1 Performance Enhancement for Sales & Project Management - Overview of RainMaker –

2 Confidential and Proprietary information for internal Microsoft SMSG use only Agenda  Current Status  Introductions  Overview of RainMaker capabilities  Product Overview of RainMaker  Summary - Next Steps

3 Confidential and Proprietary information for internal Microsoft SMSG use only Replicate Rainmakers  What do top-producers or Rainmakers do well?  1. Qualify Sales Opportunities  2. Manage Qualified Opportunities to Closure  3. Communicate effectively with Decision Makers Best Practices Identify Capture Systematize TrackMeasure CoachImprove

4 Confidential and Proprietary information for internal Microsoft SMSG use only 1. Qualify Manage Quality + Proximity = Revenue PredictabilityQuality Weighted Qualification Score via Client Alignment Parameters (CAPS) Proximity Best Practice Sales Steps & Project Mgmt. Steps Solutions Engineering Polymers Imaging Technologies Nutrition & Health Solution 1 Solution 2 Solution 3 Markets …

5 Confidential and Proprietary information for internal Microsoft SMSG use only 3. Communicate Effectively Buyer Views

6 Confidential and Proprietary information for internal Microsoft SMSG use only Real-Time Sales Guidance  Rules-based guide through best practices  7x24 Analysis of Opportunities  Each Opportunity is analyzed to determine if the Rainmaker’s best practices are being followed  Sales rep is provided with prompts and suggestions to improve their likelihood of winning

7 Confidential and Proprietary information for internal Microsoft SMSG use only Revenue by Phase: All Solutions Drill-Down NOTE: Highlighted cells illustrate the following conditions: CAP Score of 50% or less; DRM = No; ATB = No.

8 Confidential and Proprietary information for internal Microsoft SMSG use only Sales Cycle Analysis – by Step Days to complete each sales step (Example: start to completion of 1a = 4 days) For a Win, Selling Solution “X”: Days from the completion of each sales step to the close date? End of 1a to Close = 74 Days

9 Confidential and Proprietary information for internal Microsoft SMSG use only Profiles in Action Solution “X” Market “Y” Sales Rep “Joe” Competitor “Z” Winning Profile >70% CAP Score CAPS marked: YES NO UNKOWN CAPS marked: YES NO UNKOWN Position in Sales Process Days to Close from Milestone 3B For each Sales Milestone: Order the Milestones were Completed Timing of when Sales Milestones Completed For each Sales Milestone: Order the Milestones were Completed Timing of when Sales Milestones Completed 89% Winning In 23 Days Predictability: True Probability of Close based on statistics Predictability: True Probability of Close based on statistics

10 Confidential and Proprietary information for internal Microsoft SMSG use only Sales Coaching 2 2 Overcoming objections, competition or presenting a solution that meets buyers needs 1 Qualifying and gaining access to key buyers 13 Gaining commitment, asking for the order, dealing with decision fear 3  Compare progress through the sale with the Rainmaker to identify coaching areas for each rep Potential Coaching Areas

11 Confidential and Proprietary information for internal Microsoft SMSG use only Operational-ize Sales & Project Management Process  Best Sales / Project Management Practices  Identify and capture Client’s Best Practices  Automate and deliver to entire sales force  Incorporate existing sales and project mgmt materials  Track, Measure and Analyze Sales & Project Cycle  By Account Manager, Solution, Market, Competitor  Single Forecast based on statistical history  Capable of managing multiple sales processes

12 Confidential and Proprietary information for internal Microsoft SMSG use only What RainMaker will Deliver to: Account Managers  Best Practices of top producers  How to pick the best opportunities to pursue  What are the fastest, most effective steps to:  Close a sale  Manage a Project  Real-time Sales Mentor  Rules engine provides reps with guidance to improve their position in each sale based on best practices  Quarterback Game Plan  Team based sales – assign and track assignments  Simplified Forecasting  Centralized Pipeline / Forecast based on Client metrics

13 Confidential and Proprietary information for internal Microsoft SMSG use only What RainMaker will Deliver to: Sales Management  Improve Sales Productivity  Objective qualification scores = Account Managers pursue opportunities with highest likelihood of success  Best practices for action steps to complete sales process and manage the project  Improve Forecast & Account Plan Accuracy  Based on Client’s best practice metrics and sales methodology  More accurate time line to closure for each opportunity  Sales Performance: Analysis and Coaching  Analyze each opportunity for each rep vs. best practices

14 Confidential and Proprietary information for internal Microsoft SMSG use only RainMaker Position  Best practice sales methodology  Interface with SFA  No duplicate data entry  Real time sales guidance  Where can you make adjustments to improve likelihood of success  Enhanced Revenue Predictability  Using Client’s metrics Sales Methodology Sales Methodology SFA / CRM

15 Confidential and Proprietary information for internal Microsoft SMSG use only Maximize Client Yield On-Site Mgt Off-Site Print Legal Service Digital Imaging Pro. Service Solution “n” Customer A APP Customer B AA Customer C PA Customer D AP Others… A = Active Sale P = Potential Sale