PowerPoint Presentation

SVP Sales and Alliance Approach

Robert Fucci203.458.2932 rfucci1@yahoo.com

1

Table of Contents

Enterprise Selling Direct and With The TeamI will build my Pipeline, Drive Business DirectlyI will build and share Case Studies and Client Wins to Accelerate LearningBuild and Assist in the staffing of TerritoriesI Will Mentor and Up Level The Existing Inside Sales TeamBetter Define Forecasting RequirementsBuild a regular Weekly, Monthly, and Quarterly Cadence

First 30/60 Days

Lead Generation and Potential Partners

How Do I Approach The Role Training, Mentoring, Direct SellingMy Sales MethodologyEnterprise Selling Approach Become A Growth PartnerSphere of InfluenceSequent of Events

Representative Results

2

Sales and Account Development Messaging

Prepare and Plan

Be Bold Find Bold Clients

Form Your Core Team and Strategize Regularly

Maximize Every Selling Interaction (For Everyone)

Propose and Close - Early

3

Enterprise Selling My Contribution

I am Selling Closing Business and Improving Pipeline Quality

Up-level Sales Close Plans Hit The Bulls Eye Every Time

Create and Communicate A Set Of Near, Medium, And Long Term Goals That Are Clear, Measurable, and Aligned

Recruit And Develop Employees Recognize And Reward Performance

Develop A Culture Of Value Driven Selling A Clear And Compelling Customer Value Proposition.

Insure Everyone Is Invested In Customers Success Customer Success and references Are essential To Growth.

Take On a Tough Challenge and Lead

4

Enterprise Selling - 5 Rules For The TeamWe Must Live At Our Accounts

We Must Have A Relationship With Every Important Buying Level Of The Organization

The AE and Pre-Sales Team Must Build The Plan and The Team That Demonstrates Client Insight and Buying Vision, and Proven Funding

We Must Regularly (Scheduled) and Openly Communicate

Take All Advice and Recommendations and Act On Them They are The Product Of Past Success

Embracing Stretch Goals (Example)2012Revenue Goal$8MMStretchGoal$12MMFunded & Qualified Pipeline3X GoalIncrease Number Of Qualified, Funded Sales OpportunitiesIncrease Number of In-Quarter OpportunitiesIdentify, Prospect and Close The Right OpportunitiesQ4 2015(30%)$2.4MM$3.0MM$7.2MMReview The Mix of Opportunities (Beginning, Midpoint, Last 30 Days) Focused Opportunity ReviewsBuild, Leverage, Expand Our Network of Coaches, Generate Partner Referrals, Sell When Youre Not There Executive Briefs. Write Down Our Proposals Explain, Test The Value Proposition EarlyPlan and Execute Quarterly Field Marketing Events

Q1 2016 (20%)$1.6MM$2.4MM$7.2MMQ2 2016 (20%)$1.6MM$2.4MM$7.2MMQ3 2016 (30%)$2.4MM$3.0MM$7.2MMQ4 2016 (30%)$2.4MM$3.0MM$7.2MMTotal$8MM$13.8MM$36MM

Key Success Factors:

Build Pipeline Early in Fiscal Year - Focus on Selling Activities and Improving Pipeline QualityIdentify Key In Quarter Must Wins Particular Focus On Close Strategies Demonstrate Success And Ability To ExecuteMeasurement Pipeline, Forecast, Closed Business, etc.Initiatives Focus on The Key 10 Choose Wisely, Execute Flawlessly

6

Forecasting Requirements

We Forecast What Is Funded

We Live In SFDC All Account Contacts and Key Activities Must Be Captured

Forecasts Updated By Day Prior COB From Management Forecast Call

Forecast Objective 3 Times Quota in Best Case

Forecast Objective 2 Times Quota in Committed

Paperwork Delivered No Later Than 7th Week Of Each Quarter

All Best Case Either Moved To Commit Or Next Quarter On 8th Week

7

Quarterly CadenceWithin 5 Days of Quarter Close We Will Present QBRs Prior Quarters ResultsCurrent Quarter Forecast Best Case, CommitFocus In-Quarter TransactionsLead Generation Plans Resource RequirementsClient Success IssuesScheduled Weekly 1-1s Individual Sales Team Members on Mondays (Sales and Presales)Team Calls Each Thursday (Focus Opportunities and Team Learning)Planned Client Calls I expect to meet 3-5 Clients or Prospects WeeklyForecast Updates Due 1 Day Prior To My ForecastForecast Objective 5 Times Quota in PipelineForecast Objective 3 Times Quota in Best CaseForecast Objective 2 Times Quota in CommittedMid-Quarter SMT ReviewProgress To PlanAlliances and Channels - I Plan To Drive DirectlyWeekly 1-1 With Product Development, Marketing, FinanceScheduled, Optimized Partner Interaction

My First 30-60 Days

Training (all Aspects of the Organization and Solution)Finance, LegalSales and Sales EngineeringProduct DevelopmentProduct Marketing

Understand all Legal, Revenue Recognition Issues and Extended Team Members

Account and Territory Reviews - Team Development, Learning, Training

Deep Dive into Salesforce (CRM)Insure Opportunities are Forecast AccuratelyInsure Multiple Decision Makers/Influencers are properly notedIdentify Committed and Focus Deals Insure Proper Close Plans

Prospect and Client Facing Meetings/Calls - Drive The Business Meeting With Clients and Partners Focus on Revenue Acceleration, Lead Generation

Recruiting As determined

Present My Business Plan for Approval within 30 days

9

Lead Generation, Field MarketingMy Approach

Focus on Hard Offers vs. Soft Offers

Focus on High Lead to Revenue ActivitiesReferences From Our ClientsSales ProspectingWebsite Content MarketingEmail Marketing (Internal/House List)Trade Shows

Where I Would Increase Effort and ResourcesOnline OffersContent MarketingSocial Media

Supplement With Potential External Lead Generation

Lead Generation, CRUSH ReportsInside SalesSales AELoad All ContactsDevelop Account StrategySegment By Role and Use CaseIdentify Key Initiatives and Link To Zovy Use CasesCampaign ExecutionApply IT Profile to All Client PresentationsFollow-up, TelemarketingAccount Prospecting Lead Generation Introduction to Sales Team Collaborate and Utilize Field Marketing ResourcesValidate and Confirm Lead Quality

11

AWS and MSFT Azure Marketplace

For AWS https://aws.amazon.com/marketplace

For Microsoft Azure - http://azure.microsoft.com/en-us/marketplace/

Important Points

Bring Your Own License and Subscription PricingRevenue Share on Both License ModelsRegistration Process 30 DaysAppealing for State and Local Government (Sole Source)eDiscovery is Largely a Whitespace

Sales Methodology1/5/201613Set Aggressive GoalsDedicated TimeAccount VisionValue PropositionRevenue TargetAccount/Divisional MapInvestment PrioritiesRelationship MapPath To A Sale (s)

Determine Buying MetricsDetermine Influencers, Coaches, Decision Maker

Value Based PartnershipPurchase OptionsMultiple TransactionsFuture Buying EventsPreparing For Next SaleTeam CredibilityTeam ExpertiseValue-Based Recommendations

ConsultativeValue BasedLeverage SuccessMax. Investment Benefit

StrategicCharter AccountBidirectionalPartnership Plans

13

Sphere Of Influence

Sequence Of Events

Implement Consistent Account Planning

Key Development AreasStrategic Alignment Opportunistic AreasMaintenance Areas

LowHighHighOur Attractiveness to CustomerCustomer Revenue Potential

16

Implement Consistent Account Planning

TARGETAverage

Implement Sales Training Within The 1st 90 Days

We Never Develop TheSolution Without Guidance From Key Stakeholders -Never!

Sales Results

GE Enterprise Win

Actiance Compliance and Governance Wins

SAS Wins at IBMX SeriesLabor Utilization

Representative Spotfire WinsRiskSFDC IntegrationSEM/SEO Data AnalyticsConsumer Credit

SAP Resell

19

Drive A Strategic Vision

20

Propose and Close Well GE Closed Deal For $15MM

21

Actiance Platform Enterprise Software and Services Wins

New Business Wins

ADP $1.76MTIAA-Cref $1.23MAlly Bank $786KPaychex $684KMcGraw Hill $624KNASD- OMX $512KMet Life $489KState Street $447KJefferies $361KInstinet $242K

Built and Led The Actiance FSI Sales Team FY2013 PerformanceQuota$475,000$675,000$1.375MM$2.000M$4,525,000Closed (License)$132,432$637,432$2,113,101$1157,700$4,040,665Closed (Services)$117,523$191,220$637,450$489,911$1,436,104

The territory did $1.3MM total revenue in 2011.

Initial Team - 0 AEs

Initial Unqualified Pipeline - $300K

At 3 Months Pipeline- $5MM

At 6 Months Pipeline - $11MM

At 9 Months Pipeline - $19MM

Recruited 6 New Senior AEs

SAS Analytic Forecasting Dashboards IBM Enterprise

SAS Labor Forecasting IBM Global Services

Built and Led The Spotfire FSI Sales Team 2011 PerformanceQuota$675,000$675,000$1.375MM$2.400MClosed (License)$454,432$637,432$1,157,700$2,913,101$5,162,665 Closed (Services)$485,600$1,247,912$1,634,511$789,911$4.157,934

Initial Team 3 AEs

Initial Unqualified Pipeline - $3MM

At 3 Months Pipeline- $11MM

At 6 Months Pipeline - $21MM

At 9 Months Pipeline - $29MM

Recruited 4 New Senior AEs

Recruited 2 Inside Sales AE

Every Year , A bank incurs losses for various reasons. Some Key reasons include:

Adverse market conditions reduce the value of its invested assets Credit events , such as borrowers defaulting, reduce the value of the loan book( credit risk)Shifts in interest rates upset the balance sheet (A/L risk)System failures , fraud ( operational risk) For either regulatory or strategic reason , the Bank will demonstrate reserves up to the 99th percentile of loss in its annual Loss Distribution. This amount is the value at risk for a given risk horizon

This picture indicates that strategic goals may dictate the choice of Value-at-Risk threshold. . The bank will need to hold reserves up to the target Solvency Standard.The amount up to Expected Loss ( Mean) is referred to as provisions,And the remaining amount up to the solvency standard is called Economic capital.

Risk Modeling FDR NY, CITI, BofA, Fannie Mae, State Street, +

Scenario Based Risk BofA, Goldman Sachs, Barclays, CITI

This analysis demonstrates a scenario-based view of Economic Capital covering total Losses do to Market Risk and Mortality Risk over a one year horizon.

Salesforce.com Integration GE Capital, BofA, State Street, +

Spotfire increases your ability leverage more valuefrom your existing salesForce.com, Oracle, and SAS investments.

Spotfire easily integrates the data from co -resident application s to form a powerful enterprise class decision platform

In this case we understand that GE Capital has a significant investment in Salesforce .com

Using Spotfire in this environment will help GECapital seamlessly leverage and unlock the hidden value in customer and market data.

Integration With SEM/SEO Ally Bank, CITI, GE Capital Scenario- You are designing a marketing campaign to introduce three Products: Platinum, Gold, and silver Credit cards. The initial plan is to offer :10,000 Platinum, 20,000 Gold 30,000 Silver cards.

Options- you have two options to contact customers

Call center, Direct mail.

The call center is more expensive but the program is more successful than reaching contacts from direct mail.

The call center has a maximum capacity of 15,000

Consumer Credit MasterCard, CITI, Fidelity

Consumer Credit Credit Card Marketing campaign Optimizer - Return on investment analysis