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Morris Tech Meetup September 10, 2014 Fairleigh Dickinson University

Morris Tech Meetup September 10, 2014 Fairleigh Dickinson University. Jim Tousignant Executive Vice President Sales and Business Development Scivantage , inc. 30+ Years of tech Entrepreneurship. Scivantage - EVP, Sales & Business Development PositiveTALK - co-founder and CEO

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Morris Tech Meetup September 10, 2014 Fairleigh Dickinson University

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  1. Morris Tech MeetupSeptember 10, 2014Fairleigh Dickinson University Jim Tousignant Executive Vice President Sales and Business Development Scivantage, inc.

  2. 30+ Years of tech Entrepreneurship • Scivantage - EVP, Sales & Business Development • PositiveTALK - co-founder and CEO • Ultimate Escapes - co-founder and CEO • Thomson Financial - Managing Director, GSAM • Morgan Stanley - EVP, E-Commerce & Business Development • Multex.com– co-founder and President • ADP Brokerage Information Services– VP Sales • Multex Software – VP Sales • Cheyenne Software – VP Marketing • Mirror Images Software – co-founder and CEO (c) Scivantage, Inc. 2014

  3. Multex.comco-founder and President • Raised $55 million in venture capital from leading venture capital and strategic investors, including ADP, America Online, AT&T Ventures, Chase Venture Capital, Euclid Partners, Flatiron Partners, GE Capital, Mellon Ventures, RR Donnelley, Reuters America and SoftBank Ventures. • Completed $40 million IPO in March 1999, achieving post-IPO market cap of $1.4 Billion. • Raised $50 million in post IPO capital from Merrill Lynch and Munder Net Net Fund. (c) Scivantage, Inc. 2014

  4. Multex.comco-founder and President • Completed several strategic acquisitions, including MarketGuide, Sage Online, BUZZ and Research Data Group. • Managed global team of 100+ sales, marketing, business development professionals in NY, London and Hong Kong. • Signed 40+ online distribution partnerships with major financial information and media companies, including ADP, America Online, Bridge, Bloomberg, CBS Marketwatch, CNNfn, Disclosure, Dow Jones, Quicken, Reuters and YAHOO. • Generated $100 million annual revenue, positive EBITDA and operating profitability. (c) Scivantage, Inc. 2014

  5. Thomson FinancialManaging Director, GSAM • Responsible for $500 Million in annual revenues from Top 50 Global clients, including Merrill Lynch, Goldman Sachs, Morgan Stanley, Deutsche Bank, etc. • Started and built Thomson Financial’s first integrated global sales and account management team • Managed global team of 150 sales executives and account managers in US, Europe and Asia • Closed two largest deals in the history of Thomson and the Financial Information Services market: $300 Million deal with Merrill Lynch and $200 Million deal with Wachovia Securities (c) Scivantage, Inc. 2014

  6. Scivantage Overview • Founded in 2000; 250+ employees • Proven expertise in online brokerage, wealth management and tax & portfolio reporting • Focus on delivering business insights and actionable information that helps automate and streamline the way financial institutions, financial professionals and their clients transact business • Raised $50+ Million in capital • Edison Ventures • BBH Private Equity (c) Scivantage, Inc. 2014

  7. Scivantage client base • Industry-leading client list, including: • 12 of the top 24 Online Brokerages • 2 of the top 3 Independent Brokerages • 6 of the top 8 Full service/Regional Brokerages • 3 of the top 7 U.S banks • #2 asset management firm in the world • 3 of the top 9 Prime Brokers CONFIDENTIAL - Scivantage Inc. 3/19/14

  8. Scivantage client base CONFIDENTIAL - Scivantage Inc. 3/19/14

  9. Scivantage products (c) Scivantage, Inc. 2014

  10. Scivantagefintechincubator program (c) Scivantage, Inc. 2014

  11. background • Innovation is accelerating in private and corporate incubator and accelerator programs throughout US, Europe and Asia, but few programs focus on FinTech • FinTech market is lagging new product innovation relative to other industries and market segments – prime for disruption! • NYC is largest Financial Services market in US/Globally • Financial Services is #1 source of jobs in NYC • Technology is now #2 source of jobs in NYC • NYC/NJ has large and growing base of entrepreneurs, venture capital firms and angel investors • Creating a ScivantageFinTech Incubator Program in NY/NJ fills critical gap of innovation and leverages huge pool of entrepreneurs, venture capital firms, angel investors and corporate clients/sponsors in NY/NJ (c) Scivantage, Inc. 2014

  12. Fast Growth of Incubators/Accelerators (c) Scivantage, Inc. 2014

  13. Possible Incubator projects • MOBILE FinTechApps • SOCIAL FinTechApps • Big Data and FinTech Analytics • Online Trading Apps and Analytics • Online Banking Apps and Analytics • New Electronic Financial Markets • Disruptive Financial Services Models • Cloud Enabling Technologies • Regulatory/Compliance/Security • Payments/Processing • High Speed Secure Messaging/Infrastructure • CrowdFunding & Collaboration Platforms • Other FinTech Products & Services (c) Scivantage, Inc. 2014

  14. Benefits of FinTech Incubator • Advice/mentoring from experienced FinTech entrepreneurs • Access to shared office/lab/conference space in NJ/NYC • Access to content, technology and hosted cloud services • Access to Seed Capital • Leverage NJ/NYC Silicon Alley VCs & Angel Investors • Leverage Scivantage Financial Institutional Client Base • Leverage Corporate and University Partnerships • Access FinTech Entrepreneurs Network (c) Scivantage, Inc. 2014

  15. Leverage Stevens Campus & facilities (c) Scivantage, Inc. 2014

  16. Leverage Stevens Institute of Technology • Office of Innovation and Entrepreneurship • Systems Engineering & Enterprise Management • Technology Commercialization • New Jersey Tech Meetup on Campus • Stevens Faculty • Stevens Students • Stevens Alumni (c) Scivantage, Inc. 2014

  17. scivantagefintech incubator • Promote Incubator Program to Stevens faculty, students, alumni, Scivantage clients/employees, NYC/NJ entrepreneurs, venture capital firms, angel investors, etc. • “Pitch Days” targeting 8-10 pitches per event • Select Top 1-2 Pitches Per event • Provide space, executive mentoring and $25K seed capital per selected project • Scivantage obtains “preferred rights” to market/distribute new FinTech products • Scivantage and Incubator Sponsors have right to participate in future funding rounds (c) Scivantage, Inc. 2014

  18. Incubator Sponsorship Program • $50,000 annual fee per corporate sponsor • Preferred commercial terms to use software and technology within corporate Sponsor’s business • Preferred early access to latest innovation from Incubator entrepreneurs and projects • Ability to have Sponsor employees participate in program and potentially be selected (promotes innovation and helps attract and retain “technology superstars”) • Participation by Sponsor’s business & technology executives as voluntary “mentors” to incubator entrepreneurs • Opportunity to invest in Incubator companies in Seed or A round (at corporate Sponsor level or qualified accredited investor) (c) Scivantage, Inc. 2014

  19. Sales is the key to building a successful technology business

  20. How Much Have You Sold? • Have you sold $1 million? • Have you sold $10 million? • Have you sold $100 million? • Have you sold $1 billion? (c) Scivantage, Inc. 2014

  21. Salespeople today are increasingly overworked, stressed, fearful and nervous. The skills learned in school or on the job years ago are NOT applicable in today's ever changing global market. (c) Scivantage, Inc. 2014

  22. Most salespeople don’t know what their real problems are and often clueless about the best solution (c) Scivantage, Inc. 2014

  23. As a result, most salespeople massively underperform their sales potential (c) Scivantage, Inc. 2014

  24. Most salespeople want to make major changes in their sales career and life, but don’t know how. (c) Scivantage, Inc. 2014

  25. Most salespeople FAIL to achieve sales success and financial wealth, regardless of industry or product. And, most new businesses FAIL: • 50% of all businesses fail within 1st year • 80% of all businesses fail within 5 years • 96% of all businesses fail within 10 years (c) Scivantage, Inc. 2014

  26. Sales Drives Business Success • Sales are the lifeblood of any business • Salespeople are the MOST important asset in any business. • The best companies have the best salespeople. • More CEO’s of Fortune 500 companies come from the rank of sales than any other function. (c) Scivantage, Inc. 2014

  27. Sales Drives Wealth Creation • 74% of self-made millionaires are entrepreneurs, and many are sales focused (Steve Jobs, Steve Ballmer, Marc Benioff, etc.). • 10% of self-made millionaires are business executives, many from the sales ranks • 5% of self-made millionaires are salespeople who work for other companies all their lives. (c) Scivantage, Inc. 2014

  28. Pareto’s Principle in Sales • Top 20% of salespeople make 80% of all sales. • Top 20% of salespeople make 80% of all sales income. • Top 20% of salespeople earn 10X+ more income on average that salespeople in the bottom 80%. (c) Scivantage, Inc. 2014

  29. Pareto’s Principal in Sales • Top 20% of the top 20% (Top 4%) earn 80% of all sales income from the top 20% of salespeople. • Top 4% of all salespeople earn 64% of all sales income. • Do you want your salespeople to be in the Top 20% (or Top 4%), or the bottom 80%? (c) Scivantage, Inc. 2014

  30. Why do top salespeople outsell the average salesperson by 10 to 1? (c) Scivantage, Inc. 2014

  31. Are top sales performers 10 times better, 10 times smarter or work 10 times longer? (c) Scivantage, Inc. 2014

  32. Is Selling Luck or Skill? (c) Scivantage, Inc. 2014

  33. Is This How You Sell? (c) Scivantage, Inc. 2014

  34. Or Is This How You Sell? (c) Scivantage, Inc. 2014

  35. What Are You Trying to Sell? (c) Scivantage, Inc. 2014

  36. Who’s to Blame for Poor Sales Results? (c) Scivantage, Inc. 2014

  37. How Important is Attitude in Sales? (c) Scivantage, Inc. 2014

  38. How Important is Honesty and Integrity? (c) Scivantage, Inc. 2014

  39. Are You Building Long-Term Client Relationships? (c) Scivantage, Inc. 2014

  40. Do You (Really) Know Your Customer? (c) Scivantage, Inc. 2014

  41. 20% of becoming a Millionaire Sales Entrepreneur is mastering sales “mechanics” (prospecting, qualifying, asking questions, presentation, overcoming objections, closing) (c) Scivantage, Inc. 2014

  42. 80% of becoming a Millionaire Sales Entrepreneur is mastering “sales psychology” (c) Scivantage, Inc. 2014

  43. Psychology Matters More Than Mechanics 105 Career Professional Wins 78 Career PGA Tour Wins (#2 in history) Ranked #1 Golfer in World in 2013 Ranked #1 Highest Paid Athlete in World in 2013 by Forbes $78 million in 2013 earnings From December 2009 to April 2010, Tiger Woods took leave from professional golf to focus on his marriage after admitting infidelity. This was followed by a loss of “psychology” and golf form, and his ranking gradually fell to a low of #58in November 2011. (c) Scivantage, Inc. 2014

  44. Where should you FOCUS? • Sales Mechanics? (prospecting, qualifying, presentation, overcoming objections, closing) • Sales Psychology? (attitude, beliefs, self image, self esteem, customer psychology, overcoming fear of failure/rejection, etc.) (c) Scivantage, Inc. 2014

  45. Salespeople who are just 1% better on a consistent basis can generate 10x more sales (c) Scivantage, Inc. 2014

  46. Small Changes Create Big Results 1% Solution– small changes in your thinking, actions and ability can results in ENORMOUS differences in results. (c) Scivantage, Inc. 2014

  47. Examples: • Horse wins race by a “nose” and earns 10X the purse winnings that 2nd place horse earns • Baseball players who get 1 extra hit in 12 at bats earn millions of dollars more in annual salary (3 of 12 = .250 batting avg) (4 of 12 = .333 batting avg) (c) Scivantage, Inc. 2014

  48. Sales is a “WINNER TAKE ALL GAME” - small advantages can help you WIN consistently, putting you in the top 20%, then top 4% and eventually top 1%. (c) Scivantage, Inc. 2014

  49. 1 Degree Changes Everything • Making a 1 DEGREE change in key areas of your life will have DRAMATIC, positive changes in your sales, profits, client satisfaction, wealth, health and fulfillment. • Water turns to steam at 212 degrees (not 211) (c) Scivantage, Inc. 2014

  50. Change is a MUST. If you keep doing what you’ve been doing, you keep getting what you’ve been getting. (c) Scivantage, Inc. 2014

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