1. DRIVING DEAL SUCCESS FROM THE STARTING LINE Sales – Professional Services Proposal Interlock Confidential1 September 2008

2. Sales-Services Proposal Interlock  Opportunity Eliminate inconsistency, mis-steps and admin to generate services proposals  Benefits Rapid response and turn around Seamless view to prospect, client satisfaction Consistency, accuracy with reduced effort Greater revenue capture Demonstrated maturity within the industry  Actions Review  Revise  Publish  Enforce Automation and tool enhancements

3. Sales-PSO Proposal Process (S/W +)

4. Sales-PSO Proposal Process (Services)

5. Gap Analysis  Assumptions SOW accompanies all deals >$2000 services  Automation – CRM Customer Activity – read, write Customer Opportunity – read, write Notification definitions  Exceptions Progress outside CRM Inside sales or <$2000 services deals (eg, no SOW) Partner activity Owning signature PSO-based up-sell, origination  Tools, Templates Update, roll out standard SOW template (will we have Master Services Agreement?) Additional SOW templates for offerings (POC, PPA, etc.) Update proposal template for sales inclusion

6. Next Steps  Incorporate Feedback  Define and implement NS/tooling  Communicate  Perform