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SI - Was the intention of yourself and the Xero board to build the company up as a brand with the express purpose of selling, along the lines of say 42 Below? In the UK, the sales efforts were re-configured to focus on Xero implementation by accountants and to encourage adoption among key individuals within practices. The timing is really due to focus. Xero has excluded those unimplemented customers from its customer count to more closely align the timing of revenue. Where can you get a engine mechanical diagramschematic for a 2.0L 1989 Dodge 2000 GTX in order to determine where the timing mark is located? We want to get the UK and Australia countries to a certain point before we open another front. RD - No. Having sold businesses before, this time we want to grow a long term business. I have been concerned with the amount of time being spent on building Xero Personal which is a completely different target market. MARKET RELEASE Xero exceeds 10,000 customer milestone 23 July 2009 In advance of the Xero Annual Meeting this afternoon Xero wishes to provide the market with a short update of the Company’s progress.

There were a number of similar releases plus the annual report and audited accounts that clearly states that the customer numbers are "paying customers". SI - How crucial is cracking the United States to your future growth and profitability? Xero has now exceeded 10,000 paying customers, which amounts to ten-fold growth since March 2008. Crossing this threshold two years after the IPO (read the 2007 Xero Prospectus for detail) is a significant milestone and positions Xero as one of the leading online accounting software providers in the world. Rod clarifies and confirms that the previous numbers were not paying customers on the Xero website. An assertion that was made repeatedly in various interviews and blog posts that the customers were paying customers. SI - You contribute to a blog on the Xero website and of course your business is web based, how important is the internet to the business to spread the Xero brand and business and will you start to use more traditional forms of media and or advertising as you grow? SI - With the question above in mind, do you see Xero coming back to the market and or its shareholders for more capital to grow your business?

Reader Question - I have a concern about focus at Xero at the moment. Reader Question - Will the American version of Xero be launched this year? On paying customers: How do Rod and the board of Xero reconcile the following? RD - Yes. Our team is first class across the board. Our senior team are all passionate about technology and improving productivity so a lot of what I do is keep reinforcing the vision so we can align with that. This was a useful lesson as we reconfigured the team to assist with implementation which has proved to be a better approach. RD - We have trialled a number of sales models in each territory as we worked out the best approach for each market. I am concerned about maintaining focus on building the best online accounting system for the SME market. It is best to do this bit before flipping the panel/PCB panel side down.

It is worth a look before going down the path mentioned below. Yammer is a great way for everyone to know what’s going on and feel part of the discussion. Figure out what tools it is going to take. Now you can take a 220 Ohm resistor and insert it into one set of pads of R40-R55 and see how bright the LEDs are. If so can you give a time frame when this feature will be implemented? RD - Xero is fairly distributed as our sales teams operate out of several areas on many time zones so we build culture online. SI - Is Xero capable of footing it with the big boys, especially as the company gains some sort of scale in terms of customer base and revenue size? The delay in implementation delayed revenue so we now count customers as they implemented which more closely aligns revenue. Our biggest risk is losing customers data so we ensure that we cover that risk with the appropriate risk management strategies.

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