presentation on BD operation improvements

Presentation to blockchain

1. ZUPPLE – 9/18/2023 Business development Operations Reflection

2. Agenda Current operations Current Culture Business Development vs Sales Role Account management role Outcomes

3. 1 – Current Operations Catering to incoming interest only Leads come to us Attracting middle-men actors 95% public sector interest Employee autonomy resulting in low performance Poor strategic outlook and employee skill set No accountability and Non-measurable outcomes Hustle Culture – 2 members in BD group with 1 advisor Unclear prioritization 80% 3-month accusation vs 20% long term accusation ? BD/Sales team = 2 FTE = Neil and Riston 2 Advisors = Neelu and Rishab 2 FTE = 2 * 10 hours a day * 5 days/week = 100 hours/week 2 Advisors = 2 * 10 hours/week = 20 hours/week Is our throughput worth 120 hours/week?

4. 2 – Current Culture BD team’s job != team reporting Jira is a notebook scratchpad Excel tracing ? Learning and improvement not prioritized Have we improved as a BD + sales team over 2 years of functioning ? What are the new learnings ? Decision making + leadership missing Will we ever get out of Public sector focus ? If yes, how and what is the plan ? Poor throughput

5. 3 – BD vs Sales role Do we even know the difference ? Characteristic BD Manager Sales Manager Focus Developing new business opportunities and partnerships Closing deals and generating revenue Responsibilities Identify and qualify sales leads, build relationships with potential and existing customers Develop and implement sales strategies, manage the sales pipeline Skills Deep understanding of the company's products and services, target market, and sales process; relationship building and communication skills Understanding of the sales process, pipeline management skills

6. 4 – Account Management role Who is looking after all the old customers ? How are we maintaining relationships ? Are we in touch with them ? What is the feedback from them ? Where is it stored ? We need to handhold them !

7. 5 – Outcomes Current BD enhancement or new Hire for BD improvements Neil + Riston need to step up their game ! Need to measure performance to know where we are good or bad ? For BDMs: Number of new leads generated Number of qualified leads generated Number of new customers acquired Value of new customers acquired Revenue generated from new customers Action - For Sales Managers: Number of deals closed Value of deals closed Revenue generated from closed deals Sales team performance (quota attainment, win rate, etc.) Customer satisfaction