Opportunities

Start Date
2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09 2/10/09

Prospect/Customer
Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 Prospect 8 Prospect 9 Prospect 10 Prospect 11 Prospect 12 Prospect 13 Prospect 14 Prospect 15 Prospect 16 Prospect 17 Prospect 18 Prospect 19 Prospect 20 Prospect 21 Prospect 22 Prospect 23 Prospect 24 Prospect 25 Prospect 26 Prospect 27 Prospect 28 Prospect 29 Prospect 30 Prospect 31 Prospect 32 Prospect 33 Prospect 34 Prospect 35 Prospect 36 Prospect 37 Prospect 38

Project / Program
Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B Product C Product A Product B

Close Date
2/10/09 2/11/09 2/12/09 2/13/09 2/14/09 2/15/09 2/16/09 2/17/09 2/18/09 2/19/09 2/20/09 2/21/09 2/22/09 2/23/09 2/24/09 2/25/09 2/26/09 2/27/09 2/28/09 3/1/09 3/2/09 3/3/09 3/4/09 3/5/09 3/6/09 3/7/09 3/8/09 3/9/09 3/10/09 3/11/09 3/12/09 3/13/09 3/14/09 3/15/09 3/16/09 3/17/09 3/18/09 3/19/09

Stage
7-Won 7-Won 7-Won 6-Decision 6-Decision 6-Decision 5-Proposal 5-Proposal 5-Proposal 4-Value Proposition 4-Value Proposition 4-Value Proposition 4-Value Proposition 4-Value Proposition 4-Value Proposition 4-Value Proposition 4-Value Proposition 3-Needs Analysis 3-Needs Analysis 3-Needs Analysis 3-Needs Analysis 3-Needs Analysis 3-Needs Analysis 2-Qualification 2-Qualification 2-Qualification 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 1-Prospecting 0-Lost 0-Lost

Probability
100% 100% 100% 90% 60% 60% 50% 75% 50% 30% 50% 50% 50% 30% 30% 60% 30% 10% 50% 10% 10% 10% 10% 10% 10% 30% 30% 30% 30% 30% 10% 10% 10% 10% 10% 10% 0% 0%

Amount
89,000 240,000 35,000 295,000 58,000 35,000 49,500 56,000 87,000 110,000 189,000 110,400 54,000 39,000 259,000 400,000 240,000 38,000 78,000 80,000 560,000 35,000 510,000 96,000 750,000 250,000 35,000 400,000 304,000 462,500 136,000 112,000 35,000 462,500 106,400 296,100 59,680 417,600

Expected
89,000 240,000 35,000 265,500 34,800 21,000 24,750 42,000 43,500 33,000 94,500 55,200 27,000 11,700 77,700 240,000 72,000 3,800 39,000 8,000 56,000 3,500 51,000 9,600 75,000 75,000 10,500 120,000 91,200 138,750 13,600 11,200 3,500 46,250 10,640 29,610 0 0

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

Notes

2/10/09 2/10/09 2/10/09

Prospect 39 Prospect 40 Prospect 41

Product C Product A Product B

3/20/09 3/21/09 3/22/09

0-Lost 0-Lost 0-Lost

0% 0% 0%

277,200 35,000 500,000

0 0 0

Competition On-Hold Budget

Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total Total

Prospecting Qualification Needs Analysis Value Proposition Proposal Decision Won Credibility Pricing Capabilities Budget Competition On-Hold Value Proposition Lack of Resources Customer Not Awarded 10% 30% 50% 60% 75% 90% 100% Lost

10 3 6 8 3 3 3 4 5 5 5 5 5 4 4 4 13 9 6 3 1 1 3 5 8,381,880 2,202,800

Total Revenue Total Expected

# Opportunities by Stage
Totals

Prospecting
10

Qualification
3

Needs Analysis
6

Value Proposition
8

Top Challenges
Totals

Credibility
4

Pricing
5

Capabilities
5

Budget
5

Probability of Success
Totals

Lost
5

10%
13

30%
9

50%
6

Revenue in Funnel
Totals

Total
8,381,880

Expected
2,202,800

Opportunities by Stage

Proposal
3

Decision
3

Won
3

Competition
5

On-Hold
5

Value Proposition
4

Lack of Resources
4

Customer Not Awarded

4

60%
3

75%
1

90%
1

100%
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

Probability to Win
14

12

10

Lost

10%

30%

50%

bility 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

Deal Size

Top Objections

Lack of Resources 10% Value Proposition 10%

Customer Not Awarded 10%

Credibility 10%

On-Hold 12%

Competition 12%

bjections

Credibility 10% Pricing 12%

Capabilities 12%

Budget 12%

12

Number of Opportunities by Sta

10

Prospecting

Qualification

Needs Analysis

Value Proposition

portunities by Stage

Value Proposition

Proposal

Decision

Won

Opportunity Priority Index

Strategic Fit Opportunities

Weighting Scale Alignment w/ Company Goals 10% Market Positioning 5% Core Capabilities 15% Revenue Potential 15%

Economic Impact
Profitability & Margin 15% Growth Potential 10% Technical Risk 10%

Feasibility
Resources Financial 10% Resources People 10%

Total
Weight 100%

Ranking Critieria:
Alignment with Company Goals Market Positioning Core Capabilities Revenue Potential Profitability & Margin Growth Potential Technical Risk Resources - Financial Resources - People

Definitions:
How aligned is this project to corporate goals & objectives? How well does this project position us ahead of our competition? Does this project leverage our internal core capabilities (technology, operations, sales & distribution)? What is the anticipated revenue for this product? How solid are the anticipated margins for this product? What is the anticipated growth potential for this account? What is the probability of overcoming the technical challenges of the project? How much financial resources to execute this project? Do we have the skills & bandwidth to execute this project?

Opportunity Priority Index Strategic Fit Opportunities

Weighting Opportunity 1 Opportunity 2 Opportunity 3 Opportunity 4 Opportunity 5 Opportunity 6 Opportunity 7 Opportunity 8 Opportunity 9 Opportunity 10 Opportunity 11 Opportunity 12 Opportunity 13 Opportunity 14 Opportunity 15 Opportunity 16 Opportunity 17 Opportunity 18 Alignment w/ Company Goals 10% Market Positioning 5%

Economic Impact
Core Capabilities Revenue Potential 15% 15% Profitability & Margin 15% Growth Potential 10% Technical Risk 10%

Feasibility
Resources Financial 10% Resources People 10%

2 7 5 6 10 7 3 1 1 1 1 1 1 1 1 1 1 1

5 4 6 3 8 5 2 1 1 1 1 1 1 1 1 1 1 1

5 3 6 6 6 10 5 1 1 1 1 1 1 1 1 1 1 1

10 7 3 2 10 6 6 1 1 1 1 1 1 1 1 1 1 1

4 6 4 2 9 7 6 1 1 1 1 1 1 1 1 1 1 1

7 7 1 4 8 5 8 1 1 1 1 1 1 1 1 1 1 1

4 2 6 8 7 9 6 1 1 1 1 1 1 1 1 1 1 1

3 2 4 9 5 10 6 1 1 1 1 1 1 1 1 1 1 1

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

Project Score

Strategic Fit

Economic Impact

Feasibility

7.9 5.3 7.7 5.8 4.5 5.2 4.6 1.0 1.0 1.0 1.0 1.0 1.0 1.0 1.0 1.0 1.0 1.0

2.3 1.7 2.5 1.2 1.7 1.2 1.4 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3

3.7 1.0 2.5 2.6 1.2 2.8 2.7 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4

1.9 2.6 2.8 2.0 1.6 1.2 0.6 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3

High

Future Potentials

Top Priorities

Opportunity 6 Opportunity 4

Feasibility

Opportunity 7 Opportunity 5 Bubble Size = Economic Impact Opportunity 3

Opportunity 1

Opportunity 2 Opportunity 10 18 17 16 15 14 13 12 11 8 9

Low Low

Potential Cuts

Back Burners

Strategic Fit

High