1. VAR Strategy Update
Russell Harty
Senior Vice President, VAR Channel

2. Agenda Channel Expansion to VAR Market VAR Team Mission
Sales Organization
Operational Initiatives
Sales & Marketing Initiatives
VAR/ISV Convergence
Q&A

3. Channel Expansion to include VAR Market
Expanded charter from primarily ISV focused channel to targeting VARs
Investment in outbound sales personnel
Established geographic territories
Implemented Sales/Marketing/Support/Operation improvements
Embracing market convergence of Agent and VAR Channels
Leverage success and resources from existing Agent Team
POS Marketplace, Support/Genius Support/Pricing
Combine agent support and Partner Concierge to streamline service offering and allow for specialization

4. Direct VAR Sales Organization Chart
Russell Harty
SVP VAR CHANNEL
Gabe Garcia
WEST COAST
Melanie Guard
SOUTHEAST
PJ Tierney
NORTHEAST/PR
Tonida Vaka
INSIDE
[Open]
Direct VAR Sales Organization Chart
With full support of:
Partner Concierge
Agent Support Team
Marketing
Inside Sales
BDM/PDM Team

5. VAR Channel Mission Drive Unified Commerce Value Prop: Make it Simple:
Genius Countertop
Genius Handheld
Genius Mini
Cayan Checkout
Make it Simple:
Partner Concierge
Reduce number of agreements
Optimize lead tracking: data, availability, access
Tailor Value Prop to specific VAR channel/vertical/product

6. VAR Channel Mission Optimize Level of Sales Training:
Highlight unique Cayan advantages
Develop talk tracks for VAR sales reps
Validate training is working, avoid overkill/oversell
Implement testing/quizzes for certification
Gain Insight into Pipeline:
Geographical sales coverage model
Inside VAR Sales personnel with outbound calls
Assigned Sales resources to strategic technology focused VARS
Attend & sponsor top industry trade shows

7. Key VAR Operational Initiatives
Increase lead visibility via Inside Sales Team & Partner Portal
Residuals: Improve visibility via Partner Portal and provide escalation path should any questions arise
Monitor VAR feedback via surveys and outbound calls (service, sales, sales support)
Increase functionality and utilization of SalesForce for internal sales team
Engaged with SiriusDecisions to help adapt industry best practices
Launch auto-enrollment to expedite sales boarding process and increase leads

8. Key VAR Sales & Marketing Initiatives
Offer competitive pricing models: VAR/Agents submitted deals and lead referrals
Spiffs tailored with ISV for VAR partners
Ensure marketing tools available (webinars, on-site training, Partner Concierge, videos, documentation, etc.)
Seek ongoing feedback on marketing trends, pricing, competitive pressures, perception of Cayan, where value prop is being absorbed and where it needs to improve
Leverage other overall Cayan marketing improvements developed in 2017

9. Agent/VAR Convergence
Cayan Uniquely suited to provide VARs & Agents with optimum sales & support
VARs moving to submit processing vs. referrals
Specific Pricing available to provide increase in residuals for submitting applications vs. leads
Agents expanding business to include POS
Specific pricing available to allow Agents to re-sell integrated processing
Service Collaboration (Partner Concierge & Agent Support)
Cayan Agent Support for processing, sales support, pricing training, residual questions etc. will now be part of the overall support team for VARS
Partner Concierge, will provide the Genius support, installation assistance, escalations, and welcome kits
Certification will be required by ISV for VAR/Agents