1. Sale Enablement Toolkit Sales Asset Assessment and Rationalization Scorecard Gerard E. Sample | Founder and CEO gerard@thirdwaveinteractive.com /GerardSample @gesample

2. 2 ©2016 Third Wave, LLC Existing Asset Rationalization Methodology Optimize High LowHigh RetainConsolidate Cut Asset / Sales Tool Scorecard Usage / Importance Utility / Relevance Set Asset Rationalization Goals:  Reduce number of assets types by 30%  Reduce total number of individual assets by 40%  Increase asset usage by 25% (avg asset hit rate) Set Asset Rationalization Goals:  Reduce number of assets types by 30%  Reduce total number of individual assets by 40%  Increase asset usage by 25% (avg asset hit rate) Steps to Perform Rationalization 1.Inventory Current Assets 2.Establish Asset Evaluation Metrics  Quality, Effectiveness, Utility, Usage Data 3.Categorize and Evaluate Assets by Type 4.Map Assets by Type to:  Audience (Sales, Customer)  Use Case (Sales, Lead Gen)  Sales Phase, Buyer Journey  Level (Corp > Technical) 5.Evaluate Coverage, Gaps and Overlap 6.Develop Prioritized Remediation Plan  Retain, Consolidate, Optimize or Cut 7.Document a Governance Process

3. Sales Asset or Tool Aligns to Asset Scope Valid Proof Metrics Utility to Sellers Asset Mix Standards Sales Playbook / Source Messaging Company Intro Presentation Sales Whiteboard Guide and Video Script Customer Success Story Summary Slides Sales Battle Card and Discovery Questions Solution Proposal Presentation Interactive ROI Calculator and Report 3 ©2016 Third Wave, LLC Asset Assessment Scorecard Template Was the template used? Does the content align with the asset's intent? Are typical customer results defined? Are benefits and proof points quantified? Does the doc provide guidance for seller success vs. reuse of customer copy? Are the number of assets provided by type to standard? Any missing or too many?

4. scarlett@thirdwaveinteractive.com gerard@thirdwaveinteractive.com 480.420.4942 Questions, Comments or Feedback? We’re here to assist and would love to hear from you! Give us a shout if we can ever be of service.