1. The Best Business Operating System in Adriatic Region

2. Turning data into profit www.datalab.eu Where are we better? Datalab Value Propositions More than 20.500 users in region Fully localized business operating system (in local language and aligned with state laws) ISACA Certified (Information Systems Audit and Control Association) Local Partner support 102 partners, 374 certified consultants Support for VPN tunnelling Staff training program Control expense Licences model tailored to customer needs Ease of use Self-intuitive user interface with special help Wizards Video and text How-To instructions

3. Turning data into profit www.datalab.eu Datalab Adriatic Footprint PANTHEON™ Team Datalab develops; subidiaries resell, support partners and localize; partners sell, implement and support end users. 75 SIS Partners (Sales, Implementation, Support) 107 DEV Partners (Development) 443 ACC (Accounting) partners providing accounting services in PANTHEON™ Corporation Headquarters in Slovenia Subsidiaries in Croatia, Serbia, Montenegro, Bosnia and Herzegovina, Macedonia, Bulgaria

4. Turning data into profit www.datalab.eu Selling vs Order Taking I Give Customers Exactly What They Ask For Is it possible to discuss PRICE and TECHNICAL DETAILS even if you know nothining about the products? RESULT: Customers and Salesmen conspire to waste eachother’s TIME and MONEY

5. Turning data into profit www.datalab.eu Complex Consultative Selling Defined By >3k€, then >30K€ Need to Justify Decision Criteria/Process Multiple Decision Makers Roles: User Buyer Will get value from solution Technical Buyer Will worry about details Financial Buyer Balances unrelated value/€

6. Turning data into profit www.datalab.eu Decision Process 1.Do I have a problem? 2.Is my problem a need to be fixed soon? 3.What would the world look like after a perfect solution? 4.Review of solution proposals (Propose) 5.Decision (Close) Complex, Consultative selling maps decision theory and listening theory

7. Turning data into profit www.datalab.eu Step 1. Agree on the Problem Consequences if Skipped: Customer will not buy even if free– you just waste their time and demonstrate poor understanding. Technique: Ask questions about how their business works Ask about yesterday so that ‘real’ vs ‘on-paper’ realities are identified Tip: Never ask what their problems are– let them discover them during the conversation.

8. Turning data into profit www.datalab.eu Step 2. Agree on the Needs Consequences if Skipped: Note every problem should be solved Customer not willing to ‘invest’ therefore ‘price’ becomes a problem later Technique: Ask about the consequences on not fixing the problem. Test social impacts (trust, disruption cascade, etc) Tip: Never argue with their perception of the impact.

9. Turning data into profit www.datalab.eu Step 3. Imagine Perfect World Consequences if Skipped: No basis for evaluating solutions, so decisions stall. Technique: Conditionally test the business goals of problem elimination without predicting technology Tip: Be prepared to ‘qualify out’ if your technology will not produce most of this perfect world– you will get them next time.

10. Turning data into profit www.datalab.eu Step 4. Propose Your Solution Consequences if Skipped: People are not sure if your promises are credible Technique: Compare your solution point by point to the ‘perfect world’ (step 3) Tip: Proposals should resonate with all decision makers. Don’t require that they read all details to understand.

11. Turning data into profit www.datalab.eu Step 5. Close the Deal Consequences if Skipped: If you are favored, each day is another opportunity for a competitor to change their mind. Technique: Ask for the order and SHUT UP. Tip: Only one ‘close’ but lots of condition closes (if…. then you would….)

12. Turning data into profit www.datalab.eu Profiling Technology Adoption Technology is adopted over time by different groups Industries, Companies, and Individuals can have unique Leader vs Follower characteristics Leaders Followers

13. Turning data into profit www.datalab.eu Leader vs Follower (part 1) Leaders want: To change the rules of the game To have an advantage over others To grow, profit, and expand. To take risks that have big rewards Followers want Simple, minimal change Proven, modest value at very low cost References, Reputation, Stability Blue Ray DVD

14. Turning data into profit www.datalab.eu Leader vs Follower (part 2) Offering must mature with your market or you must find new markets. Not the same product for both groups. Leaders are more rare. In a recession they are very rare, but definitely exist. Trend of Maturity: Technology -> Industry Insider Feature and Flexibility -> Best Practices Opportunity -> Avoid Expenses Engineering -> Sales

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17. Turning data into profit www.datalab.eu Pantheon ERP and Customer Relationship ERP/Accounting: Real Impact to their Business & information source of all ROI The highest trust relationship need: data sensitivity & critical to company ongoing operation Impossible to make rational decisions without great sales: Local support is a key need.