Model-N Training Session: Enhancing Sales Efficiency

1. Model-N Training Session and Q&A

2. Model N CRM Tool Single Platform for all sales activity Quotes, Opportunities, Registrations Improve Efficiencies & Responsiveness Focus EXAR resources on the right Opportunities Available to all partners for Quotes, Registrations, Opportunities Company Confidential

3. Today’s Topics Login – New URL’s are available Alerts and Notifications Registration process Quotes Search – and Email to Excel Reporting Model N Do’s and Don’ts 3 Company Confidential

4. Login 4 Company Confidential

5. ALERTS How to set up Alerts Recommended Alerts

6. Alerts A Notification is a rule created by a user. An Alert is the result of a notification (or rule). Based on the parameters established by the user in the notification set up, Alertsare sent to the user. The 5 most recent Alertsappear on the Model N Home Page. 6 Company Confidential

7. Alerts Summary

8. Set up Notification Rules

9. Notification Rules ( Contd.) 9 Company Confidential

10. Notification Rules ( Contd.) 10 Company Confidential

11. Recommended Alerts Everyone should have these two notification rules set up Tasks: A task assigned to me has been created/modified Transaction: A transaction has been transferred to me 11 Company Confidential

12. Recommended Alerts based on role Distributor/Rep/Field Sales - My Quote has been reviewed Distributor - My Registration request has been reviewed Rep/Field Sales - A new registration has been forwarded for review Field Sales - A new opportunity has been entered (you can decide the criteria by Part# or value) Field Sales - A Part has been newly quoted Field Sales/Customer Support - A quote has a recommended price and is pending for review Marketing/Field Sales/Customer Support- A quote has been forwarded for review Distributor/Rep/Field Sales - A new quote has been entered and revenue potential is greater than 50k. 12 Company Confidential

13. Registrations How to create a Registration

14. Registrations – Creating 14 Company Confidential

15. Registrations – Creating • Select your Disti company as the channel, then enter one or two characters of the customer name and click GO to search. • Select the customer, then select or enter the Program and Application 15 Company Confidential

16. Registrations –add a customer 16 Company Confidential

17. Registrations – Select a Part 17 Company Confidential

18. Registrations – Form input Once you start the registration, go through the form and fill out as much information as possible, required fields have * 18 Company Confidential

19. Registrations – required fields EXAR Project Status ASP on each device 1st year quantity on each device Branch Rep or EXAR contacts (one FAE, one Field Sales) 19 Company Confidential

20. Registrations - creating When info is complete, click “Save Stay” then “Register” An error message will appear if the information is incomplete – System will tell you what is missing If registration request is successful, you will return to summary screen 20 Company Confidential

21. Registrations -Status 21 Company Confidential

22. Registrations – Status Definitions 22 Company Confidential

23. Registrations- Additional Features • Additional Registration Features: • History Log • Assign Tasks • Copy & Email an Registration • Adding an Attachment • Transferring a Registration to Another User 23 Company Confidential

24. Quote How to create a Quote

25. Creating Quote from Opp/Reg This brings you to the Quote Detail screen. The rest of the process is explained on the “Create Quote” slides 25 Company Confidential

26. Quotes – Create a Quote 26 Company Confidential

27. Quotes – Create a Quote 27 Company Confidential

28. Quote – Create a Quote 28 Company Confidential

29. Quotes – Create a Quote 29 Company Confidential

30. Cheat Sheet for Entering a Quote Quick refresher on how to enter quote in Model N: Create quote from Opportunity/Registration or create quote directly from Quoted tab. On Quote preparation screen Enter Target Cost and Target Resale (Target price for Direct quotes). Click on quote On Quote Detail screen Hit Save and Stay to save your work - required at this point. Enter more information in comments etc. if you have any Click on Megaphone after you have completed all the above steps. **** Clicking Megaphone is very important step - only then Marketing will get alert that your quote needs review.

31. Searching How to search Save search as a Shortcut Email search results to Excel

32. Opp/Reg Summary Screen 32 Company Confidential

33. Opp/Reg Summary Screen 33 Company Confidential

34. Opp/Reg Summary Screen 34 Company Confidential

35. Opp/Reg Summary Screen

36. Save searches as shortcuts 36 Company Confidential

37. Search Results 37 Company Confidential

38. Email – Select Email Address 38 Company Confidential

39. Email – Select File Type Company Confidential

40. Email – Delimiter If Text File 40 Company Confidential

41. Cheat Sheet for Quick Searches To Use Quick Search 1. Choose the first item from the Search drop down box. (The search selection items vary by module). 2. Tab to the next field and enter: A complete name A complete number A partial name or number (wild cards are not needed) Additional search criteria as needed 3. Click “Search”. (NOTE: “Clear” resets the search bar to the default values) 4. For search fields with “?” as the search criteria choose “T”= True “F”= False Quick Search Functions When using Quick Search, strings and numbers use the following operators: < stands for less than <= stands for less than or equal to > stands for greater than >= stands for greater than or equal to | stands for “or” ! (bang) stands for “not” The following examples illustrate the operators: Search for any name starting with the letters “a”, “u”, or “m”: “a|u|m” Search for different Opportunity numbers : 23456|23455|23446|65432 Search for all customers in all cities except those cities beginning with “Santa” (e.g., “Santa Clara”): “!Santa” Note: Complex search string combinations are not supported. For example, the “or” (“|”) is not supported where the search is a “not” (“!”) so two separate search fields would need to be used to return all cities except those beginning with “Santa” or “North”. Date Fields Date fields use the following operators in addition to the previously described string and number operators. The default date format used is MM/DD/YYYY: Date1:date2 – returns all records between Date1 and Date2 (inclusive) Date – returns the records for this date Date Keywords The date keywords are: today yesterday tomorrow

42. Reports How to create a report

43. Reports

44. Reports

45. Reports

46. Reports

47. Does Always search for customer before adding new one Search opportunity by customer and by part#, before creating new one - Check End Customer on search Keep account information up to date Set up the proper Alerts Ask questions of your local super user - E-mail (smart.help@exar.com) Escalation path Rep/Dist Regional Field Sales Customer Support Representative Sales Ops IT 47 Company Confidential

48. Don’t…. … use the ‘BACK’ button of your browser (use ‘Return’) …forget to save early and often …use the “Return” Key when entering text in Next best actions or comments fields 48 Company Confidential

49. Things to remember Make sure to use "New Opp" not "New Reg" if you are creating opportunity for non-registerable parts You can link an Opportunity from a Quote. Can not link a Quote from Opportunity. Cannot edit opportunity if you open Opportunity from Quote Make sure to complete the address on unassigned customers in order to assign correct org FYI on the current Model N Properties set-up: 1.)  Session Timeout = 90 minutes 2.)  Password Expiration  =  60 days 3.)  Maximum days between logins = 60 days.  Account will get locked if you do not login within a 60 day period 4.)  Maximum login attempts  =  5 49 Company Confidential