SALES OPERATIONS OWNS AND FACILITATES MANY FUNCTIONS Reporting Demand Enablement SALES OPERATIONS OWNS AND FACILITATES MANY FUNCTIONS Resource Planning Training Analytics Methodology Strategy OpsPanda| Sales Operation Plan

strategy: Facilitate by bringing together the right people and ensuring final strategy is well communicated. methodology: Ensure team is trained and following our sales methodology. reporting: Help create reporting infrastructure and build reporting packages. SALES OPS FUNCTIONS Resource planning: Develop and track against plan for hiring and distributing quotas. Training: Make sure team is trained on new products and new reps are properly on-boarded. Analytics: Run analytic queries to understand buyer behavior and attributes. demand: Work with marketing to ensure the demand generation plan is sound and matches sales goals. enablement: Coordinate with marketing to develop sales tools and collateral needed to progress deals through the pipeline OpsPanda| Sales Operation Plan 2

SALES OPS PRIORITIES Ease of Execution Impact on Business FUTURE TOP PRIORITY Methodology Reporting Demand Resource Planning Enablement SALES OPS PRIORITIES Ease of Execution Analytics Training Strategy LOW PRIORITY SECONDARY PRIORITY Impact on Business OpsPanda| Sales Operation Plan 3

SALES OPS ROADMAPS Jan Feb Mar Apr Resource Planning Hiring Plan Quotas SALES OPS ROADMAPS Reporting Tool Data Clean-up New Reporting Package Reporting Train on New Method Method Refresh method New Call Scripts New Brochure Product Video enablement Intro Deck OpsPanda| Sales Operation Plan 4