Anonymous

1. In the absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia. Anonymous

2. Inspect what you expect, but first tell what you expect. Wise mentor

3. Best practices Other Corporate Personnel LOGO Negotiations Services Partners

4. Corporate • Nominate best customer advocates to advisory councils Other • Participate on feature teams Personnel Corporate • Involve John’s new folks on account planning and calls –they ramp, you expand LOGO • Send ideas to support@company.com Negotiations Services • Send Don’t blame or bash other functions – We are on the same team Partners • Utilize systems in place and provide feedback for improvements 4

5. Negotiations Other • Value for money Personnel Corporate • Don’t sell Company dollars LOGO • Follow discounting guidelines and procedures Negotiations Services • No unilateral concessions Partners 5

6. Partners • Know the partner map • Location • Expertise • Relationships Other Personnel Corporate LOGO • Hand out leads? Negotiations Services Partners • No glomming 6

7. Services Other • >50GB = services and education Personnel Corporate LOGO • <50GB =education, try it! Negotiations Services Partners 7

8. Personnel • Let your manager know what motivates you • Ditto for career aspirations Other • Seek and give coaching Personnel Corporate LOGO • Find a mentor, be a mentor Negotiations • Address issues early Services • Communicate with peers / be open minded Partners • Take care of yourself physically and emotionally 8

9. Other • Watch expenses, submit on time • Company over self Other • Sandler • SFDC is the source of truth Personnel Corporate • If you are not prospecting, presenting or closing, what are you doing? LOGO • Pipeline reviews 3 quarters out for OSR Negotiations Services • Keep activity level up – calls hits tapes, whatever matters! Partners • Hit split issues early – let HQ locations and subsidiaries know right off of activity • Help us build world class sales processes 9