2. Disadvantages: – Majority are new leads – Have to learn a new customer – Law of Attrition! Traditional Sales Model: – Proven Methods – Systematic Approach – Law of Averages

7. Excelle Consulting

11. Plugged - In As Prime Plugged - In Lead / Pre - Sales / Closing Partner Lead / Pre - Sales / Closing REFERRAL FEES Plugged - In Admin Fee Deal Size Percentage & Percentage * Percentage * & Percenta ge && Admin Fee ** Up to S$ 10,00015%10%7%5% S$ 10,001 to $ 30,00015% - 14%10% - 9.5%7% - 6.5%4%5% - 3.3% $ 30,001 to $ 100,00014% - 13.5%9.5% - 9.2% 6.5% - 6%3%3.3% - 1.5% $ 100,001 to $ 200,00013.5% - 12.8%9.2% - 9%6 - 5.5%3%1.5% - 1% $ 200,001 to $ 300,00012.8%9% - 8.4%5.5% - 5.2%2%1% - 0.83% $ 300,001 and above >12.5%>8.4%>4.9%1.5%0.83% - 0.75% & Of total deal size ( Licenses, Maintenance [ Yr 1] & PS ) * Of Professional Services fees or license fees, whichever is the greater * & Of Professional Services fees && Of total deal size ( Licenses, Maintenance [ Yr 1] & PS ) ** Flat administrative fee to cover costs of organizing, developing and maintaining the Plugged-In Ecosystem for any project between partners that does not include PIA

13. 2014 2015 2016