presented by Accenture at the TrueConnection: Sales Performance Management Conference 2007

1. Aligning Pricing and ICM John Hanson Partner, Pricing and Profit Optimization Accenture

9. Overview of ACN Sales Workbench Sales Methodology Coach Customer Infusion Portal Sales Resource Search Engine Proposal Generator Deal Manager Market Intelligence Engine Living Powermap Sales Prioritization Engine Lead Generator Learning and Sales Rep Performance Engine Collaboration Enabler Active Sales Assistant Incentive Comp Engine Sales Performance Monitor Sales Force Automation Engine PLAN EXECUTE PLAN EXECUTE REVIEW REVIEW

10. Multiple Software Components Together Create a ‘Composite Application’ Outlook Calendar Sales Reporting External Market Intelligence Workbench components can be embedded in MS Dynamics

11. In theory, the Deal Manager Scoring algorithm could be denominated in “$ commission for this transaction” At a minimum, compensation impacts should be factor in Deal Score In addition Deal Score and compensation plan should be reinforcing the same desired behaviors Linking Price Management and Sales Comp

12. The Portal Could Also Display the Callidus TrueInformation and TrueAnalytics Information Daily sales performance and incentive results with traceability back to MS CRM origination. Robust sales management analytics and what-if incentive modeling. Additional sales self service capabilities to consider: automated dispute resolution and incentive online earnings estimation.

13. Embedded Sales Process Embedded Real Time Intelligence specific to Opportunity Contextual Links to Integrated Processes