9 0 D A Y S T R A T E G I C P L A N T E C H N I C A L S A L E S S P E C I A L I S T

1. 9 0 D A Y S T R A T E G I C P L A NT E C H N I C A L S A L E S S P E C I A L I S T M a r k R a i c h e

2. V I S I O N L O N G T E R M G O A L To increase revenue, profitability and sales of existing Data Center customers, as well as develop new opportunities within accounts not currently purchasing Data Center products

3. F O U N D A T I O N In order to accomplish this long-term goal, I believe my first 90 days in the position will be the essential building blocks & foundation of my work. “To succeed, you will soon learn, as I did, the importance of a solid foundation in the basics of education.” – Alan Greenspan

4. G O A L # 1 T H E F I R S T 3 0 D A Y S T R A I N I N G O B J E C T I V E S • To complete mandatory training courses to ensure appropriate certifications • Continue to foster relationships with vendor representatives and become proficient in key vendor product lines • To understand competitive advantages and key differentiators • To stay current on new technology, solutions and programs • To identify key reporting tools • To shadow TSS Partner

5. G O A L # 2 D A Y S 3 0 – 6 0 • R E L A T I O N S H I P S O B J E C T I V E S Sales Director • To understand site objectives and goals • To assist with the development of an effective site strategy • To establish regular meetings to review site progress • To enhance the relationship with site sales management team

6. G O A L # 2 D A Y S 3 0 – 6 0 • R E L A T I O N S H I P S Sales Managers • To discuss strengths & challenges of individual Account Managers (AM) • To review pipeline and understand scope of existing opportunities • To establish call plans (participate in afternoon focus/penetration calls) • To encourage introductions of key vendor contacts & territory maps

7. G O A L # 2 D A Y S 3 0 – 6 0 • R E L A T I O N S H I P S Account Managers (AMs) • To utilize AM background & success to lead others • To build trust with AM’s by demonstrating knowledge of job requirements • To discuss key accounts/account planning • To identify each AM’s top 10 list (Current & Prospects)

8. G O A L # 3 D A Y S 6 0 – 9 0 P E R F O R M • O B J E C T I V E S • To close net new business • To work with AM’s to engage with customers early • To focus on Sales Prism to generate leads • To effectively utilize and promote the implementation of Infoview Reporting • To run “Sales by AM and Market Group” Reports

9. Market Group Adj Revenue Pct Of Revenue Drives & Storage Hardware $80 0.10% Monitors & Projectors $380 0.25% Power Management $315 0.21% Systems Accessories $117 0.08% Software $29,440 19.59% Cables $855 0.57% Client Networking $1,875 1.25% Drives & Storage Hardware $6,602 .39% Enterprise Networking $3,500 2.33% Enterprise Storage $6,360 4.23% Memory $7,808 5.20% Mobile Computing Accessories $110 0.07% Monitors & Projectors $1,060 0.71% Notebooks $7,347 4.89% Point of Sale Equipment $3,720 2.48% Power Management $440 0.29% Printer Supplies & Accessories $21,721 14.46% Servers $46,170 30.73% System Enhancements $2,315 1.54% Systems Accessories $335 0.22% Video $96 0.06% Warranty Services $9,155 6.09% Sum: $150,245 100.00% C U S T O M E R : S T. E L I Z A B E T H M E D I C A L C E NT E R

11. Questions?