1. 1 Performance Enhancement for Sales & Project Management - Overview of RainMaker –

2. 2 Confidential and Proprietary information for internal Microsoft SMSG use only Agenda  Current Status  Introductions  Overview of RainMaker capabilities  Product Overview of RainMaker  Summary - Next Steps

3. 3 Confidential and Proprietary information for internal Microsoft SMSG use only Replicate Rainmakers  What do top-producers or Rainmakers do well?  1. Qualify Sales Opportunities  2. Manage Qualified Opportunities to Closure  3. Communicate effectively with Decision Makers - - - - - - - - Best Practices - - - - - - - - Identify Capture Systematize TrackMeasure CoachImprove

4. 4 Confidential and Proprietary information for internal Microsoft SMSG use only 1. Qualify -- 2. Manage Quality + Proximity = Revenue PredictabilityQuality Weighted Qualification Score via Client Alignment Parameters (CAPS) Proximity Best Practice Sales Steps & Project Mgmt. Steps Solutions Engineering Polymers Imaging Technologies Nutrition & Health Solution 1 Solution 2 Solution 3 Markets …

5. 5 Confidential and Proprietary information for internal Microsoft SMSG use only 3. Communicate Effectively Buyer Views

6. 6 Confidential and Proprietary information for internal Microsoft SMSG use only Real-Time Sales Guidance  Rules-based guide through best practices  7x24 Analysis of Opportunities  Each Opportunity is analyzed to determine if the Rainmaker’s best practices are being followed  Sales rep is provided with prompts and suggestions to improve their likelihood of winning

7. 7 Confidential and Proprietary information for internal Microsoft SMSG use only Revenue by Phase: All Solutions Drill-Down NOTE: Highlighted cells illustrate the following conditions: CAP Score of 50% or less; DRM = No; ATB = No.

8. 8 Confidential and Proprietary information for internal Microsoft SMSG use only Sales Cycle Analysis – by Step Days to complete each sales step (Example: start to completion of 1a = 4 days) For a Win, Selling Solution “X”: Days from the completion of each sales step to the close date? End of 1a to Close = 74 Days

9. 9 Confidential and Proprietary information for internal Microsoft SMSG use only Profiles in Action Solution “X” Market “Y” Sales Rep “Joe” Competitor “Z” Winning Profile >70% CAP Score CAPS marked: YES NO UNKOWN CAPS marked: YES NO UNKOWN Position in Sales Process Days to Close from Milestone 3B For each Sales Milestone: Order the Milestones were Completed Timing of when Sales Milestones Completed For each Sales Milestone: Order the Milestones were Completed Timing of when Sales Milestones Completed 89% Winning In 23 Days Predictability: True Probability of Close based on statistics Predictability: True Probability of Close based on statistics

10. 10 Confidential and Proprietary information for internal Microsoft SMSG use only Sales Coaching 2 2 Overcoming objections, competition or presenting a solution that meets buyers needs 1 Qualifying and gaining access to key buyers 13 Gaining commitment, asking for the order, dealing with decision fear 3  Compare progress through the sale with the Rainmaker to identify coaching areas for each rep Potential Coaching Areas

11. 11 Confidential and Proprietary information for internal Microsoft SMSG use only Operational-ize Sales & Project Management Process  Best Sales / Project Management Practices  Identify and capture Client’s Best Practices  Automate and deliver to entire sales force  Incorporate existing sales and project mgmt materials  Track, Measure and Analyze Sales & Project Cycle  By Account Manager, Solution, Market, Competitor  Single Forecast based on statistical history  Capable of managing multiple sales processes

12. 12 Confidential and Proprietary information for internal Microsoft SMSG use only What RainMaker will Deliver to: Account Managers  Best Practices of top producers  How to pick the best opportunities to pursue  What are the fastest, most effective steps to:  Close a sale  Manage a Project  Real-time Sales Mentor  Rules engine provides reps with guidance to improve their position in each sale based on best practices  Quarterback Game Plan  Team based sales – assign and track assignments  Simplified Forecasting  Centralized Pipeline / Forecast based on Client metrics

13. 13 Confidential and Proprietary information for internal Microsoft SMSG use only What RainMaker will Deliver to: Sales Management  Improve Sales Productivity  Objective qualification scores = Account Managers pursue opportunities with highest likelihood of success  Best practices for action steps to complete sales process and manage the project  Improve Forecast & Account Plan Accuracy  Based on Client’s best practice metrics and sales methodology  More accurate time line to closure for each opportunity  Sales Performance: Analysis and Coaching  Analyze each opportunity for each rep vs. best practices

14. 14 Confidential and Proprietary information for internal Microsoft SMSG use only RainMaker Position  Best practice sales methodology  Interface with SFA  No duplicate data entry  Real time sales guidance  Where can you make adjustments to improve likelihood of success  Enhanced Revenue Predictability  Using Client’s metrics Sales Methodology Sales Methodology SFA / CRM

15. 15 Confidential and Proprietary information for internal Microsoft SMSG use only Maximize Client Yield On-Site Mgt Off-Site Print Legal Service Digital Imaging Pro. Service Solution “n” Customer A APP Customer B AA Customer C PA Customer D AP Others… A = Active Sale P = Potential Sale