Xora TimeTrack

1. Xora TimeTrack Catherine Smith Regional Sales Manager

2. Company Background Founded in 1999 in Silicone Valley Global leader in MRM (mobile resource management) SaaS (Software as a Service) model Constant Domestic and International Growth (record financial quarters) Exclusive MRM provider for 31 countries Offices in US, Australia and India

3. 2011 Frost & Sullivan Award Market Share Leadership of the Year “It is great to win an award. Better to know that our products are helping our customers be the best they can be, every day of the week.” Ananth Rani, Co-Founder and VP Products and Services

4. Getting Started What questions do you ask in front of the customer? Who do you ask (what role)? What do you tell them? Once you have the info, what do you do next (after your initial discussion)?

5. 5 5 Levels of Qualifying Questions

6. Who do I talk to?

7. 7 Who you DON’T want to talk to

8. 8 Who you DO want to talk to

9. 9 How to get to the right person Asking Level 1 or 2 questions will usually result in a conversation with them:

10. Why discuss Xora? Quickly get your customer’s attention – and leave them wanting more Easy to explain and understand High ROI / Cost savings potential Designed to be used “out of the box” with little to no configuration necessary

11. 5 Killer Applications Mobile Time Clock (Time Keeping) Wireless Dispatch Proof of Delivery/Completion Mileage Tracker The Ultimate Job Form

12. Time Keeping How it works: Workers carry a Xora enabled wireless device and punch in and out just like a time clock Time punches are GPS stamped so you’ll know when and where employees clocked in and out Creates a tamper-proof timecard Add mandatory questions at the end of the day: “Were you injured on the job today?” or “Did you complete your vehicle inspection?” Why customers want it: Paper timecards are often padded / reduce overtime It takes hours to enter paper timecards into payroll systems manually Who needs it: Companies that have field employees who use paper time sheets Questions to ask: Do you use paper time sheets? Are you concerned about overtime? How long does it take to collect time sheets & enter them into your payroll system?

13. Time Keeping Example When AND where workers clocked in and out for shifts and breaks Tamper-proof timecard Already recorded electronically – no data entry Export to Excel or PDF – or integrate directly into payroll system (ADP, QuickBooks, etc.)

14. Wireless Dispatch How it works: Dispatcher enters job info into the Xora system: Job #, Description, Date / Time, and Location Jobs are dispatched wirelessly through the Xora app to the user’s device – they are alerted by SMS when new jobs are available Dispatchers can find the “Nearest User” and dispatch to the closest worker Why customers want it: Calling / paging workers to find out if they are nearby is inefficient Dispatching electronically maintains a easy to use schedule We track if jobs are on-time, late or taking too long and alert the customer Who needs it: Companies that dispatch job info to field workers Questions to ask: How do you dispatch jobs to your workers in the field? How do you know who is closest to the job you need completed?

15. Wireless Dispatch Example Dispatcher enters job info Jobs are delivered wirelessly to the user Select “Nearest User” and Xora will tell you who’s closest to the job location Enter jobs into the Xora website, import in a spreadsheet from another work order system or integrate directly Free Voice-Guided Nav powered by Google Maps available on Android devices

16. Proof of Delivery / Completion How it works: Workers record when they start and end jobs on their Xora device Job punches are time, date and location stamped so you know where and when the delivery / job was completed Workers can attach images (from the camera), voice recordings and signature capture to job info Why customers want it: Having verification that a delivery / job was completed enables them to collect payment sooner Reduces job completion / delivery related disputes Who needs it: Companies that perform deliveries or complete short jobs in the field Questions to ask: Do you have to wait for paperwork to come back to the office before you can invoice your customers? What if you could get the info you need sooner? How often do your customers dispute that work was done properly?

17. Proof of Delivery Example The worker punches when they arrive and leave the customer’s location Job is GPS location stamped Using a custom field, they record who signed for the delivery They snap a picture of the customer’s signature on the invoice And take a picture of the delivered product at the customer’s location Now customers can process payment immediately after the delivery is completed

18. Mileage Tracker How it works: Employees record their odometer reading at the start and end of the day or per job / appointment through the Xora application Xora calculates the total mileage in reports and pairs the entered mileage with GPS mileage that is recorded automatically while the app is running Why customers want it: Eliminates the need for paper mileage logs, data is already recorded in an easy to use / exportable report format Potential to significantly reduce mileage reimbursement expenses Keeping track of mileage can help identify when regular vehicle maintenance is needed Who needs it: Outside sales organizations, or companies that have field workers who don’t drive company vehicles Questions to ask: Do your field employees drive their own vehicles? If not, do you reimburse them for mileage / fuel? How do you track and record mileage? How do you verify that the mileage logs being turned in are accurate?

19. Mileage Tracker Example The employee enters their odometer reading at the start and end of each day or for each job / meeting Xora tracks mileage with GPS throughout the day Entered odometer mileage is calculated and compared with GPS tracked mileage Eliminates paper mileage logs and confirms mileage for reimbursement

20. How it works: Customers create easy to use forms using the Xora system with a series of drop downs, pick-lists, text entry and numerical fields Fields can be set “mandatory” – so that employees must fill out data before completing a job or ending a shift Device users can add images or recorded voice to forms for additional info Why customers want it: Paper forms have to be collected, are often illegible, and incomplete Eliminates the need for manual data entry and reduces data collection errors Replaces the need for expensive digital cameras / laptops in the field Who needs it: Companies that use paper forms, and prefer to have data in real-time Questions to ask: What sort of information do your workers collect in the field? How long does it take to collect forms and enter them into your system? Do your employees use digital cameras or laptops in the field? The Ultimate Job Form

21. Ultimate Job Form Example “This is Peter. I’m working on a red Corvette with damage to the right fender…”

22. Now What? Now you know what questions to ask, who to talk to, and what to say – now what? Call me! Engage me early and often – I am here to serve you Let me handle the tough questions and the product demonstration – it’s my job Let’s focus on closing the sale – not overwhelming the customer with features

23. Engaging Xora You’ve determined that a customer has employees in the field – but aren’t sure how we can fit in Call or e-mail me (csmith@xora.com) the details – I will give you some ideas You’ve qualified the customer, but they have asked for more information before they agree to meet Call or e-mail me the customer’s contact info You’ve qualified the customer and they would like to see a live demonstration Call or e-mail me the customer’s contact info and preferred date / time for meeting / WebEx – I will invite you and them 2 Minutes / 5 Questions lead submittal tool: www.xora.com/att/leads

24. Everything you need in one place: Pricing Brochures Case Studies Industry Specific Flash Demos Videos Ordering Guides Handset Compatibility Matrix Integration Information And more!! Updated regularly “The Library” lists everything on one page by category Easy to register – get a login today!! Email csmith@xora.com for credentials Xora Sales ReXource

25. The Xora Difference We are the largest provider of handset-based MRM solutions in the world Our core competency is MRM solutions – we are 100% focused on this alone We are one-to-one aligned with the carriers we support - I only sell for AT&T We offer the most competitively priced MRM solutions on the market – with the highest level of value for our customers

26. Breaking down the competition

27. Common customer objections We already have / don’t need GPS It’s too expensive Our employees will have difficulty learning the application Most of our employees speak Spanish We don’t want our employees to find out We want a free trial We’re too busy / won’t have time to use it

28. Handling Customer Objections We already have / don’t need GPS GPS alone is a commodity – try to focus on solutions like the “5 Killer Apps” We have many customers that already had some form of GPS now using a handset based solution to capture info from the field – because GPS alone isn’t enough It’s too expensive Compared to what? One of the most affordable solutions on the market today It’s about $1 a day per employee (not $30 per month) Focus on ROI – What would you save if: You could reduce 15 minutes of overtime per day per worker? You could save 5 miles per day of fuel costs? You could reduce most of the time spent manually typing timecards into payroll? You could invoice your customers immediately once a job is complete?

29. Handling Customer Objections Our employees will have difficulty learning the application Xora was designed from the ground up specifically for the blue-collar workforce We have over 200,000 users on the system today, 99% of them are in blue-collar industries Most operations are 2 button functions If they can text message, they can easily use Xora We have easy-to-follow, one-page user guides for training purposes Most of our employees speak Spanish Xora offers our full application in Spanish One of the only Spanish-friendly MRM applications on the market

30. Handling Customer Objections We don’t want our employees to find out Some companies want to catch their employees “red-handed” It works well – the first time – then the service becomes useless. They may cancel service Our application wasn’t designed for this purpose By using the core functionality of Xora (time keeping, information capture) – problems with accountability are automatically eliminated We want a free trial Xora service is month-to-month / no contract There is no minimum commitment – they can start with a few If they aren’t satisfied, they can cancel anytime with no penalty – and pay for only what they use Often, free trials are neglected (because they aren’t taken seriously) and go nowhere – avoid them if at all possible

31. Handling Customer Objections We’re too busy / won’t have time to use it We do all the heavy lifting – free training anytime and 24x7 tech support by phone or e-mail No one has time to stare at dots on a map all day – Xora’s alerts notify customers when things are “out of whack” Speeding & Stopped for too long Workers not clocking in or out on time Workers approaching overtime Jobs starting late or running too long Device was turned off / app not running Location based alerts (geo-fencing) Alerts get delivered via e-mail and / or SMS – and can be sent to multiple persons. Even the device user themselves Using Xora saves company money – but also time – customers get the time back to focus on what they need to