1. THE RESOURCE FOR CORPORATE FINANCE, ACCOUNTING & TREASURY PROFESSIONALS Wayne Spivak SBA * Consulting LTD What can the CFO do to drive growth?

2. © 2012 Proformative. Proprietary and confidential Using Analytics Analyze Data Prioritize investments Democratization of data

3. © 2012 Proformative. Proprietary and confidential Using Analytics Improving and maintaining customer retention is one of the biggest levers to drive revenue growth. Investments in customer retention efforts has resulted in significant improvements in retention rate, which translates into revenue growth.

4. © 2012 Proformative. Proprietary and confidential Analyze data Identify the leading indicators for upsell (what causes existing customers purchase additional like items). Lead the sales organization to capitalize on these opportunities to drive higher sales.

5. © 2012 Proformative. Proprietary and confidential Prioritize investments In Sales, Professional Services, and Customer Retention efforts to drive top line growth. Balance with additional investments in the Product Development organization to facilitate development and enhancement of features. Static companies don’t survive!

6. © 2012 Proformative. Proprietary and confidential Democratization of data “Democratization of data” – work with all organizations throughout the Company so they have access to the right data. Empower employees to do their own data analysis so they are not dependent on Finance. If Sales Reps have access the right data, they may be able to identify upsell opportunities.