Proventeq Dan Smith

SWOT Strengths Customer references High demo to close rate Ability to migrate cross platform Managed migrations Ability to develop new product Size (more agile) Weakness Size Market exposure/recognition Sales force Resource Not proven for non organic growth Opportunity Increase in public sector business Focused sales into existing verticals Targeted sales into new verticals such as legal sector Partnerships Customers moving from unsupported (or at risk of) platforms Green field Position in niche markets Ubiquity of Microsoft Threats Competitive tender process Larger competitors cementing partnerships Changes in technology Vendors releasing own tools Failure to scale

Strengths Customer references High demo to close rate Ability to migrate cross platform Managed migrations Ability to develop new product Size (more agile) Strengths

Weakness Size Market exposure/recognition Sales force Resource Not proven for non organic growth Weakness

Opportunities Increase in public sector business Focused sales into existing verticals Targeted sales into new verticals such as legal Partnerships Customers moving from unsupported (or at risk of) platforms Green field Position in niche markets Ubiquity of Microsoft Opportunities

Threats Competitive tender process Larger competitors forming partnerships Changes in technology Vendors releasing own tools Threats

How we’ll get to £1,000,000 and beyond

Direct Channel Strategic Partners Routes to market

Direct Public sector U.K. Central and local government Public sector USA Public sector other Insurance market Legal Other yet to be identified markets (or same in different regions) Enterprise (50% of Fortune 500 use SharePoint) Direct

Cloud Service Providers MSPs/IT SIs (UK, USA, other) Channel

Strategic Partnerships Microsoft Oracle Strategic Partnerships

30 Day Immerse myself into Proventeq - learn product, strengths, wins Understand where business is coming from and why they chose Proventeq Identify markets based on previous wins and pipeline Look at personal network with over lap Warm up relationship with key partners - Microsoft and Oracle (ongoing) Identify 4 target markets for initial focus Identify relevant heads within 20 target customers. Define proactive push including marketing, social media, targeting 30 Day

Implement campaigns for 4 target markets Implement campaigns for 4 target markets. The approach to these campaigns may change depending on markets, for example Insurance would differ to Managed Service Providers Meetings with prospective partners Warm up relationship with key partners - Microsoft and Oracle (ongoing) Initial meetings with targets (if UK based) Contact target 20 customers 60 Day

Ongoing campaign into 4 target markets Ongoing campaign into 4 target markets. Widen geographic scope if relevant Nurture partner relationship to bring first deals through channel Meetings/demos with targets Manage initial orders Warm up relationship with key partners - Microsoft and Oracle (ongoing) 90 Day

Results and When

Results and When - Highlights Q1 Increase close rate – existing pipeline Q2 First proactive deals Q3 First Partner deal Q4 Larger managed migration revenue Results and When - Highlights

Results and When £80k new business per month Initially expect larger percentage from direct than partners Blend of following smaller license only deals Larger license only deals Managed migration Custom development (no proactively targeted) Large deals over £100k lead time up to 12 months. Results and When

Monthly Growth

Results and When Q1 Accumulative Target £240k, Actual £160k Q2 Accumulative £480k, Actual £365k Q3 Accumulative £720k, Actual £640k Q4 Accumulative Target £960k, Actual £1,087k These figures are based on a number of assumptions. Average deal size £40,000. Small deal value £5,000, very large deal £250,000. The average monthly target is £80,000, meaning 2 deals a month. This is over simplified. Results and When

Support Required (for first 6-12 months) Email platform (Campaign Monitor or similar approx. £50 a month) Lists (Approx. £12 per company record Hoovers/D and B) Website reverse IP look up approx. £50 a month) PR (ad hoc, press release approx. £150) Content – your time (priceless) Social media (Hootsuite – free) Possible additions (subject to budget) Events: attend, sponsor, exhibit PPC Support Required (for first 6-12 months)