Cloud based tools drive high growth companies: the future of Sales Planning &

Performance Management

Tagore Ramoutar - Chief Commercial Officer, Foresite SPA tagore@foresitespa.com

Cloud based sales planning and performance management tools unlock high growth. They are the future and quickly develop world class practises in SME's. Companies with high growth aspirations

need to put into place world class planning, trajectory management - and move quickly!

Cloud is the future for enterprises

“Cloud-based file sharing, storage and synchronisation services are at the forefront of the consumerisation trend.

They enable employees to collaborate more effectively and boost productivity by using simple tools with interfaces

they are familiar with.” FT

Paul Taylor: Financial Times Dec 3 2013 © Foresite SPA 2014

What do we mean by Cloud based tools?

Cloud computing is essentially a service that has: “on-demand network access to a shared pool of configurable computing resources (e.g.,

networks, servers, storage, applications, and services) that can be rapidly provisioned and released with minimal management effort or service provider interaction”*

* National Institute of Standards and Technology

Simply put Cloud based tools are tools hosted via a third party and accessed via the internet.

© Foresite SPA 2014

The future of enterprise software solutions lies in SaaS/Cloud tools

The global market is expected to grow 18.1% in 2014 to $157bn. In 2018 this will reach $290bn

Trends driving this:

Move to BYOD [Bring Your Own Devices] The massive growth in consumer or client data and requirement

for seamless access, backup and currency Growth of mobile working and dispersed workforces 4G / Access to cheap bandwidth / internet

*Headwaters MB © Foresite SPA 2014

The future of enterprise software solutions lies in SaaS/Cloud tools

“… SaaS business models will continue to expand into new territory such as business

intelligence (BI) tools, industry verticals and business processes such as enterprise resource

planning (ERP), billing, payroll and transactional processing.” *

* Headwaters MB © Foresite SPA 2014

Advantages of Cloud Based Tools (Part 1)

Quick and easy deployment - Lower/minimal set up costs and faster deployment

Reduces spending on technology - Moves fixed cost (capex) to variable opex

Automatic software updates – removes need for onsite maintenance and rolling out software updates (reduces IT cost)

Flexibility to expand or contract and almost unlimited storage

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Advantages of Cloud Based Tools (Part 2)

Backup and Recovery – No need to rely on backup plus gives fast “Business Continuity” in the event of a disaster without extra work

Improves/promotes collaboration, improved processes and control

Work from anywhere

Green – Cloud is less energy intensive than onsite servers

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Why Cloud?

“Cloud-based tools give SME’s access to business tools that previously they could not afford to implement”

“Cloud based tools allow large enterprises to keep their business tools up-to-date and to innovate in a way they

couldn’t previously due to their size”

© Foresite SPA 2014

Go Beyond CRM and Drive High Growth

Best in Class “Beyond CRM”

Good Companies “Utilise CRM”

Most SME’s “Accounting Tools”

Many applications migrating to cloud

Cloud-based tools allow SMEs access to enterprise-class technology.

It allows SMEs to move faster than big, established competitors

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Beyond ERP and CRM: Foresite The Cloud allows SMEs to cheaply access very advanced tools Moving your accounting and CRM to cloud versions will get you many benefits but to

become world class and differentiate yourself from your competitors you need to “go beyond”

Foresite SPA is one of those “beyond” apps that will help companies achieve sector beating high growth and become world class.

Foresite is a revolutionary Sales Performance Application (SPA) that improves the effectiveness of ambitious management teams to deliver outstanding sales growth.

© Foresite SPA 2014

The Difference between CRM and Sales Performance Tools

World class CRM tools implemented well are not sales planning tools.

Great accountancy packages do not give sales performance mgnt.

We see the benefits and invest in the above, but companies often do not understand the need for Sales Planning and Performance Management tools.

Foresite is a Sales Planning and Performance Management tool with CRM functions – it is truly “Beyond CRM”.

© Foresite SPA 2014

The Difference between CRM and Sales Performance Tools

“Foresite increases productivity across a company’s entire sales value chain by managing customer information,

commercial intelligence and performance analytics in one cloud-based system that helps them recognise opportunities

and overcome barriers to sales.”

© Foresite SPA 2014

Integrated Plans

Rolling Forecasts

Pipeline Plans

Trajectory Management

Dynamic/ Rolling Plans

Pipeline Management

Cloud based planning &

Management

Visibility

Performance Management

Ownership

G: Index

Scenarios Sensitivity

Control & Responsibility

Targets (stretch etc.)

World class high growth companies can drive growth using Foresite

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TARGET 100% DRIVERS LIMITERS

TODAY

Cloud Apps drive new ways of working: Foresite’s Trajectory Management

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Benefits of dynamic integrated planning tools

Drive sales growth

Manage market risk

Overcome barriers to sales

Measure competitor impact

Aid resourcing & investment decisions

Reinforce investor confidence

Improve production planning

Reliable rolling forecasts

Improve supply chain management

Drive process & performance improvements

Reduce obsolescence

Increase customer service levels

Easier, more accurate forecasting & budgeting

Improve management of sales teams and channels

Pipeline visibility and control

Resolve future sales gaps

Identify underperformance

Improve competitiveness

Identify barriers to customer acquisition & retention

Accurate rolling forecasts

Underpins FP&A

Scenario planning

Sensitivity analysis

Strong data governance Increase control of

working

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The Future: Cloud Based Tools “High quality planning and good sales management oversight are the bedrock or foundation of a good company’s performance”

Foresite gives instant insight and transparency across the sales pipeline.

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Helping world-class companies deliver high growth

“We find Foresite SPA very adaptable and were surprised how easy and quick it is to use. We saw the benefits of working with Foresite in the 1st quarter”

OEM AUTOMOTIVE

“Foresite is an essential tool for our planned business expansion and diversification”

HOUSEHOLD PRODUCTS

“Foresite’s G-Index is exactly what Smithfield needed to communicate their increasing sales capabilities to their investors”

FMCG FOOD

“We immediately had confidence in Foresite’s projections and analytics”

SPECIALTY CHEMICALS

“Sales pipeline and technical pipeline management were critical for

Danisco’s rapid entry into the global perfumery and flavours market”. FUNCTIONAL INGREDIENTS

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Cloud based tools drive high growth companies: The Key Takeaways

Cloud based tools are the future for SME’s - they are cheaper and give access to “current” world class apps.

Cloud based tools allow you to be nimble and radically improve your quality of working – will drive business improvement.

There are many specialist cloud based apps to support your business. Get the right ones, use them well and you have a competitive advantage!

© Foresite SPA 2014

Cloud based tools drive high growth companies: The Next Steps

• Good starting point is to move your accountancy / ERP package and CRM to cloud based versions.

• BUT to really drive high growth consider adding / integrating Foresite!

© Foresite SPA 2014

Taking the ‘if’ out of ‘What if?’