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ReviewPeriod:07/01/201306/30/2014

RoldanAVargas

1203365

SalesRepresentative

RussellAKohr

500.05.0130

07/01/201306/30/2014

Manager:

Organization:

ReviewPeriod:

PLAYINGTOWINUtilizingthesalesprocessforB&P,PEP,andMaterialsopportunitiesandusingalldocumentsatmydisposal,includingprerecordeddemospreparedbySEteam,collaboratingwithsupportandconsultingteam,andkeepingthenextstepsuptodateastimelyaspossiblethiswayIwasabletoclosedeals,improvemyforecast,anddriverevenuebyendof2ndquarter2014at75%YTDofmyannualquota.RESULTSDRIVENDrivinghighertotalrevenueandrevenuepertransactionbynegotiatinginitialpricingabovethelistpriceandclosingtransactionsatanaverageof10percentabovethetargetpriceforclosedopportunitiesin2014.Thisincludes2B&Paddondealsandmylargesttransactionsofar,aGCEconversionopportunityforOmitronInca5yeartermonpremisedealwithTCV$243,875.ThisresultedinincreasedAverageDealSizeof$11,300/transactionforthefirst2quartersof2013asopposedto$5,245onthefirst2quartersof2013.Closed$508,544worthofbusinessforthefirst2quartersof2014asopposedtoclosing$251,792onthefirst2quartersof2013.SPEEDQuickresponsetimeansweringcustomer'srequestsandqualifyingleadsSamedaycallingtocustomersrequestingquote,preparingandsendingaddendumthedayrequested,respondstoquestionsaccuratelyandgettingbacktothecustomerasquickasafewminutestoanhour.Thisresultedinaquickturnaroundofopportunitiesfromleadtoclosewonstageonthefirst2quartersof2014(PLAYINGTOWINUtilizingthesalesprocessforB&P,PEP,andMaterialsopportunitiesandusingalldocumentsatmydisposal,includingprerecordeddemospreparedbySEteam,collaboratingwithsupportandconsultingteam,andkeepingthenextstepsuptodateastimelyaspossibleIwasabletoclosedeals,improvemyforecast,anddriverevenuetoendthe2quartersof2014at75%YTDofmyannualquota.

1.IncreaseeffortsinIdentifyingmoreopportunitiesformyself(addons)andmyteam(conversion).2.Findadditionalandeffectivewaystopindownpurchasedate.3.DrivingmoreKONArevenueandpositioningKONAasa

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RoldanAVargas 2014AnnualPerformanceProcess2014

EmployeeIdentification

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OverviewInstructions:

Thisformwillcompletetheevaluationprocess.Whenthisformiscompleted,theevaluationdataforthisemployeewillbecapturedfortherecordandwillnotchangeastheresultoforganizationaloranyotherchanges.Thisinformationwillserveastheemployee'sperformancerecord.

AssessmentInstructions:

Thissectionprovidesanoverviewofthecommentsprovidedforareasofstrengthandopportunity.

EmployeeSelfAssessmentStrengths/Successes:

EmployeeSelfAssessmentOpportunitiesfor

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standaloneaddontransaction.

1.Increaseeffortsinproducingselfgeneratedopportunities.Continueassessingcustomer'sinterestwithSaasoffering.Personalgoalofcreatingleast10selfgeneratedopportunitiesandatleast3opportunitiesIcanpasstotheteampermonth.2.DriveKONArevenuebycontinuouslyandconsistentlyintroducingandpositioningKONAinallcustomerinteraction/transactions.3.Continuouslyandconsistentlyusingthesalesprocessonalllargeropportunities.

Roldanisacomplimenttotheteam.He'scontributedtooursalessuccess,manageshistimeandthesalesprocesswell,makeshiscustomershappywithhisattentionandabilitytohelpthem,andisthoroughandorganized.Hereactsveryquicklytoleads.Morethanmany,Roldanisverygoodatusingthetoolsandmaterialsathisdisposaltoprogressandclosebusiness(casestudies,recordeddemos,etc)Ishouldaddthatgivenheworksphysicallyawayfromtheteam,heiscertainlyamemberoftheteam.Roldanhasdemonstreatedtoothathecancloselargertransactionsandthe$244kconversionwithOmnitronisanexample.ItshouldalsobenotedthatDanveryoftensellsatlittletonodiscount.TacticallyRoldanisorganizedinhisworkwithprospectsandinreportinghisprogresswithmanagement.Roldanisveryproactivewhenitcomestoprospectingandfindingcompaniestoprospectinto.Heleveragesthecustmer'srelationshipwithDeltektoidentifynewsoftwarevaluetothecustomer.Additionally,ifRoldanuncoversopportunitiesforconversionsorotherDeltekproducts,hequicklyforwardssuchleadstotheappropriateparty.SALESDURINGREVEIWPERIOD===============================TRANSACTIONS:64TOTALCONTRACTVALUE:$574,264HerearemycommenstaboutRoldanforafewofourcorporatevalues:PlaytoWinRoldanisveryfocusedonthedealandseesclosingtheopportunityasthegoal...the"win".Healsoveryoftensellswihtnoorlittlediscount.SpeedRoldankeepsalotofballsintheairandworksdiligentlytoprogresseachonequickly.Healsoisveryquicktofollowuponanyleads.ResultsDrivenRoldanisveryfocusedonresults...bothforhiscustomerandthenofcoursetohim.CuriosityManytimesRoldanhascometomewithquestionsandrequestsforadviceaboutthesalesprocess.InnovationCustomerFocusAsallofRoldan'sbusinesscomesfromexistingcustomers,heisveryfocusedontheirlevelofsatisfactionbeforeandduringthesale.PassionIntegrityCollaborationRoldanworkswellwithhisteammatesandhisSEs.Indeed,thenatureofhisrolemakeditvitalhebeincommunicationwiththeotherreps.

Roldancanandshouldcontinuetostretchhimself,tochallengehimself,andincreasehispotentialformoreandlargersalesandtherewardsthatcomewithsuchsuccess.Hedoesneedtobemindfultoworkwithinthe"swimlanes"thathavebeenassignedtohim,buthiseagernesstogrowasasalespersonmustbeapplauded.SomeOpportunitiesforDevelopmentforRoldanwouldinclude:1)Workwithmetoidentifysystemsalespossibilities2)Improveeffectivenessinidentifyingprospect'scriticaldates3)Leveragethe"why"ofyouraddonproducts4)AsRoldannotedabove,sellmoreKona!

1)WorkwithmetoidentifysystemsalespossibilitiesInourweekly1:1bringme2or3smallerGCSCloudtargetsthatwecandiscussandstrategize.Imustbecognizantofthefactwe'reinacompetitivelandscapewherefacetofacemeetingswithprospectscanmakeadifferenceinclosingbusiness.Forthatreasonlet'sfirstfocusontheHunstville,ALandFloridamarket.2)Improveeffectivenessinidentifyingprospect'scriticaldatesWe'vealreadydicussedtacticstodosobutlet'sbesureto"getoutinfront"ofnewopportunities.Tothatend,pleasecontactmeasnecessarybeforeengagingwithcertaincustomer/prospectssowecanstragtegizehowtouncoverthesecriticaldatesearly,andkeepthecustomerontrack.3)Leveragethe"why"ofyouraddonproductsForeachoneofyournewaddonoportunitieswediscussbepreparedformetoconsistantlyask:whydotheyneedthisDan?Gainingthisinformationfromthecustomerwillcertainlyhelpyouclosethesalebutitwillalsodemonstrateyourcommitementtotheirsuccess.4)Roldanisinauniqueposition(hecanselladdonstoALL

EmployeeSelfAssessmentActionStepsforDevelopment:

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ourccustomers)andassuchshoulddedicateaportionofhistime(TBD)toleaninandsellKonatothecustomerbase.He'salreadydemonstratedtheabilitytousetoolsandresourcesathisdisposal,andKonaprovidesanopportunitytoexpandhisbusiness.

RockSolid

RockSolid

OverallPerformanceInstructions:

Thissectionprovidesboththeselfratingandmanagerratingforoverallperformance.Themanager'sfinalcommentsarenotedhere.

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AcknowledgmentandCommentsInstructions:

Theemployee'sacknowledgementandfinalcommentsarenotedhere.

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Employee'sFinalComments: