Seismic Implementation Kickoff Hayden Rummel Director, Customer Success

Seismic Customer Success Solution Consulting Services Relationship Management Technical Support New Customer Onboarding & Implementation Repeatable implementation approach designed to deliver rapid time to value Joint customer collaboration to identify new opportunities for expanding use and increasing value Support channel for troubleshooting, issue resolution and technical assistance Ongoing optimization of all implemented solutions: health checks, QBRs, solution reviews Onboarding and Implementation Solution Consulting Technical Support Relationship Management

Implementation Team & Resources SEISMIC TEAM Name Role Email Andy Bergen Executive Sponsor abergen@seismic.com Hayden Rummel Customer Success Director hrummel@seismic.com Customer Success Manager Solution Architect Implementation Engineer Solution Consultant ADDITIONAL RESOURCES Basic Training Videos and Guides in Seismic HelpCenter Mavenlink CUSTOMER TEAM Name Role Email Make Dynamic Tables

Your Team at Seismic Partners who understand your industry and the problems you face in managing, maintaining and updating your content Collaborate with you to jointly develop solutions designed to alleviate key pain points such as: Pain Point Solution Labor intensive data updates LiveDoc automation use-cases Disorganized and de-centralized materials Seismic content library and external content synchronization. End-user applications Redundant content updates Shared slides and reusable assets Lack of knowledge around content usage Seismic Reporting: Adoption, utilization, engagement and outcome analysis The bottom line is that your CS team at Seismic…

The Mission of Implementation A PHASED approach To implement seismic with a focus on imminently solving your key problems

Automation Implementation Philosophy OUR GOAL Provide marketing teams with streamlined, automated processes and templates for executing periodic data updates in content HOW WE DO IT Inventory and scope the most important materials for automation Take a data-first approach - adhere to standardized data model for seamless consumption and easy data manipulation Complete data layer setup through creation of scalable and flexible data sources Transform marketing materials to LiveDoc templates designed to ingest data and route it into charts, tables, and text When we talk about automation implementations…

Data Files -- Examples Nicely formatted & “human-readable” Columns, Rows & “Machine-readable”

Implementation in Detail Design Develop Deploy Week 3 Develop data connections Week 6 Validate data Week 9 Automation development Week 12 Revise and rollout Week 2 Inventory the data & introduce schema Week 5 Define queries Week 8 Automation development Week 11 Issue remediation Week 1 Define the project scope Week 4 Create Seismic lists Week 7 Automation development Week 10 Testing & QA Phase I Focused on project scoping and data layer integration design Phase IIa Setup of the Data Layer and all associated datasources Phase IIb Creation of automated marketing materials in accordance with project scope Phase III QA & testing, issue resolution and production launch

Defining Success When is your desired launch date? What are your desired outcomes for the project? How should we measure success for the project? When is your desired launch date? Three items for each Ideas: Decrease length of sales cycle Increase # reps meeting quota Increase deal size or revenue Increase win ratio Increase SFDC adoption Increase amount of time reps spend selling vs searching for content Decrease time spent updating content by Marketing Ability to make Analytic Driven Content Decisions (yes/no)

Next Steps Setup weekly meeting cadence Review standard data model and adapt for your data Scope the implementation and prioritize for automation Complete initial onboarding & admin user access

Automation Program Needs Role Activities Implementation Post-Launch Automation Program Owner Establish ongoing cadence with appropriate sales leaders in each business unit to ensure there is clear understanding of the situations sellers should be enabled Ensure go-to-market strategies align with seller’s engagement with buyers. Collaborate to manage business rules that govern the content mapping to selling situations. Lead governance council that ensures Sales Enablement Program Success 1 FTE 0.5 - 1 FTE Super User(s) Overall System Administrator Manages all aspects of Seismic: Users, permissions, information architecture, content, tags and content profiles 0.5 FTE 0.25 - 1 FTE Content Contributor Works with Seismic to define criteria for success across the implementation Use Cases Responsible for managing content Ongoing administration & management of content and metadata in Seismic 0.1 FTE 0.1 - 0.25 FTE LiveDoc Designer Managing LiveDoc templates Identifying automation use-cases Data updates and ongoing management Varies 0.5 – 1.0 FTE Varies depending on number of templates and new projects IT & SFDC Admins Assist with any technical integrations, including SSO, internal data feeds, and connectivity to other enterprise systems Installs and manages Seismic Salesforce applications Low Periodic support as needed Periodic Support as needed 310-350-6300, rickori@gmail.com