Key Account Sales Methodology Effective March 2008

Project Life Cycle Validating New lead Lost Proposing Close Winning Testing Negotiating Winning Close Lost Terminated (10%) (25%) (50%) (75%) (100%)

Overview of “KA Sales Methodology” To be used by Key Account Sales Force (KASF) Register and track direct business project-based Opportunities through the entire sales cycle New Sales Stages & Probability % values Sales Stages matched to equivalent Probability % Default Probability % can be overwritten Revenue and Close Date must be maintained

“KA Sales Methodology” and Sales Stages Chart below shows Sales Stages and default “Probability %” and “Status” for each Sales Stage Sales Stage Probability % Description Status 01.New Lead 10% New lead found by KASF, or passed from DMF or CCR Accepted 02.Validating Confirming request, gather information on needs and competition, prepare proposal 03.Proposing/Quoting 25% Providing proposal and/or quotation 04.Testing 50% Testing product, resolving problems 05.Negotiating Testing passed. Negotiations on price, delievery, service, or other items 06.Waiting for PO/Approval 75% Waiting for customer to approve proposal/quote, still waiting for PO 07.Won-PO input in SAP 100% PO received and entered into ERP Won 08.Won-Shipped Project won, shipment completed 09.Lost 0% Lost, requires "Reason" code Lost 10.Terminated Project expired, no chance in future

obsoleteFunnel Sales Methodology Current Funnel records will be changed to new values per the chart below Current will be changed to: obsoleteFunnel Sales Methodology KA Sales Methodology Sales Stage Probability % 10%-Qualifying new lead 10% 01.New Lead 25%-On Hold 25% 25%-Sent Quotation/Proposal 03.Proposing/Quoting 50%-Testing/Eval/Demo 50% 04.Testing 75%-Pricing/Project Finalization 75% 05.Negotiating 75%-Waiting for PO 06.Waiting for PO/Approval 90%-Ongoing Flow Business 90% 07.Won-PO input in SAP 100% 100%-PO Received / Project Shipping 0%-Won - Shipment Complete 0% 08.Won-Shipped 0%-Lost 09.Lost 0%- Cancelled 10.Terminated

Required Fields in Opportunity There are only 6 fields required (minimum) to create a KA Sales Methodology Opportunity

Minimum Required Fields in Opportunity Field Name Description Project Name Brief unique name, eg. "Automatic Door HMI & Control" Channel must be "KASF" Sales Stage pick from List of Values Probability linked to Sales Stage, can be overwritten At least "Quantity X PN" of project, showing main Product of project, e.g. "6 x ADAM-4017+" Revenue Estimate of total Opportunity value in USD Close Date Estimated date when PO is expected, must be in future for all Open Opportunities

Automatically Inherited Fields in Opportunity Always open the Account record, then create the new Opportunity within that Account When creating Opportunity within an Account record, these fields are filled in by “inheriting” Account info

Product Forecast; no change to current process All open “KA Sales Methodology” Opportunities >=75% Probability must have Product Forecast data

Set your default “Sales Methodology” Click on Site Map, open “Price List Sales Methodology:

Set your default “Sales Methodology” Choose “KA Sales Methodology”, and then click “Save” Once default is set, all new Opportunities you create will be under the “KA Sales Methodology”

New Reporting processes put in place Regular weekly reports are generated based on Siebel & eManager data Quota & Achievement figures come from eManager All other data based on Siebel Opportunities Critical data is “Revenue” and “Close Date” Reports distributed via email to individual Sales, Managers, and RBU Heads Report discrepancies to CRM Power User and your manager via email

Reports - Reports Schedule and Recipients HQ Sector Head Report Of RBU Sector Sales Manager RBU Sector Sales Manager RBU Country Sales Manager Report of First Line Sales Manager RBU Sector Sales Manager First Line Sales Manager First Line Sales Manager Report of Sales Rep. Sales Rep. Blue Monday Challenge Wednesday Happy Friday

Reports - Report of Sales Representative Purpose: For Sales Rep. to review his/her work. Personal Performance Forecast for THREE months. (From current month, both Project and Regular) Based on “Revenue” & “Close Date” Planned to close cases (Opportunities) of current month. Based on “Close Date” Big Deal list (e.g. amount > 50,000) Based on “Revenue” Activities of last (passed) week. All Activities recorded by Primary KA employee Planned Activities of this (current) week. Key Account without Activity in 30 days. (monthly) Unclosed cases list in past three months. Based on past “Close Date” and “Sales Stage” Overdue cases list, in Annual base. (reach 50% and longer then 3 months) Based on past “Close Date” and “Probability %” Accuracy of Forecast (First week forecast against monthly achievement)

Reports - Report of First Line Sales Manager Purpose: For First Line Sales Manager to review performance with his/her subordinates. My Team Performance Forecast for THREE months. (From current month , both Project and Regular) My Team Opportunities (>=50,000), this month. Big Deal list with amount > 50,000, for next two months. Key Account without Activity in 30 days. Unclosed cases list (>=50,000) in past three months. Abnormal Opportunity (to be closed in 7 days).

Reports - Report of RBU Sector Sales Manager Purpose: For RBU Sector Sales Manager to review performance by team. My Team Performance Forecast for THREE months. (From current month , both Project and Regular) My Team Opportunities (>=50,000), this month. Big Deal list with amount > 50,000, for next two months. Unclosed cases list (>=50,000) in past three months.

Reports – Monthly Report for Managers Purpose: Provide Overall analysis of sales force. YTD lost analysis Average case close duration Percentage of Total Amount of Opportunity/ Total Achievement/ Quotation in quarterly base. Number of Opportunity in each Sales Stage Amount of Opportunity in each Sales Stage