,700
$197,000
$242,285
0
0
0
0
0
0
0
0
1
0
0
1
10 0
10 0
10 0
10 0
10 0
10 0
10 0
15 0
25 0
25 0
40 0
40 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
0 0
Tactical New admin staff hours/week Other Strategic Franchises launched Other
Copyright 2008 Palo Alto Software
www.paloalto.com
Page 4
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