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North America Sales Overview

North America Sales Overview. Q2 Sales Meeting May 20, 2014. 2014 Perceptics Sales & Marketing Team Leandro Olivier – Sales Director, Mexico Vacancy – BDM, Mexico Phil Ownby – BDM, US&C Jennifer Sherblom – BDM, US&C Brent Hostutler – BDM, US&C

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North America Sales Overview

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  1. North America Sales Overview Q2 Sales Meeting May 20, 2014 Perceptics Proprietary

  2. 2014 Perceptics Sales & Marketing Team Leandro Olivier – Sales Director, Mexico Vacancy – BDM, Mexico Phil Ownby – BDM, US&C Jennifer Sherblom – BDM, US&C Brent Hostutler – BDM, US&C John Mike – VP of Strategic Development, US&C Ala’a Kawash – BDM, MENA Jennie Lee – Marketing Operations Manager Mary Walker – Channel and Inside Sales Leader

  3. Some Good News! Congratulations to Leandro for Closing $924,126 42 Lanes of LPR-DID’s for the SAT Aduanas Border Project through Integradores

  4. More Good News! • Q1 2014 & YTD NA Bookings are Up Over Q1 & YTD 2013 • Management Sponsors are Engaged to Support Sales! • Market Segment Teams are Making Positive Contributions to help in the Analysis of Potential CP’s, Key Markets & Competitors • Sales Team’s Time in the Field has Improved • Two, New Channel Partner Agreements are Currently being Negotiated with Astrophysics & Delco Security • Working to recruit a Sales Engineer Vacancy Applications Engineer • Good Work & Progress being made with AS&E – a Team Effort! • Great Team Work in Supporting IRD’s Mobile Trailer Project • ETC looks very Promising • Commend the Everyone for Professionally Managing the UVIS End-of-Life • Outstanding Contributions & Team Efforts made on CBSA RFP and CBP RFI

  5. 2014 Bookings Quotas Market & Sales Alignment Perceptics Proprietary

  6. Perceptics Proprietary

  7. Q1 NA Bookings Results Perceptics Proprietary

  8. Q1 NA Bookings Results Q1 NA Bookings Goal $2,500,000 Q1 NA Actual Bookings $390,961 15.6% of Q1 NA Bookings Goal Q1 NA Bookings Gap $2,299,092

  9. Q1 2013 vs. Q1 2014 Q1 2013 NA Actual Bookings $275,361 Q1 2014 NA Actual Bookings $390,961 Q1 2014 NA Bookings Increase over YTD 2013 $115,600

  10. Q1 NA Bookings - Phil * Competitive Replacement

  11. Q1 NA Bookings - Jennifer

  12. Q1 NA Bookings - Leandro

  13. YTD NA Bookings Results Perceptics Proprietary

  14. YTD NA Bookings Results YTD NA Bookings Goal $4,166,666 YTD NA Actual Bookings $1,455,861 35% of YTD NA Bookings Goal YTD NA Bookings Gap $2,710,805

  15. YTD 2013 vs. YTD 2014 YTD 2013 NA Actual Bookings $353,758 YTD 2014 NA Actual Bookings $1,455,861 YTD 2014 NA Bookings Increase over YTD 2013 $1,102,103

  16. YTD NA & MENA Bookings by Team Member

  17. Channel Partner Bookings Results Perceptics Proprietary

  18. Q1 NA Bookings by Channel Partner

  19. YTD NA Bookings by Channel Partner

  20. 2014 Sales Pipeline Perceptics Proprietary

  21. Q2 NA Sales Pipeline As May 19, 2014 YTD Leads Pipeline @ 10% - 20% $539,173 YTD Pipeline @ 30% $267,574 YTD Pipeline @ 50% & 60% $90,000 YTD Pipeline @ 70% $298,992 Q2 Pipeline @ 30% & Greater $656,566 Q2 Bookings Quota = $2,500,000 YTD Q2 Bookings: $1,064,870 30% & Greater are Funded Opportunities

  22. 2014 NA Sales Pipeline As May 19, 2014 YTD Leads Pipeline @ 10% - 20% $10,182,521 YTD Pipeline @ 30% $7,041,604 YTD Pipeline @ 50% & 60 $1,017,074 YTD Pipeline @ 70% & 90% $310,037 YTD Pipeline $18,551,239 (We Need to be at $30,000,000) 2014 Bookings Quota = $10,000,000 YTD 2015 Pipeline: $28,543,429 30% & Greater are Funded Opportunities = $8,368,715

  23. NA Sales Pipeline Observations • We Have Reduced our Sales Pipeline as a Result of UVIS End-of-Life • We Have Approximately $7.5M in Funded Opportunities YTD • We Need to Drive Opportunities from the 10% & 20% Sales Stages to 30% & Greater to be Achieve our Bookings Goal • We Need More, Elephant Opportunities to Pursue by the NA Team • IRD. IBC Mobile Trailer Project: $5,500,000. • The Sales Pipeline is still Weak! Perceptics Proprietary

  24. Q2 NA Sales Pipeline Key Observations • YTD NA Bookings are $1,455,861 • YTD NA Bookings GAP is $2,710,805 • Q2 NA Opportunities at 30% & Greater = $656,566 • Success in Closing $656,566 in Q2, would Increase the Total NA Bookings Total for Q2 to $2,112,427 • Q2 NA Bookings GAP would be $2,887,573 ($5M NA Bookings Goal) Perceptics Proprietary

  25. NA Sales Opportunities Pending RFI’s & RFP’s • SAT POV RFI is due to be received by the end of May for 100 – 130 lanes (Gatekeeper/ARH replacement) • SAT Commercial RFI is due to be received very soon for 120 – 317 lanes • SAT POV RFP is due to be received in October • 2015 for Mexico Looks very Exciting! Perceptics Proprietary

  26. Actions Required to Hit $10M • Close Business that is Forecasted • Identify and Close Business to Address the Bookings GAP • Recruit Additional Channel Partners • Prune Channel Partners that are not Contributing • Initiate Improvements to our Marketing Strategy & Lead Generation Efforts = MORE LEADS & GREAT DEMAND! • More Time in the Field with Channel Partners & End Users • Improved Accuracy in Forecasting with Channel Partners • Work with a Sense of Urgency & Identify More, Elephant Deals • Bookings are Needed by All Team Members • Up-sell Extended Maintenance, PAGT & other Services • Actively Engage Management Sponsors, Sales Engineers & Knoxville to HELP YOU Achieve OUR Goals

  27. Thank You Perceptics Proprietary

  28. Our Competitors Quarterly Sales Meeting Perceptics Proprietary

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