1. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2009 Exact | > Go-to-market plan 2012 Focus on > Comment for presentation This is a short version of the template that can be used for your presentation at the GM meeting. Feel free to change that format in such way that you can give a clear presentation Comment for presentation This is a short version of the template that can be used for your presentation at the GM meeting. Feel free to change that format in such way that you can give a clear presentation

2. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | > - Explanation of selection of vertical 2Go-to-market Plan 2012 Professional ServicesManufacturingWholesale Current customers [eg % of total customers, referent customers] Market size[eg # of companies] Attractiveness of market [eg growth, margins, spend] Fit with knowledge and capabilities [eg trained consultants, relations with market experts] Fit with product [Globe Next, Synergy, Event Manager] Competitive position Comment for presentation Please explain your selection of verticals. You can use this slide, but you can also type the main arguments on previous slide and delete this one Comment for presentation Please explain your selection of verticals. You can use this slide, but you can also type the main arguments on previous slide and delete this one

3. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | Objectives for 2012: KPIs and other objectives 3Go-to-market Plan 2012 Sales # License orders new logo € License revenue new logo € License revenue existing customers # License orders existing customers # Leads generated by Sales # Leads generated by Marketing % Conversion from lead to order # Demo's done % Conversion from demo to order 1 2 3 4 Marketing Pre-sales 5 6 7 8 9 For customers within target sub-verticals For orders with at least certain vertical specific products

4. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | Value proposition Description of products Unique selling points Link to trends Business case for customer (ROI) 4Go-to-market Plan 2012 [Assess value proposition provided by the business lines and determine adaptation to country circumstances]

5. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | > - Knowledge and capabilities required for vertical 5Go-to-market Plan 2012 Knowledge or capability Function requiring Current levelActivities to reach required level Understanding the market [Eg Marketing, Sales] [Eg low, sufficient, good] [Eg training, customer visit] Understanding customer processes and needs Knowing the product Lead generation Competition Comment for presentation Please explain the main gaps in the knowledge and capabilities of your team, and what needs to be done to close the gap Comment for presentation Please explain the main gaps in the knowledge and capabilities of your team, and what needs to be done to close the gap

6. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | > - Marketing plan 6Go-to-market Plan 2012 [Based on the existing campaign plan for your region/country and customize to vertical choices] Comment for presentation Please explain the marketing activities you will perform to focus on the sub-verticals. You can replace this slide for example by a slide with some text in bullets Comment for presentation Please explain the marketing activities you will perform to focus on the sub-verticals. You can replace this slide for example by a slide with some text in bullets

7. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | > - Critical success factors to grow successfully 7 Critical success factor What needs to be done to make this work? And what can you do? Who?When? 1. [Eg Sales and pre-sales have knowledge of project management product] [Eg product training ]Business line PSA Q1 2. [Eg Cooperation and frequent interaction with the business line] 3. [Eg development of functionality x] 4. 5. Go-to-market Plan 2012 Comment for presentation Please summarize the key things that must be done well to make verticalization successful Comment for presentation Please summarize the key things that must be done well to make verticalization successful

8. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2009 Exact | 8Go-to-market Plan 2012 Back up slides

9. Only use Verdana throughout your whole presentation! No other font shall be used! Running text is in „Dark Grey“ with „Red“ as an accent color (see below). Red RGB 225-20-29 Dark Grey RGB 52-64-71 Only use the following pre-set colors for graphics and diagrams! Dark Blue RGB 0-50-102 Dark Red RGB 128-0-0 Green RGB 82-102-0 Light Brown RGB 204-172-80 Dark Brown RGB 90-61-54 Orange RGB 204-128-0 The presentation should be simple and clear. Do not use any obtrusive animations or transitions. Do not place too much text on one slide. Please refer to Synergy-document 19.660.164 for guidelines! 19.660.164 © 2012 Exact | > - Objectives for 2012 Customer and revenue targets 9Go-to-market Plan 2012 [Based on the earlier discussed data sheet ] Comment for presentation Please present your objectives for 2012, with main focus on number of new logo in selected verticals. You can use this slide, but for the presentation its maybe more clear to add the main numbers to next slide, and delete this one Comment for presentation Please present your objectives for 2012, with main focus on number of new logo in selected verticals. You can use this slide, but for the presentation its maybe more clear to add the main numbers to next slide, and delete this one