2018 SALES PLANNING TEMPLATE Goals Quota Attainment Sales Enablement 2018 SALES PLANNING TEMPLATE Demand Generation AE Hire & Ramp Velocity Pipeline Deal Size OpsPanda| 2018 Sales Planning Template

Segment AEs by % who hit quota 23% of reps exceeded hit > 150% of quota In our model we will divide AEs into 3 groups 200% 41% of reps hit or slightly exceeded quota 36% of reps missed quota % of quota achieved 100% Reps OpsPanda| 2018 Sales Planning Template

Avg. pipeline stage conversion & velocity Our target is to keep pipeline velocity steady at 72 days 40% 50% 66% 83% 90% 10% 25% 50% 75% 90% 100% 9 days 11 days 17 days 22 days 13 days = 72 days OpsPanda| 2018 Sales Planning Template

Average deal size We believe we can increase deal size 10% in 2018. $30M $20M $10M Q3 Q2 Q1 Q2 Q3 2018e OpsPanda| 2018 Sales Planning Template

Sales Enablement These 6 items will help our sales team achieve their goals. 1 New Pitch Deck 2 Product Sheet 3 ROI Calculator 4 3 Case Studies 5 Deploy Yesware 6 Deploy Clearbit OpsPanda| 2018 Sales Planning Template

2018 Sales Goals $8M PLAN $6M $4M $2M ACTUAL Q2 Q3 Q4 Q1 Q2 Q3 Q4 OpsPanda| 2018 Sales Planning Template

Weighted and Gross Pipeline We expect to begin 2018 with the sales pipeline below STAGE 1: QUALIFICATION $1,200k @ 10% $120k STAGE 2: DISCOVERY $5,290k @ 25% $1,322k STAGE 3: VALIDATION $7,080k @ 50% Weighted Pipeline $8.8M $3,580k STAGE 4: PROPOSAL $4,080k @ 75% $3,060k WON $750k @100% $750k Gross Pipeline $18.4M OpsPanda| 2018 Sales Planning Template

How long does it take to hire an AE? We believe we can compress onboarding by 6 days in 2018. 101 days Applicant Search Offer 14 days 10 14 7 56 days Headcount Planning Interview On-board OpsPanda| 2018 Sales Planning Template

Demand Generation Marketing has committed to generate this many SQLs per quarter 2018 GOAL 60 50 2017 ACTUAL 40 30 25 22 20 Q2 Q3 Q4 Q1 Q2 Q3 Q4 OpsPanda| 2018 Sales Planning Template