2010 USER FORUM Your Plan Realized Paul Rutherford Marshall Quander

Topics Goals 1.0: MBO Goals 2.0 Goal Bases Goaling Methodologies Granularity Mobile Device Integration Progress/Recap Future Plans

Goals 1.0: MBO Originally developed in 2007 Benefits – Ability to be prescriptive – Payout Computations Limitations – Setup dependencies (forecasts, goals, etc.) – Static assignments – Could not set goals at a high level – No revenue-based goaling

Goals 2.0 Ground up redesign User friendly setup Dynamic instead of static – Rule based (customer/product filters) – ION based User-defined level of granularity – High and low available Enhanced Progress Reporting

Goaling Methodologies Baseline +/- adjustment – Select representative baseline period – Allocate “adjusted” baseline amount Share-Of Allocation – Select representative share-of period – Allocate high level goal to lower level granularity based on share of baseline period

Volume Goal Setup

Goal Proration

Goal Review

Distribution Goal Setup

Distribution Goal Review

Granularity Behind the scenes: customer level/item level Any combination of customer and/or product fields Nesting – Supplier -> Brand -> Products – Determines: navigation path in eoMobile Grouping levels in eoTablet

Mobile Device Integration New Web Service – Computes goal completions on-demand – Based on ION Cache Real-Time Goals integrated into mobile apps – Customer specific goals from route screen – Dedicated review screens Goal Review down to the customer level – Better visibility into opportunities

eoTablet

Progress/Recap Review data includes: – Sales History (ION) – Pending Orders (SQL) – Yet-to-be uploaded orders (Mobile Device) Look-ahead capability – 48-hour usage scenario – “See” Friday results on Wednesday

In The Future Additional goal bases Additional progress views/metrics Payout Computation eoStarPort

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