Virtual Tools:
A New Dimension of Business
Greg Kenepp, Chief Marketing Officer
NOVEMBER 2010
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CONFIDENTIAL
IntraLinks — Secure Business Collaboration
Market Leadership
• Pioneered B-B portals and team collaboration
• #1 rank by Gartner for team collaboration applications
SaaS Business Model
• Multi tenet Platform configured for customer solutions
• Optimize capital, time to service, operating costs and risk
Proven and Experienced
• Specialize in high value B-B collaboration solutions
• Scale, financial strength and global presence
• 24x7 ongoing service and support for community
50 of the Top 50 Global Banks
NYSE publically listed
3500+ Customers Worldwide | 800 of the Fortune 1000
1MM+ Total Users | 28,000+ Implementations
18 Locations Worldwide: Americas, Europe, Asia-Pacific
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Customers
Company
> $200M Revenue | 30% CAGR | 500+ Employees
30 of the Top 30 Global Law Firms
10 of the Top 10 Pharmaceuticals Companies
10 of the Top 10 BioTech Firms
9 of the Top 10 Global Energy & Utilities
Knowledge Worker Environment
Combining content management, collaboration and workflow capabilities
for business communities
SaaS
Community
3
• Enterprise Software
• Saas business model
Content
Collaboration
• Complex
• Fast implementation
• Costly to implement
• Easy to use
• Extensive IT support
• Inside/outside the firewall
• Inside the firewall
• End user/community
support
Collaboration
Content
•
•
•
•
• Highest level security and
access control
• Complex workflow
• High availability
Community
Old Way
• Workgroups and
teams
• Within the enterprise
• Internal support
• Corporate sponsored
Poor security
Narrow product scope
Unstructured
Unreliable
• B2B communities
• Community support
• Trusted, independent
provider
How Do Organizations Use IntraLinks?
Before
After
Complex, Difficult and Slow
Easy, Simple and Fast
Advisors
Investors
Suppliers
Lenders
Content
Process
Collaboration
Partners
Customers
Internal
Departments
Not
Efficient
4
Not
Secure
Not Compliant
Not Auditable
Secure
Control
Compliant
Auditable
Loyal, Diversified and Global Customer Base
5
Industrial
Consumer
Pharmaceutical
Energy
Advisory / Legal
Financial
Transportation
Federal / State Gov’t
The Collaboration Market
Collaborative Workspace Market
Content Collaborative Workspace
$14,000
• Content Management, team collaboration,
search and enterprise portals
$12,000
• $9.8B growing to $12.7B in 2014
$10,000
• Customer demand for integrated solutions
covering multiple disciplines
$8,000
$6,000
• Extranet Collaboration — team collaboration
between businesses
$4,000
$2,000
$0
2009
2010
Extranet Collaboration
Source: IDC
2011
2012
2013
2014
Content Collaborative Workspace
Market Drivers
• SaaS business model; market demand
doubles with speed of deployment
• Younger knowledge workers
accustomed/expecting cloud interaction
• One to many relationship between companies
and communities of interest
• Economies of scale from multi tenet SaaS
solutions
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Extranet Collaboration
Intranet vs. Extranet Collaboration Requirements
Inside the Firewall Collaboration
Extranet Collaboration
Focus on employee productivity, integration with other
enterprise systems
Focus on outside-the-firewall collaboration and
information exchange
Designed for single trusted community (with subgroups)
that have shared agenda
Address needs of constituents with different and
potentially conflicting interests
“Permanent” deployments
Deployments may be short or long term (may be project
or deal based)
Information owned/governed by one organization
Varied/flexible models of information ownership
Business value rests primarily on ability to manage, find, and
govern information (productivity, compliance)
Business value tied to ability to enable business
transactions and deals, and improve supply chain
efficiency
Benefit from on-premise deployment (integration)
Benefit from SaaS trusted third party is key
Source: IDC, July 2010
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Hiding Complexity
Interoperability: Making the Whole
Greater Than the Sum of the Parts
Extranet Collaboration Components
Task-Based Desktop
• Integrated work environment for
knowledge workers
Dialogue Manager
• Combines content management,
workflow, collaboration and information
governance
Query Converters
Reporting Tools
Text Mining
Analytics
Similarity & Relevance
Visualize
Personalize
Search
Browse
DB Match & Sort
Rule Base, Data Base, Knowledge Crosswalk
Language Level 2 Analyzers
POS, content & entity; relationship extractions
Language Level 1 Analyzers
Tokenizers, stemming & morphology
DB Structuring Tools
Categorizers, DTDs, & Taxonomies
Workflow
Security
Web Services Infrastructure: SML, SOAP, UDDI
Unstructured
Media
Source: IDC, Directions 2006 Presentation
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Data Mining
Structured
Data
SECURITY
Collaborative Tools
Applications
• Hosted on a secure platform
• Offered as a service
• Delivered by a trusted provider
Extranet Collaboration Example
Life Sciences Clinical Operations Extranet Environment
Asset / Compound
Asset / Compound
Asset / Compound
Clinical
Study
Clinical
Study
Clinical
Study
Clinical
Study
Clinical
Study
Clinical
Study
Site
Site
Site
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Site
Site
Site
Site
Site
Site
Site
Clinical
Study
Site
Site
Site
Clinical
Study
Clinical
Study
Site
Site
Site
Site
Site
Site
Site
Site
Site
Site
Site
Site
Site
Site
Clinical Study Exchange
Sponsor distributes
essential Reg docs
Not Accessed
1
3
Partially
Completed
(1572, CV)
email notification
Sponsor
IRB s/ ECs
4
email notification
Sponsor request
Reg Doc Completion
from Sites
2
5
IRB receives
review request
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Fully Completed
(1572, CV, Med
Lic. FD, etc)
IRB post
approval. Site
and Sponsor
receive alert.
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Return on Investment: Clinical Studies
6 Weeks
$1.1 Million
16 Weeks
$4 Million
104 Weeks
$28 Million
Old Way
Site Recruitment
Study Start-up
Conduct Study
Close-Out
IntraLinks Solution
2 Weeks
$.5 Million
10 Weeks
$2.5 Million
Assumptions:
75-site, 29-month study
A clinical trial costs $36K/day
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For sponsors, just getting to “first site, first patient visit”
for each Phase III study takes 22 weeks and $5.1M.
With IntraLinks, sponsors can save 10 weeks and $2.1M
savings per study.
Projected industry spend in 2009: $8.8B*
Projected industry cost savings: $3.6B*
* Based on the projected number of new Phase III and studies in 2009 of 1,725
* Based on the projected number of new Phase III studies in 2009 of 1,725
Who’s Using IntraLinks in Latin America?
Global Market Leader
Latin America Growth
• Invented and brought critical
information exchange solutions
online in 1997. IntraLinks holds
5 U.S. Patents.
• Began conducting business in
region in 2005
• Sao-Paulo based business entity and
regional headquarters established in 2010
with local sales, customer support,
technical and finance teams
• Leading market share in the early
adopter M&A, IPO, and Debt
market segments
• Compelling solutions in key industries:
- Financial Services
 50 of the top 50 global banks
 13 of the 15 largest private
equity firms
 5 of the 10 largest venture
capital firms
– Corporations
 25,000 organizations
 25 of the top 25 law firms
 9 of the top 10 global
energy companies
 9 of the top 10 utilities
companies
• Additional sales and service professionals
in Mexico and Chile
• Multi-lingual solution and service platform,
available in Brazilian Portuguese and
Spanish
• SaaS delivery model: on-line in
minutes, no up-front capital costs,
integration expense or maintenance
contracts
• True multi-tenant platform and
architecture
• 30,000 users daily accessing more than
28,000 active IntraLinks solutions
• Over 55,000 completed transactions on
the IntraLinks platform
Corporations
Law Firms
Banks
Investment Banks in
Latin America
EBX
Mattos Filho
Itau BBA
Petrobras
Pinhero Neto
Bradesco BBI
CSN
BTG
9 of the Top 10
Codelco
Machado
Meyer
Law Firms in Latin America
Ambev
Souza Cescon
Banamex
Cosan
Carey y Cia
Santander
19 of the Top 20
2/3 of the Top 100
Companies in Brazil
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Superior Service
Delivery Model
Galicia
BancoBrasil
25% of all 2009 M&A deals
in Latin America with value
greater than $10 million,
including over 40% in Brazil
Market Leader
A pioneer in cloud-based
cross-organizational collaboration,
IntraLinks cut its teeth on managing
complex financial interactions like
mergers and acquisitions. The
Company
1.
IntraLinks
2.
IBM
16.5
3.
EMC
8.3
4.
Microsoft
7.1
5.
Jive Software
6.1
6.
Cisco
3.5
For the fourth year in a row, Gartner
7.
Novell
2.8
recognizes IntraLinks as the leader in
the Teaming and Enterprise Social-Software
market based on revenues worldwide, ahead of
8.
Vignette
0.8
9.
Other Vendors
diligence required in security, privacy,
and auditability in these complex
environments is highly relevant to all
cross-organizational collaboration
— LotusLive Drives Knowledge Continuity For CrossOrganizational Collaboration Forrester Research,
Inc., April 2009
IBM, EMC and Microsoft
— Market Share: Web Conferencing, Teaming
and Enterprise Social Software, Worldwide, 2009.
Gartner, April 2010
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Rank
2009 %
Market
Share
Source: Market Share: Web Conferencing, Teaming and
Enterprise Social Software, Worldwide, 2009. Gartner, April 2010
22.5
32.2
Greg Kenepp
Chief Marketing Officer, IntraLinks
gkenepp@intralinks.com
Katherine Brescia
Sr. Marketing Mgr, IntraLinks
kbrescia@intralinks.com
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