1 COMPANY CONFIDENTIAL Model-N Training Session and Q&A

2 COMPANY CONFIDENTIAL Model N CRM Tool Single Platform for all sales activity –Quotes, Opportunities, Registrations Improve Efficiencies & Responsiveness Focus EXAR resources on the right Opportunities Available to all partners for Quotes, Registrations, Opportunities Company Confidential2

3 COMPANY CONFIDENTIAL Today’s Topics Login – New URL’s are available Alerts and Notifications Registration process Quotes Search – and to Excel Reporting Model N Do’s and Don’ts Company Confidential 3

4 COMPANY CONFIDENTIAL Company Confidential 4 Login FOR Reps and Distributors 1.) URL: 2.) Enter your User Id and Password.

5 COMPANY CONFIDENTIAL ALERTS How to set up Alerts Recommended Alerts

6 COMPANY CONFIDENTIAL Alerts A Notification is a rule created by a user. An Alert is the result of a notification (or rule). Based on the parameters established by the user in the notification set up, Alerts are sent to the user. –The 5 most recent Alerts appear on the Model N Home Page. Company Confidential 6

7 COMPANY CONFIDENTIAL Alerts Summary

8 COMPANY CONFIDENTIAL Set up Notification Rules

9 COMPANY CONFIDENTIAL Notification Rules ( Contd.) Company Confidential 9

10 COMPANY CONFIDENTIAL Notification Rules ( Contd.) Company Confidential 10

11 COMPANY CONFIDENTIAL Recommended Alerts Everyone should have these two notification rules set up –Tasks: A task assigned to me has been created/modified –Transaction: A transaction has been transferred to me Company Confidential 11

12 COMPANY CONFIDENTIAL Recommended Alerts based on role –Distributor/Rep/Field Sales - My Quote has been reviewed –Distributor - My Registration request has been reviewed –Rep/Field Sales - A new registration has been forwarded for review –Field Sales - A new opportunity has been entered (you can decide the criteria by Part# or value) –Field Sales - A Part has been newly quoted –Field Sales/Customer Support - A quote has a recommended price and is pending for review –Marketing/Field Sales/Customer Support- A quote has been forwarded for review –Distributor/Rep/Field Sales - A new quote has been entered and revenue potential is greater than 50k. Company Confidential 12

13 COMPANY CONFIDENTIAL Registrations How to create a Registration

14 COMPANY CONFIDENTIAL Company Confidential 14 Registrations – Creating

15 COMPANY CONFIDENTIAL Company Confidential 15 Registrations – Creating Select your Disti company as the channel, then enter one or two characters of the customer name and click GO to search. Select the customer, then select or enter the Program and Application

16 COMPANY CONFIDENTIAL Registrations –add a customer Company Confidential16

17 COMPANY CONFIDENTIAL Company Confidential 17 Registrations – Select a Part

18 COMPANY CONFIDENTIAL Registrations – Form input Company Confidential18 Once you start the registration, go through the form and fill out as much information as possible, required fields have *

19 COMPANY CONFIDENTIAL Registrations – required fields EXAR Project Status ASP on each device 1 st year quantity on each device Branch Rep or EXAR contacts (one FAE, one Field Sales) Company Confidential19

20 COMPANY CONFIDENTIAL Registrations - creating When info is complete, click “Save Stay” then “Register” An error message will appear if the information is incomplete – System will tell you what is missing If registration request is successful, you will return to summary screen Company Confidential20

21 COMPANY CONFIDENTIAL Company Confidential 21 Registrations -Status

22 COMPANY CONFIDENTIAL Company Confidential 22 Registrations – Status Definitions ACTIVITYSTATUS The user starts to create a Registration Preparing Some data is entered and Registration is Saved Pending The Distributor clicks the ‘Register’ button to submit for approval Requested Exar Area / Regional Sales Manager/Rep approves or rejects the Registration Approved/Rejected Registration set to Pending (when reviewer needs more information) Pending The Registration has not been updated for 90 days Expired The Distributor requests a review of an expired registration [Does not change status]

23 COMPANY CONFIDENTIAL Company Confidential 23 Registrations- Additional Features Additional Registration Features: History Log Assign Tasks Copy & an Registration Adding an Attachment Transferring a Registration to Another User

24 COMPANY CONFIDENTIAL Quote How to create a Quote

25 COMPANY CONFIDENTIAL Creating Quote from Opp/Reg This brings you to the Quote Detail screen. The rest of the process is explained on the “Create Quote” slides Company Confidential25

26 COMPANY CONFIDENTIAL Quotes – Create a Quote Company Confidential26

27 COMPANY CONFIDENTIAL Company Confidential 27 Quotes – Create a Quote

28 COMPANY CONFIDENTIAL Quote – Create a Quote Company Confidential28

29 COMPANY CONFIDENTIAL Quotes – Create a Quote Company Confidential29

30 COMPANY CONFIDENTIAL Cheat Sheet for Entering a Quote Quick refresher on how to enter quote in Model N: 1.Create quote from Opportunity/Registration or create quote directly from Quoted tab. 2.On Quote preparation screen Enter Target Cost and Target Resale (Target price for Direct quotes). Click on quote 3.On Quote Detail screen Hit Save and Stay to save your work - required at this point. Enter more information in comments etc. if you have any Click on Megaphone after you have completed all the above steps. **** Clicking Megaphone is very important step - only then Marketing will get alert that your quote needs review.

31 COMPANY CONFIDENTIAL Searching How to search Save search as a Shortcut search results to Excel

32 COMPANY CONFIDENTIAL Opp/Reg Summary Screen Company Confidential 32

33 COMPANY CONFIDENTIAL Opp/Reg Summary Screen Company Confidential 33

34 COMPANY CONFIDENTIAL Opp/Reg Summary Screen Company Confidential 34

35 COMPANY CONFIDENTIAL Opp/Reg Summary Screen

36 COMPANY CONFIDENTIAL Save searches as shortcuts Company Confidential 36

37 COMPANY CONFIDENTIAL Search Results Company Confidential 37

38 COMPANY CONFIDENTIAL – Select Address Company Confidential 38

39 COMPANY CONFIDENTIAL – Select File Type Company Confidential

40 COMPANY CONFIDENTIAL – Delimiter If Text File Company Confidential 40

41 COMPANY CONFIDENTIAL Cheat Sheet for Quick Searches To Use Quick Search 1. Choose the first item from the Search drop down box. (The search selection items vary by module). 2. Tab to the next field and enter: A complete name A complete number A partial name or number (wild cards are not needed) Additional search criteria as needed 3. Click “Search”. (NOTE: “Clear” resets the search bar to the default values) 4. For search fields with “?” as the search criteria choose “T”= True “F”= False Quick Search Functions When using Quick Search, strings and numbers use the following operators: < stands for less than <= stands for less than or equal to > stands for greater than >= stands for greater than or equal to | stands for “or” ! (bang) stands for “not” The following examples illustrate the operators: Search for any name starting with the letters “a”, “u”, or “m”: “a|u|m” Search for different Opportunity numbers : 23456|23455|23446|65432 Search for all customers in all cities except those cities beginning with “Santa” (e.g., “Santa Clara”): “!Santa” Note: Complex search string combinations are not supported. For example, the “or” (“|”) is not supported where the search is a “not” (“!”) so two separate search fields would need to be used to return all cities except those beginning with “Santa” or “North”. Date Fields Date fields use the following operators in addition to the previously described string and number operators. The default date format used is MM/DD/YYYY: Date1:date2 – returns all records between Date1 and Date2 (inclusive) Date – returns the records for this date Date Keywords The date keywords are: today yesterday tomorrow

42 COMPANY CONFIDENTIAL Reports How to create a report

43 COMPANY CONFIDENTIAL Reports

44 COMPANY CONFIDENTIAL Reports

45 COMPANY CONFIDENTIAL Reports

46 COMPANY CONFIDENTIAL Reports

47 COMPANY CONFIDENTIAL Does Always search for customer before adding new one Search opportunity by customer and by part#, before creating new one - Check End Customer on search Keep account information up to date Set up the proper Alerts Ask questions of your local super user - Escalation path »Rep/Dist »Regional Field Sales »Customer Support Representative »Sales Ops »IT Company Confidential 47

48 COMPANY CONFIDENTIAL Don’t…. … use the ‘BACK’ button of your browser (use ‘Return’) …forget to save early and often …use the “Return” Key when entering text in Next best actions or comments fields Company Confidential 48

49 COMPANY CONFIDENTIAL Things to remember Make sure to use "New Opp" not "New Reg" if you are creating opportunity for non-registerable parts You can link an Opportunity from a Quote. Can not link a Quote from Opportunity. Cannot edit opportunity if you open Opportunity from Quote Make sure to complete the address on unassigned customers in order to assign correct org FYI on the current Model N Properties set-up: –1.) Session Timeout = 90 minutes –2.) Password Expiration = 60 days –3.) Maximum days between logins = 60 days. Account will get locked if you do not login within a 60 day period –4.) Maximum login attempts = 5 Company Confidential 49