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This is an example of revenue flows and lead time to market for OEM sales
for Spinnaker Software back in 1991 and 1992. This information is no longer
confidential but gives a good perspective on lead times from first date of account contact
to actual revenue flows. The cycle for OEM sales pretty much remains the same today.
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Date |
Date |
Lead |
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9 Month
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of First |
Contract |
Time |
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July |
August |
Sept |
Oct |
Nov |
Dec |
Jan |
Feb |
March |
Totals |
Contact |
Signed |
To Sign |
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Premier/KLH |
15,500.00 |
31,000.00 |
48,608.00 |
165,276.00 |
0.00 |
72,850.00 |
46,500.00 |
49,436.00 |
254,509.00 |
$683,679 |
Aug-90 |
Jul-91 |
11 mon |
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Leading Tech |
58,880.00 |
168,850.00 |
186,589.83 |
10,134.16 |
8,623.60 |
0.00 |
3,246.00 |
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1,350.25 |
$437,674 |
Oct-90 |
May-91 |
5 mon |
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Goldstar |
1,500.00 |
74,615.00 |
140,700.00 |
145,015.00 |
5,845.00 |
34,396.00 |
0.00 |
0.00 |
0.00 |
$402,071 |
Aug-90 |
Mar-91 |
7 mon |
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Acer/Altos |
0.00 |
76,500.00 |
0.00 |
45,050.00 |
25,500.00 |
22,100.00 |
34,000.00 |
68,000.00 |
98,600.00 |
$369,750 |
Dec-90 |
Jun-91 |
6 mon |
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CMS Enh |
26,640.00 |
19,980.00 |
6,660.00 |
103,540.00 |
0.00 |
45,445.00 |
0.00 |
0.00 |
0.00 |
$202,265 |
Jun-90 |
Jul-91 |
13 mon |
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Syntax |
0.00 |
9,450.00 |
18,900.00 |
18,900.00 |
38,699.75 |
4,063.50 |
1,890.00 |
19,695.00 |
70,690.00 |
$182,288 |
Mar-90 |
Apr-91 |
13 mon |
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IMSI |
-137.20 |
4,070.00 |
0.00 |
13,115.00 |
4,975.00 |
11,171.00 |
7,122.50 |
6,105.00 |
94,574.50 |
$140,996 |
Jan-90 |
Jun-91 |
17 mon |
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Emerson |
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22,546.25 |
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87,304.63 |
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$109,851 |
Aug-90 |
Apr-91 |
6 mon |
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DTK |
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36,000.00 |
0.00 |
0.00 |
0.00 |
36,000.00 |
$72,000 |
Mar-90 |
Dec-91 |
9 mon |
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Fountain |
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33,000.00 |
$33,000 |
Feb-91 |
Mar-91 |
1 mon |
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Compudyne |
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15,225.00 |
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$15,225 |
Apr-91 |
Nov-91 |
7 mon |
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CUI |
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5,740.00 |
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5,600.00 |
$11,340 |
Dec-91 |
Jan-92 |
13 mon |
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Other (Small) |
1,420.76 |
1,420.76 |
1,420.76 |
1,420.76 |
1,420.76 |
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1,420.76 |
1,420.76 |
1,420.76 |
$12,787 |
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9 Mon |
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Total Revenues |
103,803.56 |
385,885.76 |
402,878.59 |
524,997.17 |
136,289.11 |
191,446.26 |
99,919.26 |
231,961.39 |
595,744.51 |
$2,672,926 |
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($109,851) |
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$2,563,075 |
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Average Closing Time from first date of contact is
9
months. This does not include Compaq Computer Corporation which closed
May, 1992 and first date of contact was in September, 1990 a lead time of
20
months.
This information is no longer confidential. The first year
of Chris Minick's OEM sales for Spinnaker was $500K rising to $3,000K the next (the year
shown) and $10,000K the next year, his last year at Spinnaker. Notice the date of first
contact, date contracts were signed and the lead times to sign from date of first contact.
They haven't changed much today except to get longer for brand name companies.
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