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Why are Weather Networksthe most popular (non; Search,Social Media, Gov’t) websites inNorth America?

You can’t change the weather!

Occulus Inc.

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However……….what you can change is how you react to the informationprovided and how you manage your activities.

As Peter Drucker said………

Occulus Inc.

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“You can’t manage what you can’t measure.”

Occulus Inc.

In their 2012 ‘Optimizing Win Rates’ research report on 1,500+ companies, CSO Insight’s found that on average, of the deals that were Forecast to WIN, the net results were:

• WON 46%• LOST 30%• NO DECISION 24%

www.CSOInsights.com

CSO Insights

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In their 2012 Report, ‘Lead-to-Win 2012’, The Aberdeen Group found that of the companies in the research, that;

• 29% said they did not have sufficient visibility into and control of the sales pipeline

• 48% said they didn’t convert enough leads into sales

www.Aberdeen.com

The Aberdeen Group

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Sales Reps Are spending over 50% of their time pursuing deals that;1. Are not real (No Decision = 24%), or2. They won’t win (LOST = 30%)

Sales Management 3. Does not have enough visibility into the

pipelineto track deals (29% of companies)

2. Sales Reps are not converting enough leads intosales (48% of companies)

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The Bottom Line

Occulus Inc.

Prospects

QualifiedProspects

Customers

Why is this happening?

Sales Cycle

25%

50%

70%

80%

90%

Closed 100%

Lack of definable and measureable KPI’s.

Lack of visibility of opportunities once they are in the pipeline.

No methodology to track the progress of the opportunity.

Highly subjective assessment of the quality of opportunities.

Inconsistent definitions of quality of opportunity across sales force.

No methodology to identify low probability opportunities.

?

Suspects

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1. Low forecasting accuracy.2. Not enough qualified opportunities in the

pipeline3. Too many “No Decisions”4. Too many opportunities slip into next

Quarter5. Too much time wasted on low quality

prospects 6. End-of-Quarter panic/challenges7. Not enough NEW business8. Not enough time to coach sales reps9. On-Boarding of new hires takes too long

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Sales Management Problems/Concerns

Occulus Inc.

Suspects

Prospects

Customers

How do you fix this Problem?

Sales Cycle

Closed 100%

By tracking opportunities from first contact, to close.

By providing assessments based on quantitative analysis.

By qualifying opportunities on Winning and Close Date

By identifying low probability opportunities quickly.

By Identifying KPI’s (define) to track individual & group progress.

By creating a consistent set of definitions across sales force.

Phase I

Phase 2

Phase 3

Phase 4

Phase 5

Phase 6

Phase 7

Well Qualified

Qualified

Poorly Qualified

ModeratelyQualified

Extremely Well Qualified

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How does your CRM fix These Problems?

It doesn’t!

Your CRM was designed to capture customer information and account activity by sales, support. Not to track individual sales Opportunities through the pipeline. CRM’s are for data, not strategy.

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Occulus

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A strategic sales management system that will fundamentallyimprove how your sales teams sell and how you coach and manage them by allowing you to tracks & measure individual sales Opportunities from first contact to Close;

What is Occulus?

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Occulus provides major benefits at all levels of the sales force:

• Sales Rep• Sales Manager • C-Suite / Executive

What is Occulus?

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A Sales Tool that:◦ Provides a quantitative & qualitative analysis of sales

opportunities ◦ Provides an objective assessment of where the sales

rep is with an opportunity (Prob. of Winning, Prob. of closing by Close Date)

◦ Provides coaching advice to sales reps and helps them close more business (Missing Information, Action Items)

◦ Improves forecasting accuracy and reduces Close Date Slippage (CDS)

◦ Identifies low probability opportunities quickly◦ Identifies opportunities that have stalled ◦ Allows the sales rep to close deals with fewer calls◦ Allows for better and more efficient communication

with sales management on specific opportunities

Occulus is:

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A Sales Force Management Process that:◦ Allows for better management the forecast & pipeline◦ Eliminates subjectivity from opportunity assessments◦ Provides a consistent team-wide assessment of

opportunities◦ Eliminates Close Date Slippage (CDS)◦ Eliminates End-of-Quarter surprises◦ Allows for more effectively engagement with the

Sales Reps on specific deals◦ Provides a more effective means to manage & coach

the sales teams◦ Provides Key Performance Indexes to improve sales

management & increase efficiencies◦ Provides early identification of potential problem

areas and risk

Occulus is:

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C-suite Sales Management Process that:◦ Provides visibility into the sales pipelines◦ Provides more accurate sales information◦ Provides more accurate forecast ◦ Eliminates End-of-Quarter surprises◦ Allows for better management of the sales force◦ Provides KPI’s to measure and compare sales force

performance◦ Reduces the cost of closing a sale◦ Reduces sales rep on-boarding time◦ Increases new hire revenues◦ Provides a significant year-over-year ROI

Occulus is:

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Occulus Solves These Problems

1. Low forecasting accuracy.2. Not enough qualified opportunities in the

pipeline3. Too many “No Decisions”4. Opportunities slip into next Quarter5. Too much time wasted on low quality

prospects 6. End-of-Quarter panic/challenges7. Not enough NEW business8. Not enough time to effectively coach

sales reps9. On-Boarding of new hires takes too long

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Customers

Suspects

Suspect To Prospect Conversion Ratio

Qualified Pipeline RatioSKEW Ratio

Close Date Slippage Ratio

Win / Loss Ratio

Current Status

Forecasting Accuracy

Phase of the Sales Cycle

Phase I

Phase 2

Phase 3

Phase 4

Phase 5

Phase 6

Phase 7

Closed 100%

Well Qualified

Qualified

Poorly Qualified

ModeratelyQualified

Extremely Well Qualified

Prospects

By Measuring:

KEY PERFORMANCE INDEXES

DEGREE of QUALIFICATION

Prob. of Closing (Time)Prob. of Winning

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1. Forecasting accuracy is low.Occulus improves forecasting accuracy by providing an

objective analysis of opportunities along 2 axes, • Prob. of Winning • Prob. of closing by the forecast Close Datethereby eliminating subjectivity and guesswork from the forecast.

2. Not enough qualified opportunities in the pipeline.The Occulus Prospecting Module allows you to define up to 5 pre-qualification criteria ensuring that only ‘real’ opportunities make it into the sales pipeline. Occulus’ ongoing and iterative analysis ensures that only those opportunities where the sales rep has a realistic expectation of success remain in the pipeline.

How Does Occulus Solve These Problems?

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3. Too many “No Decisions” Occulus identifies low probability opportunities early in

the sales cycle before time and resources are wasted on them.

4. Opportunities slip into next Quarter (CDS)By qualifying opportunities along the time axis, Occulus

will inform the sales rep (and sales manager) of the probability of an opportunity closing by the forecasted Close Date, thereby significantly reducing Close Date Slippage (CDS)

5. Too much time wasted on low quality prospects Occulus identifies low probability opportunities early in the sales cycle before time and resources can be wasted on them.

How Does Occulus Solve These Problems?

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6. End-of-Quarter surprises By combining Occulus’ 2 dimension analysis (Win & Time)

with Occulus’ SKEW measurements, end of quarter challenges and risk can be indentified early in the quarter and remedial action can be implemented.

Note: SKEW is a measure of the degree to which opportunities are forecast to close in the last week of the quarter. SKEW is also known

as the ‘hockey-stick’ effect.

7. Not enough NEW businessOcculus identifies and measures new business

opportunities and allows sales manage to set goals and track new business achievement.

How Does Occulus Solve These Problems?

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8. On-Boarding of new hires takes too long Occulus is a simple and straight-forward sales process that is both highly intuitive and self-calibrating that will reduce the on-boarding time for new hires by up to 30%. In addition to saving time and money Occulus will also increase new hire revenues and maintain market share in new hire territories.

9. Speed of deployment.As Occulus is simple and easy to use, your sales reps can up and running in a matter of hours as opposed to days or weeks

How Does Occulus Solve These Problems?

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Integrated with your CRM or standalone, Occulus will provide you with ability to measure critical attributes of the opportunities in your pipeline and manage them more effectively.

Integrated or Standalone?

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Integrated With your CRM

Contact Information

History

Customer Analysis

Sales, Support, Marketing etc

TOTAL VIEW

CUSTOMER

CRM

FOCUS: SellingBy Opportunity- Status- Strategy- Next Steps- RISK

Opp StatusForecast DataKPI’s- SPR- QPR- SKEW- Etc

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By combining the analytic strength and opportunity focus of Occulus with the Account focus of your CRM you will be providing your sales force with an integrated process that will allow them to not only manage their accounts more effectively but close more business, maintain market share and provide more meaningful and accurate information to sales management.

Working Within Your CRM.

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Or Standalone

CUSTOMER

FOCUS:By Opportunity- Status- Strategy- Next Steps- RISK

REPORTSForecast DataKPI’s- SPR- QPR- SKEW- EtcEXPORT

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Simple question & multiple choice answer format.

Easy to use: intuitive & Graphical. Immediate: results are available immediately. Tactical: focuses on deals currently in the

forecast & pipeline. Accurate: analysis is based on the

accumulated knowledge and experiences of thousands of sales professionals, sales trainers and sales coaches; combined with rigorous statistical analysis and proprietary algorithms.

How Occulus Works

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ProposedSolution

DecisionProcess

Relationship

Competition

Timing

Analyze

SWOTChart

Degree ofQualification

ConfidenceFactor

  Low Score High

WIN 76% 82% 88%

CLOSE 62% 73% 84%

MissingInformationAction

Items

WIN / CLOSEChart

Detailed SWOT Analysis

VelocityChart

Occulus Outputs

Step 1: Enter Opportunity Data

Step 2: Answer the Questions

Type ofSale

CloseDate

Win/Close ProbabilitiesProject Name

Contact, Amount

Opportunity Description

Step 3: Run Analysis

Step 4: Review Analysis & Implement Guidance

Step 5: Update Answers& Re-Run Analysis

Occulus Iterative Analysis

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Actual End User Survey – determine value of Occulus in normal use over 1 year period

Sales reps (95+) – gave 8.9/10 rating◦ Win more business & engage prospects at higher level◦ Helped closing and forecasting accuracy, in particular the

accuracy of close date◦ provided important guidance as to how to close a sale

Sales managers (8+) – gave 9.9/10 rating◦ 40% increase in forecasting accuracy◦ 12.5% improvement in Sales Manager productivity◦ 17% increase in new hire revenues◦ 30% reduction in new hire ramp-up time◦ 32% reduction in No-Decisions deals◦ >300% ROI using Occulus

Proven Results

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“Occulus is the first tool I've ever used that has actually helped me close a deal”

“Best sales software I’ve ever used” “Forecasting accuracy is a lot better” “Occulus has made me more productive” “Makes me a differentiator with the customer, and gives me

an extra edge over the competition” “A brilliant tool, that identifies the GAP, monitors my

status” “Critical in financial planning and forecasting, for the first

time I have a trusted view into the sales process”

Testimonials: what users are saying about Occulus.

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Value of Occulus

Improved sales rep ‘Win Ratios’ Increased revenues More accurate forecasts Reduced Close Date Slippage

(CDS) Fewer sales calls to close a deal Faster ramp-up time for new

hires Increased Sales Manager

productivity Better financial results More accurate reporting

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Phone:416 907 - 5902

Email:Info@OcculusSales.com

To learn more about Occulus and how it will benefit your sales teams, call or email us today, at:

32Occulus Inc.