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ATS Quota/Compensation Plan

ATS Quota/Compensation Plan. Q3 2003 v2. Field Comp program for ATS products. Objective: To incrementally engage and focus on ATS products while maintaining momentum, activity and bookings/revenue activity on McAfee and Sniffer traditional markets. Field Comp program for ATS products .

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ATS Quota/Compensation Plan

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  1. ATS Quota/Compensation Plan Q3 2003 v2

  2. Field Comp program for ATS products Objective: To incrementally engage and focus on ATS products while maintaining momentum, activity and bookings/revenue activity on McAfee and Sniffer traditional markets.

  3. Field Comp program for ATS products Two stage comp model • Quota assigned to AVP’s and RD’s • Sniffer receives Intruvert quota/bookings • McAfee receives Entercept quota/bookings • Reps will not carry incremental quota, but will get paid via spiff • This ensures Sniffer/McAffe reps maintain focus and momentum on main product, while they incrementally engage in ATS

  4. Quota assignment

  5. Compensation Plan Changes- AVP • Current comp plan-60% base/ 40% variable • 40% variable components: • 60% Commissions • 25% Company Performance/Revenue • 15% Profitability/Contribution Margin

  6. Compensation Plan Changes- AVP • Proposed comp plan- 60%base/40% variable • 40% variable components: • 60% Commissions (24%) - Bookings • 10% ATS (4%) - Bookings** • 20% Company Performance/Revenue(8%) • 10% Profitability/Contribution Margin(4%) • Total ATS-derived comp is 17% of variable • 7% commissions + 10% revenue (%) • **In order to receive the 10% ATS portion AVP’s must be at 70% attainment against their ATS quota

  7. Compensation Plan Changes- RD • Current Plan- 50% base/50% Variable • 50% variable components • 80% Commissions • 20% YTD Quarterly Consistency Bonus

  8. Compensation Plan Changes- RD • Proposed plan- 50% base/50% Variable • 50% variable components • 80% Commissions (40%) - Bookings • 10% ATS (5%) - Bookings** • 10% YTD Consistency Bonus (5%) • Total ATS-derived comp is 17% of variable • 7% commission + 10% ATS revenue • **In order to receive the 10% ATS portion RD’s must be at 70% attainment against their ATS quota

  9. Rep SPIFF proposal • Reps will have a SPIFF based on ATS sales • McAfee rep- $75 per HostIPs (Entercept) new license sold • Spiff inclusive of maintenance • McAfee reps spiffed on eligible Entercept sales (not renewal) • One McAfee rep will receive the spiff per Entercept deal • Sniffer reps- $250 per Intrushield 1200 • $750 per Intrushield 2600 • $2,000 per Intrushield 4000 • Spiff inclusive of maintenance • Sniffer reps spiffed on eligible NetworkIPs (Intruvert) sales (not renewal) • One Sniffer rep will receive the spiff per Intruvert deal • In case of multiple sales reps involvement spiff will be split

  10. Rep SPIFF Impact

  11. Pros & Cons: • Pros: • Sniffer/McAfee rep will have incentive tied to ATS. This will put empasis on the new product • RD’s will be responsible for driving the ATS business and the McAfee/Sniffer reps will not loose focus on the Sniffer/McAfee products • No “double bubble” confusion or exposure at therep level • Cons: • Manual process to tract ATS quota performance • Need reps to roll up to RD in the commission system • Mid-quarter change in comp plan

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