Highlights

1 Q1 finished 5% above goal

2 Q2 forecast to exceed target by 12%

3 SMB Pipeline Velocity running 20% higher than expected

Challenges
SUMMARY 1 New rep ramp too long at 78 days vs 45 (plan)

2 Strategic Disc Ray deal in jeopardy

Call to Action
1 Adjust sales plan for longer ramp & bring forward 2 Q4 rep hires

2 Uncover Disc Ray merger partner - turn loss into expanded win

OpsPanda| Sales Board of Directors Deck

 Q1 RECAP

Q1 Q1 Q1 Q1 Croix None Croix

actual goal actual goal
20%
30% 20%

40% 65%
$3.3M
$3.0M
$235k vs. $250k 10% 15%
Other Other
Nickel Nickel
Systems Systems

Net New Revenue

Net New Revenue Competitive Wins Competitive Losses
Per Ramped Rep

OpsPanda| Sales Board of Directors Deck

 NET NEW REVENUE
$4.0M

Actual

$3.3M $3.6M
$2.9M
$2.3M
$3.0M

$2.7M Goal

$2.1M
$1.5M

$1.3M

Q2 Q3 Q4 Q1 Q2

OpsPanda| Sales Board of Directors Deck

 STAGE 1: QUALIFICATION
$120k

STAGE 2: DISCOVERY
$5,290k

STAGE 3: VALIDATION
Q2 SALES
-2% $7,080k $7,200k*
PIPELINE vs. GOAL
STAGE 4: PROPOSAL
+10% $4,080k $3,700k*

WON
+11% $750k $675k*

*Target pipeline by stage at this point in quarter

OpsPanda| Sales Board of Directors Deck

 % of Reps Making Plan

83% 85%
81%
65%

Q2 Q3 Q4 Q1 Q2

OpsPanda| Sales Board of Directors Deck

 STANDARD ELECTRIC: $228K

WESTERN RESOURCES: $211k

AMG: $204K [Internal alignment off-sight 5/1]

MCDERMOTT & ROMAN: $198k [Pause for 5/15 budget approval]

BLUE SKY INTERNATIONAL: $160k

TOP 10
DEALS in Q2 TOPLINE: $145k [Champion moved in reorg and now budget issues]

SCHUSTER IN-MARK: $145k

DISC RAY: $131k [In merger talks]

PRO GROUP: $26k

MICHIGAN MOTORS: $21k

OpsPanda| Sales Board of Directors Deck

 Q2 ACTIVE HIRING PIPELINE
Hiring pipeline on track to meet plan
Pricing pressure increasing 30 rejected
Moderately attractive applicant pool (17) experience
(9) technical expertise
(4) cultural

Phone Screens Offers

4
15 3 6 2
[vs. goal of 5]

Applicants Interviews On-boarded

5 declined
(4) compensation
(1) promoted

OpsPanda| Sales Board of Directors Deck

 NEW REP RAMP TIME

78 Days
65 Days
60 Days

52 Days 53 Days

Q2 Q3 Q4 Q1 Q2

OpsPanda| Sales Board of Directors Deck