Decision Link Value Map Functional Objectives Strategic Objectives

Decision. Link Value Map Functional Objectives Strategic Objectives Value Categories (*Note that all should be categorized as one of these two types) Operational Objectives Business Outcomes Expand Number of Qualified Opportunities Benefit Impact Type Benefit Names $XXXM First 12 Month Increase Lead Conversion (MQL to SQL) Higher Win Rate Increased New Sales Rep Wins from Faster Ramp Up $XXXM Less Discounting Increase Big Deals Increase Deal Velocity $XXM Decrease Churn Total Benefits First 12 Months • Improve Win Rate: X% • Additional Wins per New Sales Rep per year: X • Decrease Discounting: X% • Increase Deal Size: Y% • Decrease Average Sales Cycle: Y Days • Decrease Churn: Z% Increase ARR onal feedback odel in VC ion to review model in VC s rep to use this in VC eam to see if we can produce this d $XXXM © Decision. Link 2020 • Increase MQL to SQL conversion: X% Larger Avg Deal Size $XXXM After agreeing on model we will “clone model” for channel sales and then modify as needed Operational Impacts Increase Marketing Qualified Leads • Increase MQL: Y% (MQL) Increase Number of Wins Increase Revenue Improvement Factors First 12 Month Increase Up / Cross - sell $XXXM Decrease Costs Associated with Sales Rep Turnover • Decrease Sales Rep Turnover due to Increased Quoata Attainment: % Decrease Internal Labor Time Required for Model Maintenance Decrease Third Party Model Maintenance Fees • Decrease Time per Model Maintenance Time: X% • Decrease Need for Third Party Model Maintenance Feeds: X% Cost Avoidance of Expanding Value Team to achieve opportunity coverage • Decrease VE time per opportunity: y% Cost Reduction Decrease Costs $XXXM Cost Avoidance • Increase Value of Renewals: Y% $XXXM Confidential, not to be disclosed to 3 rd parties without written consent.