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ATS Quota and Compensation Plan Overview for Q3 2003

This document outlines the Field Compensation Program for ATS products, emphasizing engagement while sustaining revenue momentum in traditional McAfee and Sniffer markets. It details a two-stage compensation model, outlining quotas for AVPs and RDs, with specific allocations for Sniffer and McAfee products. Proposed changes to the existing compensation plan are highlighted, including adjustments in commission structures and the introduction of SPIFF incentives for reps based on ATS sales. Notable pros and cons of the SPIFF impact on compensation are also discussed.

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ATS Quota and Compensation Plan Overview for Q3 2003

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  1. ATS Quota/Compensation Plan Q3 2003 v2

  2. Field Comp program for ATS products Objective: To incrementally engage and focus on ATS products while maintaining momentum, activity and bookings/revenue activity on McAfee and Sniffer traditional markets.

  3. Field Comp program for ATS products Two stage comp model • Quota assigned to AVP’s and RD’s • Sniffer receives Intruvert quota/bookings • McAfee receives Entercept quota/bookings • Reps will not carry incremental quota, but will get paid via spiff • This ensures Sniffer/McAffe reps maintain focus and momentum on main product, while they incrementally engage in ATS

  4. Quota assignment

  5. Compensation Plan Changes- AVP • Current comp plan-60% base/ 40% variable • 40% variable components: • 60% Commissions • 25% Company Performance/Revenue • 15% Profitability/Contribution Margin

  6. Compensation Plan Changes- AVP • Proposed comp plan- 60%base/40% variable • 40% variable components: • 60% Commissions (24%) - Bookings • 10% ATS (4%) - Bookings** • 20% Company Performance/Revenue(8%) • 10% Profitability/Contribution Margin(4%) • Total ATS-derived comp is 17% of variable • 7% commissions + 10% revenue (%) • **In order to receive the 10% ATS portion AVP’s must be at 70% attainment against their ATS quota

  7. Compensation Plan Changes- RD • Current Plan- 50% base/50% Variable • 50% variable components • 80% Commissions • 20% YTD Quarterly Consistency Bonus

  8. Compensation Plan Changes- RD • Proposed plan- 50% base/50% Variable • 50% variable components • 80% Commissions (40%) - Bookings • 10% ATS (5%) - Bookings** • 10% YTD Consistency Bonus (5%) • Total ATS-derived comp is 17% of variable • 7% commission + 10% ATS revenue • **In order to receive the 10% ATS portion RD’s must be at 70% attainment against their ATS quota

  9. Rep SPIFF proposal • Reps will have a SPIFF based on ATS sales • McAfee rep- $75 per HostIPs (Entercept) new license sold • Spiff inclusive of maintenance • McAfee reps spiffed on eligible Entercept sales (not renewal) • One McAfee rep will receive the spiff per Entercept deal • Sniffer reps- $250 per Intrushield 1200 • $750 per Intrushield 2600 • $2,000 per Intrushield 4000 • Spiff inclusive of maintenance • Sniffer reps spiffed on eligible NetworkIPs (Intruvert) sales (not renewal) • One Sniffer rep will receive the spiff per Intruvert deal • In case of multiple sales reps involvement spiff will be split

  10. Rep SPIFF Impact

  11. Pros & Cons: • Pros: • Sniffer/McAfee rep will have incentive tied to ATS. This will put empasis on the new product • RD’s will be responsible for driving the ATS business and the McAfee/Sniffer reps will not loose focus on the Sniffer/McAfee products • No “double bubble” confusion or exposure at therep level • Cons: • Manual process to tract ATS quota performance • Need reps to roll up to RD in the commission system • Mid-quarter change in comp plan

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