Full session information and video available on successforce.com.

1. Supercharge Sales Results by Optimizing Quotas, Territories, and Incentives Robert Youngjohns, CEO Paul Turner, Product Marketing Sales: Million Dollar Producer

6. The Need for Sales Performance Management “ Through 2010, on average, enterprises will miss the equivalent of at least 10 percent of total annual sales in "lost opportunity" revenue that could have been captured with improved processes for defining, assigning and managing territories, quotas, and incentives and compensation plans. 0.8 Probability” Gartner Presentation, “Exceeding Targets with Sales Performance Management” by Michael Dunne, Sept. 11-13, 2006.

10. Customer Results Achieved: Visibility Planning Execution Sales and Incentive Performance CSAA can now launch a product in 3-6 months vs. 6-9 months $5M in overpayments eliminated, and more than $15M in increased revenue (Major telecom provider) Channel Retention Eliminated 80% of Disputes from channel of 25,000 distributors and suppliers. CUNA Mutual has realized hard dollar savings of $900,000 per year.” Sales Productivity > 60,000 sales days recouped over 2 years by lowering shadow accounting (Major telecom provider) “ Callidus has enabled us make sound strategic decisions as we are by identifying factors that motivate our sales team” “ We are driving a cultural transformation in our sales organization” Loan production up 450% “ We can align incentives more closely to our channel objectives.”

11. Sales Performance Management Defined Sales Performance Management: Going Beyond Incentive Compensation Michael Dunne Accounts Contacts Sales Cycle Execution Prospect Qualify Solution Close Negotiate Sales Enablers Leads Content Config./Quote Order Propose Monitoring/Reporting/Analytics Territory Mgmt. Accounts, Resources, Hierarchies Quota Mgmt. Revenue & Margin targets; New business Sales ICM Commissions, Bonuses, Accelerators

14. Quota Setting Flexibility Across Multiple Measures Allocate Quota Using Multiple Measures Customer Type (New, Existing, Strategic) Sales Volume Profit Margin / Price Realization Product Mix Multiple Quota-based with Accelerators Key Strategic Objectives (KSOs/MBOs) Market Share, Customer Satisfaction

22. Incentives Drive Financial Performance Brand Management Motivating and Rewarding People Customer Service Turning Customer Info into Insight Attracting and Retaining People Building Selling and Service Skills Strong Value Propositions Partner and Alliance Management eCRM Sales Planning Key Account Management Advertising Customer Retention and Acquisition Managing Product and Service Mix Promotion Ability to Change the organization New Products and Services Segmentation Building Service Culture Channel Management ¹ Accenture CRM Research Potential Dollar Impact in $M on Pre-tax Profit of Moving from Average to High Performance for $1Bn Business Unit - Accenture CRM research 1.5 13.0 13.0 12.0 10.0 9.5 9.0 9.0 8.0 7.5 6.0 5.5 5.0 3.5 2.5 2.0 3.0 5.0 5.0

23. Pay for Performance from Everyday Dashboard

24. Detail to Reduce Shadow Accounting

25. Gain Summary View of Sales Performance, Incentive Opportunities

26. Monitor Key Metrics

27. Monitor Team Performance, Opportunities to Change Behavior

28. Leading Enterprises are Integrating SPM solutions Insurance Banking Telecom High Technology Life Sciences

29. Continued Integration with salesforce.com to Drive Customer Value “ As a customer of both Callidus Software and salesforce.com, we are pleased that the two solutions are becoming more fully integrated. With this integration, our sales representatives and sales executives will be able to view strategic sales force automation and sales performance management information together .” John Graham Executive Vice President Global Sales and Services at UGS PLM Software, a division of Siemens Automation and Drives .