Performance Enhancement for Sales & Project Management - Overview of RainMaker –

1. Performance Enhancementfor Sales & Project Management- Overview of RainMaker –

2. Agenda • Current Status • Introductions • Overview of RainMaker capabilities • Product Overview of RainMaker • Summary - Next Steps Confidential and Proprietary information for internal Microsoft SMSG use only

3. Replicate Rainmakers Track Measure - - - - - - - - Best Practices - - - - - - - - Identify Capture Systematize Improve Coach • What do top-producers or Rainmakers do well? • 1. Qualify Sales Opportunities • 2. Manage Qualified Opportunities to Closure • 3. Communicate effectively with Decision Makers Confidential and Proprietary information for internal Microsoft SMSG use only

4. 1. Qualify -- 2. ManageQuality + Proximity = Revenue Predictability Quality Weighted Qualification Score via Client Alignment Parameters (CAPS) Imaging Technologies Engineering Polymers Nutrition & Health Solutions Solution 1 Solution 2 Solution 3 Proximity Best Practice Sales Steps & Project Mgmt. Steps Markets … Confidential and Proprietary information for internal Microsoft SMSG use only

5. 3. Communicate EffectivelyBuyer Views Confidential and Proprietary information for internal Microsoft SMSG use only

6. Real-Time Sales Guidance • Rules-based guide through best practices • 7x24 Analysis of Opportunities • Each Opportunity is analyzed to determine if the Rainmaker’s best practices are being followed • Sales rep is provided with prompts and suggestions to improve their likelihood of winning Confidential and Proprietary information for internal Microsoft SMSG use only

7. Revenue by Phase: All Solutions Drill-Down NOTE: Highlighted cells illustrate the following conditions: CAP Score of 50% or less; DRM = No; ATB = No. Confidential and Proprietary information for internal Microsoft SMSG use only

8. Sales Cycle Analysis – by Step For a Win, Selling Solution “X”: Days to complete each sales step (Example: start to completion of 1a = 4 days) Days from the completion of each sales step to the close date? End of 1a to Close = 74 Days Confidential and Proprietary information for internal Microsoft SMSG use only

9. Profiles in Action Solution “X” Market “Y” Sales Rep “Joe” Competitor “Z” CAP Score Position in Sales Process Days to Close from Milestone 3B >70% • For each Sales Milestone: • Order the Milestones were Completed • Timing of when Sales Milestones Completed • CAPS marked: • YES • NO • UNKOWN Winning Profile 89% Winning In 23 Days • Predictability: • True Probability of Close based on statistics Confidential and Proprietary information for internal Microsoft SMSG use only

10. Sales Coaching 1 Qualifying and gaining access to key buyers 2 Overcoming objections, competition or presenting a solution that meets buyers needs 3 2 1 3 Gaining commitment, asking for the order, dealing with decision fear • Compare progress through the sale with the Rainmaker to identify coaching areas for each rep Potential Coaching Areas Confidential and Proprietary information for internal Microsoft SMSG use only

11. Operational-ize Sales & Project Management Process • Best Sales / Project Management Practices • Identify and capture Client’s Best Practices • Automate and deliver to entire sales force • Incorporate existing sales and project mgmt materials • Track, Measure and Analyze Sales & Project Cycle • By Account Manager, Solution, Market, Competitor • Single Forecast based on statistical history • Capable of managing multiple sales processes Confidential and Proprietary information for internal Microsoft SMSG use only

12. What RainMaker will Deliver to: Account Managers • Best Practices of top producers • How to pick the best opportunities to pursue • What are the fastest, most effective steps to: • Close a sale • Manage a Project • Real-time Sales Mentor • Rules engine provides reps with guidance to improve their position in each sale based on best practices • Quarterback Game Plan • Team based sales – assign and track assignments • Simplified Forecasting • Centralized Pipeline / Forecast based on Client metrics Confidential and Proprietary information for internal Microsoft SMSG use only

13. What RainMaker will Deliver to:Sales Management • Improve Sales Productivity • Objective qualification scores = Account Managers pursue opportunities with highest likelihood of success • Best practices for action steps to complete sales process and manage the project • Improve Forecast & Account Plan Accuracy • Based on Client’s best practice metrics and sales methodology • More accurate time line to closure for each opportunity • Sales Performance: Analysis and Coaching • Analyze each opportunity for each rep vs. best practices Confidential and Proprietary information for internal Microsoft SMSG use only

14. RainMaker Position • Best practice sales methodology • Interface with SFA • No duplicate data entry • Real time sales guidance • Where can you make adjustments to improve likelihood of success • Enhanced Revenue Predictability • Using Client’s metrics Sales Methodology SFA / CRM Confidential and Proprietary information for internal Microsoft SMSG use only

15. Maximize Client Yield A = Active Sale P = Potential Sale Confidential and Proprietary information for internal Microsoft SMSG use only