1. Inside Sales
Kenny Ghiloni
Vice President, Sales

2. 150 20% 15% 4% 2% Inside Sales Recruiting Process
Cayan has hired and trained over 300 Account Executives in our 19 year history
Account Executives on the Partner Channel have all been groomed for years working as a part of Cayan’s Digital Channel. In order to service our Partner Channel customers, an AE must prove themselves with other less valuable lead sources first. Only our top producing Digital Channel Account Executives are given the opportunity to be promoted into a Partner Channel role.
ON AVERAGE:
150
HR reviewed resumes for each sales class
of applicants receive a telephone interview
20%
are interviewed in-person
15%
receive an offer to join our Inside Sales Dept. 4%
make it through their first year 2%
© Copyright 2017 Cayan | Privileged & confidential, do not copy without written consent.

3. Career Path of an Account Executive
AEs begin their career working with our least expensive & lowest ROI lead sources.  
AEs are evaluated on the following metrics:
Close rate
Percentage over quota
Account profitability
Strong performers are promoted to higher value lead sources.
AEs underperforming are either demoted or terminated in order to ensure the highest quality performance at each tier. 
CLOSE RATE
% OVER QUOTA
PROFITABILITY
© Copyright 2017 Cayan | Privileged & confidential, do not copy without written consent.

4. merchant account sales
Profile of a Partner Channel Account Executive
3,000+
merchant account sales
5+ Years
of employment at Cayan
65%+ Close Rate
$100,000
2017 OTE
CPP
Certified
© Copyright 2017 Cayan | Privileged & confidential, do not copy without written consent.

5. Career Path of an Account Executive
PARTNER CHANNEL
The best AE’s on the inside sales team work our referral leads that are sourced by VARs & ISVs
5+ YEARS Average tenure
$ K OTE of $110,000; Upside of $150,000
100+ TRAININGS Each rep has gone through over different trainings by the time they reach this point
Intensive, complex training program for reps who achieve Partner Channel status: • How integrations work • Gateway services • Front ends vs. back ends • Hardware & product • Tech training (EMV, NFC, PCI, Security, etc.)
YEAR 1: CONT’D TRAINING & VISTAPRINT LEADS
5-10 “TAKES” Per Day Reps start out working our lowest value leads, VistaPrint takes
CLOSE RATE VistaPrint takes close around 3% while regular calls/preapps close around 15%
6-12 MONTHS
Average tenure at the VistaPrint level
$60-80K OTE of $60,000; Upside of $80,000
SEARCH & AFFILIATE
CLOSE RATE
Paid search, organic search & affiliate leads generally average about 20%-25%
1-3 YEARS Average tenure of an AE at this level
$80-100K OTE of $80,000; Upside of $100,000
Ongoing Training
Concentrating on consultative sales techniques, features vs. benefits, selling value over price, etc,
NEW HIRES: HAND ME DOWN LEADS & INTENSIVE TRAINING
Month 1 Extensive training on the payments industry, sales 101 & internal systems
Classroom Training A 200+ page manual is covered in first few weeks by Cayan’s full time sales trainer
HMD LeadS Before ever touching a new lead, reps call on old leads handed down by previous AEs
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6. Director, 3rd Party Sales
Cayan Sales Teams
KEN PAULL
CRO
PARTNER
INSIDE SALES
AGENT CHANNEL
KEN GHILONI
VP, Sales
JOHN BUCHANAN
Director, 3rd Party Sales
BDM
PDM
Key Accounts
PARTNER AE TEAM
DIGITAL AE TEAM
VAR SE
AGENT SUPPORT
AGENT RECRUITERS
MATT O’REILLY
Inside Sales Mngr
CHRIS HALL
Floor Manager
ASHLEY FEENEY
Team Leader
5 PARTNER AES
4 HYBRID AES
5 VAS AES
Key Account Thresholds:
$25,000,000+ Annual Bankcard Volume
20+ Locations
National Name Brand Businesses
Business Case
12 DIGITAL AES
© Copyright 2017 Cayan | Privileged & confidential, do not copy without written consent.

7. POS Marketplace

8. The Market Opportunity
Cayan sells through three primary channels
Partners, agents and direct
Agent and Direct channels are increasingly interested in a POS system with integrated card processing
Historically, these channels only sell standalone payment solutions
Competition is targeting this opportunity
First Data/Clover, Harbortouch, TMS, etc.
POS Marketplace provides a mechanism for Partners to capitalize on this opportunity

9. A Simple Strategy
Enable agents/direct reps to promote integrated POS to merchant, without having to become POS experts
Agents/reps use a POS Marketplace (POSM) web page to:
View features and target market for each Partner’s POS
Easily/quickly submit leads to the appropriate Partner(s)
Partners sell POS and refer merchant back to agent/rep to close card processing deal
Cayan maintains neutrality; all Partners treated equally

10. Learnings from the pilot
Several factors can discourage agents/direct reps from submitting leads to POSM:
Longer sales cycles
Lack of partner feedback
Loss of control of the sales cycle
Success depends on Partner Support for the program
Agent/Rep training on POS hi-level features/functions/benefits
800# to provide real time sales support to agents/reps
Ability to provide demos in real time or scheduled on short notice
Weekly reporting of lead status sent to agents/reps, and/or agent/rep access to Partner’s online tools (e.g. Sales Force)