I. Acerca de Robert Frances Group (USA)

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1 I. Acerca de (USA) Fundada en mayo de 1997 por Jack Brown, uno de los tres fundadores de Meta Group, (RFG), firma de investigación, asesoría y consultoría en TI localizada en Estados Unidos; tiene como misión proveer asesoría oportuna y apoyo estratégico en TI a los CIOs, CTOs (y sus equipos de trabajo) de las Global 2000 (las 2000 empresas globales más importantes del mundo) así como a las empresas de la Nueva Economía. Diariamente ejecutivos de TI y sus colegas de las principales empresas, organizaciones gubernamentales y diversas instituciones buscan en RFG una respuesta oportuna y centrada en los negocios a sus más apremiantes preguntas que les permita diseñar, implementar y gestionar exitosamente sus iniciativas tecnológicas. Enfocados en el negocio de la TI, RFG ayuda a sus clientes a maximizar su efectividad apoyándolos en el alineamiento de la TI con la estrategia de su organización, logrando así impulsar las ventas, mejorar la relación con sus clientes, incrementar la productividad, y reducir costos. Esto es posible debido a que desde el primer día nos preocupamos en entender sus necesidades, problemas, estrategia y temas claves para luego evaluar todo ello a partir de la experiencia de nuestros analistas, casos similares estudiados y tendencias de la industria. Para ello nuestros clientes disponen de un acceso directo y bajo demanda a un equipo de expertos analistas de la TI con mas de 20 años de profunda experiencia en áreas técnicas y ejecutivas, tanto en organizaciones usuarias como en proveedores de TI, que los convierte en sus asesores de confianza. Asimismo, mantenemos el mejor ratio cliente:analista de la industria (15 a 1), que asegura la más alta calidad de servicio y una interacción realmente personalizada. Nuestras investigaciones están escritas de modo sencillo y directo, así como estructuradas para facilitar que nuestros clientes puedan poner en practica las estrategias, metodologías, mejores practicas y recomendaciones incluidas en estas. El resultado de todo lo anteriormente descrito es que los clientes de RFG logran una mejor comunicación con los decisores de negocio, un mayor éxito en los negocios, elasticidad empresarial, mejor administración del riesgo, un mayor alineamiento de la TI con la organización y un más demostrable valor de la TI para el negocio. 1

2 II. Áreas de Asesoría Estos Servicios le permiten acceder a trece categorías de asesoría que cubren todos los aspectos estratégicos así como el core o fundamentos de la TI, permitiéndole maximizar la efectividad de su organización alineando el conocimiento y recursos de la TI con la estrategia corporativa, logrando: impulsar las ventas, optimizar la relación con sus clientes, aumentar la productividad y reducir costos. A. ESTRATEGIA DE TI The Business of IT - Business Alignment - Business Processes and Best Practices - Company Profiles - Organization and Finance Staffing and HR - Consulting, Education & Training: E-learning, Outsourcing - Hiring and Retention - Metrics - Salaries and Job Descriptions Legal - Contracts - Regulations: ADA, Privacy, SEC Rulings B. FUNDAMENTOS DE TI Operations - Centralized/Descentralized IT Administration - Systems and Network Management: Application Management, Asset Management, Network Management, Performance Management Communications - Call Centers - Conferencing - Networking: LANs and WANs, Streaming Media, Voice over IP, VPNs - Voice: Operations Support Systems, PBXs, Speech Recognition Security - Authentication Technologies : Biometrics, Digital Signatures, Public Key Infrastructure, Smart Cards - Digital Rights Management - E-business Application Security: Firewalls, Intrusion Detection Systems, Policies and Procedures Client Systems - Hardware : Internet Appliances, Personal Computers, Thin Clients - Office Productivity: Retention, Groupware, Productivity Suites - Operating Systems : Linux, Mac (OS X et. al.), Windows 2

3 Mobile computing - Cell Phones : Location-based Services, WAP/WAM - PDAs: PalmOS and WinCE, RIM Blackberry, Screen Scraping - Security Issues - Wireless Infrastructure : 2G, 2.5G, 3G, Wireless LANs Front-office Applications - Customer Relationship Management (CRM) - Industry Applications: Geographic Information Systems (GIS), Supply Chain Management (SCM) - Sales Force Automation (SFA) Back-office Systems - Enterprise Resource Planning (ERP) - Hardware: AS/400 and iseries, Intel Servers, Mainframe, Unix Servers - High-Availability/Mission-Critical Systems : Data Center Design and Operations, Location/Relocation/Colocation, Server Consolidation - Operating Systems : Commercial Unix (AIX, HPUX, Solaris, etc.),linux, Novell, OS/390, Other, TPF, VM, Windows - Software: Databases, Document Management, Knowledge Management E-Commerce/E-Business - Distribution - Enterprise Middleware: Application Servers, Business Process Management (BPM) and Workflow, Directory Services, Enterprise Application Integration (EAI), Web services - Portals - Service Providers: Application Service Providers (ASP), Internet Service Providers (ISP), Managed Service Providers (MSP), Web Hosting/Data Center Service Providers (HSP) Storage - Business Continuity - Storage Requirements: Mainframe Storage, Open Storage, PC Storage - Storage Software: Backup and Fail-over Software, High Availability Software, Storage Management Software, Synchronization Software - Storage Technologies: Caching, DASD, Storage Area Network (SAN) and Network Attached Storage (NAS), Tape Application Development - Languages: Client/Server Application Development, Mainframe Development, Web Development - Methodology and Project Management : Design and Modeling (UML, CASE, etc.), Development Collaboration, Estimation/Metrics, Source Code Management (SCM), Testing - Techniques: Architecture, Buy vs. Build, Cross Platform, Distributed/Object Oriented, N-tier, Open Source, Software Delivery - Technologies: Components and Class Libraries, Database, Integrated Development Environments (IDE), Message Queues, XML and Family 3

4 III. Principales áreas de Especialización A continuación la relación de los principales temas que los analistas de Robert Frances Group cubren con solvencia y por lo cual son reconocidos en la industria: Accounting Systems/ERP Adaptive Infrastructure Planning and Design Application and Services Outsourcing (including ASPs, MSPs, xsps) Application Architecture Application Development Best Practices Application Management Asset/Portfolio Management Back-Office Applications (including Business Intelligence (BI), Enterprise Performance Management (EPM), Enterprise Resource Planning (ERP), Project Management, Professional Services Automation (PSA), etc.) Balanced Scorecard Software and Tools Business Alignment Business Application Profile (BAP) Planning Business Continuity Planning Business Intelligence (BI) Business Metrics Models Business Plan Analysis Business Practices (including Budgeting, SEC Ruling, Security) Business Process Analysis Business Value of IT Business-IT Alignment & Strategy Business-IT Process Modeling Carrier/Telecom RFI, RFP, and Contract Assistance and Negotiation Strategies Carrier/Telecommunications Networking Change Impact Analysis Charge back mechanisms & Network Metrics Charge-Backs Clustering and High Availability Competitive Positioning and Analysis Complexity & Whole Systems Analysis Computer Platforms Contract Negotiation & Strategies Corporate Computer Training Corporate Training (including Employee Assessments, Metrics/ ROI) Criteria for Linux server platform selection Custom Relationship Management (CRM) Customer Segmentation Analysis Customer-Centric Selling & Positioning Data Center Design Data Center Management Data Centers (including DASD, Mainframes, MIPS Normalization) Data Communication Infrastructures Data Quality and Interdiction Data Security Strategy, Products, and Practices Database Design Database Management Systems Database Optimization Database Servers 4

5 Desktop and Back-Office Operating Systems (including Linux, Solaris, Windows, etc.) Desktop and Server Operating Systems (including Microsoft) Desktop Pricing Desktop Procurement Strategies Directory Services Disaster Recovery Planning, Business Continuity Design E-Business E-Business and E-Commerce Applications, Deployment, and Strategies E-Commerce Application Security E-Commerce Applications and Architecture (including Web Services) E-Learning (including Content, Hardware) Enterprise Application Software (including CRM, ERP, Supply Chain Management (SCM), etc.) Enterprise Systems Management Enterprise Technology Strategy Executive briefings, Executive retreats Geographic/Spatial Information Systems (GIS) Go-to-Market Strategy Development Governance /PMO/EPMO Groupware Hardware and Software Acquisition Help Desk/Service Center Strategies & Management Help Desks (including Management, Metrics, Outsourcing, SLAs, Support tools) High Performance Computing High-Availability Networking Human Capital Management (including Applications, Architectural Frameworks, Best Practices for Recruitment, Training, Career Development, Incentive Management, Retention, and Succession Planning, Job Descriptions, Outsourcing) Industry Verticals: Aerospace/Defense, Banking, Pharmaceuticals/Chemical, Publishing, Securities Broker/Dealer Infrastructure Architecture Infrastructure Design/Planning Infrastructure Planning/Development/Design Intercultural Issues- Localization & Globalization Inter-dependency Analysis (ValueChain Road Maps) ISP Selection Criteria & Internet Connection Strategies IT Architecture Methodologies IT as a Value Center IT Asset, Infrastructure, and Systems IT Benefits Realization IT-Business Alignment Issues IT-Business open source issues Laws, Policies, Rules, and Regulations Affecting IT Leadership Coaching and Development Legacy System Conversion Legal Technology Linux and Open Source Linux distribution providers Linux in emerging geographies Linux Return-on-Investment Linux versus Windows Security Logical and Physical Database Design 5

6 Loyalty Metrics, Surveys & Improvement Mainframe/Midrange Servers Managed Network Services and Network Outsourcing Managed Services (including Requirements Definition, Vendor Selection Assistance) Messaging Messaging and Directory Services Metrics Development Microsoft.NET Development Mission-Critical Systems/High-Availability Strategies Mobile Computing Negotiation Strategies/RFIs and RFPs/Contracts Network Architecture Network Architecture Design and Analysis Network Cabling Infrastructure Network Infrastructure Architecture, Design, and Implementation Network Management, Outsourcing, Security, and Technology Refresh Planning Network Staffing and Career Development New Technology Planning, Assessment, and Implementation Object Middleware Offshore and Outsourcing Strategies Online Collaboration Open Source Open source databases Open source frameworks Open Source Software Open sources licenses Open standards in open source Operating Systems (including Linux, Open VMS, Unix, Windows, etc.) Organizational Alignment Outsourcing and Vendor Management Partner and Channel Analysis Performance Capability GAP assessment Performance Management Personal Digital Assistants (PDAs) and Smart Phones Personal Styles Profiling & Team Building Portals Post-Merger Integration Process Automation/Management Professional Services Automation (PSA) Project Management (including Technologies) Project Management Tools Project Portfolio Management (PPM) Project Team Performance & Member selection. Quality of Service (QoS) and Performance Management Analysis Quality of Service (QoS) and Policy-Based Management Quantifying & Selling the Value of IT Restructuring IT Risk & Transition Management Risk mitigation with open source software ROI/ROV Sales Force Optimization (SFA/SFO) Satellite Communications Security Strategy (Identity Management, Risk Management, Firewalls, IDS) 6

7 Server Strategies Servers Service Level Agreements (SLAs) Service Level Management Services Oriented Architecture (SOA) Silo Busting - Aligning People and Teams Single Point of Failure Analysis for Data Communication Networks Software Development Software Package Implementation Sponsor Engagement and Accountability Storage and Storage Networks Storage Technologies and Strategies Strategic IT Planning Strategies for Business Intelligence (BI), Content Management, Enterprise Application Integration (EAI), and Knowledge Management (KM) Supply Chain Management (SCM) (including Contract Management Software, Data Exchange Standards, Import/Export Compliance Software, Strategic Sourcing) Survey Instruments (including ASP-Hosted, Consulting, Packaged, Web-Based, etc.) Surveys (including Creation, Administration) System Integration Systems Architecture Systems Management Solutions Team SLA's & Win-Win Agreements Technology Asset Management Technology Training Programs for IT Executives Telecom Infrastructure and Middleware Telecom Service Provider Strategies Transactional Middleware Troubleshooting Assistance Unix-to-Linux migration strategies User Authentication Systems Value Management Offices (VMO) Vendor Management Vendor Management Training Vendor/Contingent Workforce Life Cycle Management (CWLM) Vendor-User 'fit' analysis & messaging Virtual Private Networks (VPNs) Voice over Internet Protocol (VoIP) Analysis, Planning, and Implementation Web and Application Servers Web Services Web Site Analysis/Content Creation WiMAX Wireless and Handheld Strategies Wireless and Mobile Services Wireless Carrier Infrastructures (including 2G, 2.5G, and 3G) Wireless Communication Technology (including Cellular, Microwave, Wideband) Wireless Local Area Networks (Wi-Fi) Wireless Networks 7

8 IV. Diferencia de frente a otras firmas 8

9 V. Modelo de 9

10 VI. Directivos de Cal Braunstein Chairman/CEO and Executive Director of Research Mr. Braunstein has held a variety of management and non-management positions in IBM. Prior to joining RFG, he was a Certified Senior Consultant in the IBM Consulting Group, where he specialized in business strategy management, process reengineering, and customer relationship issues. He has provided IT consulting and advisory services for enterprises in Asia, Australia, Canada, Europe, Mexico, and the US. Mr. Braunstein is experienced in business strategy management, enterprise systems architecture, mission-critical transaction processing systems, process reengineering, and project management. He has been responsible for marketing, architecting, designing, implementing, and supporting mission-critical transactionprocessing systems in the securities and transportation industries. He had responsibility for major airline reservation systems worldwide, global distribution systems, and the New York Stock Exchange (NYSE) and CTS ticker tape systems used by the American Stock Exchange (AMEX), the National Association of Securities Dealers Automated Quote system (NASDAQ), the NYSE, and other exchanges. Today, Mr. Braunstein, as chief executive of RFG, deals with many of the same strategic and operational issues IT executives face daily. He brings his understanding of the business, financial, legal, organizational, political, and process tradeoffs to bear as he wrestles with client business issues. In the past few years he has worked extensively with RFG client executives with their regulatory compliance and governance concerns. Additionally, he frequently assists clients with the procurement process, with an emphasis on contract negotiation, service level agreements (SLAs), and terms and conditions. His background enables him to examine the impact of IT change on user communities, with a focus on enterprise systems within the financial services, insurance, and travel industries. His knowledge of 24x7 mission-critical systems gives him the uncommon ability to look at enterprise architectures and operations holistically, from mainframe systems to client devices, with a business-focused perspective. 10

11 Ronald Exler Vice President and Research Fellow Mr. Exler heads RFG's Business of IT service and also leads its channels and marketing efforts. Mr. Exler has been with RFG for the past seven years, working closely with clients advising them on software application development, information technology asset management, geographic information systems (GIS), and a variety of other areas. He was most recently Director of Research Operations and has also served continuously in a senior analyst capacity. Immediately before RFG, Mr. Exler was Vice President of Product Management for NetBalance, a vendor of technology asset management software. Mr. Exler oversaw and managed product life cycles; defined market strategies and tactics; and developed and managed partnerships with external vendors including Oracle, Hewlett Packard, and Microsoft. 11

12 Jerald Murphy Director of Research Operations Mr. Murphy is one of the industry's leading authorities on enterprise IT infrastructure design and management. He has spent more than 20 years doing engineering research and helping to develop infrastructure and management strategies for many of the largest global companies and service providers. Mr. Murphy's areas of primary coverage for RFG include databases, end-user compute platforms, network design, servers, and storage. Additional focus areas include quality of service (QoS), security, and service provider outsourcing. Before joining RFG, Mr. Murphy was Senior Vice President and Service Director for Meta Group's infrastructure strategies service. Prior to that, he was director of network management services for RPM Consulting. At that firm, he was responsible for defining the network management architecture process and advising network management vendors on product architectural enhancements. Before RPM Consulting, Mr. Murphy was manager of MCI's Systems Integration Group, where he was responsible for the design and implementation of MCI's data network management operations centers. He also redesigned MCI's customer data network management systems to be one of the largest integrated management platforms of its kind. 12

13 Carolyn Crocker Director, Business Services Ms. Crocker has spent over fifteen years in corporate management. Ms. Crocker also oversees all RFG client support activities. She is accountable for all corporate finances, human resources, legal negotiations and client services. Ms.Crocker is responsible for all client activity. She monitors client usage, satisfaction and ensures fulfillment of each contract. In addition, under the direction of the CEO, she assists in the preparation of short-term and long-range plans. and budgets based on broad corporate goals and growth objectives. In addition, she develops and implements procedures and controls to promote communication and adequate information flow within the organization. Prior to RFG, Ms. Crocker spent more than 10 years as the Chief Lobbyist and Executive Director of a large trade association. In that role, among other tasks, she was influential in building a comprehensive legislative strategy for the group. 13

14 VII. Opinión de algunos Clientes El alto valor, calidad y efectividad de la asesoría y orientación personalizada que RFG brinda a sus clientes de distintos tamaños y sectores se refleja en los comentarios que continuamente recibimos de parte de ellos, algunos de los cuales citamos a continuación: Time, Productivity, and Financial Savings "I cancelled one contract for bifurcated research services and replaced it with the RFG's single service offering. By combining subscriptions to RFG and only one other research firm along with purchases of research notes from third-parties as needed, I was able to save hundreds of thousands of dollars." - Insurance Company "Immediate benefit, reduction in resources and man hours, to research projects and research information". - Facilities Management Company Executive Productivity "The daily reports and snapshots are very timely and provide very high value to us. We could never get this on our own and appreciate what you are doing." - Metals and Mining "There are so many, I just don't know where to start!! However, what I like is that it takes me about three minutes daily, to stay abreast of current issues!" - Utility High Quality, Personalized, Full Service Model "I know I can always count on RFG to be responsive to clients' needs -- one of the reasons why we have stuck with RFG for a number of years." - Telecommunications "We are quite satisfied with RFG. We like the fact that we are well served and get very personal attention. It's like having an extended research team." - Electronics - Semiconductor "The RFG delivery model provides all services and is not based on paying for compartmentalized services. I like the full service model because it satisfies a diverse set of company issues. Your custom research and the context of daily agenda are outstanding." - Diversified Financial Company Timely, Objective, and Responsive Analysis "When I saw your most recent article, which included a request for feedback, I decided instead to send you my compliments on another recent article, in which you bravely reminded subscribers of your 2000 predictions and then compare/contrast what actually happened during the year. No one can be expected to spot all trends, but in my experience, it's not unusual for analysts/consultants to make sweeping predictions and then never revisit them (and hope, perhaps, that their subscribers don't remember what they said). You gained credibility in my eyes by your approach and by your results." - Hardware, Software, and Services 14

15 Value Added Analysis Input from RFG analysts has come to carry significant weight in this community: "It remains one of the best deals around and is read and appreciated by a broad cross section of IT leaders". - Manufacturer "Not every note pertains to me but when that little gem comes, it is great!" - Manufacturer Independent Research "I find it to be a valuable supplement to our existing research providers and our own internal efforts." - Retailer "There are a lot of best practice companies. RFG is much more small, nimble and focused and certainly very independent. I enjoy the daily and it keeps me in touch with the market!" - Manufacturer "They fill a niche that I can't find anywhere else." - Securities Firm Technology from a Business Viewpoint and with a Personal Touch "Push information and daily report in front of me which is more toward a business view than pure technology. I like the general knowledge and remote access. Let's me know who the players are and what they are doing. A personal touch, having face to face contact is valuable, also what is happening in the industry and companies that are in similar situations to what we have." - Manufacturer A Powerful Combination: Quality and Timeliness "Your IS trends documents were very useful in preparing my strategic plan over the last few days. They helped focus my team's comments and provided a framework for some of our competitive analysis. Your 24-hour turnaround was incredible. Please thank the RFG team for me for their high quality and timely response. I've never experienced this type of quality and speed. It's a very powerful combination." - Manufacturer "Daily information pieces couldn't be more relevant or timely to our current information needs and concerns." - Securities firm "You are a quality organization with good insights and information." - Electronics - Semiconductor Mas opiniones de nuestros clientes en: /about/testimonials.html 15

16 VIII. Algunos de nuestros Clientes - ABN AMRO - AIR LIQUIDE - ALLEGIS GROUP - AMERICAN REPUBLIC INSURANCE CO. - AXA TECHNICAL SERVICES - BANCO DE CREDITO DEL PERU (Peru) - BELLSOUTH - BLUE CROSS/BLUE SHIELD OF KANSAS - BOEING EMPLOYEES CREDIT UNION - CALIFORNIA LOTTERY - CAPITAL ONE SERVICES - CENTRAL STATES PENSION FUND - CISCO SYSTEMS, INC. - COMPUTER ASSOCIATES INT'L, INC. - COOK COUNTY CIRCUIT COURT - COOMEVA (Colombia) - DOW JONES & CO., INC. - ELIZABETH ARDEN - EMBRY-RIDDLE AERONAUTICAL UNIV. - FAMILY DOLLAR SERVICES, INC. - FIRST FRANKLIN FINANCIAL CORP. - FOREST CITY ENTERPRISES - HOME HARDWARE STORES LIMITED - IBM CORP. - J.P. MORGAN CHASE & CO. - KLA TENCOR, INC - LEHMAN BROTHERS, INC. - LEVEL 3 - LIFESPAN CORP. - LYNDEN INC. - MCI - MCKESSON HBOC, INC. - MOLEX, INC. - NETBANK, INC. - NEW YORK LIFE - PETCO ANIMAL SUPPLIES, INC. - PFIZER, INC. - PINNACLE WEST CAPITAL CORP. - POLAROID CORP. - PRATT & WHITNEY - PRINCETON SOFTECH, INC. - SANMINA CORP. - SBC - STATE OF NORTH CAROLINA - SPRINT - SUN MICROSYSTEMS, INC. - SYMBOL TECHNOLOGIES, INC. - TEKTRONIX, INC. - TESORO PETROLEUM CORP. - THE THOMSON CORP. - US POSTAL SERVICE - WALGREEN CO. - WASHINGTON, DEPT. OF INFORMATION SYSTEMS - YALE UNIVERSITY 16

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