Sales session Milan, January 08, 2015

Agenda Professional Services Sales Process Sales Documents Global Authorization Specific Authorization End User Statement End User Certificate

1. Professional Services IT Training & additional training modules Local Support Expanded support & follow up

Agreement negotiation 2. Sales Process Pre Sales Activity Agreement negotiation Contract signature Delivery Post sale Follow up Contact Management Periodical follow up: internal reporting Update Sugar with FAE’s and Sales Reports Commercial terms but ALSO: legal, logistic and timing clauses Update Opportunity in Sugar with Offers “Audit” the process: sales documentation “Audit” the process: completion of the activities and final documentation Update Sugar with Final documentation “Audit” the process: invoicing and credit collection [license validity] Follow up: periodical follow-up. How to? Client Satisfaction Pre Sales Activity: how to implement a single EndUser and Contact list. How to trace the activity performed on all the contacts? -> CRM SW? Agreement Negotiation: check that what discuss with the customer is achievable. There are the necessary time to arrange the delivery? Which document are required? Which financials conditions are “not standard” and should be approved? Which special documentation is required? Is our standard documentation set accepted by the clients or we should involve our legal dept? Contract Signature: Audit the process. Do we have all the required documentation according to our procedure? Can we proceed with the invoicing process? Can we ask to Op. Manager to schedule the delivery? Delivery: Prepare the field for the FAEs activity. Verify that everything is running smoothly, constant check that all the activities are perfomed on time as per the contract. Verify that the documentation is prepared and issued accordingly. Post Sales: Audit the process. Ist the whole documentation set complete? Can we issue a final license file? When I will follow up on that client?

RCS Delivery/Ac ceptance Certificate General Terms and Conditions 3. Sales Documents   NDA HT Offer / Confirmed PO  EULA EUS / EUC EUS Brokerag e Letter Dealer Agreement RCS Delivery/Ac ceptance Certificate General Terms and Conditions 3.1 Direct Sale  - 3.2 Direct Sale + agent/broker 3.3 Channel Partner (dealer/reseller) 3.4 “single-deal” Partner (occasional dealer/reseller)

4. Global Authorization Obtaining a Global Authorization we can freely export RCS in the 42 countries that subsribed Wassenaar Arrangement

5. Specific Authorization REQUIREMENTS AUTHORIZATION EXPORTATION Confirmed PO/Contract EULA EUS The committee that authorizes the exportation is convoked once a month to decide which exportation of dual use goods can be approved Allowed immediately after the authorization, approximately within 45/60 days from the request It implies that in any Sales Offer must specify “Subjected to Export Authorization”

6. End User Statement Mandatory for any sale subjected to both Global or Specific Authorization Headed paper, signed and stamped

7. End User Certificate Only if required by the Committee Headed paper, signed and stamped by a Governmental Authority of the country of the End User In our case, since our End Users are Governmental Agencies, the two format are equivalents