Marketing and Selling. 4.1.1 SB, with input from Qmed, will be responsible for developing a prioritized target account list consisting primarily of staff model HMOs and capitated (i.e., at risk) physician groups located in [CONFIDENTIAL] (the "Initial Target Accounts"). The target account list will be submitted to the JMC for review and approval. SB, with input from Qmed, will also identify 2-3 IPA model HMOs that may be willing to serve as pilot sites for the provision of the ohms|cad services in such a setting. In these accounts, the use of SBCL testing sites as monitoring stations will be explored. After the development of the list of Initial Target CONFIDENTIAL TREATMENT REQUESTED. THE REDACTED MATERIAL HAS BEEN SEPARATELY FILED WITH THE COMMISSION. Accounts, SB, with input from Qmed, will also develop a national target list of accounts that includes capitated (i.e., at risk) physician groups, staff model HMOs, and, as appropriate, IPA model HMOs (the "National Target Accounts"). The expanded list will be reviewed, approved and prioritized by the JMC.
Marketing and Selling. The New Shares will be marketed as follows:
Marketing and Selling. A. IHS will develop a list of top prospects and key accounts for initial target sales 1. IHS and ICI will mutually agree upon initial target accounts B. IHS reserves the right to either forward a sales opportunity lead to ICI, or manage the sales opportunity as a VAR. C. ICI commits to one dedicated Sales Manager to IHS for the first six months of this agreement, and 3 dedicated Sales Reps thereafter. D. IHS commits to train and certify a minimum of 2 Sales Manager and 3 Sales Support Engineers on the combined product. E. IHS will allow ICI to distribute CAPSXpert databases to its sales force for the purpose of demonstration of reference data. F. ICI will allow IHS to distribute ItemQuest software to its sales force for the purposes of demonstration. G. ICI and IHS will jointly develop marketing announcements: 1. Develop joint capability statement 2. Develop joint press release 3. ICI will distribute a targeted mailing to a list of top prospects currently identified by IHS. H. CAPSXpert databases will be sold on a subscription only basis, neither ICI nor the customer will own the software or data. I. ICI will ensure IHS, policy of fair use for CAPSXpert products, and obtained IHS data licenses from customers. IHS will ensure ICI's policy of fair use and obtain ICI data licenses from customers. J. Proposals by either ICI or IHS that quote the joint product will use a standard boilerplate format jointly developed, unless requested differently by the prospect. K. ICI grants IHS the right to use the ItemQuest name for sales opportunities involving the ItemQuest software. L. Both parties shall cooperate and share agreed upon costs for targeted collateral. In addition, parties will include partnership information as appropriate in their collateral. The parties shall cooperate in seminars, press release events, tradeshows and presentations. M. Both parties shall agree to allow the other party the use of the other's logo and trademark in accordance to define uses, procedures and restrictions. N. Both parties shall proactively sell the combined solution on a global basis.
