2. Global Business Strategy Chris Evans & Tom Harker August 1, 2014

3. Global Account Synergy (GAS) Purpose: to evaluate the effectiveness of ZF-coordinated inter-partner account synergy –Pilot Group: Partners in Europe and Middle-East (8 partners total) –Pilot Started: February –GAS Eligibility Captain an account (details submitted prior to pilot launch) –Captains define account (account type, opportunity, management, revenue sharing, etc) –Captains accountable for GAS success (progress, and account momentum) Join other accounts as Team Member –Team Members contacted Captains to join teams –Mandatory team meetings, established by Captains –Captain reports summary of team meeting Pilot Overview © Zenger Folkman 2014

4. Global Account Synergy (GAS) Implementation: –Pilot Group: ¼ of invited pilot group opted out (2 of 8) –ZF follow-up General timeline and deadlines for actions Regularly scheduled reminder emails –Hurdles Difficulty adhering to ZF timeline Summary of team meetings Pilot member feedback –Conclusion Global account synergy is desirable, but best led by account Captains ZF networking: partner conference, regional meetings, newsletters Pilot Summary © Zenger Folkman 2014

5. Global Marketing Identify marketing contact(s) Quarterly webinars Case studies Source files Partner Portal © Zenger Folkman 2014

6. Partner Portal Sales resources Pricing Customization Product collateral Source files –White papers –Case studies –Videos/webinars Project administration Certification Partner directory © Zenger Folkman 2014

7. Q&A Any questions?

8. Thank you Chris Evans & Tom Harker ZF Global Channels