ATUL PATANKAR [ ASUG INSTALLATION MEMBER MEMBER SINCE: 2000 LINDA WILSON [ ASUG INSTALLATION MEMBER MEMBER SINCE: 1999 JUERGEN LINDNER [ SAP POINT OF CONTACT MEMBER SINCE: 1998 [ ] The CRM Dashboard Tim Crane, President [ Pacific Northwest Chapter 2009 Meeting

[ Real Experience. Real Advantage. 2  Founded in 1974  Division of CMD (Creative Media Development)  Integrated Safety Management Company focused on eradicating injuries from our customers’ environments.  Multiple customer offerings: Products, Consulting, Development Services  Complex sales process  ISR Level 1 - Lead Gen  ISR Level 2 – Product and Solution Selling  Outside Sales People CoreMedia – Our company

[ Real Experience. Real Advantage. Our Database  27,000 leads  3,000 purchasing customers  Established over 30 years of marketing  Speaking Engagements  Tradeshows  Articles  Referrals  Website leads 3

[ Real Experience. Real Advantage. Life Before SAP Business One  MAS 90 – Financial System  Goldmine – CRM  Goldlink connected the systems  Data needed to run the business was limited  Sales information available to sales reps was limited to their own record of sales – Extremely unreliable  Was not easy to look at a customer and see what they had purchased or viewed (previewed)  Hard to locate customers who purchased specific products or services  Lack of Accountability All financial information was invisible to sales people. 4

[ Real Experience. Real Advantage. Decision Point  CRM was hindering sales process  Lack of information was creating guess work  CRM and financial information needed to be seamless  Client sales history had to be visible to sales people “Believe that there is a solution for everything.” Forrest Koch 5

[ Real Experience. Real Advantage. CRM Dashboard and More  The CRM (Customer Relationship Management) tool is the way that we interface with SAP. Almost everything we do starts with this tool. 6

[ Real Experience. Real Advantage. Core’s CRM Needs = Speed + Information  Notes from multiple conversations visible  Ability to create call lists based on queries of financial information and customer contact data  Custom reports pulling data from multiple sources  Ability for Sales People to make calls/day  Predictable and accurate forecast  SPEED and Critical Information Visible 7

[ Real Experience. Real Advantage. CRM Dashboard 8

[ Real Experience. Real Advantage. Searches – Call Lists – Daily Activity Mgt. 9

[ Real Experience. Real Advantage. Related Documents 10

[ Real Experience. Real Advantage. Daily Scheduled Activities 11

[ Real Experience. Real Advantage. View BP Comments Button 12

[ Real Experience. Real Advantage. Custom Reports that Drive Accountability  Call information  Productive Conversation Report  Forecast  Custom Queries 13

[ Real Experience. Real Advantage. Management by Exception & Peer Accountability  Productive Conversation Report, tied to call recording software  Review of calls (Audio, Notes, Information Gathered)  The progression of relationship  The progression of opportunities  Training  Speed of a rep and their ability to use system to make calls 14

[ Real Experience. Real Advantage. Productive Conversations Report 15

[ Real Experience. Real Advantage. 16 Open Items Gray Moen 9/23/2009 9Opportunities $ 373, $ 201, Opp. No. Start Date Stage StartStage%BPOpp. Name Predicted Closing Potential Amount Weighted Amount 4212/1/088/27/09Verbal Commitment80C CovidienSPS11/1/09 $ 20, $ 16, /10/09 Initial Discussion25C Ransome Cat20 Seats CSU11/2/09 $ 5, $ 1, /17/095/20/09 Proposal Generation40C GAF Materials Corporation100 Seats CSU11/3/09 $ 18, $ 7, /7/096/9/09Verbal Commitment80C US Bureau of ReclamationZIP11/7/09 $ 150, $ 120, /14/09 Initial Discussion25 C Southern Nuclear Operating CoSPS3/14/10 $ 100, $ 25, /21/09 Conference Call35C Dawn FoodsVideo3/21/10 $ 10, $ 3, /3/096/3/09Conference Call35C City of MesaSPS4/3/10 $ 30, $ 10, /10/086/6/09Proposal Sent50C Domtar PaperSPS5/10/10 $ 16, $ 8, /27/098/28/09 Proposal Generation40C Glaxosmithkline BiologicalsSPS5/27/10 $ 23, $ 9, Previews $ 10, ePreviews125Days (oldest) $ 8, Sales Order Date Sent Date ReviewedStatus Days Out Predicted ClosingAmount /18/097/8/09Pending125C South Carolina Gas & Electric11/18/09 $ 1, /2/09Sent111C AECOM8/5/09 $ /3/09Sent110C Snohomish PUD7/22/09 $ 1, /10/09Sent13C Pacific Coast Supply, LLC9/24/09 $ 1, /11/09Sent12C Washington Gas Light Co10/30/09 $ 1, /15/09Sent8C PepsiCo, QTG-DSD9/16/09 $ 1, /17/09Sent6C US Foodservice1/7/10 $ 1, Physical Previews230Days (oldest) $ 1, Sales Order Date Sent Date ReviewedStatus Days Out Predicted ClosingAmount /3/09Sent230C Exxonmobil Pipeline Inc2/3/09 $ /6/09Sent47C Sappi Cloquet8/31/09 $ /31/09Sent23C Snohomish PUD9/30/09 $ 1,195.00

[ Real Experience. Real Advantage. Summary  Speed  Ease of use  Ability to locate client related information  Client Information  Forecast  Conversations and Threaded Conversation  Purchase History  Quotes and Sales Orders  Opportunities  Call list development and management 17

[ Real Experience. Real Advantage. 18 ]  Thank you.