Stratix : Solution Selling Transformation

1. Stratix: Solution Selling Transformation

2. Today: Hardware Tomorrow: Total Solution Goal: Shift from Hardware VAR Sales to Higher Margin, Total Solutions Positioning & Sales

3. Move to Solutions Team Keepers Validate existing Deployed Assessment Leadership SalesCheck™ • Item 1 • Item 2 • Item 3 Hiring Profile Solution Sales Training Recruit

4. Process • Solution Selling Requires Different Tools • CRM Tuning • Pipeline/Forecast Oversights Leadership Changing Approach in Mid-Stream Build Dashboard and Key Metrics Sales Operations Oversight Goals Rewards New Market SWOT • People • Hiring Profile • Assessment • Spec • Berke process • Recruiting retained vs. Contingency • Sales Training • Complex Sale • Structure • Alignment • Solution • Hunters & Maintainers people leadership System Selling Transformation Hardware Solution Selling

5. Sales Transformation – Key Issues process people leadership System People • Create new solution seller profile • Assess current direct team • Keepers • Transfers • Backfill the Transfers and Growth • Recruiting based on profit • Accelerated Recruiting • Job Fair • Onboarding Program – Accelerate Effectiveness Ramp • Explore New Sales Channels

6. Sales Transformation – Key Issues process people leadership System Process • Create new training program • Tailored for Stratix Solutions • Selling to a Higher Level • On Coding Reinforcement • Tune the Sales Process Methodology • Revamp the CRM Process • Establish Sales Quotas and Structure

7. Sales Transformation – Key Issues process people leadership System Leadership Develop Rewards & Recognition Plan Create New Business Target List Develop New Marketplace Attack Plan Develop New Lead Generation Process

8. Assess Existing Sales Team - Berke • Cost: $3.5k • Time: 30 Days • Qualifying Sales Reps to new solution profile • Assessment profile becomes hiring profile Assessment

12. Qualifying Sales Reps Qualifying sales reps to new solution profile Assessment Profile becomes Hiring Profile

13. SalesCheck Sales engine diagnostic Survey up to 100 metrics/25 ideal Your actual KPIs vs. 4,000 company average Highlight improvement areas Benchmark to Solution Selling Co.’s

14. SalesCheck Focus • Develop Sales Engine Diagnostic • Rationale • Over 60% fail to meet their sales forecast • Promote use of data to drive decisions • Develop set of KPIs to bring insights to sales • Provide tools to get to problem areas • Benchmark KPIs to other companies • Linkage to TechCXO services (training, process improvement, strategy, fractional, etc.)

19. TalentCheck Focus • Retained searches for sales talent • Rationale • Strong competitive advantage (we have executed over 250 retained searches with a majority being for sales executives) • Highest churn rate • Highest compensation packages (higher fees) • Linkage to TechCXO services (training, process improvement, strategy, fractional, etc.) • Visibility

20. TalentCheck:Hiring/Recruiting Solution Reps • Cost: $30 k per rep • Retained search approach • Ongoing <90 Days Assessment Hiring Profile Recruit

21. The ProcessCrisply Executed with Weekly Updates • Establish search strategy, develop position specification • Identify and review candidates • Qualify and assess (test) candidates • Present recommended candidates/ insightful write-ups • Select/present offer; assist in offer creation/delivery; drive acceptance • Placement on boarding

22. TalentCheckPartners • Completed more than 250 searches • Best in class firm experience • Technology company focused • Quality award winners • Multiple search providers: 90% follow-on work • Best practice solutions • Industry leading reputations

23. TechCXO TalentCheck Scorecard

24. Solution Sales Training • Opportunity Management and Account Management • Aligning with executives • 2 Day Sales Class for new team Solution Sales Training

25. Potential 2-Day Agenda • Day One • Introduction, Goal and Objectives • Opportunity Management (OM) • Understanding Changing Buyer Issues • Qualification Scorecard • Building Preference for Stratix by understanding Buyer Behavior (using the DiSC profile) • Understanding Customer Issues – using the Discovery Map • Understanding Power and Politics -determine the true Decision Process • Principals of Strategy and Competitive Counter-Strategies • Pulling it all together – Plan to Win • Day Two • Account Management • White Space Mapping • Collaborate with your customer using the Strategy Map • Relationship Mapping – getting to key executives • Strategic Account Planning • Opportunity Plan Review – Live Stratix Sales Opportunities

26. Potential Agenda Stratix Sales Tool Kit – powered by Revegy • Opportunity Management Tools: • Qualification Scorecard • Relationship Map • Discovery Map • Opportunity Briefing Report • Account Management Tools • Relationship Map • Strategy Map • Account Briefing Report

27. Sales Process and Tool Enablement Relationship Map Client Relationship Assessment Playbooks Opportunity Scorecard Opportunity Win Plan Product Whitespace Map Revegy, Inc. Confidential and Proprietary

28. Relationship Map – Understand the Politics and Influence

29. Use a Discovery/Strategy Map as a visual Pain Chain to align solutions to pain and collaborate with your prospects

30. Whitespace Mapping – Which products of ours and our competitors does the customer have?

31. Training and Tools Pricing • Two day Opportunity/Account Mangement Onsite session - $12,000 • Revegy system integrated with SFDC • Initial Fees for configuration and integration with SFDC - $3,000--$9,000 (tbd based on customization requirements) • Per User - $40-60/month – based on OppMgt/Acct Mgt configuration (12 month subscription) (15 users = $7,200 - $10,800) • Total (est.) initial cost = $22,200 - $31,800

32. Why TechCXO: Top 10 Reasons Unique Total Solutions Offering – One-Stop Shopping Aligned to Your Need of Value, Cost, Speed SME in All Aspects of Sales Optimization Solutions Customized to Your Needs Proven Best-in-Class Components and Solutions Minimal Disruption to Your Daily Operation Highly Sustainable Solutions Prior Experience Leading Transformations Total Flexibility in Capability, Price, Timeframe and Delivery Significant Experience

33. Mike Allred • 30 years experience as salesman, sales manager, general manager, CEO and search consultant • Unique depth and breadth to the challenge of maximizing revenue generation • Xerox > Recognition Equipment > > VITec > EMASS > • SpencerStuart > Heidrick & Struggles “the grand master of sales. Mike really has it all: great sales experience in the legendary Xerox operation, an enviable track record as a general manager and exposure to a wide variety of organizations and situations as an executive search consultant.”

34. Rick Troberman • Sales, Sales Management (Salesman, Sales Manager, Regional Sales Manager, VP Sales, SVP Sales) • IBM, Nynex, Software Publishing, Ashton Tate, Bloc Development, Serius, Novell, Hubspan, Sterling Commerce • General Management (GM, President) • - Echo High Tech (President); Sterling Commerce (SVP & GM) • Talent Management (retained executive search, leadership assessment, fractional leadership provisioning) • Heidrick & Struggles (Managing Partner); Korn/Ferry International (Senior Client Partner); Lonergan Richards (Managing Partner) • Troberman & Associates (Managing Partner) • Talent Management focus areas: • Sales & Marketing • Enterprise Software

35. Brad Childress • President and COO of The Complex Sale, a global sales effectiveness consulting and training firm • EVP, Sales at nuBridges, an enterprise software company (acquired) • Vice President & General Manager, D&B Software

36. Timing & Cost • Phase 1 • Assess/Top Grade: $3.5k • Recruit $30k/rep • SalesCheck Benchmark $5k • Sales Training $32k • Phase 2 • Alignment TBD • Compensation • Process – Plan • CRM Tune • Dashboard