About Salesforce.com Opportunity Stages and Owners Know Who has the Ball 1

Overview of MDU Sales Stages 2 OrderStageOwnerSLA (days) Main Owner Action(s) 1Site SurveyDealer 90Upload Site Survey 2BOM DesignField Ops 3Upload BOM & system design 3Property ValuationSales Ops 5Classify property 4 Sales & Marketing Plan Required* Dealer 90Upload Sales & Marketing Plan 5 Sales & Marketing Plan Review* Sales 3Approve Sales & Marketing Plan 6 ROE & Property Registration Dealer 90Negotiate ROE 7ROE Review LegalLegal 9Review ROE 8Build OutDealer 90Build out property 9Inspection RequestField Ops 5 Determine if inspection is needed; 45 day SLA if inspection is needed 10Inspection CompleteDealer 30Launch property & create PID 11Closed/Won *This stage only applicable to DTH properties that have been classified as Red

Site Survey 1.Dealer will verify the lead and gather more details about the property 2.Dealer schedules and performs a Site Survey 3.Dealer changes the sales stage to: BOM Design review Required fields: Estimated Property Launch Date, Site Survey Completion Date SLA: 90 days 3 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

4 Site Survey

BOM Design Review 1.Field Ops reviews Site Survey information 2.If design is rejected, reasons will be provided and Field Ops will move the sales stage back to Site Survey 3.If design is accepted, Field Ops will move the sales stage to Property Valuation SLA: 3 days 5 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

BOM Design Review Update Due to feedback from our valued partners, we have determined to adjust the opportunity sales stage process. The BOM Design Review sales stage will be required after “Property Valuation.” The systemic change is slated for a Q release. Until the change has been made systemically, BOM Design Review paperwork requirements will be required at the Inspection Request stage instead of BOM Design Review. 6 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

7 BOM Design Rejected BOM Design Approved BOM Design

Property Valuation 1.Sales Ops reviews property and classifies as Green, Yellow or Red 2.Sales Ops moves the sales stage to the next step a.DTH & Red = Sales & Marketing Plan Required b.Not DTH & Red = ROE & Property Registration SLA: 5 days 8 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

9 Property Valuation

Sales & Marketing Plan Required 1.Dealer completes provided Sales & Marketing Plan form 2.Dealer uploads Sales & Marketing Plan to SFDC 3.Dealer moves sales stage to: Sales & Marketing Plan Review SLA: 14 days 10 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

11 Sales & Marketing Plan Required Edit Mode

12 Attaching a File Attach File Uploading Documents Required Field

Sales & Marketing Plan Review 1.The MDU Sales Team will review Sales & Marketing Plan 2.If approved, stage is moved to ROE & Property Registration 3.If rejected, the stage is moved back to: Sales & Marketing Plan Required a.Rejected sales plans will show a reject reason 4.Dealer may close the opportunity or resubmit a Sales & Marketing Plan SLA: 5 days 13 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

14 Sales & Marketing Plan Required Approved Sales & Marketing Plan Rejected Sales & Marketing Plan

ROE & Property Registration 1.Dealer negotiates ROE with property. 2.At this stage, dealer may submit a draft ROE to Legal for pre-approval 3.Once final ROE has been executed, dealer uploads ROE to SFDC and changes Sales Stage to ROE Review Legal SLA: 90 days Fields Required: ROE expected close date, Counter-sign date, ROE term (years) 15 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

16 ROE & Property Registration

ROE Review Legal 1.Legal team reviews ROE for required content 2.Accepted, executed ROEs are noted and the sales stage is moved to Build Out 3.Rejected or draft ROEs are noted and the sales stage is moved to ROE & Property Registration 4.Legal team will upload review sheet for both approved and rejected ROEs SLA: 9 days 17 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

18 ROE Review Legal Pre-Approved ROE Rejected ROE Approved ROE

Build Out 1.Once ROE is approved, dealer may begin system build out. 2.Dealer collects required paperwork, including Rep & Warranty and BOM documents. 3.Dealer uploads Rep & Warranty form, BOM. Dealer must check the “Rep & Warranty doc” box. 4.Dealer moves sales stage to Inspection Request. SLA: 90 days 19 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

20 Build Out Required Documents Site Survey (optional) Materials Technical Specifications Rep & Warranty

21 Build Out Rep & Warranty Uploaded Attach Rep & Warranty Document & BOM Design Rep & Warranty not Uploaded

Inspection Request 1.Field Ops reviews Rep & Warranty and BOM. 2.If inspection is required, SLA changes to 45 days 3.Once the Inspection has been approved or waived, Field Ops will move the sales stage to Inspection Complete SLA: 5 days to determine if inspection is required 22 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

23 Inspection Request

Inspection Complete 1.Once the inspection is complete, dealer has green light to create the property and request a PID 2.Dealer completes additional paperwork required for property launch (including bulk BMU creation, etc.). 3.Once property has been created, dealer moves sales stage to Closed/Won. SLA: 30 days Required fields: PID Number 24 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

25 Inspection Complete Edit Mode

Closed/Won 1.Property is fully launched 2.Opportunity is closed 26 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won

27 Closed/Won

Closed/Lost 1.Used for Opportunities that are rejected 2.Reasons may include 1.BOM does not make sense 2.Can’t close the deal 3.Opportunity will automatically change to Closed/Lost if the sales stage has not been moved to ROE Review Legal within the 365 day SLA 28 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Lost

29 Closed/Lost