Executive Summary (page 4)

The business strategy is to provide voice-messaging
and other services in partnership with complimentary
software and service companies to their established sales channels and customer bases.  By "piggy-backing" on our partners’ distribution lines, Caliente will be able to grow rapidly without the usual effort and expenses required to self-develop. There are tradeoffs to this approach:  a substantial portion of long-term revenue must be shared with the application partners, who are used to selling their applications on a non-recurring basis. The channel partners appreciate access to a stream of recurring revenues.

An essential feature of this approach is modularized nature of the Caliente’s service offerings.  By creating VoiceXML middleware applications, designed to work specifically with other vendor’s applications, there is an ability to quickly and economically provide a custom-made solution. This also means that channel partners don’t have to invest heavily in order to package the company’s services into its offerings, reducing the cost of acquisition and increasing uptake.  Up to 30% of net revenues may be shared with distributor partners in order to cement the channel relationships.