DNB » Topics » Our Products and Services, Sales Force and Principal Customers

This excerpt taken from the DNB 10-K filed Mar 14, 2005.

Our Products and Services, Sales Force and Principal Customers

Our principal Risk Management Products are:

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  our Business Information Report, or BIR, and our Comprehensive Report;

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  our decisioning scores, which help assess the credit risk of a business by assigning a rating or score;

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  our Risk Assessment Manager, or RAMTM, and enterprise Risk Assessment Manager, or eRAMTM, which help our customers manage their credit portfolios;

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  our Self Awareness Solutions, which allow our small business customers to establish, improve and protect their own credit; and

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  e-Portfolio, a Web-enabled, real-time decisioning solution that helps customers minimize risk and maximize opportunity by automating their global risk policy.

Our principal Sales & Marketing Products are:

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  our Customer Information Management Solutions, which are a suite of products that cleanse, integrate and enrich customer information with our DUNSRightTM quality process. These products produce a

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  comprehensive view of the customer that powers the Customer Relationship Management (“CRM”) system and business intelligence systems used by our customers to make sales and marketing decisions;

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  our Market SpectrumTM Web, which allows end-users easy access, through the Web, to a decision support application that provides an integrated view of customers and prospects. Market SpectrumTM Web is used to support accurate targeting and segmentation for marketing campaigns; and

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  our Direct Marketing Lists, which benefit from our DUNSRightTM quality process to deliver an accurate and comprehensive marketing campaign for our customers.

Our principal Supply Management Products are:

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  our Supply Data Services, which provide data content and professional services to remove duplicate records and file fragmentation as well as cleanse, enhance and enrich our customers’ supplier information;

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  our Supplier reports, particularly our Supplier Qualifier ReportTM, which enable our customers to understand risk in their supply base by providing an in-depth business profile on an individual supplier and help customers understand the nature and performance of a supplier’s business;

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  our Supply On-RampTM, which is a Web-based solution that allows customers to standardize their supplier registration and evaluation process by creating a single point of entry with consistent procedures; and

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  our Supply OptimizerTM , which is an analytical software tool that provides customers with a comprehensive view of their supplier relationships: who their suppliers are, how much they are spending by business unit and what categories of products and services are being bought.

Our principal E-Business Products are:

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  our Subscription products delivered online through Hoover’s Online (i.e., Lite, Pro, Pro Plus, Pro Premium) and via electronic data feeds;

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  our Advertising & e-marketing products through www.hoovers.com and www.hoovers.co.uk;

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  licensing of Hoover’s proprietary content to third-party content providers; and

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  the Hoover’s Handbook series.

We rely primarily on our sales force of approximately 1,600 team members worldwide to sell our products, of which approximately 1,200 and 400 are in our North America and International segments, respectively. Our sales force includes relationship managers and product specialists who sell to our higher-revenue customers, teams of telesales people who sell to our lower-revenue customers and a team that sells to resellers of our products and our data, such as Lexis-Nexis.

We deliver our solutions primarily through the Web and other electronic methods, including desktop and enterprise application software as well as through third-party resellers and enterprise software vendors.

Our principal customers are major manufacturers and wholesalers, insurance companies, telecommunication companies, banks and other credit and financial institutions. The principal customers for our E-business Solutions products are senior executives and sales professionals in enterprise businesses worldwide.

None of our customers accounted for more than 2% of our 2004 total revenue or of the revenue of our North America or International business segments. Accordingly, neither the Company nor any of our business segments is dependent on a single customer or a few customers, such that a loss of any one would have a material adverse effect on our consolidated annual results or the annual results of any of our business segments.

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