The State of Enterprise 2.

0
Adoption Q4 2009
Maturity, Scale, Drivers, Ownership, Satisfaction

Underwritten in part by

The 2.0 Adoption Council Research Series | Report No. 2

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An Introduction To The 2.0 Adoption Council !.............................................................................................................2

The State Of Enterprise 2.0 Adoption !.........................................................................................................................3

About The Research!......................................................................................................................................................3

Section 1. Demographics Provide Evidence Of The Value Of This Research!..........................................................4

Figure 1: How Many Employees Are In Your Organization?........................................................................................4

Figure 2: What Vertical Industry Do You Work In? ......................................................................................................5

Section 2: Enterprise 2.0 Maturity In The Market And In The Enterprise!.................................................................6

Figure 3: In Your Opinion, Where is the Enterprise 2.0 Market in its Market Maturity Life-cycle?.................................6

Definitions Of The Stages Of The Chasm!............................................................................................................7

Figure 4: How Would You Characterize the State of Enterprise 2.0 in Your Organization? ..........................................7

Figure 5: Approximately How Many People Are Active Users of Your Current Enterprise 2.0 Applications? ................8
Figure 6:.Approximately How Many People Will The Enterprise 2.0 Applications Engage At Full Deployment/
Adoption?...................................................................................................................................................9

Section 3: Sponsorship, Ownership And Business Drivers!.....................................................................................10

Figure 7: Sponsorship/Ownership of Enterprise 2.0 Project .....................................................................................10

Figure 8: What Are The Business Drivers Behind Your Enterprise 2.0 Initiative? .......................................................11

Figure 9:.Which of the Following is the Primary Business Driver Behind Your Enterprise 2.0 Initiative? .....................12
Figure 10: Have You Been Able to Establish an ROI to Date? ..................................................................................13

Section 4: Dollars Spent And Satisfaction Achieved!...............................................................................................14

Figure 11: How Satisfied are you with Your Enterprise 2.0 Initiative to date? ............................................................14

Figure 12: What Is the Enterprise 2.0 budget appropriated for your entire Initiative?.................................................15
Figure 13: Enterprise 2.0 Budget Allocation.............................................................................................................16

Figure 14: Were budgeted amounts actual experience or planned expenses? .........................................................17

Section 5: Going Beyond This Whitepaper!...............................................................................................................18

The Upcoming Report!..........................................................................................................................................18

The 2.0 Adoption Prediction Market!...................................................................................................................19

About The Authors!......................................................................................................................................................20

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Definitions of the Stages of the Chasm

• Innovators: Enthusiasts are inventing new approaches with technology even before there is real or perceived value

• Early Adopters: Users embrace technology before it is mainstream

• Early Majority: Pragmatics that are first group of mainstream users to obtain perceived benefits

• Late Majority: Pragmatics that use the technology only when there is a real and absolute value

• Laggards: Skeptics that only use the technology after the market has predominately adopted it

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30%

26%

34%

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0% 10% 20% 30% 40%

Predominately Discussions And Planning

Some Pilot Projects Are Implemented
Multiple Pilot Projects Are Running And One Or More Are In Full Production
Multiple Applications Are In Full Production But Not Affecting The Entire Organization
Enterprise 2.0 Is Fully Ingrained In The Way We Work And Plan For The Future

Figure 4: How Would You Characterize The State Of Enterprise 2.0 In Your Organization?

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35%
30%
30%
25%
25%

20%
16%
15%
12%
11%
10%
6%
5%

0%

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."A'A./1*78%%."(*)&69.&."('()$"<*$#*hB0555*8<.%<*)<*69'""./*($*A%$F*#%$&*T4[*$#*%.<6$"/."(<*#%$&*(-.*6%.H)$8<*
L8.<()$"0*($*gP[*$#*<8%H.J*%.<6$"/."(<0*'*<)A")#),'"(*A%$F(-*)"*(-.*<,'9.*$#*(-.<.*6%$I.,(<0*'"/*'*-.'9(-J*)"/),'($%*
$#*(-.*<.%)$8<".<<*F)(-*F-),-*(-.<.*$%A'")K'()$"<*'%.*('E)"A*(-.<.*6%$I.,(<*'"/*(-.*'"(),)6'(./*D8<)".<<*$8(,$&.1*
!"/../0*T?[*'%.*('%A.()"A*(."<*$#*(-$8<'"/<*$#*8<.%<0*F)(-*BP[*('%A.()"A*-8"/%./<*$#*(-$8<'"/<*$#*8<.%<*F-),-*)<*
(%89J*."(.%6%)<.CF)/.*'/$6()$"*DJ*9'%A.*."(.%6%)<.<1

35%
30%
30% 28%

25%

20%
17%
15%
12%

10%
6%
5%
5% 2%

0%

1 - 100 101 - 500 500 - 1,000 1000 - 10,000 10,001 - 50,000 50,000+ 100,000+

])A8%.*ZM*+66%$G)&'(.9J*^$F*_'"J*@.$69.*N)99*3-.*;"(.%6%)<.*415*+669),'()$"<*;"A'A.*+(*]899*
Q.69$J&."(S+/$6()$"a

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*?
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

+%)!<'*&OL&+F'*+'.+-<FB&'P*%.+-<F&"*7&#,+<*%++&7.<J%.+

;'%9J*/)<,8<<)$"<*$#*;"(.%6%)<.*415*F.%.*6%)&'%)9J*V'"/*)"*<$&.*,)%,9.<0*%.&')"Y*#$,8<./*$"*(-.*W6$F.%*($*(-.*
6.$69.X*$%*Wi$(($&Cc6X*A%$8"/<F.99*'/$6()$"1*i8(*$8%*<8%H.J*%.<6$"/."(<*)"/),'(.*'*H.%J*/)##.%."(*%.'9)(J1*$"9J*4g*
[*'%.*'<<$,)'(./*F)(-*;"(.%6%)<.*415*)")()'()H.<*(-'(*F.%.*<(%),(9J*8<.%C/%)H."*D$%"*'"/*$F"./0*/.H$)/*$#*'"J*9.H.9*$#*
&'"'A.&."(1**3-'(*<')/0*(-.*%.9'()H.9J*.H."*/)<(%)D8()$"*$#*<8%H.J*%.<6$"<.<*($*(-.*)<<8.*$#*$F".%<-)6*'"/*
<6$"<$%<-)6*)"/),'(.<*(-'(*"$*<)"A9.*D.<(*'66%$',-*$%*D.<(*6%',(),.*.G)<(<1**:8,,.<<*)<*D.)"A*',-).H./*)"*.',-*
'66%$',-1*!(*)<*'A')"*F$%(-*"$()"A0*-$F.H.%0*(-'(*)"*PU[*$#*(-.*,'<.<0*<$&.*#$%&*$#*&'"'A.&."(*-'<*D.."*
.G.%,)<./0*)"/),'()"A*'*6'%()'9*D.<(C6%',(),.1

30%

28%
26% 26%

20% 21%

10%

0%
Top-down (Management-driven)
Bottom-up (User-driven)
Both Happened in Parallel (By Chance)
Both Happened in Parallel (Orchestrated)

])A8%.*PM*:6$"<$%<-)6SOF".%<-)6*O#*;"(.%6%)<.*415*@%$I.,(

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*B5
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

:)&)9'%9J0*<8%H.J*%.<6$"/."(<*)"/),'(.*(-'(*D.".#)(<*('%A.(./*DJ*(-.)%*;"(.%6%)<.*415*)")()'()H.<*'%.*&'"J*'"/*H'%)./1*
b.<6$"/."(<*F.%.*'<E./*($*,-$$<.*'99*D8<)".<<*/%)H.%<*('%A.(./*DJ*(-.)%*)")()'()H.<1*;H.%J*D.".#)(*%.,.)H./*'(*9.'<(*
".'%9J*45[*%.,$A")()$"1

3-.*6%$&)<.*$#*;"(.%6%)<.*415*<..&<*H'%)./0*<)(8'()$"'9*'"/*6.%<$"'91*3-'(*<')/0*'&$"A*(-.<.*D.".#)(<*<$&.*,9.'%9J*
.&.%A./*'<*W&$<(*6$689'%0X*.',-*A'%".%)"A*'*"$/*#%$&*&$%.*(-'"*PT[*$#*(-.*<8%H.J*%.<6$"/."(<1**3-.<.*'%.M*
7$"".,()"A*7$99.'A8.<*+,%$<<*3.'&<*'"/*e.$A%'6-).<*V?4[Y0*;"'D9)"A*+,,.<<*($*:8DI.,(*;G6.%(<*Vgg[Y0*!",%.'<)"A*
@%$/8,()H)(J*VgB[Y0*7'6(8%)"A*j*b.(')")"A*!"<()(8()$"'9*k"$F9./A.*VPg[Y*'"/*]$<(.%)"A*!""$H'()$"*VPg[Y1

92%
88%
81% 78% 78%
67% 67%
61%
51% 49% 46%
38%
28%
19%

])A8%.*gM*N-'(*+%.*3-.*i8<)".<<*Q%)H.%<*i.-)"/*`$8%*;"(.%6%)<.*415*!")()'()H.a

!(*)<*)"(.%.<()"A*($*"$(.*(-'(*'&$"A<(*(-.<.*($6*T*D.".#)(<*>*#$,8<*$"*E"$F9./A.*&'"'A.&."(C%.9'(./*D.".#)(<1*3-)<*
)<*9)E.9J*F-J*bO!*#$%*&'"J*$%A'")K'()$"<*)<*/)##),89(*($*6%$H.*)"*-'%/*/$99'%<*V:..*(-.*/)<,8<<)$"*$"*bO!*9'(.%*)"*(-)<*
<.,()$"*$#*(-)<*%.6$%(*#$%*&$%.*/.(')9Y1

O#*,$8%<.0*)",%.'<./*6%$/8,()H)(J*6$(."()'99J*,'"*D.*'<<$,)'(./*F)(-*-'%/*/$99'%*<'H)"A<0*F-),-*&'J*',,$8"(*#$%*F-J*
)(*F'<*)/."()#)./*'<*(-.*<)"A9.*&$<(*)&6$%('"(*D.".#)(1*

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*BB
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

N-."*'<E./*($*)/."()#J*'*<)"A9.*!"#$%"&*D8<)".<<*/%)H.%*#%$&*'&$"A<(*'99*/%)H.%<*(-.J*)/."()#)./*F)(-0*%.<6$"/."(<*
%'"E./*)",%.'<)"A*6%$/8,()H)(J*-)A-.<(0*'9(-$8A-*F$%(-*"$()"A0*"$(*DJ*'*,9.'%*&'I$%)(J*V4U[Y1

25% 23%
22%

20%

16%
15%

10%
10%

5%

0%

Increasing Productivity
Connecting Colleagues Across Teams And Geographies
Reinventing Your Corporate Culture
Capturing & Retaining Institutional Knowledge

])A8%.*?M*N-),-*O#*3-.*]$99$F)"A*!<*3-.*@%)&'%J*i8<)".<<*Q%)H.%*i.-)"/*`$8%*;"(.%6%)<.*415*!")()'()H.a

i'<./*$"*(-.*%.<6$"<.*($*$H.%'99*D.".#)(<0*)(*)<*)"#.%%./*(-'(*&$<(*D.".#)(<*'<<$,)'(./*F)(-*;"(.%6%)<.*415*'%.*%$$(./*
)"*E"$F9./A.*&'"'A.&."(CC*'*6%',(),.*,-'%',(.%)K./*DJ*/)##),89(J*)"*(%'/)()$"'9*-'%/*/$99'%*bO!1**!(*)<*%.'<$"'D9.*($*
'<<8&.*(-'(*.H."*)"*,'<.<*F-.%.*)",%.'<./*6%$/8,()H)(J*)<*('%A.(./*'<*'*6%)&'%J*/%)H.%0*(-.*(J6.*$#*6%$/8,()H)(J*
('%A.(./*)<*(-'(*'<<$,)'(./*F)(-*(-.*E"$F9./A.*F$%E.%1**]'<(.%*/.,)<)$"C&'E)"A*&'J*-$9/*A%.'(*D8<)".<<*H'98.0*D8(*
"$(*".,.<<'%)9J*$#*(-.*(J6.*(-'(*)<*.'<)9J*(%'"<9'(./*)"($*<'H./*/$99'%<*C*D8(*6.%-'6<*&$%.*)"*)",%.'<./*
,$&6.()()H.".<<1**3-)<*)<*9)E.9J*F-J*(-.*A%.'(*&'I$%)(J*$#*(-.*%.<6$"/."(<*Vg4[Y*-'H.*"$(*.<('D9)<-./*'"*bO!*($*
/'(.1

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*B4
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

Yes
No
18%

82%

])A8%.*B5M*^'H.*`$8*i.."*+D9.*3$*;<('D9)<-*+"*bO!*3$*Q'(.a

Q.<6)(.*(-)<*#',(0*-$F.H.%0*(-.*&'I$%)(J*Vg4[Y*$#*%.<6$"/."(<*)"/),'(./*(-'(*(-.)%*$%A'")K'()$"<*'%.*<'()<#)./*F)(-*
(-.*;"(.%6%)<.*415*)")()'()H.*($*/'(.1*3-.<.*'%.*$%A'")K'()$"<*F)(-*<(%'(.AJ*'"/*9.'/.%<-)6*(-'(*-'H.*'*H)<)$"0*F-),-*
F-."*%.'9)K./0*)<*H).F./*6$<)()H.9J*/.<6)(.*9',E*$#*'*-'%/*/$99'%*bO!1*V:..*:.,()$"*>*$#*(-)<*6'6.%*#$%*&$%.*/.(')91Y

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*BU
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

+%)!<'*&QL&7'$$".+&+F%*!&"*7&+"!<+(")!<'*&")-<%J%7

3-.*;"(.%6%)<.*415*6%$I.,(<*&'"'A./*DJ*<8%H.J*%.<6$"/."(<*'%.*$H.%F-.9&)"A9J*/..&./*($*D.*'*<8,,.<<1*N-."*
'<E./*W^$F*<'()<#)./*'%.*J$8*F)(-*J$8%*;"(.%6%)<.*415*)")()'()H.*($*/'(.aX*V%.<6$"/."(<*F.%.*)"<(%8,(./*($*#',($%*)"*
)(.&<*<8,-*'<*,$<(*H<1*D.".#)(0*(-.*<6../*$#*(-.*/.69$J&."(0*'"/*(-.*%.'9)K'()$"*$#*D8<)".<<*$DI.,()H.<Y0*g4[*%.6$%(*
D.)"A*d.%J*:'()<#)./*($*:$&.F-'(*:'()<#)./1*+".,/$('99J0*,$&6'%./*F)(-*W(%'/)()$"'9X*."(.%6%)<.*<J<(.&<0*<8,-*'<*
;"(.%6%)<.*b.<$8%,.*@9'"")"A*V;b@Y0*78<($&.%*b.9'()$"<-)6*_'"'A.&."(*V7b_Y*$%*'*,9$<.%*,$"".,()$"0*;9.,(%$"),*
7$"(."(*_'"'A.&."(*V;7_Y0*(-)<*'"*8",-'%',(.%)<(),'99J*-)A-*9.H.9*$#*<'()<#',()$"*#$%*W."(.%6%)<.*<$#(F'%.1X

60%
55%

50%

40%

30% 27%

20%

10% 9%
5% 5%

0%

Very Satisfied Somewhat Satisfied Not Very Satisfied Not At All Satisfied Not Sure Yet

])A8%.*BBM*^$F*:'()<#)./*+%.*`$8*N)(-*`$8%*;"(.%6%)<.*415*!")()'()H.*3$*Q'(.a

3-)<*)<*6'%(),89'%9J*)"(.%.<()"A0*A)H."*(-.*#',(*(-'(*g4[*$#*%.<6$"/."(<*'9<$*<('(./*(-'(*(-.J*-'H.*"$(*D.."*'D9.*($*
.<('D9)<-*'*-'%/C/$99'%*bO!0*'<*/)<,8<<./*.'%9).%1**+A')"0*',-).H.&."(*$#*)",%.'<./*,$99'D$%'()$"*,'6(8%)"A*$#*
,$%6$%'(.*E"$F9./A.0*#$<(.%)"A*)""$H'()$"*'"/*.H."*)",%.'<./*VE"$F9./A.*F$%E.%Y*6%$/8,()H)(J*&'J*"$(*%.<89(*)"*'*
-'%/*/$99'%*bO!0*D8(*)<*"$".(-.9.<<*.##.,()H.9J*W<'()<#J)"A0X*.<6.,)'99J*)"*(-.*.&.%A)"A*E"$F9./A.S)"#$%&'()$"CD'<./*
.,$"$&J1*

3-.<.*9.H.9<*$#*<'()<#',()$"*',-).H./*'%.*"$(*($*D.*('E."*9)A-(9J*F-."*H).F./*)"*(-.*,$"(.G(*$#*'<<$,)'(./*D8/A.(<1*
+A')"0*<8%H.J*%.<6$"/."(<0*'<*&.&D.%<*$#*(-.*415*+/$6()$"*7$8",)9*'%.*)"H$9H./*F)(-*%.'9CF$%9/0*6%$/8,()$"C9.H.9*
/.69$J&."(<0**D',E./*DJ*)&6%.<<)H.*D8/A.(<1*

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*B>
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

N-."*'<E./*($*)/."()#J*(-.)%*;"(.%6%)<.*415*D8/A.(<0*%.<6$"<.<*F.%.*',%$<<*(-.*D$'%/0*F)(-*(-.*-.'H).<(*<)"A9.*
,$",."(%'()$"*V>B[Y*'(*9.<<*(-'"*'*-'9#*'*&)99)$"*/$99'%<0*D8(*(-.*A%'6-*/.6),()"A*'<<$,)'(./*D8/A.(<*,'"*D.*
<$&.F-'(*&)<9.'/)"A1*N-."*J$8*,$&D)".*(-.*6.%,."('A.<*$#*$%A'")K'()$"<*F)(-*D8/A.(<*$#*lB*_)99)$"*$%*&$%.0*
(-.J*'&'<<*($*UZ[*$#*(-.*%.<6$"/."(<1*+//)()$"'99J*)(*)<*-)A-9J*9)E.9J*(-'(*(-.*Z>[*F-$*-'H.*,8%%."(*D8/A.(<*)"*(-.*
9.<<*(-'"*lB*&)99)$"*%'"A.*'%.*&')"9J*F)(-)"*(-.*>g[*F-$*)"/),'(./*(-.J**)"H$9H./*9.<<*(-'"*'*(-$8<'"/*8<.%<0*'"/*
(-.**UT[*F-$*'%.*<()99*"$(*D.J$"/*'"*.'%9J*6)9$(*<('A.1

45%
41%
40%
35%
30%
25% 23%
20%
16%
15% 13%
10%
5% 4%
3%
1%
0%
< $500k

$500k - 1 Million

$1-3 Million

$3-5 Million

$5-10 Million

$10-20 Million

> $20 Million

])A8%.*B4M*N-'(*!<*3-.*;"(.%6%)<.*415*i8/A.(*+66%$6%)'(./*]$%*`$8%*;"()%.*!")()'()H.a

b.A'%/9.<<*$#*-$F*(-)<*A%'6-*)<*)"(.%6%.(./0*(-.*#',(*%.&')"<**(-'(*<8,,.<<#89*;"(.%6%)<.*415*6%$I.,(<0*'&$"A*9'%A.*
."(.%6%)<.<0*)"H$9H)"A*(-$8<'"/<*$#*8<.%<0*%.L8)%.*&)/C<)G*#)A8%.*($*<.H."C#)A8%.*)"H.<(&."(<0*]',($%)"A*#$%**(-.*
<,'9.*$#*9'%A.*$%A'")K'()$"<0*.H."*'(*lB55S8<.%SJ.'%0*#$%*'*T0555C6.%<$"*$%A'")K'()$"*#$%*<$#(F'%.*'"/*D'<),*<.%H),.<*
'9$".0*F$89/*D.*lT5505551*N-)9.*(-)<*)<*#'%*#%$&*W#%..0X*$%*(%)H)'90*)(*)<*DJ*"$*&.'"<*.G6."<)H.*)"*(-.*#',.*$#*$(-.%*
-)<($%),'9*."(.%6%)<.*<J<(.&<1

3$*#899J*'66%.,)'(.*(-.*%.'9)(J*$#*,8%%."(*D8/A.(<*F.*'9<$*'<E./*%.<6$"/."(<*($*D%.'E*/$F"*(-.)%*D8/A.(<*DJ*
,$&6$"."(<1***+<*<.."*)"*(-.*A%'6-*D.9$F0**(-.*9'%A.<(*,$&6$"."(<*$#*<6."/*'%.*<$#(F'%.*)(<.9#0*"$(*<8%6%)<)"A0*'"/*
(-.*$6.%'()$"'9*<('##*($*)"<('99*'"/*&')"(')"*69'(#$%&<1*b.9'()H.9J*9)((9.*D8/A.(*)<*'99$,'(./*($*:$#(F'%.C'<C'C:.%H),.*

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*BT
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

V:'':Y*$%*$(-.%*W-$<(./S%."(./X*<$98()$"*&$/.9<0*F)(-*&$<(*$%A'")K'()$"<*$6()"A*($*8<.*$"C6%.&)<.0*$F"./*'"/*
$6.%'(./*9),."<)"A*&$/.9<1*O#*6'%(),89'%*"$(.*)<*(-.*9$F*6.%,."('A.*$#*D8/A.(*'<<$,)'(./*F)(-*8<.%C%.9'(./*)<<8.<*
<8,-*'<*$"A$)"A*,$&&8")(J*&'"'A.&."(*VT[Y0*'"/*(%')")"A*V>[Y0*'<*F.99*'<*(-.*)"(.%"'9*&'%E.()"A*$#*(-.*
;"(.%6%)<.*415*<J<(.&*VU[Y1*

25%
21%
20% 19%

15%
10% 10%
10% 8%
6% 6% 5% 5% 4%
5% 3%
1%
0%
Software

Internal staffing

Other

Hardware/infrastructure

Outside professional services

Strategy development

Ongoing technology management/maintenance

Ongoing community management

SaaS/hosted solution

Training

Internal Market Communications/Promotion

Content migration

])A8%.*BUM*;"(.%6%)<.*415*i8/A.(*+99$,'()$"

N-)9.*W415X*<$98()$"<*'%.*6.%-'6<*.'<).%*($*8<.*(-'"*9.A',J*<J<(.&<0*(-.%.*)<*"$*A8'%'"(..*(-'(*W.'<J*($*8<.X*
&.'"<*W"$*(%')")"A*%.L8)%./X*'<*(-.*,-'"A)"A*-'D)(<*'"/*.G6.,('()$"<*$#*,$99'D$%'()H.*6'%(),)6'()$"*%.L8)%.<*&$%.*
(-'"*I8<(*'*W($$9*<F'6X*'"/*)",$%6$%'(.<*&$%.*,$&69),'(./*WF$%E*-'D)(X*,-'"A.<1**3-)<*,$",98<)$"*F'<*#8%(-.%*

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*BZ
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

.H)/.",./*DJ*(-.*#',(*(-'(*%.<)<('",.*#%$&*8<.%<*F'<*,)(./*'<*'*&'I$%*,-'99."A.0*'"/*&$%.*)&6$%('"(9J0*$".*"$(*
.'<)9J*$H.%,$&.1*V3-.<.*/'('*6$)"(<*'%.*"$(*)",98/./*)"*(-)<*6'6.%0*D8(*F)99*D.*)",98/./*)"*'"*86,$&)"A*.G(."<)H.*
%.6$%(*#%$&*!"#$%&'()$"*+%,-)(.,(./*'"/*3-.*415*+/$6()$"*7$8",)91Y

f'<(9J0*)(*<-$89/*D.*'66%.,)'(./*(-'(*(-.*D8/A.(*#)A8%.<*%.6$%(./*DJ*%.<6$"/."(<*F.%.*&$<(9J*D'<./*$"*',(8'9*
<6."/0*(-'"*$"*69'""./*D8/A.(<1*3-.*,$8",)9*&.&D.%<*DJ*'"/*9'%A.*-'H.*'99*D.A8"*(-.*I$8%".J*$#*)&69.&."()"A*
'"/*',()H.9J*D.".#)()"A*#%$&*;"(.%6%)<.*4150*'"/*'<*'*%.<89(*-'H.*&$H./*D.J$"/*(-.*(-.$%J*$#*;"(.%6%)<.*415*'"/*
)"($*(-.*%.'9)(J*$#*'*D8<)".<<*%8"")"A*F)(-)"*$%*$"*($6*$#*'*415C6$F.%./*)"#%'<(%8,(8%.1

Actual experience
Planned expenses

40%
60%

])A8%.*B>M*N.%.*i8/A.(./*+&$8"(<*+,(8'9*;G6.%).",.*O%*@9'""./*;G6."<.<a

3-.*:('(.*$#*;"(.%6%)<.*415*+/$6()$"*=>*455?* @'A.*BP
!"#$%&'()$"*+%,-)(.,(./0*!",1** 2*3-.*415*+/$6()$"*7$8",)9

+%)!<'*&RL&I'<*I&#%N'*7&!-<+&P-<!%F"F%.

3-.*415*+/$6()$"*7$8",)9*'"/*!"#$%&'()$"*+%,-)(.,(./*F)99*,$"()"8.*($*6%$H)/.*,8(()"A*./A.*)"<)A-(<*'"/*%.<.'%,-*
)"($*(-.*;"(.%6%)<.*415*&'%E.(1**3F$*<8,-*%.<$8%,.<*(-'(*J$8*<-$89/*D.*'F'%.*$#*6%.<."(9J*'%.*(-.*86,$&)"A*
.G(."<)H.*&'%E.(*%.6$%(*'"/*(-.*415*+/$6()$"*@%./),()$"*_'%E.(1

The Upcoming Report

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