1. 100 Day Plan Critical Issue Action Plan Sharpness of Sales Execution –
45 Days
Realign Team to Major Accounts, Groups, GEOS
2 .5:1 Qualified Funnel by 1/1/14 / Funnel Cleaned
Process Standardization – Define Process, Management Framework, SF.com Adoption, Targets & Measures
Regular Opportunity, Account, & Pipeline Review
Compensation Restructure
Stage 2-4 EXEC Influencing and Engagement
Demand Generation / Marketing – Company in Front of the Team
60 Days
4:1 Funnel to Quota Rations
Account & Territory Coverage Plans & Pipeline Review
Current & Past Customer Mindshare & Awareness Program
Future Customer Mindshare & Awareness Program
Monthly Lead Nurture or Prospect Call to Action by Solution
Competiveness & Market
90 Day
Solution SWOT & Strategy – CA/MA, SA, RAN, Analytics
Top 3-5 Market Targets & Use Cases
CORE NG Facelifts – Road Maps
Analytics Strategy, GTM, & Focus
Sales & Operations Effectiveness & Efficiency
100 Days
Project On Time / On Mark Alignment
Customer PULSE & Operations Reviews
Standard Pricing Books & Approval Levels
Centralized Bid Management & Proposal Process
Proof Of Concept Process & Support
Business Case Templates & Calculators

2. Sharpness of Sales Execution
NA – FY13 - Executive Summary - WIP
Key Observations
Response
Growth Initiatives
TURN DATA
INTO
VALUE
Mature NA CORE Cost, & Routing, SA
Cost of Capital is outpacing Return on Capital
CFO Lacks Insight into Network - GAP
Consolidation is shrinking addressable market
Tier 1’s face M&A overhang & must find new revenue streams
Tier 2 Wireline must Optimize and Extend to be survive
Align to the Network and NG Spend
Recurring Value Lead & Performance Based models
Evolve to answer the tough analytical questions – Capital Allocation, Location, Roaming, Margin, Behavior, Network Insight
Bridge the Gap – Data Access + Analytics + Know How
Market
Observations
8 X $3M
Account Lead
Cross & Upsell
1+1=3
Innovation
& Analytics
Target Insights with 8-9 figure biz cases -Optimize Biz, Grow Revenue, & Increase Network ROI
Enter via contingency base audit / wrap into recurring Analytics program
Must develop and enable out Analytics Strategy
Target where we Own the Data & Climb the Value Chain
Traditional Cost/Margin, SA is not garnering executive mindshare
Investment priority given to Network CAPEX and NG Services
Revenue generation & enablement prioritized over operations optimization
Increasingly want to pass risk to the vendor
Buying
Behavior
Sharpness of Sales Execution
Strong Customer Base & Account Man.
Market Leading Cost & Margin Domain
Cost, Network, Location Data key enabler to applied analytics
Location & Network Intelligence Opportunistic
Heavy Analytics Approach limiting growth prospects
Solutions (CM, SA, Routing – not scaling down to emerging and lower tiers – loss rates are high
Big Players targeting MS & Analytics
Scrappy Players driving down CORE price
Major Account Focus with disciplined Account & Opportunity Management
Target NEW SALE Opportunity
Re-Capture Cost / Routing spend via Audit & Analytics
Applied Analytics – Location, Content, Capital Deployment, Behavior, Propensity to Buy, Segmentation
NETEX & JIT Network CAPEX Story – NEO
Align to SA & RAN to NG
Align Cost / Margin to the CFO / CTO Gap
Enable Efficient / Self Sufficient Data Acquisition ETL
SWOT
Observations

3. Strategy Summary - GROW
Turn Customer Data into Customer Revenue & Profit
Own The Data
Across the Enterprise (Finance, Network, Customer)
To Generate Insight & Value
Account Lead Go To Market
NEW SALES Focused - Evolve from Retain to Grow
Get Closer to the Customer
At the Executive Level –CFO & CTO
1+1=3 – Climb the Value Chain via Analytics & Integration
Innovate on top of the CORE Data Sources & Use Cases
Across solutions and organizations
Provoke our Customer – 8 Figure Value Props