1. 13.4.10 Operational Review Sumit Rai

2. The five pillars of operations… Sales On- Boarding BillingSupport Office & HR KVM

3. Sales  How this works now…… Step 1Step 2Step 3Output Opportunity Identification Pipeline Management  Sales Documents (Contractual) Input NEB Form Prospecting & Lead Generation Channel Partners Direct Contacts Word of Mouth Forecasting & Reports Tasks Management Accounts & Opportunities in Salesforce Products – Opportunity Value Contact details Contract Details Billing Information Direct & Reseller Contracts NDA forms Order / Subscription Forms

4. Sales  Current Issues Step 1Step 2Step 3Output Opportunity Identification Pipeline Management  Sales Documents (Contractual) Input NEB Form Prospecting & Lead Generation Lead Generation On-Boarding Channel Partners Existing business not tracked in Salesforce by Account Managers Update Products in Salesforce to match new Pricing Model Update Product codes to match Operations codes for Billing Filemaker implementa tion Legal Templates MSA, On-Site, EULA – need completing Filemaker implementation

5. Sales  How this will work in the future…… Step 1Step 2Step 3Output Opportunity Identification Pipeline Management  Sales Documents (Contractual) Input NEB Form Prospecting & Lead Generation Channel Partners Direct Contacts Online Marketing Telemarketin g Direct to Verticals Forecasting & Reports Tasks Management Accounts & Opportunities in Salesforce Products – Opportunity Value Automated Document Generation Contact details Contract Details Billing Information Automated Document Generation Direct & Reseller Contracts NDA forms Order / Subscription Forms

6. On-Boarding  How this works now…… Step 1Step 2Step 3Output Credit Check Procedure Complete NEB & Create Client Profile in Accounts  Create Initial Invoice Input Deployment NEB Form Received from Sales Contains all Client Contact, Billing, Platform & Contract Details NEB Received Via Email Ensure all Fields are Complete Obtain Approval Signature from Management Create Client Profile in QuickBooks & Dynamics Advise/Email Deployment Team of Completed NEB and Client On- Boarding Create Invoice in QuickBooks & Dynamics Bill for Setup Fee Pro-Rated & Advance Billing for Subscription/Hostin g & PS Fees Invoice Client via Email Sales Advise on Credit Check Results Recorded in NEB Form

7. On-Boarding  Current Issues Step 1Step 2Step 3Output Credit Check Complete NEB & Create Client Profile in Accounts  Create Initial Invoice Input Deployment NEB Form Received from Sales Excel Format No Database Email Delivery NEB Form in Excel Format Manual Creation of Accounts in both QuickBooks & Dynamics No Off Site Client Profile Back-Up No Results Log Irregular Checks No Database Manual Handover No Recording of Handover Time/Date Duplicate Invoice Creation Inadequate Invoice Template Manual Deployment of Invoice

8. On-Boarding  How this will work in the future…… Step 1Step 2Step 3Output Credit Check Complete NEB & Create Client Profile in Accounts  Create Initial Invoice Input Deployment File Maker to Generate Automated Alerts for New Clients FileMaker to Support NEB Form Complete NEB Form supported by FileMaker Create Client Profiles in Microsoft Dynamics and FileMaker Off Site Client Profile Backup ALL New Clients will be Subject to Credit Check Results Updated & Recorded in FileMaker Automated Alerts for Deployment Team Isolated Access to all Relevant Client Information Available Create & Archive Invoice in FileMaker Include Setup Fee Advanced Pro-Rated Billing for Subscription/Hosting Fees & Professional Services Email Invoice to Client Export to Dynamics NEB Form Received from Sales

9. Billing  How this works now…… Step 1Step 2Step 3Output Create Project Number Create Invoice  Record Invoice Input Email Client Scheduled Billing 1 st of the Month Annual/Quarterly /Monthly Billing Recurring Billing for Hosting/Subscrip tion Fees Client Billing Cycles Spreadsheet Individual Projects Invoiced Upon Completion Create Invoice in QuickBooks and Microsoft Dynamics Assign Accounting Codes Differ Sales Distributions Apply Project Number Save/Print/File Invoices Invoice Client Via Email Close Batch in Dynamics at Month End Log Invoice Detail in “Client Billing Cycle” Spreadsheet Record on Individual Client Page Create in Client Project Spreadsheet Apply “Project Number” Labels to Invoice

10. Billing  How this will work in the future…… Step 1Step 2Step 3Output Create Project Number Create Invoice  Record Invoice Input Email Client Scheduled Billing 1 st of the Month Automatic Invoice Creation for Recurring Billing FileMaker to Facilitate Client Billing Spreadsheet Credit Card Payments Create Invoice in FileMaker and Export to Microsoft Dynamics Automatic Assignment of Accounting Codes FileMaker Custom Invoice Template Invoices Generated and Distributed Automatically Recurring Credit Card Billing Invoices Archived and Recorded within FileMaker Central Database Off Site Back-up Project Numbers Generated via FileMaker Project Numbers Archived Off Site Back- up

11. Billing  Current Issues…… Step 1Step 2Step 3Output Create Project Number Create Invoice  Record Invoice Input Email Client Scheduled Billing 1 st of the Month Recurring Annual/Quarterly /Monthly Billing Done Manually Excel Client Billing Cycles Spreadsheet Duplicate Files Invoices Duplicated Insufficient Invoice Template Manually Assign Accounting Codes & Project Numbers Manually Differ Sales Distributions Off Site Back-up Manually Invoice Client Via Email Record in Excel Spreadsheet Off Site Back-up No Database Client Project Numbers Stored in Spreadsheet

12. Support  Current Process Step 1Step 2Step 3Output Assign Support Request Manage Request  Notify Customer Input Close Jira Ticket Jira Tickets & Direct Support Requests Manually Sent Customer Email Programatically Generated Email Direct Customer Calls Resolve Issue Implement Change on Infrastructure Determine if in Product Road Map Log Resolved Issue Remove from Outstanding Issue Department Automated Email Response to Customer via Jira Contact via Phone/Email Explanation Improvement Planning Log Issue Alert Project Management Alert Development Team Issue Severity

13. Human Resources Policies & Procedures Employee Recruitmen t & Departure Recruitment Agencies CV Review Multiple Interviews, Reference Checks & Evaluation CRB Check Contract Creation Employee On-boarding Process Accountant Notification P45/46 Employee Handbook Health & Safety Fire Evacuation Security Petty Cash Appraisals Annual/Sickness Leave Share Options Payroll Expenses Work Permits HR Management Event/Travel Management Annual Events Over Seas Business Travel Studio/On Location Management

14. Office Management General Duties File Systems Electronic/Hard Copy Faraday/Turing File Management Client Contract/NDA KV Management Supplier Information Legal KV Partners Detail Public Relations Diary Management Meeting/Conferen ce Co-Ordination General Maintenance Office Relocation Ad-hoc Requests Network Telephone Water Electric Mobile Phone Building Maintenance Bottled Water Recycling Stationary Supplier Management Billing & Account Management Invoice Creation Client On- boarding Client Billing Liaising with Tenon Account Management R&D Tax Credit

15. The KVM KVM Sales On- Boarding BillingSupport Office & HR TenonJirawwwHOSTS

22. Sumit Rai Managing Director Direct +44 (0) 20 7253 8080 Email sumit@kuluvalley.comsumit@kuluvalley.com