Sonoma Partners Life Sciences Manufacturing Overview 2016

Mega-Trends We’re Seeing in Manufacturing eCommerce and Internet increasing competitiveness B2B customers embracing B2C expectations (portals & self-service) Companies looking for “best of breed” technology solutions

How Manufacturers Can Move Forward Create differentiated customer and distributor experiences (personalized and self-service) Run, don’t walk, to embrace new selling models Make sure software systems can meet future business needs

CRM for Life Sciences Manufacturing Sales Performance Management Supplier & Customer Experience Sales Efficiency Process & guidance Mobile access to customer and ERP data Selling smarter (predictive) Internal collaboration / customer success stories Complex quoting Dashboards Activity tracking and measurement Metrics and KPIs Focus on strategic & profitable customers Web-based portals for order status, case management and self-service Joint supplier sales and closed loop marketing Highly personalized experiences Should add some content in Sales Efficeny about quoting

26% 32% 26% 30% Typical Improvements for Manufacturing Companies* Sales Productivity Improvement Opportunity Volume Increase Sales Cycle Time Decrease Productivity Increase from Mobile 26% 32% 26% 30% * Customer Relationship Survey conducted from October 2011 to March 2015 by an independent third-party Confirmit, Inc.

Sonoma Partners Life Sciences - Manufacturing Clients

Medline The Result: The Solution: The Challenge: About Medline: Customer Success Story The Result: Users can access CRM in the field and while meeting with customers to provide accurate real-time data. Consistent business processes to provide customers with a streamlined, informed sales experience. The Solution: Microsoft Dynamics CRM (On-Premise) for salesforce automation, marketing, and customer services. Custom iPad app for 1,200 field-based salespeople to manage opportunities. The Challenge: About Medline: Limited visibility into their customer and opportunity base without an existing CRM system or process. Sales team struggled to upsell and cross-sell to existing customers without access to cross-department data. Based in Mundelein, IL, Medline manufactures and distributes over 350,000 products to healthcare providers, including hospitals, surgery centers, physician’s offices, extended care facilities, and consumer sales. Medline Project Fast Facts: # of employees: 9,000 # of users in deployment: 1,500 Platform: Microsoft Dynamics CRM (On-Premise) + Custom iPad App