Hacking Team Plans CodePlanTasksInternal Champion Team HTML Hacking Team Marketing Lever Sell the value, Marketing doc, web sites, positioning, differentiators, etc… EricDaniele, Alberto Giancarlo IP (Customer) Intimacy Plan Professional Services, Project Mgt, Existing Customer cross-selling, … AlessandroFabio Emad Sergio HTTP Hacking Team Top Partner Plan Partner criteria, identification, selection, management, club,… DanieleMax D.Martinez SSL Sales Strategy Lever Vision & Strategy, the geographies, the customers, partners, competitive advantages PhilippeGiancarlo, Marco V. Daniele PPP Process & Performance Plan Industrialization of Sales Process, Sales Tools, CRM, Dashboard, FAE processes, … MarcoSimonetta Daniel M. Walter

IP – Intimacy Plan ]The Team[: Alessandro, Fabio, Emad, Sergio ]The Mission[: Contribute to HT’s growth by ensuring deliveries, projects success and making sure our end-users are using our solution and expand. ]The Objectives[: Propose the tools and organization in order to make our end-user benefit from our unique know-how and expertise in the Offensive Solution and provide specific training, expertise, assistance and support to our end-users during the complete project life cycle. - define key performance indicators for delivery and support - secure end-user project & accelerate deployment and expansion - intensify assistance in order for our end-user to use successfully our solution - launch a “maximize efficiency of attacks” plan - create stronger link with our end-users on a longer term - define and create different and segmented M&S plans

HTTP – Hacking Team Top Partner Plan ]The Team[: Daniele, Max, Daniel Martinez ]The Mission[: Contribute to HT growth by selecting and managing better key strategic partner, as a complementary and acceleration factor. ]The Objectives[: Propose the tools and processes in order to better identify, select and manage Partners. - define criteria by type of partners - measure gap between current partners and criteria - identify and sign key partners in key strategic countries - create the tools to manage partners from prospecting activities, forecasting up to closing) - create and manage a Partner training plan program - create and manage a Partner Club

PPP – Process & Performance Plan ]The Team[: Marco, Simonetta, Daniel Maglietta, Walter ]The Mission[: Improve our sales process, from prospecting activities, opportunity qualification, forecast accuracy up to signature, in order to increase revenue and accelerate growth. ]The Objectives[: Propose the tools and processes in order to “industrialize” our Sales process, and shorten sales cycle. - define Key Performance Indicators for Sales - define Processes to improve all stages of the Sales cycle - improve and Create Tools to support all activities from prospecting to closing - assign each tools/deliverables to each stage of the Sales process - tools & Dashboard to monitor Sales activities - improve and enforce SugarCRM tools

HTML – Hacking Team Marketing Lever ]The Team[: Eric, Giancarlo, Daniele, Alberto ]The Mission[: Launch Hacking Team Marketing program that will support the increase of sales and sustain our competitive advantage. ]The Objectives[: Propose and manage all the marketing activities (internal and external), highlight the value of all products and services part of Hacking Team Suite: - New product brand strategy - Creation of Sales collaterals, Sales Doc, Web Sites - Positioning, Differentiators, Competitor analysis - Public relations - Support of Partners Club - Define scope of future Users Club

SSL – Sales Strategy Lever ]The Team[: Philippe, Giancarlo, Marco, Daniele ]The Mission[: Define, propose and launch a company-wide strategic plan and development plan to sustain Hacking Team sustainable growth (2020). ]The Objectives[: Define and propose new strategic vision and goals including the 5 fundamental choices. - What is our core business, how can it be improved - Which are our key strategic countries by region - Which are our key strategic prospective customers in those key countries - Which are our key partners - Which are our competitive advantage Support the continuous and simultaneous execution of the strategy. Define 2016 goals