1. NORTH AMERICA SALES BEST PRACTICES Alan Raymond Senior Vice President, Sales Certiport

2. WHY I AM HERE 2010 Results Changed structure Increased Expectations Accountability Site license Expanding our Markets Urgency

3.  NOAM grew sales by 38% Y/Y o 2009 10.7M o 2010 14.8M  Adobe sales (New Products) increased 264% o 2009 434K o 2010 1.6M  NOAM increased test centers by 25%; attrition rates down 10%

4.  Divided teams by product o Core ; MOS, IC3, MTA o New Products: Adobe, Icritical  Hired 4 net new headcount and created four new territories  Created Onboarding Team to support sales allowing us more time to sell

5.  40 calls minimum per day  Monthly Quotas  No excuses mentality  Pipeline management – must have 2.5-3X quota in pipeline pipeline  Provide weekly update on progress towards goals  Required to sell all products

10. QUESTIONS???