Sapiens 2017 Sales Kickoff Opening Session Norman Tutnauer, CBO March 2017

Agenda for the 1st Day and a Half Start End   Duration Topic Leader(s) Attendees More on what is being covered 8:00 AM 8:30 AM 30 Gathering 10:00 AM 90 Life Division Update Irit L&P 2016 achievements & challenges. 2017 plan. 11:30 AM ALIS Strategy, Plan, Focus Alex Value proposition / messaging Short demo Customer base / Case studies Competitive analysis / benefits & advantages Main 'objections' and how to overcome them… (FAQ) Roadmap 11:45 AM 15 Break 12:45 PM 60 CB Strategy, Plan, Focus Alex / Stuart/Jeff 1:45 PM RS Strategy, Plan, Focus Alex / Scott 2:30 PM 45 Lunch 6:00 PM 210 Sales update per L&P product Raj / Jim / Somansh Regional market overview (deals closed in the market, competitive analysis - pricing, offering, customer base, prevalent LOB) 2016 Sales results per product; main challenges; what we need in 2017 to be successful; 50 min each 6:20 PM 20 Presale update & Sales process Irena L&P presale organization; Sales/presale process Monday AM - 13/3/2017 (L&P) 9:30 AM Henry 10:30 AM Customer perspective Dentist / FNB / Weslyan - TBD Customer case study presented by the customer to sales; Why Sapiens and future advice… 10:45 AM 1:15 PM 150 Sales Strategy Forum Norman Discussion / brain storming: How to generate more leads… Who is the ideal customer…? How to build value proposition? How to close deals (creating compelling event)? What are we going to do differently to achieve better results 2:00 PM

Kickoff Rules No laptops / phones during sessions Respect the speaker with full attention and silence Prompt return from breaks No one is excused from any session without clearing it with me beforehand Constructive criticism is welcome. Confrontation for the sake of being confrontational is not. Maintain a positive attitude throughout the week – we are here to learn and to succeed

The Goals of the 2017 Sales Kickoff

The Goal of the 1st Day and a Half: Explore Our Life Portfolio Educate What’s new with ALIS / Closed Book / Retirement Services offerings Some information on our digital offering as they relate to our Life portfolio Who are our competitors in the various geographies? How do we stack up against them? Can we explain to our prospects why they should buy from Sapiens and not from our competitors? Does Closed Books service Open Books? Does ALIS service Closed Books? Can we finally get our pricing to be well defined and consistent?

Brainstorm Sessions Lead generation Messaging New ideas on how we can improve lead generation in N. America Messaging Feature/Advantage/Benefit (FAB)* and Unique Selling Point (USP)** messaging for ALIS and CB * FAB – a deck will be made available for those not familiar with the term ** A unique selling proposition (USP) refers to the unique benefit exhibited by a company, service, product or brand that enables it to stand out from competitors.  The unique selling proposition must be a feature that highlights product benefits that are meaningful to consumers.

Contact: e-Mail: Info.Sapiens@sapiens.com | Website www.Sapiens.com