Kevin Skinner is an experienced senior sales executive who has worked in the IT industry since 1993 and the ECM/EDM industry since 2004. He has worked for several companies including Sage resellers and Zylab, selling a variety of hardware and software solutions. This year he has already brought in over $675,000 in revenue, surpassing his targets. He believes his experience and track record of success, as well as his understanding of the ECM/EDM market and ability to generate innovative ideas, make him a strong candidate for any company. He outlines his sales process and goals, which include identifying key markets, setting achievable targets, and maintaining a pipeline to achieve $1.2 million in revenue.

1. Kevin Skinner Overview

2. Presentation Agenda Overview on Kevin Skinner Key Companies The Sales Process My Achievements The attributes I can bring to any company How I would achieve my target of £1.2 Million

3. Overview on Kevin Skinner Trumpet blowing! I have been in the ECM, EDM Industry since November 2004 and the IT Industry since 1993 – 15 Years I have worked for a Sage Reseller DCS selling Invu, Invu itself, Zylab and Perceptive. I am a very experienced senior sales executive with full technical knowledge of both hardware and software I have sold to many areas within the IT industry globally I am a team player but also work efficiently independently

4. Key Companies I have worked with

5. My achievements So far this year I have brought in US$376k in license revenue – 275 licenses and US$309k in services – SMA and professional Services I achieved 169% over my target in the first official quarter and came off my 3 month guarantee At Invu I over achieved my targets and was promoted to senior BDM Instrumental in getting Invu approved for SAP Business One I sold 150 licenses into Harrods’ HR Department I gave Fortis Insurance the idea of buying a customer EDM Portal, allowing 150 brokers access to vital forms and standard documents in a secure environment across the web, plus giving Perceptive instant access to 150 new prospects

6. The Sales Process Research the organisation and plan my approach Gain all the key contacts: namely heads or Directors of departments Find out if we have any partners working this lead; they can be used as leverage to get a foot in the door. Be very clear about what it is I am selling. Not just the products or services (as important as they are) – but what I can potentially do for our customer Have a story ready that is relevant to their business and if the prospect is in the same vertical market as an existing customer I will explain to them how they have benefited from our solutions. Gain an appointment Scope the prospects needs. Identify the areas they have not realised are problematic and make them aware. Use a check list of questions, and get the client to tell me what they would like to see. Get them involved in the process of the scope immediately Build a demo that caters for their needs and further scope for the future Get my key alliances involved ie. ERP etc Show the prospect the ROI from buying the software Present a clear and concise proposal and walk the prospect through the facts and figures to gain approval and close

7. Customers I have sold to this year

8. The attributes I can bring to any company. A full understanding of ECM, EDM, e-DISCOVERY market place Ability to win business and create business I have the capability to generate revenue from any type of industry I have a proven track record of achieving my targets The knowledge of other products that bolt into EDM space I am able to adapt to many roles and embrace change I have been very successful at running my own channel Innovative ideas using the customer base I am clinical in the sales cycle I have passion, drive and most of all enthusiasm to succeed

9. How I would achieve my targets Identify a key market using existing client case studies Strategic planning every day Time management – appointment booking, admin, proposals Set out achievable but challenging goals Breakdown the target into quarters and calendar months Realistic and detailed forecasting Build a pipeline to £2.4 million+ Define key added-value deliverables - ROI Team work CRM Identifying the three key elements of sales activity - Quantity, Direction and Quality of sales effort together with the three timescales over which these areas need attention: Past (in order to analyse) Present (to facilitate the tracking of where I am against the plan) Future (to enable effective planning)

10. Thank you