Delivering the Numbers.com was established in 2015 to create a pool of top sales talent and a new paradigm for developing sales forces. Rather than companies hiring each sales role individually at high cost and risk of failure, Delivering the Numbers provides dedicated sales leaders from its talent pool to drive new revenue, with a flexible cost structure and shared rewards. Customers tap into the company's network of experienced sales executives and benefit from lower costs, greater scalability, and support developing a long-term internal sales strategy.

1. YOU NEED SALES. WE HAVE ANSWERS.
Delivering the Numbers Overview

2. Company Introduction
• Delivering the Numbers.com was established in 2015
• The company was founded on 3 primary principles
• Create a pool of the top sales leadership talent in the world
• Create a new “paradigm” for how companies develop or enhance a sales force
• Access to a pool of sales resources and capabilities without needing to hire each skill individually
• Significantly lower the failure rate for professional sales hires
• Retainer based fee structure with true risk reward model for individual deals
• Allow our customers and their investors to focus on their core business while knowing their
sales ROI is correct

3. Typical Hiring Process for a Sales Resource
Step 5 (end of 1st year) – Let sales resources go and start again or
compete to retain the sales leader
Step 4 (270 - 360 days) – Begin moving opportunities to close stage
or corrective action plan created for sales leader and team
Step 3 (180 - 270 days) – Sales Leader begins hiring team and begins
to develop opportunity pipeline
Step 2 (90 - 180 days) – Onboard new Sales Leader and familiarize
them with product
Step 1 (1st 90 days) – Initiate New Hire Requisition, Interview and
Job Offer
• From stated sales need until return
most companies spend 15 months,
resulting in a significant amount of
missed market opportunity.
• It takes over 10 months for the
average sales leader to become
productive.
• The average hiring cost per sales
leader is more than $20k.
• More than 50% of all sales leaders
make it less than a year

4. The hard dollar investment for a failed sales
investment is significant
• The missed market opportunity
is hard to quantify in dollars
but in a changing market is
devastating
• The cost profile on the right is
what happens with 55% of all
sales people you bring in
• In some cases termination can
result in significant legal
expenses
(based on industry
averages) Sales Rep
Sales
Manager
Sales
Leader
Recruiting/up front
costs
$15k $18k $20k
Annual Salary $120k $180k $240k
Bonus/Draw $30k $45k $60k
Benefits/Overhead
(30%)
$36k $54k $72k
Severance $10k $15k $60k
Total $211k $312k $452k

5. Characteristics of the old sales hiring paradigm
• Sales resources operate in silos. There is not an incentive or a culture for winning as
a sales team.
• The typical sales resource brings 2-3 relationships to the new role but once these are
exhausted they need significant support to be successful.
• Individual sales resources typically possess a single skill
• Great hunter but not capable of running a deal
• Great deal leader but not capable of hunting
• Great sales manager but not good hunting or running a deal
• Strong technical skill but doesn’t have true core sales skills
• These varying skills creates significant challenges in trying to close business now
• Productivity of sales resources is typically 50% at best

6. How is Delivering the Numbers.com changing the
paradigm?
• Customers buy into our pool of sales resources. Instead of having to acquire each skill
individually you tap in to a shared pool that will help formulate and drive the success
of the business.
• We are a company of sales leaders who are focused on establishing a sustainable sales
process and capability in your organization.
• We provide you with higher variability and greater flexibility
• Our cost profile is significantly less than the traditional sales model approach
• We share in the rewards of growing your business
• We provide you with the ability to scale up or down
• We provide you with the flexibility and capability to transition to in-house sales
resources on your terms

7. How does Delivering the Numbers.com work?
Step 4 (beyond 180 days) – Begin closing deals
and partner/alliance/VAR agreements
Step 3 (90 – 180 days) – Pipeline development
Step 2 (1st 90 days) – Understand and enhance
go to market strategy and deploy resources
Step 1 – Initiate contract for desired sales
capacity
• We will work with you to assign one of our Sales
Leaders to individual portfolio companies you
choose, based on their expertise and experience
• DTN Sales Leaders are dedicated to and directly
accountable for their assigned companies
• DTN Sales Leaders will work with your
companies boards and executive management
teams to determine
• Amount of capacity required – based on desired new
revenue creation
• Realistic goals based on your business and the target
markets
• Viable go to market strategy (including need for
partners/alliances and VARs)
• Initial early wins to put runs on the board
• Long term strategy to move the sales strategy and
operation back to organization
• Help find and hire best long term talent

8. Currently Delivering the Numbers.com has Senior
Executive relationships in some of the most influential
companies in the world
• Our reach and roster grows constantly
as our team grows
• Your organization will tap into our pool
of shared sales resources to gain access
to the places you need to go
• Some examples of key organizations
we can leverage

9. Simple pricing structure for our services
• Initial contract is for 1 year but can be
terminated with 30 day notice at any
time
• Commissions to be paid as new sales
are booked.
• T&E will be reimbursed by company
• Delivering the Numbers.com will
consider equity in lie of cash for certain
opportunities
Sample
Pricing
$2m in
new
sales
$4m in
new
sales
$6m in
new sales
Up front cost $10k $15k $20K
Monthly Fee 12K $20k $28k
Commissions
at Target
$150k $300k $450k

10. YOU NEED SALES. WE HAVE ANSWERS.