REPORTING 49 CHAPTER 6 TEMPLATES Attainment Q3 2022 Sales rep # of Deals closed Total deal value ($) Ramped Quota Actual % Attained Quota Actual % Attained EMEA SMB Rep 1 100% 50 48 96% 50,000 49,000 98% EMEA SMB Rep 2 50% 50 34 68% 50,000 25,000 50% EMEA SMB Rep 3 25% 50 12 24% 50,000 13,000 26% EMEA SMB Rep 4 100% 50 60 120% 50,000 65,000 130% EMEA SMB Rep 5 100% 50 90 180% 50,000 70,000 140% EMEA Enterprise Rep 1 75% 25 21 84% 150,000 140,000 93% EMEA Enterprise Rep 2 50% 25 16 64% 150,000 90,000 60% EMEA Enterprise Rep 3 100% 25 30 120% 150,000 175,000 117% WHAT TO DISCUSS ▪ Discuss sales and sales organisation; Are there any updates that reflect in numbers, or will be reflected in the numbers in the near future? ▪ How have the contract values developed for new clients? ▪ Particularly strong in selling any specific product? ▪ How much was spent on marketing? What is the acquisition cost? EXAMPLE DISCUSSION ▪ Q3 Objectives: Open, qualify and advance pipeline. ▪ Search underway for New Head of US Sales. ▪ Regional Sales Lead ([•]) on boarded in New York; He will lead East Coast Sales Team. ▪ [•] will return to Australia to run JAPAC effective April 1, 2023; He will replace [•] who will leave the Company as of March 31st. ▪ [•] has significant commission potential for delivering results in Q1. ▪ [•] will provide support to [•] while we recruit new head of US Sales. ▪ Actively recruiting sales reps in US & APAC to replace five departed reps (4 non regrettable, 1 regrettable). ▪ Expanded use of Salesforce to improve tracking of pipeline for current quarter and Pipeline creation for following quarters.