Monthly Sales Update - storage.googleapis.com...EMC Corporation Charles Roussey Best Case $121,100...

© Copyright 2010 Confidential & Proprietary

Monthly Sales Update

April 4th, 2013

Greg Enriquez


Q1 Results/Q2 Forecast

Demand Generation Activities

10 x 10 Progress

Sales Engineering Update

Inside Sales

Territories/Channel Plan

Q2 Priorities

Agenda

2


Q1 Results


Q1 2013 Finish vs. Stretch Goal (‘000s)

4

$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

$14,000

$16,000

$18,000

MIR MCIRT CS/SS/MCA Total

Goal

Actual

Q1 FY2012 Actual:

$11.4M


Product Revenue (ACV, $M)

MIR (14 Units) $1.7

MIR Support Renewals $1.3

MCIRT (New) $0.9

MCIRT (Renewals) $3.4

CS/SS $1.1

MCA $0.0*

NRR $2.0

TOTAL $10.4

By Product Category

5

* Some MCA revenue will

be carved out of new SLA

MCIRT deals

2Q carry over:

Thomson Reuters - $1.1M

Coke - $670K

RR - $400K

Honeywell - $300K,

NYT – $250K


Q1 Revenue by Source

6

$4.1, 98%

$0.1, 2%

MCIRT

Commercial

Federal

Int'l

$3.1, 91%

$0.2, 6%

$0.1, 3%

MIR, CS / SS

Commercial

Federal

International


Q1 Net New vs. IR

7

$297.0, 33%

$597.0, 67%

MCIRT

New

IR

$1,369.0, 65%

$739.0, 35%

MIR, CS/SS

New

IR


247 239

186

128

208 197

0

50

100

150

200

250

300

MIR Average Sales Cycle

8

One very long deal

(688 days) skewing

Q1 2013 results;

without it Q1 2013

average drops to

148 days

Deals < 30 days omitted from averages (represent add-ons, not initial sales)


Q1 MIR Closed

9

Account Units Opportunity Owner Amount

Experian 4 Dave Baumgartner $511K

National Australia Bank 3 Todd Radermacher $406K

Peabody Energy 1 Dave Baumgartner $190K*(3 yrs maint)

Agrium 1 Doug Kinoshita $150K

Microsoft 1 Doug Kinoshita $122K

Cisco 1 Todd Radermacher $116K

FDIC 1 Tim Gifford $109K

NBN 1 (mini) Todd Radermacher $55K

Akin Gump 1 (mini) Patrick Kelley $44K

TOTAL 14 $1.7M


Q1 MIR Support Renewals Closed

10

Account Opportunity Owner AmountBall Aerospace Todd Radermacher $38K

Bechtel Todd Radermacher $90K

Carlson Companies Dave Baumgartner $22K

Conoco Phillips Dave Baumgartner $113K

Dept of Justice Tim Gifford $19K

eBay Todd Radermacher $100K

Honeywell Chip Roussey $174K

Honeywell #2 Chip Roussey $163K

IBM (Australia & Brazil) Joel Williams $50K

JHU Applied Physics Patrick Kelley $18K

JPMC Chip Roussey $190K

Microsoft Doug Kinoshita $21K

Northwestern Energy Todd Radermacher $25K

ORNL Tom Gifford $21K

Parsons Corp Todd Radermacher $39K

Peabody Energy Dave Baumgartner $50K

Phillips 66 Dave Baumgartner $113K

Sempra Energy Todd Radermacher $20K

Westinghouse Electric Patrick Kelley $25K

TOTAL $1.3M

© Copyright 2010 Confidential & Proprietary 11

Q1 New MCIRT Closed

Account ACV Owner NotesEpiq $341K Woodford 3 year; $956K TCV

Nexen Petroleum $256K Baumgartner 3 year; $712K TCV

EchoStar $118K Radermacher 4 month

Peabody Energy $115K Baumgartner3 year; $331K TCV;Includes 1 MIR unit & 3 year MIR support;

Grand Total = $521K TCV

Comtech $30K Roussey 2 month trial

TOTAL $860K $2.1M TCV


Q1 MCIRT Renewals Closed

Account ACV Owner NotesGenentech $1.9M Radermacher 3 year; $6.2M TCV

Westinghouse $345K Kelley

Parsons Corp $179K Radermacher

Argon ST $157K Kinoshita

Parker Hannifin $150K Kelley

GSA $141K Gifford

Harris Corp $141K Williams

Ball Aerospace $99K Radermacher

Akin Gump $83K Kelley 3 year; $206K TCV

Intelsat $72K Kelley 14 month + 1 sensor; $78K TCV

DRS $64K Williams

Canpotex $50K Kinoshita 3 year; $150K TCV

TOTAL $3.4M $7.9M TCV


Q1 CS / SS Closed

13

Account Opportunity Owner Amount

Akin Gump Kelley $18K*2 deals

Cisco Radermacher $10K

Experian Radermacher $14K

FDIC Gifford $13K

Halliburton Baumgartner $45K

NetApp Radermacher $55K

Nexen Petroleum Baumgartner $580K*2 deals

The Depository Trust &

Clearing CorpRoussey $17K

UGA Williams $72K

WA DoR Kinoshita $322K

TOTAL $1.1M


Q2 Forecast


Product Closed Commit Best Case Pipeline Total

MIR $556 $2,113 $5,331 $8000

MIR Renewals $388 $521 $910

MSO $400 $400

MCIRT – New $959 $1,397 $7,823 $10,179

MCIRT – Renewals $81 $1,080 $4,230 $1,214 $6,605

Intel Center $504 $504

MCA $300 $291 $591

CS / SS $781 $485 $1,266

TOTAL $81 $3,487 $9,742 $15,145 $28,455

Q2 Pipeline ($K)

15


Product Goal Forecast % Pipeline

% of Pipeline

Needed to

Reach Goal

MIR $2,669 $5,331

MIR Renewals $910 $0

MSO $400 $0

MCIRT – New $2,356 $7,823

MCIRT – Renewals $5,391 $1,214

Intel Center $504 $0

MCA $300 $291

CS / SS $781 $485

TOTAL $17,000 $13,311 78% $15,145 24%

Q2 Forecast ($K)

16


Q2 MIR Opportunities (Part I)

17

Account UnitsOpportunity

Owner

Forecast

CategoryAmount

Ford Motor Company 10 Darian Woodford Pipeline $1,558,000

Microsoft Corporation 8 Doug Kinoshita Best Case $1,202,400

Exxon Mobil Corporation 5 Dave Baumgartner Pipeline $751,500

Shell (part of large MCIRT deal) 3 Baumgartner Commit $487,500

Dow Corning 2 Darian Woodford Pipeline $325,600

First Data Corporation 1 Joel Williams Pipeline $300,600

University of South Carolina 1 Joel Williams Pipeline $180,600

Rockwell Collins, Inc. 1 Dave Baumgartner Pipeline $160,300

Devon Energy Corporation 1 Dave Baumgartner Pipeline $157,800

Australian Government Department of Defense 1 Todd Radermacher Best Case $155,300

BP 1 Dave Baumgartner Pipeline $155,300

DigitalGlobe, Inc. 1 Susan Teague Pipeline $155,300

Halliburton Energy Services, Inc. 1 Dave Baumgartner Pipeline $155,300

IQsec 1 Dave Baumgartner Pipeline $155,300

Jacobs Engineering Group Inc. 1 Susan Teague Best Case $155,300

Janus Capital Group Inc. 1 Susan Teague Pipeline $155,300

Swiss Post 1 Todd Radermacher Best Case $155,300

Trustmark Corporation (part of MCIRT deal) 1 Joel Williams Pipeline $150,300

New Zealand Gov’t Communications Security Bureau 1 Todd Radermacher Best Case $135,300

Fidelity National Information Services, Inc. 1 Joel Williams Pipeline $125,300


Q2 MIR Opportunities (Part II)

18

Account Units Opportunity Owner Forecast Category AmountSavannah River Nuclear Solutions, LLS 1 Tim Gifford Pipeline $120,300

TASER International 1 Susan Teague Pipeline $110,000

ONEOK, Inc. 1 Dave Baumgartner Best Case $109,050

CME Group Inc. 1 Darian Woodford Pipeline $104,100

State of South Carolina - Department of Health

and Human Services1

Tim Gifford Pipeline $70,380

HEARST CORPORATION THE 1 Joel Williams Pipeline $69,547

Williams & Connolly LLP 1 Patrick Kelley Commit $68,872

SES 1 Joel Williams Pipeline $67,800

Australian Submarine Company 1 Todd Radermacher Best Case $60,380

Coca-Cola Company 1 Joel Williams Pipeline $60,380

Savannah River National Laboratory 1 Tim Gifford Best Case $59,868

SCAD 1 Joel Williams Pipeline $57,880

SES 1 Joel Williams Pipeline $55,380

Sierra Nevada Corporation 1 Todd Radermacher Best Case $55,380

Cox Enterprises, Inc. 1 Joel Williams Pipeline $52,541

Gwinnett Public Schools 1 Joel Williams Pipeline $49,999

TOTAL 59 $8M


Q2 MIR Support Renewals

19

AccountOpportunity

Owner

Forecast

CategoryAmount

Federal Bureau of Investigation (FBI) Tim Gifford Best Case $226,688

Royal Philips Electronics N.V Todd Radermacher Commit $125,000

EMC Corporation Charles Roussey Best Case $121,100

National Institutes of Health (NIH) Tim Gifford Commit $94,453

IBM Germany Joel Williams Commit $50,000

IBM India Joel Williams Commit $50,000

The Depository Trust & Clearing Corporation Charles Roussey Best Case $48,000

Los Alamos National Security Tim Gifford Best Case $37,781

AOL Inc. Patrick Kelley Commit $25,000

IBM (China) Co Limited Joel Williams Best Case $25,000

URS Corporation Todd Radermacher Commit $25,000

Goldman Sachs Group, Inc. Charles Roussey Best Case $22,500

Department of Health and Human Services (HHS) Tim Gifford Best Case $21,250

Astrium Services Government, Inc. Patrick Kelley Commit $19,000

Brookhaven National Laboratory Tim Gifford Best Case $18,891

TOTAL $910K


Q2 MSO Opportunities & POCs

20

Account Opportunity Owner Amount

Comcast Patrick Kelley $400K

Account Name Activity Date / Location SE

Institute for Defense

AnalysisMSO and MIR POC

4/29-5/3Alexandria, VA

Bradshaw/

Giberson

Comcast MSO POC5/13-17

Morristown, NJBradshaw/

Giberson


Completed Demos

− Michelin

− Gwinnett County Schools

− Comcast

− General Dynamics

− WellPoint

Upcoming Demos

− InfoSec UK

− Hunton & Williams

− Coke

− Harris

MSO Demos & Presentations

21

Average of 4 MSO customer presentations per sales rep


Q2 MCIRT Opportunities

Account OwnerForecast

CategoryACV Notes

Alcoa Inc. Patrick Kelley Pipeline $1,424,080 3 year; $4.1M TCV

Shell Oil Company Dave Baumgartner Commit $1,100,000MCIRT ACV only; 3 year + 3 MIR

Units ($487K) = $4.0M TCV

Corning Incorporated Charles Roussey Pipeline $1,277,760

Thomson Reuters Corporation Charles Roussey Best Case $1,055,000

Citrix Systems Joel Williams Pipeline $924,620

DigitalGlobe, Inc. Susan Teague Pipeline $700,000

Walgreen Co. Darian Woodford Pipeline $696,480

The New York Times Company Charles Roussey Pipeline $210,000 3 year; $630K TCV

Alliant Techsystems Inc. Patrick Kelley Commit $214,343 3 year; $615K TCV

Rockwell Collins, Inc. Dave Baumgartner Pipeline $610,750

EchoStar Corporation Susan Teague Pipeline $507,000

Comtech Telecommunications Charles Roussey Pipeline $380,250

Fonterra Co-operative Group Todd Radermacher Best Case $341,800

Nidec Motor Corporation Dave Baumgartner Pipeline $314,000

South Carolina Richland County Joel Williams Pipeline $132,590

Emerson Electric Co Dave Baumgartner Pipeline $84,736

Precision Castparts Corp. Doug Kinoshita Pipeline $79,385

Fidelity Joel Williams Pipeline $72,960

JVL Ventures, LLC Charles Roussey Pipeline $14,000

Ball Aerospace Susan Teague Pipeline $7,000

TOTAL $10.0M $16.7M TCV


Q2 MCIRT Renewals

Account OwnerForecast

CategoryACV Notes

Babcock & Wilcox Company Joel Williams Best Case $979,350

Royal Philips Electronics N.V Todd Radermacher Best Case $670,600

Coca-Cola Company Joel Williams Pipeline $649,785

Honeywell International Inc. Charles Roussey Commit $307,800 2 year; $615K TCV

Goodrich Corporation Charles Roussey Best Case $571,600

EMC Corporation Charles Roussey Best Case $429,500 At Risk

Rolls-Royce Group PLC Joel Williams Best Case $388,800

Freeport-McMoRan Susan Teague Pipeline $380,040 At Risk

Devon Energy Corporation Dave Baumgartner Best Case $319,270

Talisman Energy Inc. Doug Kinoshita Best Case $299,160

Emerson Electric Co Todd Radermacher Commit $290,080

Open Society Foundations Charles Roussey Best Case $229,184 At Risk

Inter-American Development Bank Patrick Kelley Commit $209,920 At Risk

SAIC, Inc. Patrick Kelley Commit $187,200

Vmware Inc Todd Radermacher Pipeline $183,894 At Risk

Leadflash Joel Williams Best Case $175,800

Exelon Corporation Darian Woodford Best Case $166,560

Tampa Electric Company Joel Williams Pipeline $108,000

MOS Holdings Inc Todd Radermacher Commit $84,600

ORBCOMM Inc. Charles Roussey Closed $81,360

TOTAL $6.7M$6.9M TCV

$1.4M at Risk


Q2 MCA Opportunities

24

Account Opportunity Owner Forecast Category Amount

The University of Arizona Todd Radermacher Best Case $300K

Bunge North America, Inc. Dave Baumgartner Pipeline $100K

University of Illinois Darian Woodford Pipeline $100K

Cinedigm Digital Cinema Susan Teague Pipeline $50K

NCR Corporation Joel Williams Pipeline $36K

Methanex Doug Kinoshita Pipeline $5K

TOTAL $591K


Q2 Intel Center Opportunities

25

AccountOpportunity

Owner

Forecast

CategoryAmount

Siemens Patrick Kelley Commit $504K

TOTAL $504K


Q2 CS / SS Opportunities

26

AccountOpportunity

Owner

Forecast

CategoryAmount

Zurich Susan Teague Best Case $280,000

Genentech Inc Todd Radermacher Best Case $223,500

Cardinal Health, Inc. Patrick Kelley Pipeline $200,000

Ameren Corporation Dave Baumgartner Pipeline $150,000

Southern California Edison

Company Susan Teague Best Case $135,100

BMC Software, Inc. Dave Baumgartner Pipeline $75,300

CACI International Inc Patrick Kelley Best Case $50,000

Founders FCU Joel Williams Pipeline $50,000

Michaels Stores, Inc. Dave Baumgartner Best Case $50,000

ZeniMax Online Studios Patrick Kelley Pipeline $10,000

Tampa Electric Co Joel Williams Best Case $38,000

SF State Univ Todd Radermacher Best Case $4,500

TOTAL $1.3M


Q2 Top Opportunities (TBD)

27

Account Owner Product(s) TCV Category Notes

Shell Baumgartner MCIRT/ MIR $4.0M Commit $1.2M ACV; 3

MIR units

Corning Roussey MCIRT/ MIR $1.3M Pipeline 1 MIR unit

Microsoft Kinoshita MIR $1.0M Best Case 8 MIR units

Thomson

Reuters

Roussey MCIRT/ MIR $1.0M Best Case 1 MIR unit

Babcock &

Wilcox

Williams MCIRT

Upgrade

$1.0M Best Case

Siemens Kelley Intel Center $500K Commit

Comcast Kelley MSO $400K Best Case


Demand Generation Activities


Develop Plan with Marketing

Include:

− Existing customers

Contact(s) who lead purchase decision

C, V & D level contacts

SOC Managers & Analysts

− Tactics

Implement ISR ST & LT call cadences

Emails & scripts to be developed by

Marketing & Sales

Leads in SF and new leads C,V & D level contacts

SOC Managers & Analysts

Target 10 x 10 x 10 accounts

Data sources: RainKing, Hoovers,

data.com

Noted customers on FireEye & other

relevant technology partners’ web sites

Referrals from FireEye

MSO Launch - Inside Sales Plan

29


10 x 10


Top 10 Account Targets by Industry

31

0

1

2

3

4

5

6

7

8

9

10No Activity (48)

PS Only Customer(15)

Current ProductCustomer or Prospect(47)

March Meetings:- Cisco

- Citigroup (Roussey and

Kutscher coordinated)

- AT&T (Pollard and

Damato coordinated)

- FirstEnergy Corp

(demo)

*Cisco moved from Prospect to Customer


STATUS

Category Count %

Customer (Currently Product Customer; used PS in past) 22 20%

Pipeline (Product Opportunity being worked) 26 24%

Prospect (Currently working on product sale after PS) 0 0%

Worked during last year (Has been PS but no product yet) 2 2%

Worked > last year (has been PS but no product yet) 13 12%

Need to meet (No previous work) 47 43%

TOTAL 110 100%

10 x 10 Overall

32


10x10 Meeting Count

33

0

1

2

3

4

5

6

7

8

Meetings


SE Updates


POC Summary Results

35

Req Gathering, 2

Awaiting Approvals, 1

Pdct Shipping, 1

Active, 8

Completed -Won, 5

Completed -Lost, 1

Completed - No Dec, 6 Won

• Battelle

• BBG

• DHS

• Dept of Treasury

• GSA

Lost• Comcast

No Decision• Bank of Canada

• Cigna

• Merck

• NIH

• NCR

• Savannah River

Nuclear Solutions


Active MIR POC Details

36

Account Name POC Name SE

Cincinnati Children's Hospital (CCHMC)Cincinnati Children’s Hospital –

MIR POCJohn Bradshaw

DHS - Customs and Border ProtectionUS Customs and Border Patrol

MIRJohn Bradshaw

Exxon Mobil Corporation ExxonMobil MIR POC Lucas Zaichkowsky

Gwinnett Public Schools Gwinnett County Schools POC Jeff Yeutter

Microsoft Corporation MSFT MIR POC Lucas Zaichkowsky

NASA Ames Research Center NASA JPL John Bradshaw

National Oceanic and Atmospheric

AdministrationNOAA MIR POC John Bradshaw


Inside Sales Updates


ISR Generated Pipeline & Wins; Since Inception (‘000s)

38

$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

$14,000

$16,000

$18,000

$20,000

Active

Won


Significant Inside Sales Meetings (March, 2013)

39

BorgWarner Humana Goodyear

McGraw Hill Verizon Wireless Amazon.com

Cisco SAP Disney Interactive

Western Union American Airlines Kruger’s

CareerBuilder Amgen Arrow

Credit Suisse RIM Bain Capital

BGC Partners


Meeting Trends

40

0

5

10

15

20

25

30

35

40

45

50

Dec '12 Jan '13 Feb '13 Mar '13

Goal = 54/month


RSA

− 13 meetings scheduled @ show

− 5 meetings scheduled as result of show follow up calls

MCA:

− 20 MCA meetings set since introduction

− Pipeline generated of ~$550K

− MCA mailing going out on 04 08 13 (w/marketing), with call follow up

Significant sales initiatives under development (w/marketing)

− MSO

− FedGov & StateGov

RainKing implementation complete

Significant Inside Sales Updates

41


Org Chart / Territories


The Sales Team

43

Greg Enriquez

WW VP Sales

Rob Pollard

Sales Dir. West

Todd Vollmer Sales Dir. East

Joe Hoban

Sales Dir. Channels

Mark Prator

Sales Operations

Dee Berhan

SF Certified Administrator

Paul Goldner

Dir., Inside Sales

Ed Robson ISR Boston

Michelle Beck ISR Denver

Sherita Blakely ISR Atlanta

Betsy West Contract ISR

Sandy Pillsbury Contract ISR

New

New


The Sales Team

44

Rob Pollard

Sales Dir. West

Doug KinoshitaAE PAC NW

Todd RadermacherAE Central W

Darian Woodford

AE Mid West

Sue TeagueAE South West

AE South Central

TBH

AE PlainsTBH

Lucas Zaichkowsky

SE

Kevin KinSE

Todd Vollmer

Sales Dir. East

Chip RousseyAE Metro NY

Patrick KellyAE Mid-Atlantic

Tim GiffordAE Federal

Joel Williams

Southeast AE

John Bradshaw

SE

Jeff Yeutter

SE

Robert GibersonSE

New

NewNew

US FEDERAL GOVERNMENT

Plains

Midwest

South Central

Metro NY

Northeast

AE: Sue Teague

AE: Todd Radermacher

AE: Doug Kinoshita

AE: TBH (Radermacher)

AE: Joel Williams

AE: Charles Roussey

SALES TERRITORY MAP (April 2013)

Western CanadaBC, AL, SK, MB, NT, YT, NU

AE: Doug Kinoshita

Eastern CanadaON, QC, NS, NB, PE, NL

AE: Charles Roussey

Southeast

Southwest

West - Central

Pacific Northwest

AE: TBH (Woodford)

AE: Darian Woodford

AE: Charles RousseyMid-Atlantic

West: Rob Pollard, Sales Director East: Todd Vollmer, Sales Director

AE: Patrick Kelley

AE: Tim GiffordINTERNATIONAL

Rob Pollard: APAC, Latin America & Mexico

Todd Vollmer: EMEA

Greg Enriquez: South America


2013 Channel Plan


US / Canada− FireEye

− National Security VARs

UK / EMEA− Hiring EMEA channels manager immediately

− Exclusive Networks

APAC− Japan

− Australia/NZ

LATAM− ACORP/Westcon

Priorities & Focus

47


Infrastructure

− Products

− Deal Registration

− Partner Portal

− Agreements

− Training & Certification

− Incentives & SPIFFs

Marketing

− Dedicated Channel

Budget/Focus

− Partner-Ready Collateral

− Partner Events = Lead

Generation & Account

Introductions

Internal Resources Required

48


Q2 Priorities


Q1 Final Commissions

Hiring / New Hire Ramp Up

Territory Updates

InfoSec UK

MSO GA

Channel Program Development

International Expansion

NetSuite Integration

Q2 Priorities

50

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