30-60-90 Day Plan Means Keeping Score Performance Drivers Determine Assess Sales Determine Maturity of Organization Discovery Benchmark Prioritize Possible Action Present Solution Findings Means 1. Interview Executives 2. Documentation Review Metric Data 3. Prospect Surveys 4. Customer and Prospect Interviews 5. Sales Rep Surveys Assess Performance Drivers Identify Key Drivers to Improve Keeping Score Capture Current State Show End State Possibilities Make Recommendations Compensation Planning Solution Road Map Quantify Impact Performance Drivers Sales Process Sales Strategy Compensation Planning Territory Design Account Segmentation Lead Generation Quota Attainment Sales Force Structure Sales Management

EXECUTION PLAN: GOAL FOR HIGH VELOCITY SALES DIVISION 90 Day Plan Overview OBJECTIVE: Execute a sales plan that redefines our industry. INSIGHT OR OVERVIEW: The 90 day action plan is based on my current working knowledge of the vision, goals, objectives, and expectations. It is intended to give you insight to my approach and provide a road map for my focus. Agility is important and the action steps and timeline are subject to change based on further discussions and priority changes. 90 Day Plan 1. SALES REVENUE GROWTH: Develop multichannel, multiyear plan that drives aggressive sales growth. 2. PROFITABILITY: Build KPI’s and metrics models that establishes greater margin profitability. 3. OPERATIONS: Design and develop operations team focused on tools and technology to support high velocity, customer centric sales team. 4. PLANNED EXECUTION: Full stakeholder review to assess and adjust plan for alignment and execution strategy of stakeholders.

TAKE ACTION: NOW TAKE ACTION: Now Gain the knowledge required to extend and build a sales organization that redefines the industry. Dive into and make sure all pipelines are being secured, introduce myself to key accounts. Collaborate with department heads to review departmental and corporate vision gain insight into market growth plans and department priorities. Identify other key areas in which my experience and skills can assist in achieving priorities to meet corporate goals.

SALES AND REVENUE GROWTH: Strategy and Planning SALES AND REVENUE GROWTH: NOW A good plan for creating building developing sales team is important to Asses strengths weakness areas. Strategy: Market Segmentation: Total Available Market—how big is the market and what is its growth rate? Competitor Analysis—how the competitors market and sell? Strategic Market Group Assessment—market group needs, which competitors are targeting which market groups, and our strategic plan to serve the different market groups? Product/market mix assessment—determine the go to market strategy for each product and market. Sales and Marketing SWOT—determine how to maximize strengths and take advantage of opportunities for each market group, by shoring up weaknesses to minimize threats. Buyer Segmentation: Buyer Personas—understand our buyers and what they care about. Buying Process Maps—visualize how our buyers purchase. Buyer Value Chain Analysis—see what our buyers value through a marketing or sales campaign. Determination of Sales and Marketing Critical Success Factors—know we must be best-in-class in to succeed in our industry. Planning: Pro-forma Revenue and Cost Model—a financial model to estimate revenue versus cost. KPIs—the key metrics that will be used by the entire organization to determine progress in executing the revenue plan. Sales Plan—an execution plan detailing what the sales force will do in pursuit of the revenue goals. Marketing Plan—an execution plan detailing what the marketing department will do in pursuit of the revenue goals. Assess sales team’s strengths and weakness to create a development plan and execute a strategy with full collaboration achieving the best return on investment.

SALES AND REVENUE GROWTH: PROFITABILITY PROFITABILITY: Process SALES PROCESS: Sales Methodology Stage definitions and buyers signals Sales playbook with training coursework and job aides Technology implementation to keep administration at a minimum Certification program inclusive of reinforcement plan, certification process and awards Gamification program to drive adoption with leader boards, a point system, technology implementation and field communication plan. Dashboard for sales reps, managers, and executives that track metrics indicative of success and failure. Demand Generation Demand generation process Lead qualification method Lead grading approach Lead scoring and grading Lead routing rules of engagement Campaign measurement Marketing automation implementation/refinement

OPERATIONS: Sales and Channel Organization SALES AND REVENUE GROWTH: OPERATIONAL Design and develop operations team focused on tools and technology to support high velocity, customer centric sales team. Sales Organization Design Applicability assessment of the seven dominant B2B sales organizational models Structure design and organization chart Roles and responsibilities by role Headcount plan by role Pro forma revenue and cost model Channel Organization Design Channel segmentation Buyer channel preference Channel coverage model Channel product fit Competitive channel analysis Channel mix and financial model Channel selection and enablement

SALES AND REVENUE GROWTH: EXECUTION EXECUTION: Campaign SALES AND REVENUE GROWTH: EXECUTION Formalize plan to deliver operational excellence that redefines our market. Focused on growth, efficiency and increased margins, profitability and customer satisfaction. Campaign Execution Establishing a process to launch effective demand generation campaigns at scale. Creating a repeatable process to launch successful lead nurturing campaigns so no leads fall through the cracks. Developing a process to run sales prospecting campaigns that turn sales reps into effective lead generators. Building campaign KPI dashboards that report on ROI. Define New Sales Org Requirements Define Technology processes Define Technology by Market Segment Define Activity Cadence Define Metrics and Reporting Define Field Integration Plan with Inside Sales Assess Design Design Implement Quantify Staffing Plan Recruit ISR fit the Model Hire New ISR Staff Onboarding New ISR Define New Coaching Cadence Execute Field Integration Assess Implementation Measure Account Performance Interview Customers Cadence Coaching Cost Analysis Asses Strategy with Stakeholders Roadmap Staff, Tools , Technology Assess Quantified Plan is Redefining Industry Sales Enablement Execution Content development process Mobile sales enablement playbook Technology roadmap Sales training program Certification process Gamification program Coaching methodology KPI dashboards Sales Adoption plan Agile adoption methodology Use case development Communication plan Change management plan

TAKE ACTION: Now What value does your company offer to customers? Of these things, which are vital, unique or important to them? 3. If you closed your doors today, would your customers suffer a real loss? 4. Are you doing today what your company needs to do that will impact tomorrow?