Q4 2009 SCORECARD
Associate: First & Last Name Individual Performance Area (What do we want to accomplish? ) REVENUE Launch New Verso Solutions and Train Sales Teams on Value, Differentiators, How to Train Partner
► IP Centrex Solution (NCI) ► National Long Distance Solution (C4CM v3 ) ► Digital Voice Gateway product ► GSM Bandwidth Optimization Solution (High Density DSP on NP) ► Enhanced NP features (NPv10.2 - TCP Acceleration, PPPoE WAN Backup, ) ► NetPerformer 8400 - Serial Port Expander for Satellite Networks
Monthly Rating Oct Nov Dec
Q4
Finalize Product OEM Partnerships
► Common Voices for Unified Messaging & Voice Mail Offering ► Rodopi Software for low-end online billing solution for SS offer ► Bay Packets for High End Voice Mail Offering
Build Verso Indirect Distribution
► Deliver qualified reseller leads to salesforce and sign 5 new product/solution distribution partners
Build Verso Interoperability Partners
► Deliver 3 product interop partnerships detailed in our Product Partner Target List
Develop Sales Incentives Programs
► 4Q sales contest to drive new customer acquisition on softswitch and NP product lines ► Double compensation on SS and NP for 4Q ► Launch SPIFF program for NP and SS resellers
Build Verso Brand Recognition
► Launch Asia Pac Marketing/Branding Plan ► Launch 7 Events to position Verso Strategic Products - SS/Prepaid & NP and Build Brand Recognition Globally
CUSTOMER/PARTNER SATISFACTION
Conduct "How we are selling today" vs. Industy Benchmarks in order to build TRUE Partner Sales Training Build Out Carrier Solutions Content for Verso Partner Site
MARKETING INFRASTRUCTURE DEVELOPMENT Develop & Deliver Plans For:
► Making "Marketing More Effective" for Verso ► New Verso Positioning Document ► Verso 2005 Strategic Marketing Plan
Improve Employee Communication:
► Deliver latest Verso Employee Newsletter
Deliver Initial Product Concept Doc (IPC), Market Requirements Doc (MRD), Product Requirements Doc (PRD) & Biz Case for new products &/or Product Line Enhancements
► new Verso Unified Messaging Solution ► new Verso High Density, Central Site Solution ► new Verso VoIP Management Product ► new Verso Bandwidth Management Product Develop & Deliver "Solution/Application Centric" Sales Tools for SS and NP on Insider Develop and Deliver Solution/Application oriented training on NP and SS Develop & Deliver Market-based Pricing for SS offerings Launch the Sales Automation Module for New Pivotal CRM
TEAM DEVELOPMENT
All score cards in place for team Staff Final Open Marketing Positions PI Workshop for Marketing Team
COST/BUDGET
Meet or come in under budget
REVIEWING MANAGER: Name
REVIEWING MANAGER'S SIGNATURE:
ASSOCIATE'S NAME: Name ASSOCIATE'S SIGNATURE: Ratings: 1) NM = Does Not Meet Requirements - 0%, 2) M = Meets Position Requirements - 100%, 3) E = Consistently Exceeds Requirements - 125%