Sales forecaster for contracts and pipeline opportunties

1. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
1
Introducing…
A new tool for Comprehensive Revenue and Sales reporting

2. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
• Forecast Revenue at Account, Product and Project Level for the next 5 years
• Track Actuals against forecasts at same detail level
• Allows for more precise and meaningful budget planning year to year at
product level
• Summarizes business by Rep and tracks progress against annual sales goals
• Analyzes Top Customers and Business Contributions by Product
• Integrates all products in an Eclinical portfolio
• Centralized Reporting with easy to use interface and continual refresh of data
What is Sales Forecaster Plus?
Key Uses:
- VB (Visual Basic) driven file which integrates forecasts, actuals, budgets and sales
reporting into one streamlined file…hosted by MS Excel. Automated.

3. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
Key Uses (cont.)
• Developed for the collaborative use of Project Managers, Finance, Sales
and Contracting
• Goal: Provide a user-friendly, value-added and accurate forecasting, reporting and
tracking file
• Serves as a control and internal audit check against actual monthly processing.
• Provides a basis for labor/resource planning
Ongoing Project Elements
• Work with CRM and contracting to streamline data and capture standardize metrics
(e.g. Master Customer List, Project codes, Contract Components, Customized
queries)
• Work with Corporate Accounting to better understand coding of actuals to allow for
tracking of customer actuals vs forecast
• Process Development – Develop ideas and implement more efficient internal
processes and procedures in order to maintain consistent and accurate results.

4. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
4
KEY DATA SOURCES
CRM – Signings queries (opportunities)
• SalesforecasterPlus – populated with actual contracts signed in CRM.
• Forecast initially entered based upon actual physical contract and
interpretation of components and billing timeframe
Service Revenue File from Corporate Accounting
• Lists all revenue entries by month, project and component (cost code). This
data is cleaned and summarized in SFPlus and used to capture “actuals”.
• Future goal is to export this data directly from internal system.

5. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
5
“Behind the Numbers” (cont.)
• DATA GATHERING – Requested new query design from CRM (Contracting
Team) which provided one product per project on single line. This enabled us to
determine actual value of signing at product and project level.
Previously multiple projects would appear on line under any given project.
Each line has one product
assigned at project level
• Revenue Service File – Cleaned and assigned coding necessary to integrate with
SFPlus reports for purpose of “actuals” reporting.

6. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
6
Report Overview

7. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
“3 Year Sales Summary” sheet tab
Choose to display
forecasts or
actuals
3 Year Forecasts are
availabe – Check this box
to show current year only
Alpha Sort or Rank Sort-
Click blue symbol above
desired sort column
Show
instructions for
this Report

8. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
“Product Summary” sheet tab
THEN Press
Show
Actuals or
Show
Forecasts
Report Notes: This product selected in this report will drive 2 other reports (Project Summary and Project Components). For example, after
selecting “Show Forecasts”, all forecasted projects will appear in next report comparing forecasts and actuals.
Choose
product from
List. Report
will update
automatically
.

9. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
“Project Summary” sheet tab

10. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
“Project Components” sheet tab
Report Notes: Project List dropdown will fill with projects currently forecasted for Product Selected. In this example, it was IRT projects. Each component
is listed with forecasts and actuals.

11. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
“Charts” sheet tab (Monthly) User makes selections
Brand A

12. Global clinical trial solutions.
Real-world results.
© 2011 BioClinica, Inc. – Proprietary and Confidential
2013 Goal Achievement Projections (cont.)
80% 106%
88% 64%
Brand A
Brand B
Brand C Brand D