1. Sapiens 2017 Sales Kickoff Opening Session Norman Tutnauer, CBO
March 2017

2. Agenda for the 1st Day and a Half
Start
End
Duration
Topic
Leader(s)
Attendees
More on what is being covered
8:00 AM
8:30 AM 30
Gathering
10:00 AM 90
Life Division Update
Irit
L&P
2016 achievements & challenges plan.
11:30 AM
ALIS Strategy, Plan, Focus
Alex
Value proposition / messaging Short demo Customer base / Case studies Competitive analysis / benefits & advantages Main 'objections' and how to overcome them… (FAQ) Roadmap
11:45 AM 15
Break
12:45 PM 60
CB Strategy, Plan, Focus
Alex / Stuart/Jeff
1:45 PM
RS Strategy, Plan, Focus
Alex / Scott
2:30 PM 45
Lunch
6:00 PM
210
Sales update per L&P product
Raj / Jim / Somansh
Regional market overview (deals closed in the market, competitive analysis - pricing, offering, customer base, prevalent LOB) Sales results per product; main challenges; what we need in 2017 to be successful; 50 min each
6:20 PM 20
Presale update & Sales process
Irena
L&P presale organization; Sales/presale process
Monday AM - 13/3/2017 (L&P)
9:30 AM
Henry
10:30 AM
Customer perspective
Dentist / FNB / Weslyan - TBD
Customer case study presented by the customer to sales; Why Sapiens and future advice…
10:45 AM
1:15 PM
150
Sales Strategy Forum
Norman
Discussion / brain storming: How to generate more leads… Who is the ideal customer…? How to build value proposition? How to close deals (creating compelling event)? What are we going to do differently to achieve better results
2:00 PM

3. Kickoff Rules No laptops / phones during sessions
Respect the speaker with full attention and silence
Prompt return from breaks
No one is excused from any session without clearing it with me beforehand
Constructive criticism is welcome. Confrontation for the sake of being confrontational is not.
Maintain a positive attitude throughout the week – we are here to learn and to succeed

4. The Goals of the 2017 Sales Kickoff

5. The Goal of the 1st Day and a Half: Explore Our Life Portfolio
Educate
What’s new with ALIS / Closed Book / Retirement Services offerings
Some information on our digital offering as they relate to our Life portfolio
Who are our competitors in the various geographies? How do we stack up against them?
Can we explain to our prospects why they should buy from Sapiens and not from our competitors?
Does Closed Books service Open Books? Does ALIS service Closed Books?
Can we finally get our pricing to be well defined and consistent?

6. Brainstorm Sessions Lead generation Messaging
New ideas on how we can improve lead generation in N. America
Messaging
Feature/Advantage/Benefit (FAB)* and Unique Selling Point (USP)** messaging for ALIS and CB
* FAB – a deck will be made available for those not familiar with the term
** A unique selling proposition (USP) refers to the unique benefit exhibited by a company, service, product or brand that enables it to stand out from competitors.  The unique selling proposition must be a feature that highlights product benefits that are meaningful to consumers.

7. Contact:
| Website