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Sales and Marketing Executive Dashboard

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Sales and Marketing Executive Dashboard

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  1. Sales and Marketing Executive Dashboard Dashboard Data InputExecutive Dashboard Q1 Q2 Q3 Q4Customer Base NPV Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $2,243,103 $2,259,064 $2,275,025 $2,290,986 $2,306,947 $2,322,908 $2,338,869 $2,354,830 $2,370,791 $2,386,752 $2,402,713 $2,418,674 Current Fiscal Goal $2,250,000 $2,750,000 $2,300,000 $2,483,333 $2,508,333 $2,533,333 $2,558,333 $2,583,333 $2,608,333 $2,633,333 $2,658,333 $2,683,333 Current Fiscal % Achieved 99.7% 82.1% 98.9% 92.3% 92.0% 91.7% 91.4% 91.2% 90.9% 90.6% 90.4% 90.1% Last Fiscal Actual $2,300,000 $2,150,000 $2,150,000 $2,150,000 $2,150,000 $2,150,000 $2,500,000 $2,500,000 $2,500,000 $2,500,000 $2,500,000 $2,600,000Total Revenue ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $459,838 $467,892 $475,946 $484,000 $492,054 $500,108 $508,162 $516,216 $524,270 $532,324 $540,378 $548,432 Current Fiscal Goal $480,000 $490,000 $500,000 $510,000 $520,000 $530,000 $540,000 $550,000 $560,000 $570,000 $580,000 $590,000 Current Fiscal % Achieved 95.8% 95.5% 95.2% 94.9% 94.6% 94.4% 94.1% 93.9% 93.6% 93.4% 93.2% 93.0% Last Fiscal Actual $329,040 $338,930 $348,820 $358,710 $368,600 $378,490 $388,380 $398,270 $408,160 $418,050 $427,940 $437,830Expected Sales by Close Month ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $463,920 $485,932 $578,394 $348,503 $348,953 $253,094 $249,505 $394,056 $384,595 $475,963 $374,853 $294,055 Current Fiscal Goal $460,000 $470,000 $480,000 $490,000 $500,000 $510,000 $520,000 $530,000 $540,000 $550,000 $560,000 $570,000 Current Fiscal % Achieved 100.9% 103.4% 120.5% 71.1% 69.8% 49.6% 48.0% 74.4% 71.2% 86.5% 66.9% 51.6% Last Fiscal Actual $328,495 $384,785 $473,840 $384,950 $394,953 $284,950 $495,930 $284,954 $395,950 $378,405 $284,943 $394,893Total Opportunities ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $1,729,304 $1,759,303 $1,789,302 $1,819,301 $1,849,300 $1,879,299 $1,909,298 $1,939,297 $1,969,296 $1,999,295 $2,029,294 $2,059,293 Current Fiscal Goal $1,800,000 $1,825,000 $1,850,000 $1,875,000 $1,900,000 $1,925,000 $1,950,000 $1,975,000 $2,000,000 $2,025,000 $2,050,000 $2,075,000 Current Fiscal % Achieved 96.1% 96.4% 96.7% 97.0% 97.3% 97.6% 97.9% 98.2% 98.5% 98.7% 99.0% 99.2% Last Fiscal Actual $1,293,040 $1,329,405 $1,365,770 $1,402,135 $1,438,500 $1,474,865 $1,511,230 $1,547,595 $1,583,960 $1,620,325 $1,656,690 $1,693,055Cost Per Sale ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $8,452 $8,783 $9,583 $7,738 $8,739 $7,839 $9,845 $8,943 $8,763 $8,437 $7,485 $10,948

  2. Current Fiscal Goal $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 Current Fiscal % Achieved 99.4% 103.3% 112.7% 91.0% 102.8% 92.2% 115.8% 105.2% 103.1% 99.3% 88.1% 128.8% Last Fiscal Actual $8,593 $8,590 $9,239 $10,940 $8,476 $9,283 $11,923 $9,041 $9,932 $10,945 $8,738 $8,583Cost Per Opportunity ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $348 $289 $432 $489 $485 $323 $289 $483 $384 $328 $345 $343 Current Fiscal Goal $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 Current Fiscal % Achieved 99.4% 82.6% 123.4% 139.7% 138.6% 92.3% 82.6% 138.0% 109.7% 93.7% 98.6% 98.0% Last Fiscal Actual $298 $349 $539 $384 $432 $633 $321 $394 $289 $348 $438 $518Marketing Dashboard Q1 Q2 Q3 Q4Budget/Total Revenue Ratio (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4.2% 3.8% 5.3% 6.4% 7.0% 4.3% 3.4% 6.4% 4.5% 6.3% 5.3% 3.9% Current Fiscal Goal 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% Current Fiscal % Achieved -1.8% -2.2% -0.7% 0.4% 1.0% -1.7% -2.6% 0.4% -1.5% 0.3% -0.7% -2.1% Last Fiscal Actual 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0%Opportunity Age (avg. # days) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 52 53 51 48 46 47 52 41 46 43 46 42 Current Fiscal Goal 45 45 45 45 45 45 45 45 45 45 45 45 Last Fiscal Actual 42 56 42 53 56 48 51 53 56 49 51 56Total # Opportunities by Stage Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Prospecting 893 902 911 920 929 938 947 956 965 974 983 992 Qualification 783 789 795 801 807 813 819 825 831 837 843 849 Needs Analysis 284 293 302 311 320 329 338 347 356 365 374 383 Value Proposition 103 106 109 112 115 118 121 124 127 130 133 136 Proposal/Price Quote 59 63 67 71 75 79 83 87 91 95 99 103 Negotiation/Review 23 25 27 29 31 33 35 37 39 41 43 45Return on Marketing Investment Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Goal $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 $8,500 Current Fiscal % Achieved 99.4% 103.3% 112.7% 91.0% 102.8% 92.2% 115.8% 105.2% 103.1% 99.3% 88.1% 128.8% Last Fiscal Actual $8,593 $8,590 $9,239 $10,940 $8,476 $9,283 $11,923 $9,041 $9,932 $10,945 $8,738 $8,583Cost Per Opportunity ($) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $348 $289 $432 $489 $485 $323 $289 $483 $384 $328 $345 $343 Current Fiscal Goal $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 $350 Current Fiscal % Achieved 99.4% 82.6% 123.4% 139.7% 138.6% 92.3% 82.6% 138.0% 109.7% 93.7% 98.6% 98.0% Last Fiscal Actual $298 $349 $539 $384 $432 $633 $321 $394 $289 $348 $438 $518Marketing Dashboard Q1 Q2 Q3 Q4Budget/Total Revenue Ratio (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4.2% 3.8% 5.3% 6.4% 7.0% 4.3% 3.4% 6.4% 4.5% 6.3% 5.3% 3.9% Current Fiscal Goal 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% Current Fiscal % Achieved -1.8% -2.2% -0.7% 0.4% 1.0% -1.7% -2.6% 0.4% -1.5% 0.3% -0.7% -2.1% Last Fiscal Actual 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0% 4.0%Opportunity Age (avg. # days) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 52 53 51 48 46 47 52 41 46 43 46 42 Current Fiscal Goal 45 45 45 45 45 45 45 45 45 45 45 45 Last Fiscal Actual 42 56 42 53 56 48 51 53 56 49 51 56Total # Opportunities by Stage Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Prospecting 893 902 911 920 929 938 947 956 965 974 983 992 Qualification 783 789 795 801 807 813 819 825 831 837 843 849 Needs Analysis 284 293 302 311 320 329 338 347 356 365 374 383 Value Proposition 103 106 109 112 115 118 121 124 127 130 133 136 Proposal/Price Quote 59 63 67 71 75 79 83 87 91 95 99 103 Negotiation/Review 23 25 27 29 31 33 35 37 39 41 43 45Return on Marketing Investment Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  3. Current Fiscal Actual 3.4% 2.9% 3.1% 2.3% 2.9% 3.4% 3.6% 2.9% 2.3% 1.9% 2.3% 3.4% Current Fiscal Goal 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% Current Fiscal % Achieved 0.4% -0.1% 0.1% -0.7% -0.1% 0.4% 0.6% -0.1% -0.7% -1.1% -0.7% 0.4% Last Fiscal Actual 2.9% 2.3% 2.2% 2.1% 2.5% 2.5% 2.6% 2.2% 2.7% 3.1% 3.2% 2.4%# Stalled Opportunities (>30 days) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 34 32 29 28 31 27 24 29 32 29 23 25 Current Fiscal Goal 25 25 25 25 25 25 25 25 25 25 25 25 Last Fiscal Actual 29 31 28 34 39 43 45 48 43 38 39 32Top Lead Sources & # New Leads Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Webcast Registrations 289 301 313 325 337 349 361 373 385 397 409 421 Call Center Conversions 485 491 497 503 509 515 521 527 533 539 545 551 Whitepaper Downloads 193 196 199 202 205 208 211 214 217 220 223 226 Free Trial on Website 49 53 57 61 65 69 73 77 81 85 89 93 Affiliate Channel Partners 41 43 47 50 53 56 59 62 65 68 71 74 Tradeshows 0 0 0 0 0 0 5 12 23 34 24 38Customers Q1 Q2 Q3 Q4Total Number of Customers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 7659 7729 7799 7869 7939 8009 8079 8149 8219 8289 8359 8429 Current Fiscal Goal 7750 7850 7950 8050 8150 8250 8350 8450 8550 8650 8750 8850 Current Fiscal % Achieved 98.8% 98.5% 98.1% 97.8% 97.4% 97.1% 96.8% 96.4% 96.1% 95.8% 95.5% 95.2% Last Fiscal Actual 6439 6548 6657 6766 6875 6984 7093 7202 7311 7420 7529 7638Retention Rate (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 84.0% 82.0% 87.0% 76.0% 83.0% 91.0% 93.0% 85.0% 83.0% 84.3% 82.2% 81.9% Current Fiscal Goal 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% Current Fiscal % Achieved -1.0% -3.0% 2.0% -9.0% -2.0% 6.0% 8.0% 0.0% -2.0% -0.7% -2.8% -3.1% Last Fiscal Actual 81.0% 78.0% 83.0% 86.0% 77.0% 92.0% 84.0% 81.0% 83.0% 78.0% 81.0% 78.0% Current Fiscal Actual 3.4% 2.9% 3.1% 2.3% 2.9% 3.4% 3.6% 2.9% 2.3% 1.9% 2.3% 3.4% Current Fiscal Goal 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% Current Fiscal % Achieved 0.4% -0.1% 0.1% -0.7% -0.1% 0.4% 0.6% -0.1% -0.7% -1.1% -0.7% 0.4% Last Fiscal Actual 2.9% 2.3% 2.2% 2.1% 2.5% 2.5% 2.6% 2.2% 2.7% 3.1% 3.2% 2.4%# Stalled Opportunities (>30 days) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 34 32 29 28 31 27 24 29 32 29 23 25 Current Fiscal Goal 25 25 25 25 25 25 25 25 25 25 25 25 Last Fiscal Actual 29 31 28 34 39 43 45 48 43 38 39 32Top Lead Sources & # New Leads Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Webcast Registrations 289 301 313 325 337 349 361 373 385 397 409 421 Call Center Conversions 485 491 497 503 509 515 521 527 533 539 545 551 Whitepaper Downloads 193 196 199 202 205 208 211 214 217 220 223 226 Free Trial on Website 49 53 57 61 65 69 73 77 81 85 89 93 Affiliate Channel Partners 41 43 47 50 53 56 59 62 65 68 71 74 Tradeshows 0 0 0 0 0 0 5 12 23 34 24 38Customers Q1 Q2 Q3 Q4Total Number of Customers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 7659 7729 7799 7869 7939 8009 8079 8149 8219 8289 8359 8429 Current Fiscal Goal 7750 7850 7950 8050 8150 8250 8350 8450 8550 8650 8750 8850 Current Fiscal % Achieved 98.8% 98.5% 98.1% 97.8% 97.4% 97.1% 96.8% 96.4% 96.1% 95.8% 95.5% 95.2% Last Fiscal Actual 6439 6548 6657 6766 6875 6984 7093 7202 7311 7420 7529 7638Retention Rate (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 84.0% 82.0% 87.0% 76.0% 83.0% 91.0% 93.0% 85.0% 83.0% 84.3% 82.2% 81.9% Current Fiscal Goal 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% Current Fiscal % Achieved -1.0% -3.0% 2.0% -9.0% -2.0% 6.0% 8.0% 0.0% -2.0% -0.7% -2.8% -3.1% Last Fiscal Actual 81.0% 78.0% 83.0% 86.0% 77.0% 92.0% 84.0% 81.0% 83.0% 78.0% 81.0% 78.0%

  4. Expected Lifetime Value/Customer Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $51,034 $51,034 $51,034 $51,034 $51,034 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839 Current Fiscal Goal $56,000 $56,000 $56,000 $56,000 $56,000 $56,000 $57,000 $57,000 $57,000 $57,000 $57,000 $57,000 Last Fiscal Actual $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000New Customers Acquired Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 119 126 122 110 94 102 112 138 128 121 143 135 Current Fiscal Goal 120 122 124 126 128 130 132 134 136 138 140 142 Current Fiscal % Achieved 99.2% 103.3% 98.4% 87.3% 73.4% 78.5% 84.8% 103.0% 94.1% 87.7% 102.1% 95.1% Last Fiscal Actual 82 85 88 91 94 97 100 103 106 109 112 115Average Profit Per Customer Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $2,834 $2,895 $2,956 $3,017 $3,078 $3,139 $3,200 $3,261 $3,322 $3,383 $3,444 $3,505 Current Fiscal Goal $3,000 $3,050 $3,100 $3,150 $3,200 $3,250 $3,300 $3,350 $3,400 $3,450 $3,500 $3,550 Last Fiscal Actual $2,394 $2,432 $2,470 $2,508 $2,546 $2,584 $2,622 $2,660 $2,698 $2,736 $2,774 $2,812Customer Satisfaction Surveys Done Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 17 19 24 22 87 76 105 12 16 13 11 9 Current Fiscal Goal 15 15 15 15 100 100 100 15 15 15 15 15 Last Fiscal Actual 12 13 11 16 46 49 51 16 12 11 9 3Brand, Adv, PR Q1 Q2 Q3 Q4Net Promoter Score (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 72.0% 72.0% 72.0% 74.0% 74.0% 74.0% 74.0% 74.0% 77.0% 77.0% 77.0% 77.0% Current Fiscal Goal 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% Last Fiscal Actual 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 72.0% 72.0% 72.0%Total Ad Impressions & Media Hits Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 248593 248904 249215 249526 249837 250148 279304 283940 288576 293212 297848 302484 Current Fiscal Goal 250000 250000 250000 250000 250000 250000 300000 300000 300000 300000 300000 300000 Last Fiscal Actual 138493 147305 156117 164929 173741 182553 191365 200177 208989 217801 226613 235425 Expected Lifetime Value/Customer Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $51,034 $51,034 $51,034 $51,034 $51,034 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839 Current Fiscal Goal $56,000 $56,000 $56,000 $56,000 $56,000 $56,000 $57,000 $57,000 $57,000 $57,000 $57,000 $57,000 Last Fiscal Actual $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000 $48,000New Customers Acquired Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 119 126 122 110 94 102 112 138 128 121 143 135 Current Fiscal Goal 120 122 124 126 128 130 132 134 136 138 140 142 Current Fiscal % Achieved 99.2% 103.3% 98.4% 87.3% 73.4% 78.5% 84.8% 103.0% 94.1% 87.7% 102.1% 95.1% Last Fiscal Actual 82 85 88 91 94 97 100 103 106 109 112 115Average Profit Per Customer Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $2,834 $2,895 $2,956 $3,017 $3,078 $3,139 $3,200 $3,261 $3,322 $3,383 $3,444 $3,505 Current Fiscal Goal $3,000 $3,050 $3,100 $3,150 $3,200 $3,250 $3,300 $3,350 $3,400 $3,450 $3,500 $3,550 Last Fiscal Actual $2,394 $2,432 $2,470 $2,508 $2,546 $2,584 $2,622 $2,660 $2,698 $2,736 $2,774 $2,812Customer Satisfaction Surveys Done Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 17 19 24 22 87 76 105 12 16 13 11 9 Current Fiscal Goal 15 15 15 15 100 100 100 15 15 15 15 15 Last Fiscal Actual 12 13 11 16 46 49 51 16 12 11 9 3Brand, Adv, PR Q1 Q2 Q3 Q4Net Promoter Score (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 72.0% 72.0% 72.0% 74.0% 74.0% 74.0% 74.0% 74.0% 77.0% 77.0% 77.0% 77.0% Current Fiscal Goal 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% Last Fiscal Actual 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 72.0% 72.0% 72.0%Total Ad Impressions & Media Hits Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 248593 248904 249215 249526 249837 250148 279304 283940 288576 293212 297848 302484 Current Fiscal Goal 250000 250000 250000 250000 250000 250000 300000 300000 300000 300000 300000 300000 Last Fiscal Actual 138493 147305 156117 164929 173741 182553 191365 200177 208989 217801 226613 235425

  5. Cost Per Ad Impression/Media Hit Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $0.05 $0.05 $0.07 $0.07 $0.05 $0.05 $0.04 $0.05 $0.07 $0.06 $0.05 $0.05 Current Fiscal Goal $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 Last Fiscal Actual $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06Total Media Value (Ad & PR) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $13,134 $13,184 $13,234 $13,284 $13,334 $13,384 $13,434 $13,484 $13,534 $13,584 $13,634 $13,684 Current Fiscal Goal $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 Last Fiscal Actual $12,934 $12,949 $12,964 $12,979 $12,994 $13,009 $13,024 $13,039 $13,054 $13,069 $13,084 $13,099Ad Value Equivalent from PR Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $2,495 $2,594 $2,693 $2,792 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 Current Fiscal Goal $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 Last Fiscal Actual $0 $0 $0 $0 $0 $0 $0 $0 $567 $756 $345 $2,394Ad Spend/Total Media Value Ratio Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 92.0% 90.0% 87.0% 88.0% 84.0% 82.0% 79.0% 77.0% 83.0% 75.0% 83.0% 74.0% Current Fiscal Goal 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% Last Fiscal Actual 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 93.0% 95.0% 93.0% 91.0%Impressions by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Campaign #1 - Google AdWords 203040 203294 203548 203802 204056 204310 204564 204818 205072 205326 205580 205834 Campaign #2 - Association Banner 23940 24953 25966 26979 27992 29005 30018 31031 32044 33057 34070 35083 Campaign #3 - Outdoor Bus Shelter 19039 20940 22841 24742 26643 28544 30445 32346 34247 36148 38049 39950Analyst Firm Mentions Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 16 14 23 18 16 22 19 23 12 19 23 26 Current Fiscal Goal 20 20 20 20 20 20 20 20 20 20 20 20 Last Fiscal Actual 0 0 0 0 0 0 0 1 2 4 8 18Events & Tradeshows Q1 Q2 Q3 Q4Total Online Events Hosted Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Cost Per Ad Impression/Media Hit Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $0.05 $0.05 $0.07 $0.07 $0.05 $0.05 $0.04 $0.05 $0.07 $0.06 $0.05 $0.05 Current Fiscal Goal $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 $0.05 Last Fiscal Actual $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06 $0.06Total Media Value (Ad & PR) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $13,134 $13,184 $13,234 $13,284 $13,334 $13,384 $13,434 $13,484 $13,534 $13,584 $13,634 $13,684 Current Fiscal Goal $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 $15,000 Last Fiscal Actual $12,934 $12,949 $12,964 $12,979 $12,994 $13,009 $13,024 $13,039 $13,054 $13,069 $13,084 $13,099Ad Value Equivalent from PR Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $2,495 $2,594 $2,693 $2,792 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 $2,894 Current Fiscal Goal $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 Last Fiscal Actual $0 $0 $0 $0 $0 $0 $0 $0 $567 $756 $345 $2,394Ad Spend/Total Media Value Ratio Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 92.0% 90.0% 87.0% 88.0% 84.0% 82.0% 79.0% 77.0% 83.0% 75.0% 83.0% 74.0% Current Fiscal Goal 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% Last Fiscal Actual 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 93.0% 95.0% 93.0% 91.0%Impressions by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Campaign #1 - Google AdWords 203040 203294 203548 203802 204056 204310 204564 204818 205072 205326 205580 205834 Campaign #2 - Association Banner 23940 24953 25966 26979 27992 29005 30018 31031 32044 33057 34070 35083 Campaign #3 - Outdoor Bus Shelter 19039 20940 22841 24742 26643 28544 30445 32346 34247 36148 38049 39950Analyst Firm Mentions Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 16 14 23 18 16 22 19 23 12 19 23 26 Current Fiscal Goal 20 20 20 20 20 20 20 20 20 20 20 20 Last Fiscal Actual 0 0 0 0 0 0 0 1 2 4 8 18Events & Tradeshows Q1 Q2 Q3 Q4Total Online Events Hosted Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  6. Current Fiscal Actual 4 4 4 4 4 4 6 6 6 8 8 8 Current Fiscal Goal 4 4 4 4 4 4 8 8 8 8 8 8 Last Fiscal Actual 0 0 0 0 0 0 0 0 0 0 2 4Total Tradeshows Attended Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 1 2 0 3 2 4 2 4 4 3 1 1 Current Fiscal Goal 1 2 0 3 2 4 2 4 5 3 2 1 Last Fiscal Actual 0 0 0 0 0 1 0 2 1 1 2 1Key Note Speeches & Webinars Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 1 2 1 3 0 0 1 2 1 3 2 1 Current Fiscal Goal 2 2 2 2 2 2 2 2 2 2 2 2 Last Fiscal Actual 1 0 0 0 0 0 0 0 0 0 0 0Total Event Attendees Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 83 89 104 139 293 302 311 320 329 338 347 356 Current Fiscal Goal 100 100 100 100 100 250 250 250 250 250 250 250 Last Fiscal Actual 0 0 0 0 0 23 0 35 22 11 14 19Total Leads by Event Type Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Event Type #1 - Online Webinars 6 13 26 29 39 45 49 54 67 54 68 52 Event Type #2 - Tradeshows 2 3 0 23 15 29 21 34 35 27 35 31 Event Type #3 - Industry Conference 0 0 0 46 0 0 0 0 0 36 0 0Opportunities Won ($) by Event Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Event #1 - Vegas Tradeshow $0 $0 $0 $0 $0 $24,930 $28,930 $12,930 $8,593 $8,950 $0 $0 Event #2 - Toronto Tradeshow $0 $6,493 $4,305 $6,043 $0 $0 $0 $0 $0 $0 $0 $0 Event #3 - Seattle Tradeshow $0 $0 $0 $0 $0 $0 $0 $3,849 $6,940 $0 $0 $0Direct Marketing Q1 Q2 Q3 Q4# Contacts in Database Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 6789 6801 6813 6825 6837 6902 6967 7032 7097 7162 7227 7292 Current Fiscal Actual 4 4 4 4 4 4 6 6 6 8 8 8 Current Fiscal Goal 4 4 4 4 4 4 8 8 8 8 8 8 Last Fiscal Actual 0 0 0 0 0 0 0 0 0 0 2 4Total Tradeshows Attended Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 1 2 0 3 2 4 2 4 4 3 1 1 Current Fiscal Goal 1 2 0 3 2 4 2 4 5 3 2 1 Last Fiscal Actual 0 0 0 0 0 1 0 2 1 1 2 1Key Note Speeches & Webinars Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 1 2 1 3 0 0 1 2 1 3 2 1 Current Fiscal Goal 2 2 2 2 2 2 2 2 2 2 2 2 Last Fiscal Actual 1 0 0 0 0 0 0 0 0 0 0 0Total Event Attendees Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 83 89 104 139 293 302 311 320 329 338 347 356 Current Fiscal Goal 100 100 100 100 100 250 250 250 250 250 250 250 Last Fiscal Actual 0 0 0 0 0 23 0 35 22 11 14 19Total Leads by Event Type Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Event Type #1 - Online Webinars 6 13 26 29 39 45 49 54 67 54 68 52 Event Type #2 - Tradeshows 2 3 0 23 15 29 21 34 35 27 35 31 Event Type #3 - Industry Conference 0 0 0 46 0 0 0 0 0 36 0 0Opportunities Won ($) by Event Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Event #1 - Vegas Tradeshow $0 $0 $0 $0 $0 $24,930 $28,930 $12,930 $8,593 $8,950 $0 $0 Event #2 - Toronto Tradeshow $0 $6,493 $4,305 $6,043 $0 $0 $0 $0 $0 $0 $0 $0 Event #3 - Seattle Tradeshow $0 $0 $0 $0 $0 $0 $0 $3,849 $6,940 $0 $0 $0Direct Marketing Q1 Q2 Q3 Q4# Contacts in Database Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 6789 6801 6813 6825 6837 6902 6967 7032 7097 7162 7227 7292

  7. Current Fiscal Goal 6800 6850 6900 6950 7000 7050 7100 7150 7200 7250 7300 7350 Last Fiscal Actual 6434 6439 6495 6517 6548 6578 6609 6639 6670 6700 6731 6761Email Open-Rates by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Drip Campaign #1 12.0% 13.2% 11.5% 21.3% 18.4% 18.3% 17.9% 21.4% 9.3% 8.5% 17.4% 18.5% Drip Campaign #2 9.3% 9.5% 9.7% 9.9% 10.1% 10.3% 10.5% 10.7% 10.9% 11.1% 11.3% 11.5% Drip Campaign #3 8.2% 8.3% 8.4% 8.5% 8.6% 8.7% 8.8% 8.9% 9.0% 9.1% 9.2% 9.3%Email Click-Thru Rate by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Drip Campaign #1 2.8% 2.5% 2.2% 2.9% 3.4% 4.2% 2.4% 5.4% 3.5% 3.2% 4.3% 2.1% Drip Campaign #2 1.9% 2.3% 2.2% 2.6% 2.5% 1.8% 1.4% 1.9% 2.1% 2.2% 2.8% 2.5% Drip Campaign #3 1.4% 1.6% 1.8% 1.4% 1.5% 1.9% 0.9% 0.7% 1.2% 1.5% 1.5% 1.6%# Calls to Direct Mail 1-800 Number Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 85 87 89 91 93 95 97 99 101 103 105 107 Current Fiscal Goal 100 100 100 100 100 100 100 100 100 100 100 100 Last Fiscal Actual 23 29 35 41 47 53 59 65 71 77 83 89Call Center Lead Conversion Rate Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 14.1% 14.3% 14.4% 14.6% 14.7% 14.9% 15.0% 15.2% 15.3% 15.5% 15.6% 15.8% Current Fiscal Goal 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% Last Fiscal Actual 11.3% 11.5% 11.8% 12.0% 12.3% 12.5% 12.8% 13.0% 13.3% 13.5% 13.8% 14.0%Total Leads Acquired from Direct Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 923 929 935 941 947 967 987 1307 1627 1947 2267 2587 Current Fiscal Goal 1000 1000 1000 1000 1000 1000 1250 1500 1750 2000 2250 2500 Last Fiscal Actual 839 845 851 857 863 869 875 881 887 893 899 905Website & Online Marketing Q1 Q2 Q3 Q4Total Unique Visitors Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 24030 24895 25760 26625 27490 28355 29220 30085 30950 31815 32680 33545 Current Fiscal Goal 25000 25000 25000 25000 25000 25000 30000 30000 30000 30000 30000 30000 Current Fiscal Goal 6800 6850 6900 6950 7000 7050 7100 7150 7200 7250 7300 7350 Last Fiscal Actual 6434 6439 6495 6517 6548 6578 6609 6639 6670 6700 6731 6761Email Open-Rates by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Drip Campaign #1 12.0% 13.2% 11.5% 21.3% 18.4% 18.3% 17.9% 21.4% 9.3% 8.5% 17.4% 18.5% Drip Campaign #2 9.3% 9.5% 9.7% 9.9% 10.1% 10.3% 10.5% 10.7% 10.9% 11.1% 11.3% 11.5% Drip Campaign #3 8.2% 8.3% 8.4% 8.5% 8.6% 8.7% 8.8% 8.9% 9.0% 9.1% 9.2% 9.3%Email Click-Thru Rate by Campaign Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Drip Campaign #1 2.8% 2.5% 2.2% 2.9% 3.4% 4.2% 2.4% 5.4% 3.5% 3.2% 4.3% 2.1% Drip Campaign #2 1.9% 2.3% 2.2% 2.6% 2.5% 1.8% 1.4% 1.9% 2.1% 2.2% 2.8% 2.5% Drip Campaign #3 1.4% 1.6% 1.8% 1.4% 1.5% 1.9% 0.9% 0.7% 1.2% 1.5% 1.5% 1.6%# Calls to Direct Mail 1-800 Number Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 85 87 89 91 93 95 97 99 101 103 105 107 Current Fiscal Goal 100 100 100 100 100 100 100 100 100 100 100 100 Last Fiscal Actual 23 29 35 41 47 53 59 65 71 77 83 89Call Center Lead Conversion Rate Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 14.1% 14.3% 14.4% 14.6% 14.7% 14.9% 15.0% 15.2% 15.3% 15.5% 15.6% 15.8% Current Fiscal Goal 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% 15.0% Last Fiscal Actual 11.3% 11.5% 11.8% 12.0% 12.3% 12.5% 12.8% 13.0% 13.3% 13.5% 13.8% 14.0%Total Leads Acquired from Direct Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 923 929 935 941 947 967 987 1307 1627 1947 2267 2587 Current Fiscal Goal 1000 1000 1000 1000 1000 1000 1250 1500 1750 2000 2250 2500 Last Fiscal Actual 839 845 851 857 863 869 875 881 887 893 899 905Website & Online Marketing Q1 Q2 Q3 Q4Total Unique Visitors Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 24030 24895 25760 26625 27490 28355 29220 30085 30950 31815 32680 33545 Current Fiscal Goal 25000 25000 25000 25000 25000 25000 30000 30000 30000 30000 30000 30000

  8. Last Fiscal Actual 12930 13944 14958 15972 16986 18000 19014 20028 21042 22056 23070 24084Total Pageviews Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 72439 73489 74539 75589 76639 77689 78739 79789 80839 81889 82939 83989 Current Fiscal Goal 75000 75000 75000 80000 80000 80000 85000 85000 85000 90000 90000 90000 Last Fiscal Actual 24950 26930 28910 30890 32870 34850 36830 38810 40790 45770 55750 65730Average Pageviews/Visitor Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4 4 4 4 4 4 5 5 5 5 5 5 Current Fiscal Goal 5 5 5 6 6 6 7 7 7 7 7 7 Last Fiscal Actual 2 2 2 2 2 3 3 3 3 3 3 3Average Time of Visitor Session (Min) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 3 3 3 4 4 4 4 4 4 4 4 4 Current Fiscal Goal 4 4 4 4 4 4 4 4 4 5 5 5 Last Fiscal Actual 0 0 0 0 0 0 0 0 1 2 2 3Total Newsletter Subscribers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 903 989 1075 1161 1247 1333 1419 1505 1591 1677 1763 1849 Current Fiscal Goal 1000 1100 1200 1300 1400 1500 1600 1700 1800 1900 2000 2100 Last Fiscal Actual 349 359 405 451 497 543 589 635 681 727 773 819# Premium Content Views Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 478 512 546 580 614 648 682 716 750 784 818 852 Current Fiscal Goal 500 500 500 500 500 500 750 750 750 750 750 750 Last Fiscal Actual 230 247 264 281 298 315 332 349 366 383 400 417Top Website Pages & # Views Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec #1 - "About Us" Page 43920 44392 44864 45336 45808 46280 46752 47224 47696 48168 48640 49112 #2 - "Solutions" Page 27349 28750 30151 31552 32953 34354 35755 37156 38557 39958 41359 42760 #3 - "Test Drive" Page 13204 14950 16696 18442 19188 19934 20680 21426 22172 22918 23664 24410Top Keywords & # Search Hits Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Last Fiscal Actual 12930 13944 14958 15972 16986 18000 19014 20028 21042 22056 23070 24084Total Pageviews Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 72439 73489 74539 75589 76639 77689 78739 79789 80839 81889 82939 83989 Current Fiscal Goal 75000 75000 75000 80000 80000 80000 85000 85000 85000 90000 90000 90000 Last Fiscal Actual 24950 26930 28910 30890 32870 34850 36830 38810 40790 45770 55750 65730Average Pageviews/Visitor Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4 4 4 4 4 4 5 5 5 5 5 5 Current Fiscal Goal 5 5 5 6 6 6 7 7 7 7 7 7 Last Fiscal Actual 2 2 2 2 2 3 3 3 3 3 3 3Average Time of Visitor Session (Min) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 3 3 3 4 4 4 4 4 4 4 4 4 Current Fiscal Goal 4 4 4 4 4 4 4 4 4 5 5 5 Last Fiscal Actual 0 0 0 0 0 0 0 0 1 2 2 3Total Newsletter Subscribers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 903 989 1075 1161 1247 1333 1419 1505 1591 1677 1763 1849 Current Fiscal Goal 1000 1100 1200 1300 1400 1500 1600 1700 1800 1900 2000 2100 Last Fiscal Actual 349 359 405 451 497 543 589 635 681 727 773 819# Premium Content Views Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 478 512 546 580 614 648 682 716 750 784 818 852 Current Fiscal Goal 500 500 500 500 500 500 750 750 750 750 750 750 Last Fiscal Actual 230 247 264 281 298 315 332 349 366 383 400 417Top Website Pages & # Views Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec #1 - "About Us" Page 43920 44392 44864 45336 45808 46280 46752 47224 47696 48168 48640 49112 #2 - "Solutions" Page 27349 28750 30151 31552 32953 34354 35755 37156 38557 39958 41359 42760 #3 - "Test Drive" Page 13204 14950 16696 18442 19188 19934 20680 21426 22172 22918 23664 24410Top Keywords & # Search Hits Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  9. #1 - Keyword Name 458 463 468 473 478 483 488 493 498 503 508 513 #2 - Keyword Name 284 289 294 299 304 309 314 319 324 329 334 339 #3 - Keyword Name 109 114 119 124 129 134 139 144 149 154 159 164Top Referring Sites & # Referrals Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec #1 - Referral Site 1340 1429 1518 1607 1696 1785 1874 1963 2052 2141 2230 2319 #2 - Referral Site 980 984 994 1004 1014 1024 1034 1044 1054 1064 1074 1084 #3 - Referral Site 348 387 426 465 504 543 582 621 660 699 738 777Collateral Q1 Q2 Q3 Q4Total Collateral Created/Updated Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 2 2 2 2 2 2 2 2 2 2 2 2 Current Fiscal Goal 2 2 2 2 2 2 2 2 2 2 2 2 Last Fiscal Actual 1 2 2 0 3 2 4 0 0 1 2 3Total Proposals Created/Approved Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 54 58 47 42 51 61 64 67 53 55 59 67 Current Fiscal Goal 50 50 50 50 50 60 60 60 60 70 70 70 Last Fiscal Actual 24 27 30 33 36 39 42 44 46 48 50 52Total Collateral Downloads by Sales Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 104 102 96 97 94 91 88 91 93 99 104 112 Current Fiscal Goal 100 100 100 100 100 100 100 100 100 100 100 100 Last Fiscal Actual 23 31 39 47 55 63 68 73 78 83 88 93Channel Q1 Q2 Q3 Q4Total # Channel Partners Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4 5 6 6 6 7 8 10 10 10 10 10 Current Fiscal Goal 5 5 5 7 7 7 10 10 10 10 10 10 Last Fiscal Actual 1 1 1 2 2 2 2 2 3 3 4 4 #1 - Keyword Name 458 463 468 473 478 483 488 493 498 503 508 513 #2 - Keyword Name 284 289 294 299 304 309 314 319 324 329 334 339 #3 - Keyword Name 109 114 119 124 129 134 139 144 149 154 159 164Top Referring Sites & # Referrals Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec #1 - Referral Site 1340 1429 1518 1607 1696 1785 1874 1963 2052 2141 2230 2319 #2 - Referral Site 980 984 994 1004 1014 1024 1034 1044 1054 1064 1074 1084 #3 - Referral Site 348 387 426 465 504 543 582 621 660 699 738 777Collateral Q1 Q2 Q3 Q4Total Collateral Created/Updated Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 2 2 2 2 2 2 2 2 2 2 2 2 Current Fiscal Goal 2 2 2 2 2 2 2 2 2 2 2 2 Last Fiscal Actual 1 2 2 0 3 2 4 0 0 1 2 3Total Proposals Created/Approved Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 54 58 47 42 51 61 64 67 53 55 59 67 Current Fiscal Goal 50 50 50 50 50 60 60 60 60 70 70 70 Last Fiscal Actual 24 27 30 33 36 39 42 44 46 48 50 52Total Collateral Downloads by Sales Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 104 102 96 97 94 91 88 91 93 99 104 112 Current Fiscal Goal 100 100 100 100 100 100 100 100 100 100 100 100 Last Fiscal Actual 23 31 39 47 55 63 68 73 78 83 88 93Channel Q1 Q2 Q3 Q4Total # Channel Partners Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 4 5 6 6 6 7 8 10 10 10 10 10 Current Fiscal Goal 5 5 5 7 7 7 10 10 10 10 10 10 Last Fiscal Actual 1 1 1 2 2 2 2 2 3 3 4 4

  10. . Total Channel Parnter Revenues Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $14,389 $15,389 $16,389 $17,389 $18,389 $19,389 $20,389 $21,389 $22,389 $23,389 $24,389 $25,389 Current Fiscal Goal $15,000 $16,500 $18,000 $19,500 $21,000 $22,500 $24,000 $25,500 $27,000 $28,500 $30,000 $31,500 Last Fiscal Actual $3,540 $3,748 $6,384 $7,204 $8,024 $8,844 $9,664 $10,484 $11,304 $12,124 $12,944 $13,764Total Channel Parnter Leads Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 41 45 49 53 57 68 79 90 95 100 105 110 Current Fiscal Goal 50 50 50 50 75 75 75 75 100 100 100 100 Last Fiscal Actual 12 13 15 16 18 19 21 22 24 28 32 36Pricing & Discounts Q1 Q2 Q3 Q4# Sales with Discounts Given Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 23 21 24 17 19 31 25 21 18 15 19 22 Current Fiscal Goal 20 20 20 20 20 20 20 20 20 20 20 20 Last Fiscal Actual 98 95 84 78 71 64 57 50 43 36 29 22Average % of Discount Given Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual 18.0% 17.5% 17.0% 16.5% 16.0% 15.5% 15.0% 14.5% 14.0% 13.5% 13.0% 12.5% Current Fiscal Goal 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% Last Fiscal Actual 12.0% 14.0% 16.0% 11.0% 13.0% 22.0% 14.0% 16.0% 18.0% 35.0% 16.0% 22.0%Total Revenue Discounted Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Current Fiscal Actual $34,596 $32,945 $31,945 $30,511 $29,186 $27,860 $26,535 $25,209 $23,884 $22,558 $21,233 $19,907 Current Fiscal Goal $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 Last Fiscal Actual $28,945 $29,485 $30,025 $30,565 $31,105 $31,645 $32,185 $32,725 $33,265 $33,805 $34,345 $34,885

  11. . Customer Base Value Total Revenue ($) Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal$3,000,000 $700,000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal$2,500,000 $600,000$2,000,000 $500,000 $400,000$1,500,000 $300,000$1,000,000 $200,000 $500,000 $100,000 $0 $0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Expected Sales by Close Month Total Opportunities ($) Current Fiscal Actual Current Fiscal Goal Last Fiscal Actual $2,500,000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal $700,000 $600,000 $2,000,000 $500,000 $1,500,000 $400,000 $300,000 $1,000,000 $200,000 $500,000 $100,000 $0 $0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Cost per Sale ($) Cost per Opportunity ($) Current Fiscal Actual Current Fiscal Goal Last Fiscal Actual $14,000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal $700 $12,000 $600 $10,000 $500 $8,000 $400 $6,000 $300 $4,000 $200 $2,000 $100 $0 $0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  12. . Budget/Total Revenue Ratio (%) Opportunity Age (ave. # days) 8% Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 60 7% 50 6% 40 Current Fiscal Actual 5% 4% Last Fiscal Actual 30 3% Current Fiscal Goal 20 2% 1% 10 0% 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total # Opportunities by Stage Return on Marketing Investment Prospecting Qualification Needs Analysis3000 4% Value Proposition Proposal/Price Quote Negotiation/Review2500 4% 3%2000 Current Fiscal Actual 3%1500 Last Fiscal Actual 2% 2% Current Fiscal Goal1000 1%500 1% 0 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec # of Stalled Opportunities (>30 days) Top Lead Sources & New Leads Webcast Registrations Call Center Conversions Whitepaper Downloads 1600 60 Free Trial on Website Affiliate Channel Partners Tradeshows 1400 50 1200 Current Fiscal Actual 40 1000 Last Fiscal Actual 800 30 Current Fiscal Goal 600 20 400 10 200 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  13. . Total Number of Customers Retention Rate (%) Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal10000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 9000 100% 90% 8000 80% 7000 70% 6000 60% 5000 50% 4000 40% 3000 30% 2000 20% 1000 10% 0 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Expected Lifetime Value/Customers New Customers Acquired58000 16056000 14054000 120 Current Fiscal Actual Current Fiscal Actual52000 100 Last Fiscal Actual Last Fiscal Actual50000 80 Current Fiscal Goal 60 Current Fiscal Goal4800046000 4044000 20 042000 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Average Profit per Customer Customer Satisfaction Surveys Done$4,000 120$3,500 100$3,000 Current Fiscal Actual 80 Current Fiscal Actual$2,500 Last Fiscal Actual Last Fiscal Actual$2,000 60 Current Fiscal Goal Current Fiscal Goal$1,500 40$1,000 20 $500 $0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  14. . Net Promoter Score (%) Impressions by Campaign Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal90% 30000080% 25000070%60% 20000050% 15000040%30% 10000020% 5000010% 0% 0 Campaign #1 - Google AdWords Campaign #2 - Association Banner Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Campaign #3 - Outdoor Bus Shelter Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Cost per Ad Impression/Media Hit Total Media Value (Ad & PR)$0.08 $15,500$0.07 $15,000$0.06 $14,500 Current Fiscal Actual Current Fiscal Actual$0.05 $14,000 Last Fiscal Actual Current Fiscal Goal$0.04 $13,500 Current Fiscal Goal Last Fiscal Actual$0.03 $13,000$0.02 $12,500$0.01 $12,000 $11,500$0.00 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Ad Value Equivalent from PR Ad Spend/Total Media Value Ratio Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal$3,500 120%$3,000 100%$2,500 80% Current Fiscal Actual$2,000 Last Fiscal Actual 60%$1,500 Current Fiscal Goal$1,000 40% $500 20%

  15. . $500 20% $0 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total Ad Impression & Media Hits Analyst Firm Mentions Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal350000 30300000 25250000 20 Current Fiscal Actual200000 Last Fiscal Actual 15150000 Current Fiscal Goal100000 10 50000 5 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  16. . Total Leads by Event Type Total Tradeshows Attended Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 6140120 5100 4 80 3 60 2 40 1 20 0 Event Type #1 - Online Webinars Event Type #2 - Tradeshows 0 Jan Feb Mar Apr May Jun Event Type #3 - Industry Conference Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Key Note Speeches & Webinars Opportunities Won ($) by Event3.5 $35,000 3 $30,0002.5 Current Fiscal Actual $25,000 2 Last Fiscal Actual $20,0001.5 Current Fiscal Goal $15,000 1 $10,0000.5 $5,000 0 $0 Event #1 - Vegas Tradeshow Event #2 - Toronto Tradeshow Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb #3 - Seattle Tradeshow Jun Event Mar Apr May Jul Aug Sept Oct Nov Dec Total Online Events Hosted Total Event Attendees Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 400 9 350 8 7 300 Current Fiscal Actual 6 250 5 Last Fiscal Actual 200 4 Current Fiscal Goal 150 3 100 2 1 50 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  17. . # Contacts in Database Email Open-Rate by Campaign Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal Drip Campaign #1 Drip Campaign #2 Drip Campaign #3 $7,600 25% $7,400 $7,200 20% $7,000 $6,800 15% $6,600 10% $6,400 $6,200 5% $6,000 $5,800 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Email Click-thru Rate by Campaign # Call to Direct Mail 1-800 Number6% 12000%5% 10000%4% Drip Campaign #1 8000% Current Fiscal Actual Drip Campaign #2 Last Fiscal Actual3% 6000% Drip Campaign #3 Current Fiscal Goal2% 4000%1% 2000%0% 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Call Center Lead Conversion Rate Total Leads Acquired from Direct18% 3,000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal16% 2,50014%12% Current Fiscal Actual 2,00010% Last Fiscal Actual 1,500 8% Current Fiscal Goal 6% 1,000 4% 500 2% 0% 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  18. . Total Unique Visitors Total Pageviews40,000 Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 10000035,000 90000 8000030,000 7000025,000 Current Fiscal Actual 6000020,000 50000 Current Fiscal Goal15,000 40000 Last Fiscal Actual 3000010,000 20000 5,000 10000 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Average Pageviews/Visitor Average Time of Visitor Session (Min) Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 8 5 7 4.5 6 4 3.5 Current Fiscal Actual 5 3 4 Last Fiscal Actual 2.5 3 2 Current Fiscal Goal 1.5 2 1 1 0.5 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total Newsletter Subscribers # Premium Content Views Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal 900 2,500 800 2,000 700 Current Fiscal Actual 600 1,500 500 Last Fiscal Actual 400 1,000 Current Fiscal Goal 300 200 500

  19. . 200 500 100 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Top Website Pages & # of Views Top Referring Sities & # Referrals60,000 #1 - "About Us" Page #2 - "Solutions" Page #3 - "Test Drive" Page 4500 400050,000 350040,000 3000 250030,000 200020,000 150010,000 1000 500 0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb - Referral Apr #1 Mar Site May - Referral Site #2 Jun Jul Aug Referral Site #3 - Sept Oct Nov Dec Top Keywords & # Search Hits #1 - Keyword Name #2 - Keyword Name #3 - Keyword Name600500400300200100 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  20. . Total Collateral Created/Updated Total Proposals Created/Approved 4.5 80 4.0 70 3.5 60 3.0 Current Fiscal Actual Current Fiscal Actual 50 2.5 Last Fiscal Actual Last Fiscal Actual 40 2.0 Current Fiscal Goal Current Fiscal Goal 1.5 30 1.0 20 0.5 10 0.0 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total Collateral Downloaded by Sales Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal12010080604020 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  21. . Total # Channel Partners Total Channel Partner Revenues Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal12 $35,00010 $30,000 8 $25,000 Current Fiscal Actual $20,000 Last Fiscal Actual 6 $15,000 Current Fiscal Goal 4 $10,000 2 $5,000 0 $0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total Channel Partner Leads Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal120100 80 60 40 20 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

  22. . # Sales with Discounts Given Average % of Discount Given 40% Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal120 35%100 30% Current Fiscal Actual 25% 80 Last Fiscal Actual 20% 60 Current Fiscal Goal 15% 40 10% 20 5% 0 0% Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Total Revenue Discounted Current Fiscal Actual Last Fiscal Actual Current Fiscal Goal$40,000$35,000$30,000$25,000$20,000$15,000$10,000 $5,000 $0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

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