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    Opspanda - Sales Board of Directors Deck

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    Debabratta Panda
    1) Q1 finished above goal and Q2 forecast exceeds target by 12%, while SMB pipeline velocity is 20% higher than expected. 2) New rep ramp time is too long at 78 days versus a plan of 45 days. 3) The strategic "Disc Ray" deal is in jeopardy due to a potential merger.

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    Opspanda - Sales Board of Directors Deck

    Uploaded by

    Debabratta Panda
    33 views8 pages
    1) Q1 finished above goal and Q2 forecast exceeds target by 12%, while SMB pipeline velocity is 20% higher than expected. 2) New rep ramp time is too long at 78 days versus a plan of 45 days. 3) The strategic "Disc Ray" deal is in jeopardy due to a potential merger.

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    Sales Board Template

    Original Title

    Sales Board Template

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    1) Q1 finished above goal and Q2 forecast exceeds target by 12%, while SMB pipeline velocity is 20% higher than expected. 2) New rep ramp time is too long at 78 days versus a plan of 45 days. 3) The strategic "Disc Ray" deal is in jeopardy due to a potential merger.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    33 views8 pages

    Opspanda - Sales Board of Directors Deck

    Uploaded by

    Debabratta Panda
    1) Q1 finished above goal and Q2 forecast exceeds target by 12%, while SMB pipeline velocity is 20% higher than expected. 2) New rep ramp time is too long at 78 days versus a plan of 45 days. 3) The strategic "Disc Ray" deal is in jeopardy due to a potential merger.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 8

    Highlights

    1 Q1 finished 5% above goal

    2 Q2 forecast to exceed target by 12%

    3 SMB Pipeline Velocity running 20% higher than expected

    Challenges
    SUMMARY 1 New rep ramp too long at 78 days vs 45 (plan)

    2 Strategic Disc Ray deal in jeopardy

    Call to Action
    1 Adjust sales plan for longer ramp & bring forward 2 Q4 rep hires

    2 Uncover Disc Ray merger partner - turn loss into expanded win

    OpsPanda| Sales Board of Directors Deck


    Q1 RECAP

    Q1 Q1 Q1 Q1 Croix None Croix


    actual goal actual goal
    20%
    30% 20%

    40% 65%
    $3.3M
    $3.0M
    $235k vs. $250k 10% 15%
    Other Other
    Nickel Nickel
    Systems Systems

    Net New Revenue


    Net New Revenue Competitive Wins Competitive Losses
    Per Ramped Rep

    OpsPanda| Sales Board of Directors Deck


    NET NEW REVENUE
    $4.0M

    Actual

    $3.3M $3.6M
    $2.9M
    $2.3M
    $3.0M

    $2.7M Goal

    $2.1M
    $1.5M

    $1.3M

    Q2 Q3 Q4 Q1 Q2

    OpsPanda| Sales Board of Directors Deck


    STAGE 1: QUALIFICATION
    $120k

    STAGE 2: DISCOVERY
    $5,290k

    STAGE 3: VALIDATION
    Q2 SALES
    -2% $7,080k $7,200k*
    PIPELINE vs. GOAL
    STAGE 4: PROPOSAL
    +10% $4,080k $3,700k*

    WON
    +11% $750k $675k*

    *Target pipeline by stage at this point in quarter

    OpsPanda| Sales Board of Directors Deck


    % of Reps Making Plan

    83% 85%
    81%
    65%

    Q2 Q3 Q4 Q1 Q2

    OpsPanda| Sales Board of Directors Deck


    STANDARD ELECTRIC: $228K

    WESTERN RESOURCES: $211k

    AMG: $204K [Internal alignment off-sight 5/1]

    MCDERMOTT & ROMAN: $198k [Pause for 5/15 budget approval]

    BLUE SKY INTERNATIONAL: $160k


    TOP 10
    DEALS in Q2 TOPLINE: $145k [Champion moved in reorg and now budget issues]

    SCHUSTER IN-MARK: $145k

    DISC RAY: $131k [In merger talks]

    PRO GROUP: $26k

    MICHIGAN MOTORS: $21k

    OpsPanda| Sales Board of Directors Deck


    Q2 ACTIVE HIRING PIPELINE
    Hiring pipeline on track to meet plan
    Pricing pressure increasing 30 rejected
    Moderately attractive applicant pool (17) experience
    (9) technical expertise
    (4) cultural

    Phone Screens Offers

    4
    15 3 6 2
    [vs. goal of 5]

    Applicants Interviews On-boarded

    5 declined
    (4) compensation
    (1) promoted

    OpsPanda| Sales Board of Directors Deck


    NEW REP RAMP TIME

    78 Days
    65 Days
    60 Days

    52 Days 53 Days

    Q2 Q3 Q4 Q1 Q2

    OpsPanda| Sales Board of Directors Deck

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