1. SalesNOW from AT&T Meet the Executives Deck
Presented to: Key Executives
Presented by: Jessica Haney
Date: 11/2010

2. Agenda Brief Introductions Project Review and Highlights – From AT&T
Project Review and Highlights – From SalesNOW
Programs and Roadmap
Special Thanks!!!
Round-table: Feedback from AT&T Execs
Back-up Slides
Pitch Slides
Process Diagrams
Detailed Communications Plan

3. Project Review and Highlights From AT&T Team
SalesNOW from AT&T
Project Review and Highlights
From AT&T Team 3

4. SalesNOW from AT&T – Available 11/9
SalesNOW is a Contact & Deal Management Solution – CRM/SFA
Designed specifically for use on web and with BlackBerry & iPhone *Android, Windows and iPad 1H2011
Features for Mobile Solutions:
Contact Management
Company Tracking
Lead Management
Deal Management
Activity Reporting
Sales Reporting
Potential Benefits:
Improve Sales Rep Effectiveness
Improve Sales Manager Visibility
Reduce the Reporting Burden
Price: $19.95 / user / month
Picture 4
Full access to key customer data
Includes robust reporting capabilities, such as funnel management
[short explanation of the feature shown.]

5. SalesNOW from AT&T Launch Status
Launch at a glance…
Product
Contract
Testing
Training
External Marketing
Launch
SalesNOW from AT&T
Signed *
Complete
In Legal Review
11/9/2010
Key Milestones
Title
Task Status
Est. Completion Date
Actual Completion Date
GP0
Completed
7/26/2010
GP1
8/20/2010
GP2a
9/28/2010
SARA
9/30/2010
10/1/2010
GP2b
GP2c
SID/SOC
10/27/2010
CAGF
10/28/2010
GP4
In Progress
11/5/2010
From GP1 to Launch in under 2.5 months!!!
GREAT WORK TEAM!
Item
Charge Type
Pricing
Discounting
Revenue Booking
SOC - SalesNOW1
MRC
$19.95/user/month
No discounts available
Wireless, Data Revenue

6. SalesNOW from AT&T – Information
Description:
SalesNOW is a robust, fully-hosted, affordable contact and deal management tool specifically designed for use on the mobile device and Internet.
Allows individuals and businesses to - stay organized, track your data and manage ALL aspects of the sales-cycle. Real-time. Anytime. Anywhere.
Stay connected and eliminate fire drills. SalesNOW offers 360 deg visibility and reporting from the palm of your hand…
Discovery Questions:
Do your sales representatives spend time on the road?
Do you need to share your sales information?
Do you need better sales reporting?
Do you need to manage your leads better?
Do you need to keep a record of your sales activities?
Do you need to better manage your deal flow and sales funnel?
Target Industries:
SalesNOW is targeted at all verticals and segments, with a primary focus on SMB
ANY company with a field-sales force
Target Audience Titles:
VP/Director of Sales
Any Sales Management
Device Platforms:
BlackBerry, iPhone and Web Today
Windows , Android and iPad planned 1H2011
Offer Manager: Jessica Haney (jh684x)
High-level partnership terms - SalesNOW:
ALL mutual customers are billed by AT&T
Free Training provided for customers & sellers
40% Margin on sale
D1 compensation
$19.95/month - one AT&T SOC
Fully-hosted, supported by SalesNOW
Tier II & III provided by SalesNOW
Solution availability and Sales Process:
Available for direct sale through Phoenix
ALSO AVAILABLE ON SALESNOW.COM
Current SalesNOW selling statistics:
Average Size of SalesNOW account - 17 users Median Size of SalesNOW account - 12 users Range of Account Size - 1 user to over 500 users Average # of new users per month - 1,450
How to learn more:
On-going Training hosted by AT&T and/or SalesNOW
&
OIL, MACteamUS, myCSP, etc

7. Resources Available at Launch
Collateral:
External:
Flash Video
Product Brief
Customer Presentation er
Internal:
Sales Training Deck
Job Aid / FAQs / Elevator Pitch
Podcast
Demos / Trials:
Customer Trials:
30-Day free trial AVAILABLE NOW
MAC / Seller Demos:
To be available 10/29 via AT&T demo site and/or
On-line Content:
(avail. 10/29)
Internal: OIL, MyCSP, My Mobility Toolkit, MACTEAM.US (11/9)
Training/Awareness:
Field Marketing Alignment Call (10/20)
Channel Activation Governance Forum (10/28)
Sellers (Cross Segment): Mobility Monday Seller Forum (10/25)
MACs (10/29)
SBAC:
Rivenbark All Hands call (10/8)
National Call (10/15)
PEP Call (10/18)
Bolton All Hands Call (10/21)
Solution Provider Channel (10/28)
Virtual Sales Center (Nov)
PCG
Communications:
External Communications: PR (Date TBD)
Internal Communications: Sales Advisory, Special Mobility Bulletin, Weekly Bulletin, AT&T Insider, Leadership Brief, Segment Newsletters, MAC Communications, Text to Subscribers (at launch)

8. SalesNOW from AT&T - Product Forecast
2011
2012
2013
Customer Base Growth Gross Adds
2,040
3060
4080
Gross Revenue Increase (new users)
$244,500
$856,300
$1,712,400
New Accounts per Month
(which adds up to 170 New Users Per month - based on 17 users per account on average - for a total of 2,040 new users per year and annual revenue of $489,000 - so divide by 2 for revenue billed in 2011 as the subscribers will start evenly throughout the year for a total revenue in 2011 of $244,500 billed in 2011)
New Accounts per month
(which adds up to 255 New Users Per month - based on 17 users per account on average - for a total of 3,060 new users per year and annual revenue of $734,400 - so divide by 2 for revenue billed in 2012 as the subscribers will start evenly throughout the year for a total new revenue of $367,200 plus $489,000 revenue from the first year's subscribers for a total of $856,300 billed in 2012)
New Accounts per month
(which adds up to 340 New Users Per month - based on 17 users per account on average - for a total of 4,080 new users per year and annual revenue of $979,200 - so divide by 2 for revenue billed in 2013 as the subscribers will start evenly throughout the year for a total new revenue of $489,000 plus $1,223,400 revenue from the first and second year's subscribers for a total of $1,712,400 billed in 2013)

9. SalesNOW from AT&T Project Review and Highlights From SalesNOW Team

10. SalesNOW Project Highlights
Goal of Engagement (per initial discussions with AT&T):
Introduce a horizontal solution to AT&T Sellers that
Meets a specific needs of AT&T customers across all verticals and segments.
Well-defined target market, simplicity in solution messaging, pricing and provisioning, and anticipated short sales-cycles.
Overall Process Review:
Speed and ease of implementation
Cross-team collaboration success
Product Management
Project Management
IT (3PP/CSI)
Sales and Marketing
Opportunity Review
Sales already engaged
Deals in Funnel
Demo/Trial Programs

11. SalesNOW from AT&T Programs and Roadmap

12. SalesNOW from AT&T – Programs & Roadmap
In Progress…
Coming Soon…
Internal/External Webinars
Webinars available from SalesNOW Monday, Wednesdays and Fridays
Roadshow
Multi-city Roadshow being planned for 2010
Sales Demos
Distrution of Seller Canned Demos
MAC & ISP Internal-Use Trial
Working directly with Ryan Lockwood and Team
Mobilizing OTT
iPad Seeding Program
Seeding 1000 iPad demos
SalesNOW.com Lead Gen
Lead Reports from trial sign-up
Segment/Channel Expansion
COR, SMART, GEM, etc
Billing and Provisioning
Multi-user Provisioning
Annual Billing
Marketing post-launch
2011 events/marketing plan

13. SalesNOW - Platform and Suite Enhancements
Future Platform releases for SalesNOW:
Android, Windows and iPad available 1H2011
Future Product Suite Enhancements:
ServiceNOW
Available TODAY and under consideration
ProjectsNOW
ProjMgt of Tasks and scheduling - Simpler than Microsoft Project. If end-user is assigned a task - immediate alert to the mobile. Integrates directly with iPhone calendar
ExpensesNOW
Stand-alone Expense and Time Management Solution
SocialNOW
Ability within one tool, be able receive updates across social networks.
For consolidating SocialMedia marketing results
Identified Enhancement Requests:
Location Based Service capabilities
More out of box integration with OTHER CRM/SFA solutions
Voice-to-text capabilities

14. SalesNOW from AT&T SPECIAL THANKS!

15. Special THANKS from Jessica!
AT&T Team:
PATRICIA SMITH - Product Realization Manager
LEE BIZEK - Project Manager – User Experience
CHRIS RUSZKIEWICZ – Project Manager – Marketing/Comms
Mel Richardson – Business Development - Contract
Jason Barry – CSI Integration Team
Christopher Newton and Claire Angeles– 3PP Integration Team
SalesNOW Team:
John Durst - Vice President, Sales & Marketing
Ken Ho – Technology & Development
Allen Froese - Territory Manager – AT&T Sales Support Contact
Mark Durst – Vice President, Operations

16. Q & A Round-table: Feedback from AT&T Execs

17. BACK-UP SLIDES
Offer Slides
Process Slides
Marketing Outreach Slides

18. Offer slides

19. SalesNOW from AT&T– Mobile CRM/SFA Elevator Pitch
SalesNOW is a robust, fully-hosted, affordable contact and deal management tool specifically designed for use on the mobile device and Internet. Allows individuals and businesses to - stay organized, track your data and manage ALL aspects of the sales-cycle. Real-time. Anytime. Anywhere. Stay connected and eliminate fire drills. SalesNOW offers 360 deg visibility and reporting from the palm of your hand…

20. SalesNOW from AT&T – Mobile CRM/SFA Solution Overview Available thru AT&T Nov 9th, 2010
$19.95
per month
Contact & Deal Management Solution
Designed specifically for use on mobile and web: BlackBerry, iPhone & Internet today * Android, Windows and iPad avail 1H2011
Manage all aspects of the sales cycle:
Contact Management
Company Tracking
Lead Management
Deal Management
Activity Reporting
Sales Reporting
30-day FREE trial*
*Trials available at SalesNOW.com

21. SalesNOW from AT&T – Mobile CRM/SFA Value Proposition
Improve Sales Rep Effectiveness
Capture sales calls notes immediately
Use the time between sales calls to manage deal pipeline
Quickly view complete customer history while waiting in lobby
Improve Sales Manager Visibility
Real-time access to sales rep activities
Calendar shows past & future sales calls for team members
Reduce the Reporting Burden
View graphical forecast & sales funnel reports on mobile device
Sales reps can easily export weekly activity reports to MS Excel
Managers have real-time access to rolled-up team sales forecasts
Customer Pain Points
Limited budget to spend on administration or IT
Mobile sales force need access to critical business data
Sales Managers require reporting from their sales team at any time
Too much time spent managing sales process

22. SalesNOW from AT&T – Mobile CRM/SFA Benefits Review
Benefits for the Company
Affordable CRM solution
Sales Managers have insight into where reps stand with their sales funnel
Powerful reporting & customization tools
Customizable dashboards for real-time performance snapshots
Allows for faster, more informed decision making
Benefits for the Employees
Productivity maintained when travelling
Fast access to data on the WEB and mobile device (online & offline)
Intuitive interface to manage contacts, companies, deals, s and activities
No evenings spent updating records from the day's meetings and calls
Benefits for IT Managers
Does not require major capital investment since it is a hosted solution
Complete end-to-end solution so no need for multiple vendors
Customizable dashboards to enhance user experience and increase adoption

23. Process slides

24. Provisioning Diagrams
AT&T direct seller adds SalesNOW 1 using Phoenix.
Phoenix connects to Telegence for billing/commissions
Phoenix alerts SalesNOW of activation via 3PP process
AT&T Direct Seller
Upon confirmation of activation from AT&T, SalesNOW sends SMS message to end-customer with instruction to download app.
SalesNOW
Customer receives SMS with link to download.
Customer completes form within link to complete activation.
Customer activates SalesNOW.
Customer
Option #1 – AT&T Direct Sales
Customer goes to SalesNOW.com and signs up for SalesNOW.
SalesNOW will request carrier and device information to sent to AT&T to activate and bill.
SalesNOW website
Via CSI, SaleNOW website delivers device information to Telegence to activate service and begin billing
Upon confirmation of activation, SalesNOW sends message to end-customer with instruction to proceed.
AT&T CSI
Customer receives from SalesNOW with instructions on how to downloads software
Customer activates SalesNOW.
Customer
Option #2 – SalesNOW website

29. Internal and External Outreach - COMPLETE

30. Communications / Awareness
Name
Date(s)
MAC
Field Mktg
GLO
SCG
PCG
SBAC
Internal Awareness / Training Sessions:
Field Marketing Call (all segments)
10/20 ●
Mobility Monday Seller Forum (all segments)
10/25
CAGF Call (all segments)
10/29
MAC Call
SBAC Rivenbark All Hands Call
10/8
SBAC National Call
10/15
SBAC PEP Call
10/18
SBAC Bolton All Hands Call
10/21
SBAC Solution Provider Channel
10/28
SBAC Virtual Sales Center Channel
Nov
PCG Awareness Session
tbd
Internal Communications:
Weekly Mobility Bulletin (ABS, SBAC)
10/21, 10/28, 11/4, 11/9, 11/11
Sales Advisory
11/9
Special Mobility Bulletin
Segment Newsletters
Sales Leadership Brief
11/12

31. Communications / Awareness (cont.)
Name
Date
MAC
Field Mktg
GLO
SCG
PCG
SBAC
Internal Communications (cont)
MAC Communications
11/9 ●
AT&T Insider
Text to Subscribers
External Communications:
Press Release
tbd
On-line Content:
att.com/salesnow
OIL
MyCSP
My Mobility Toolkit
MACTEAM.US

32. Q & A