1. Copyright © 2016 Leading Point. All rights reserved. Dealer Relationship Management System (DRMS®)

2. Copyright © 2016 Leading Point. All rights reserved.  Introduction  DRMS Overview  Modules  Features and Benefits  Process Flows (Visits & Sales Management)  Portal Walkthrough Agenda

3. Copyright © 2016 Leading Point. All rights reserved. Company Overview  Founded in 2006  Headquartered in Jordan  Offices in Oman and business development activities in KSA and USA  IT Solutions, Business Systems and Professional Services - Enterprises of all sizes - Telecommunication Operators (Telcos) | MNO & MVNO - Banking & Financial Services (BFS) - Energy & Utilities (E&U) - Public Sector (PS)  Microsoft Premier Telecommunication Sector Provider in EMEA for 2010 & 2011  SAP Enterprise Solutions & Professional Services

4. Copyright © 2016 Leading Point. All rights reserved.  DRMS is a sales and distribution management system  Modules: Channel Management, Sales Management, Sales Development  Web Portal, Smart Phones/Tablets Introduction

5. Copyright © 2016 Leading Point. All rights reserved. Dealer Relationship Management System (DRMS) Solution Description Provides Telcos with a full range of functions and tools to manage relationships with dealers and distributers. Key Functionality Web Portal for Managing Dealers & Distributors Centralized Dealer & Distributer Management 360° View of Sales & After-Sales Operations Increase automation, delivery performance and execute supply chain processes Enhance transparency into order processing. Manage, monitor, and calculate incentives, commissions, and payments process. Reduce time‐to‐market of new services through Campaign & Promotions Smart Phones/Tablets (Android OS) GPS Tracking & Monitoring References FRiENDi Mobile, Malaysia FRiENDi Mobile, KSA Virgin Mobile, KSA

6. Copyright © 2016 Leading Point. All rights reserved. Visit Management Resource Management Commissions & Incentives Campaign & Promotions Management Sales Activity Dashboard Resources Allocation Orders Status & Visits Performance Reports Distribution Management Business Partners Management Salesforce Management Inventory Management Sales Visit Scheduling & Routing Stock Tracking Channel Management Sales Management Sales Development Reporting & Dashboards DRMS Overview

7. Copyright © 2016 Leading Point. All rights reserved. DRMS Modules

8. Copyright © 2016 Leading Point. All rights reserved.  Define and design distribution hierarchy  Manage entire Salesforce (Sales Managers, Sales Reps, Sales Developers, etc…)  Manage indirect Sales Channels (Distributors, Wholesalers, Dealers and their branches) Channel Management Sales Management Sales Development Reporting & Dashboards Channel Management DRMS Modules

9. Copyright © 2016 Leading Point. All rights reserved.  Regional Account Management  Automated sales visit routes to follow Sales Reps  Inventory Management & Stock Transfer  Summary of all the products with each Sales Executive  Defining products, pricing and applicable discounts per quantity/customer  Low stock Alerts area, Sales Rep tracking  Monitor sales person activity and performance  Display customer order history Sales Management Sales Development Reporting & Dashboards Channel Management Sales Management DRMS Modules

10. Copyright © 2016 Leading Point. All rights reserved.  Visit planning for Sales Developers  GPS tracking and electronic barcode scanning  Resource/Asset Management  Commission and Incentives  Campaign and promotion broadcasting via SMS and/or e-mail Sales Management Sales Development Reporting & Dashboards Channel Management Sales Development DRMS Modules

11. Copyright © 2016 Leading Point. All rights reserved.  Sales Route Planning  Visit Route Planning  Stock Report  Channel Fill (What is available in the market with each POS)  Planned vs. actual visits  Items sold per Salesperson  And more… Sales Management Sales Development Reporting & Dashboards Channel Management Reporting & Dashboards DRMS Modules

12. Copyright © 2016 Leading Point. All rights reserved.  Centralizing Sales Channels database  Enhancing Management control over Sales team  Reducing distribution costs and have more accurate planning (Stock Monitoring)  Increasing sales efficiency  Capturing market feedback for improvements  Enhancing dealer performance  Reduce time‐to‐market of new services Features and Benefits

13. Copyright © 2016 Leading Point. All rights reserved. Process Flows

14. Process Flows: Sales Management  GPS Tracking of SR movement between POS’  Back office can add new POS’  SR updated of new routes  SR scans barcode at shop(s)  Capture current GPS & compare to database records  Scan barcode on return  Deliver cash/cheque(s) and invoice  Stock taking  Check planned route & directions to estimate required orders  Place internal orders & validate against predefined MIN & MAX quantities  Supervisor Approval (Optional)  Prepare orders by warehouse  Load orders for delivery  Scan barcode (office/warehouse) to start route Round Activities  POS Name  Owner Name  Dealer Code  City & Region  Authorized Distributer  Financial & previous sales information Pre-Round Activities Post-Round Activities

15. Pre-Round Activities Round Activities Post-Round Activities Process Flows: Visit Management  Visit starts when AM/SD scans the barcode at Distributor/Dealer shop.  Mobile & Smart Phones  Surveys & Questionnaires  Suggestive Selling & Recommendations  Distributor/Dealer Evaluation/Rating  AMs/SRs Evaluation/Rating  Supportive Decisions  Available products in inventory, booking orders, displaying sales history  Adding products, managing minimum and maximum allowed products  AM/SD schedules visits  GPS for routing & tracking  Access history, view previous orders, create and manage orders, and returns, view promotions and campaigns, …  SMS Notification

16. Copyright © 2016 Leading Point. All rights reserved. Portal walkthrough

17. DRMS Portal  Multi-Lingual  Active Directory or Custom  Advanced Search  Rich Dashboard  Administration & Configuration

18. Account Manager

19. Distributor Management

20. Dealer Management

21. Visit Management

22. Resources Management

23. Commission Management

24. Payment Management

25. Copyright © 2016 Leading Point. All rights reserved. Thank You