1. SALES
DECK
MARCH
2010

2. 1
THE BLOOMBERG CHALLENGE
111
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BECOME MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
1 2 3 4

3. … AND WE’RE
REFOCUSING
OUR SALES
STRUCTURE TO
ADDRESS
THESE MARKET
CHALLENGES.
2
IN THE SALES
ASSOCIATE PHASE,
SALES STAFF WILL
TRAIN AND WORK TO
LEARN THE ROLES AS
WE ASSESS
STRENGTHS TO HELP
SET THE BEST CAREER
PATH
App
Specs
NREP
SREP
TREP
RREP
Customers

4. TARGETED REPS
TREP
SUCCESSFUL
QUALITIES
DRIVERS
METRICS
JOB DESCRIPTION
• Selling Terminals into a specific market player
• Builds a user community
• Proven extensive knowledge of an asset
class
• Effective communication and persuasion
skills
• Calls/Visits/Demos
• Trainings
• Sales
• Enhancement ideas
• Campaign usage
• Quality leads
• Equity Derivatives
• FI/IRS Derivatives
• Credit
• FX/FX Derivatives
• Commodity/Commodity Derivatives
• Mortgages
• Municipals
• Corporations
77 Today
103 End
of 2010

5. 444
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BE MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
2 4
TARGETED REPS
TREP
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
1 3
~55,000 Users
identified as
Specialty

6. PRODUCT EXPERTS
AppSpec
SUCCESSFUL
QUALITIES
DRIVERS
METRICS
JOB DESCRIPTION
• Market experts
• Assisting the Global Salesforce
• Proven extensive knowledge of an asset
class
• Effective communication and persuasion
skills
• Trainings
• Calls/Visits/Demos
• Training Survey’s
• Client usage
• Small Enhancements
• Sales Assists
• Clients touches

7. 666
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BE MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
2 4
PRODUCT EXPERTS
AppSpec
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
1 3

8. THE HEART OF SALES
SREP
SUCCESSFUL
QUALITIES
DRIVERS
METRICS
JOB DESCRIPTION
• Selling terminals to the majority of the market
• Ability to articulate the value of Bloomberg to
a wide range of player types
• Discover new opportunities to expand usage
• Proactive
• Command of more than one competency
• Takes ownership
• Calls/Visits/Demos
• Contacts Creation
• Drive usage
• Sales
• Enhancement Ideas
• Campaign Usage
• Quality of Role

9. 888
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
1 3 4
MAIN SALES ROLE
SREP • Geographic dispersion
• More opportunities as markets grow and
our product continues to expand
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BECOME MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
2

10. RELATIONSHIP EXPERTS
RREP
SUCCESSFUL
QUALITIES
DRIVERS
METRICS
JOB DESCRIPTION
• Building long term relationships and
understanding the needs of the C-level
• Understanding of a client’s business needs
and how technology can help to achieve goals
• Experienced use of internal systems
• Proven skills at developing relationships
with senior level managers at firms
• Strong prospecting ability across entire
organizations
• Established knowledge of our full suite of
products
• Visits/Calls
• Contact creation
• Meetings with Decision Makers
• Sales
• Enhancement ideas
• Campaign usage
• Quality leads
• Users locked in

11. 10 1010
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BE MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
2 3 4
RELATIONSHIP MANAGER AT LARGEST ACCOUNTS
RREP
• Relationship needed to sell
• Expanding product depth
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
1

12. HUNTING FOR OPPORTUNITY
NREP
SUCCESSFUL
QUALITIES
DRIVERS
METRICS
JOB DESCRIPTION
• Establishing techniques for finding
new business opportunities
• Leverage internal relationships to
help close sales
• Enjoy prospecting
• Enjoy digging for new leads
• Combing the systems to discover
prospects for targeted calls
• Sales calls
• Contact creation
• Demos to contacts
• Sales
• Enhancement ideas
• Campaign usage
• Quality leads
• Assists

13. 121212
BETTER COVERAGE
AND FOCUSED
ATTENTION FOR OUR
USERS
HIRE MORE SALES
PEOPLE TO
INCREASE SERVICE
LEVEL TO EACH
CUSTOMER
LARGE GROWTH IN
EMERGING
MARKETS
GROW THE SERVICE
CAPABILITY IN
THOSE MARKETS
1 3
NEW BUSINESS AND PURE PROSPECTING
NREP
• New businesses continue to develop
• Business and user churn
FINANCIAL MARKETS
ARE BECOMING MORE
COMPLEX
ORGANIZE SALES
TO BECOME MORE
SPECIALIZED,
MAINTAIN HIGH
LEVEL OF SERVICE
FOR ALL
INCREASING
THREAT FROM
NICHE AND MAIN
COMPETITORS
BECOME MORE
RESPONSIVE AT
EVERY LEVEL OF
CONTACT
2 4

14. 13 131313
WHO DO I CALL WHEN I FIND A NEW USER?
RREP UNCOVERS A NEW USER ON AN
ESTABLISHED TRADING DESK
IS THE USER A DECBUT DECISION MAKER?
YES
DOES SHE MAKE TECHNOLOGY DECISIONS
FOR THE DESK?
NO
DOES HE REQUIRE SPECIALIZED
ATTENTION?
YES
ARE THE
NEEDS
EXTENSIVE?
NO
IS SHE A
POWER USER?
YES
DEVELOPMENT
NEEDS AND
REQUIREMENTS
ARE EXTENSIVE
NO
IS SHE
AND/OR
THE DESK
POWER
USERS?
YES NO
TREP TREP
OR
CORE
COMP
YES
HE IS A
“POWER” USER
OR HAS THE
POTENTIAL TO
BE
NO
HE IS SIMILAR
TO THE OTHER
USERS ON
THE DESK
TREP CORE
COMP