Opportunities

Region Prospect/Customer Product / Program Close Date Stage Probability Amount Expected Objection Notes

NE Prospect 1 Product A 2/10/09 7-Won 100% $89,000 $89,000 Capabilities

SW Prospect 2 Product B 2/11/09 7-Won 100% $240,000 $240,000 Pricing

NW Prospect 3 Product C 2/12/09 7-Won 100% $35,000 $35,000 Competition

SE Prospect 4 Product A 2/13/09 6-Decision 90% $295,000 $265,500 On-Hold

NE Prospect 5 Product B 2/14/09 6-Decision 60% $58,000 $34,800 Budget

SW Prospect 6 Product C 2/15/09 6-Decision 60% $35,000 $21,000 Value Proposition

NW Prospect 7 Product A 2/16/09 5-Proposal 50% $49,500 $24,750 Lack of Resources

SE Prospect 8 Product B 2/17/09 5-Proposal 75% $56,000 $42,000 Customer Not Awarded

NE Prospect 9 Product C 2/18/09 5-Proposal 50% $87,000 $43,500 Credibility

SW Prospect 10 Product A 2/19/09 4-Value Proposition 30% $110,000 $33,000 Capabilities

NW Prospect 11 Product B 2/20/09 4-Value Proposition 50% $189,000 $94,500 Pricing

SE Prospect 12 Product C 2/21/09 4-Value Proposition 50% $110,400 $55,200 Competition

NE Prospect 13 Product A 2/22/09 4-Value Proposition 50% $54,000 $27,000 On-Hold

SW Prospect 14 Product B 2/23/09 4-Value Proposition 30% $39,000 $11,700 Budget

NW Prospect 15 Product C 2/24/09 4-Value Proposition 30% $259,000 $77,700 Value Proposition

SE Prospect 16 Product A 2/25/09 4-Value Proposition 60% $400,000 $240,000 Lack of Resources

NE Prospect 17 Product B 2/26/09 4-Value Proposition 30% $240,000 $72,000 Customer Not Awarded

SW Prospect 18 Product C 2/27/09 3-Needs Analysis 10% $38,000 $3,800 Credibility

NW Prospect 19 Product A 2/28/09 3-Needs Analysis 50% $78,000 $39,000 Capabilities

SE Prospect 20 Product B 3/1/09 3-Needs Analysis 10% $80,000 $8,000 Pricing

NE Prospect 21 Product C 3/2/09 3-Needs Analysis 10% $560,000 $56,000 Competition

SW Prospect 22 Product A 3/3/09 3-Needs Analysis 10% $35,000 $3,500 On-Hold

NW Prospect 23 Product B 3/4/09 3-Needs Analysis 10% $510,000 $51,000 Budget

SE Prospect 24 Product C 3/5/09 2-Qualification 10% $96,000 $9,600 Value Proposition

NE Prospect 25 Product A 3/6/09 2-Qualification 10% $750,000 $75,000 Lack of Resources

SW Prospect 26 Product B 3/7/09 2-Qualification 30% $250,000 $75,000 Customer Not Awarded

NW Prospect 27 Product C 3/8/09 1-Prospecting 30% $35,000 $10,500 Credibility

SE Prospect 28 Product A 3/9/09 1-Prospecting 30% $400,000 $120,000 Capabilities

NE Prospect 29 Product B 3/10/09 1-Prospecting 30% $304,000 $91,200 Pricing

SW Prospect 30 Product C 3/11/09 1-Prospecting 30% $462,500 $138,750 Competition

NW Prospect 31 Product A 3/12/09 1-Prospecting 10% $136,000 $13,600 On-Hold

SE Prospect 32 Product B 3/13/09 1-Prospecting 10% $112,000 $11,200 Budget

NE Prospect 33 Product C 3/14/09 1-Prospecting 10% $35,000 $3,500 Value Proposition

SW Prospect 34 Product A 3/15/09 1-Prospecting 10% $462,500 $46,250 Lack of Resources

NW Prospect 35 Product B 3/16/09 1-Prospecting 10% $106,400 $10,640 Customer Not Awarded

SE Prospect 36 Product C 3/17/09 1-Prospecting 10% $296,100 $29,610 Credibility

NE Prospect 37 Product A 3/18/09 0-Lost 0% $59,680 $0 Capabilities

SW Prospect 38 Product B 3/19/09 0-Lost 0% $417,600 $0 Pricing

NW Prospect 39 Product C 3/20/09 0-Lost 0% $277,200 $0 Competition

SE Prospect 40 Product A 3/21/09 0-Lost 0% $35,000 $0 On-Hold

NE Prospect 41 Product B 3/22/09 0-Lost 0% $500,000 $0 Budget

Total Prospecting 10
Total Qualification 3
Total Needs Analysis 6
Total Value Proposition 8
Total Proposal 3
Total Decision 3
Total Won 3

Total Credibility 4
Total Pricing 5
Total Capabilities 5
Total Budget 5
Total Competition 5
Total On-Hold 5
Total Value Proposition 4
Total Lack of Resources 4
Total Customer Not Awarded 4

Total 10% 13
Total 30% 9
Total 50% 6
Total 60% 3
Total 75% 1
Total 90% 1
Total 100% 3
Total Lost 5

Total Revenue $8,381,880

Total Expected $2,202,800
# Opportunities by Stage Prospecting Qualification Needs Analysis Value Proposition

Totals 10 3 6 8

Top Challenges Credibility Pricing Capabilities Budget

Totals 4 5 5 5

Probability of Success Lost 10% 30% 50%

Totals 5 13 9 6

Revenue in Funnel Total Expected

Totals $8,381,880 $2,202,800
 Opportunities by Stage

Proposal Decision Won

3 3 3

Customer Not
Competition On-Hold Value Proposition Lack of Resources
Awarded
5 5 4 4 4

60% 75% 90% 100%

3 1 1 3
 Total & Expected Revenue in Funnel
$9,000,000

$8,000,000

$7,000,000

$6,000,000

$5,000,000

$4,000,000

$3,000,000

$2,000,000

$1,000,000

$0
Total Expected
Expected
 Probability to Win
14

12

10

0
Lost 10% 30% 50% 60%
ity to Win

60% 75% 90% 100%

 Deal Size
$800,000

$700,000

$600,000

$500,000

$400,000

$300,000

$200,000

$100,000

$0
1 2 3 4 5 6 7 8 9 0 1 2 3 4 5 6 7 8 9 0 1 2 3
e ct ect ect ect ect ect ect ect ect ct 1 ct 1 ct 1 ct 1 ct 1 ct 1 ct 1 ct 1 ct 1 ct 1 ct 2 ct 2 ct 2 ct 2 ct
p p p p p p p p p e e e e e e e e e e e e e e e
r os ros ros ros ros ros ros ros ros osp osp osp osp osp osp osp osp osp osp osp osp osp osp osp o
P P P P P P P P P Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr Pr
Deal Size

19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41
ct t t t t t t t t t t t t t t t t t t t t t
ec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec pec
t
s p s s s s s s s s s s s s s s s s s s s s s
ro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro Pro
 Top Objections

Customer Not Awarded

10%
Credibility
Lack of Resources 10%
10%

Value Proposition
10%

On-Hold Competition
12% 12%
Budge
12%
bjections

Awarded
Pricing
Credibility
12%
10%

Capabilities
12%

tition
%
Budget
12%
12
Number of Opportunities by Stage

10

0
Prospecting Qualification Needs Analysis Value Proposition
tunities by Stage

Value Proposition Proposal Decision Won

 Opportunity Priority Index

Strategic Fit Economic Impact Feasibility Total

Alignment w/ Market Revenue Profitability & Resources - Resources -

Opportunities Company Goals Positioning
Core Capabilities
Potential Margin
Growth Potential Technical Risk
Financial People
Weight

Weighting Scale 10% 5% 15% 15% 15% 10% 10% 10% 10% 100%

Ranking Critieria: Definitions:

Alignment with Company Goals How aligned is this project to corporate goals & objectives?
Market Positioning How well does this project position us ahead of our competition?
Core Capabilities Does this project leverage our internal core capabilities (technology, operations, sales & distribution)?
Revenue Potential What is the anticipated revenue for this product?
Profitability & Margin How solid are the anticipated margins for this product?
Growth Potential What is the anticipated growth potential for this account?
Technical Risk What is the probability of overcoming the technical challenges of the project?
Resources - Financial How much financial resources to execute this project?
Resources - People Do we have the skills & bandwidth to execute this project?
 Opportunity Priority Index

Strategic Fit Economic Impact Feasibility

Alignment w/ Market Profitability & Resources - Resources -

Opportunities Company Goals Positioning
Core Capabilities Revenue Potential
Margin
Growth Potential Technical Risk
Financial People

Weighting 10% 5% 15% 15% 15% 10% 10% 10% 10%

Opportunity 1 2 5 5 10 4 7 4 3 5
Opportunity 2 7 4 3 7 6 7 2 2 2
Opportunity 3 5 6 6 3 4 1 6 4 6
Opportunity 4 6 3 6 2 2 4 8 9 9
Opportunity 5 10 8 6 10 9 8 7 5 7
Opportunity 6 7 5 10 6 7 5 9 10 9
Opportunity 7 3 2 5 6 6 8 6 6 8
Opportunity 8 1 1 1 1 1 1 1 1 1
Opportunity 9 1 1 1 1 1 1 1 1 1
Opportunity 10 1 1 1 1 1 1 1 1 1
Opportunity 11 1 1 1 1 1 1 1 1 1
Opportunity 12 1 1 1 1 1 1 1 1 1
Opportunity 13 1 1 1 1 1 1 1 1 1
Opportunity 14 1 1 1 1 1 1 1 1 1
Opportunity 15 1 1 1 1 1 1 1 1 1
Opportunity 16 1 1 1 1 1 1 1 1 1
Opportunity 17 1 1 1 1 1 1 1 1 1
Opportunity 18 1 1 1 1 1 1 1 1 1
 Opportunity Priority Index

Note: Sort by selecting all Projects, Project Score, Strategic Fit, Economic Impact and Feasibility cells. Click "Data" and "Sort", and sort by Project Score (Largest to Smallest).

Opportunities Project Score Strategic Fit Economic Impact Feasibility

Opportunity 5 7.9 2.3 3.7 1.9

Opportunity 4 5.3 1.7 1.0 2.6
Opportunity 6 7.7 2.5 2.5 2.8
Opportunity 7 5.8 1.2 2.6 2.0
Opportunity 3 4.5 1.7 1.2 1.6
Opportunity 1 5.2 1.2 2.8 1.2
Opportunity 2 4.6 1.4 2.7 0.6
Opportunity 9 1.0 0.3 0.4 0.3
Opportunity 8 1.0 0.3 0.4 0.3
Opportunity 10 1.0 0.3 0.4 0.3
Opportunity 11 1.0 0.3 0.4 0.3
Opportunity 12 1.0 0.3 0.4 0.3
Opportunity 13 1.0 0.3 0.4 0.3
Opportunity 14 1.0 0.3 0.4 0.3
Opportunity 15 1.0 0.3 0.4 0.3
Opportunity 16 1.0 0.3 0.4 0.3
Opportunity 17 1.0 0.3 0.4 0.3
Opportunity 18 1.0 0.3 0.4 0.3
High Future Potentials Top Priorities
Feasibility

Bubble Size = Economic Impact

Low Potential Cuts Back Burners

Low Strategic Fit High