Productive Rep Model Vweb

Productive Rep Model Rep Model Derived Revenue

Q1-07 $-

Q2-07 $0.199

Q3-07 $1.191 Ramp: Month

Q4-07 $1.943

1 2 3 4 5 6

% FTE 0.33 0.66 1.00

$1.154 $0.253 $$1.407

$1.818 $0.399 $$2.217

FY07 $3.333

Q1-08 $3.089

Q2-08 $4.067

Q3-08 $5.113

Q4-08 $6.020

FY08 $18.290

2007 $1.50 $1.20 $0.25

2008 $1.50 $1.30 $0.35

2009 $1.50 $1.40 $0.45

$3.648 $0.801 $$4.449

$4.448 $0.976 $$5.424

$5.000 $1.098 $$6.098

$0.034

$0.203

Assumptions Quota Rep Productivity ASP

Q1-09 $6.824

Q2-09 $7.263

Q3-09 $7.738

Q4-09 $8.265

FY09 $30.091

$15.945 $3.500 $$19.446

$5.453 $1.197 $$6.650

$5.453 $1.197 $$6.650

$5.453 $1.197 $$6.650

$5.453 $1.197 $$6.650

$21.812 $4.788 $$26.600

$0.319

$0.556

$0.500

$0.641

$0.781

$0.878

$2.800

Applied to Bookings: License Maintenance Consulting TOTAL NEW BOOKINGS

$$$$-

Maintenance Renewals Bkgs: $ Amount

$-

Total License Total Maintenance Total Consulting GRAND TOTAL BOOKINGS

$$$$-

$0.195 $0.043 $$0.238

$1.154 $0.253 $$1.407

$1.818 $0.399 $$2.217

$3.167 $0.695 $$3.862

$2.849 $0.625 $$3.474

$3.648 $0.835 $$4.483

$4.448 $1.179 $$5.627

$5.000 $1.417 $$6.417

$15.945 $4.056 $$20.002

$5.453 $1.697 $$7.150

$5.453 $1.838 $$7.291

$5.453 $1.978 $$7.431

$5.453 $2.075 $$7.528

$21.812 $7.588 $$29.400

Revenue License Maintenance TOTAL

$$$-

$0.195 $0.004 $0.199

$1.154 $0.037 $1.191

$1.818 $0.125 $1.943

$3.167 $0.166 $3.333

$2.849 $0.240 $3.089

$3.648 $0.416 $4.064

$4.448 $0.635 $5.083

$5.000 $0.920 $5.920

$15.945 $2.211 $18.157

$5.453 $1.179 $6.632

$5.453 $1.478 $6.931

$5.453 $1.777 $7.230

$5.453 $2.076 $7.529

$21.812 $6.510 $28.322

Renewals Revenue Maintenance TOTAL

$$-

$0.003 $0.003

$0.030 $0.030

$0.100 $0.100

$0.133 $0.133

$0.192 $0.192

$0.333 $0.333

$0.508 $0.508

$0.736 $0.736

$1.769 $1.769

SUMMARY REVENUE License Maintenance TOTAL REVENUE

$$$-

$3.648 $0.419 $4.067

$4.448 $0.665 $5.113

$5.000 $1.020 $6.020

$15.945 $2.344 $18.290

$5.453 $1.371 $6.824

$5.453 $1.810 $7.263

$5.453 $2.285 $7.738

$5.453 $2.812 $8.265

$21.812 $8.279 $30.091

$0.195 $0.043 $$0.238

$-

$$-

$0.195 $0.004 $0.199

$-

$$-

$1.154 $0.037 $1.191

$-

$$-

$1.818 $0.125 $1.943

$3.167 $0.695 $$3.862

$-

$$-

$3.167 $0.166 $3.333

$2.849 $0.625 $$3.474

$-

$$-

$2.849 $0.240 $3.089

Productive Rep Model Jan-07 $-

Model Derived Revenue

Feb-07 $-

Mar-07 $-

Apr-07 $-

May-07 $0.025

2007 Productivity per Rep: $1.20 million Q1 25% $0.300 Q2 25% $0.300 Q3 25% $0.300 Q4 25% $0.300

Rep Rep 1 Rep 2 Rep 3 Rep 4 Rep 5 Rep 6 Rep 7 Rep 8 Rep 9 Rep 10 Rep 13 Rep 14 Rep 15 Rep 16 Rep 17 Rep 18 Rep 19 Rep 20 Rep 21

Hire Plan Month Jan-07 Feb-07 Mar-07 Apr-07 May-07 Jun-07 Jul-07 Aug-07 Aug-07 Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08

Jan-07 -

Mature Reps Bookable Deals per Month ASP

$0.250

Feb-07 $0.250

Mar-07 $0.250

Apr-07 $0.250

Jun-07 $0.174

Month 1

Jul-07 $0.004

Month 2

Aug-07 $0.303

Month 3

Sep-07 $0.884

Quota $1.50

Oct-07 $0.175

Nov-07 $0.728

Dec-07 $1.041

Overassign 25%

0%

30%

70%

0%

30%

70%

0%

30%

70%

10%

40%

50%

May-07

Jun-07

Jul-07

Aug-07

Sep-07

Oct-07

Nov-07

Dec-07

0.33 -

0.6600 0.33 -

1.00 0.66 0.33 -

1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

0.33 0.12 $0.250

0.99 0.83 $0.250

1.99 $0.250

3.99 1.44 $0.250

4.99 4.19 $0.250

5.99 0.72 $0.250

6.99 3.36 $0.250

7.99 4.79 $0.250

$0.030

$0.208

$0.359

$1.048

$0.180

$0.839

$1.199

Average Annual ASP

Total New Bookings

$0.250

$-

$-

$-

$-

$-

Per Year

$3.862

ASP Breakdown: (enter assumptions here) ASP $0.250 $0.250 % License 82.0% 82.0% % Maintenance 18.0% 18.0% % Consulting 0.0% 0.0% Applied to Bookings: License Maintenance

FY04 $3.33

$$-

$$-

$0.250 82.0% 18.0% 0.0%

$$-

$0.250 82.0% 18.0% 0.0%

$$-

$0.250 82.0% 18.0% 0.0%

$0.250 82.0% 18.0% 0.0%

$0.024 $0.005

$0.170 $0.037

$0.250 82.0% 18.0% 0.0%

$$-

$0.250 82.0% 18.0% 0.0%

$0.250 82.0% 18.0% 0.0%

$0.250 82.0% 18.0% 0.0%

$0.250 82.0% 18.0% 0.0%

$0.250 82.0% 18.0% 0.0%

$0.294 $0.065

$0.859 $0.189

$0.147 $0.032

$0.688 $0.151

$0.983 $0.216

$3.17 $0.70 v.10

Consulting TOTAL NEW BOOKINGS

$$-

$$-

$$-

$$-

$$0.030

$$0.208

$$-

$$0.359

$$1.048

$$0.180

$$0.839

$$1.199

$$3.862

v.10

Maintenance Renewals Bkgs: 80% $ Amount

$-

$-

$-

$-

Total License Total Maintenance Total Consulting GRAND TOTAL BOOKINGS

$$$$-

$$$$-

$$$$-

$$$$-

$0.024 $0.005 $$0.030

$0.170 $0.037 $$0.208

1 12

Revenue License Maintenance TOTAL

$$$-

$$$-

$$$-

$$$-

$0.024 $0.000 $0.025

$0.170 $0.004 $0.174

12

Renewals Revenue Maintenance TOTAL

$$-

$$-

$$-

$$-

SUMMARY REVENUE License Maintenance TOTAL REVENUE

$$$-

$$$-

$$$-

$$$-

$-

$$-

$0.024 $0.000 $0.025

$-

$$-

$0.170 $0.004 $0.174

$$$$$-

$$0.004 $0.004

$$-

$$0.004 $0.004

$-

$-

$-

$-

$-

$-

$0.294 $0.065 $$0.359

$0.859 $0.189 $$1.048

$0.147 $0.032 $$0.180

$0.688 $0.151 $$0.839

$0.983 $0.216 $$1.199

$3.17 $0.70 $$3.862

$0.294 $0.009 $0.303

$0.859 $0.025 $0.884

$0.147 $0.027 $0.175

$0.688 $0.040 $0.728

$0.983 $0.058 $1.041

$3.17 $0.17 $3.333

$$-

$0.294 $0.009 $0.303

$$-

$0.859 $0.025 $0.884

$$-

$0.147 $0.027 $0.175

$$-

$0.688 $0.040 $0.728

$$-

$0.983 $0.058 $1.041

$$-

$3.17 $0.17 $3.333

v.10

v.10

v.10

v.10

v.10

v.10

v.10

v.10

v.10

v.10

Productive Rep Model Jan-08 $0.058

Model Derived Revenue

Feb-08 $0.871

Mar-08 $2.160

Apr-08 $0.110

2008 Productivity per Rep: $1.30 million Q1 25% Q2 25% Q3 25% Q4 25%

Rep Rep 1 Rep 2 Rep 3 Rep 4 Rep 5 Rep 6 Rep 7 Rep 8 Rep 9 Rep 10 Rep 13 Rep 14 Rep 15 Rep 16 Rep 17 Rep 18 Rep 19 Rep 20 Rep 21

Hire Plan Month Jan-07 Feb-07 Mar-07 Apr-07 May-07 Jun-07 Jul-07 Aug-07 Aug-07 Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Mature Reps Bookable Deals per Month ASP

Apr-08

May-08 $1.168

Jun-08 $2.789

Month 1

$0.325 $0.325 $0.325 $0.325 May-08

Jul-08 $0.180

Month 2

Aug-08 $1.486

Sep-08 $3.447

Quota $1.50

Month 3

Oct-08 $0.768

Nov-08 $2.324

Dec-08 $2.928

Overassign 15%

0%

30%

70%

0%

30%

70%

0%

30%

70%

10%

40%

50%

Jun-08

Jul-08

Aug-08

Sep-08

Oct-08

Nov-08

Dec-08

Jan-08

Feb-08

Mar-08

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33 -

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66 0.33

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 0.66

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

8.99 $0.350

9.99 2.78 $0.350

10.99 7.14 $0.350

11.99 $0.350

12.99 3.62 $0.350

13.99 9.09 $0.350

14.99 $0.350

15.99 4.45 $0.350

16.99 11.04 $0.350

17.99 1.67 $0.350

18.66 6.93 $0.350

19.00 8.82 $0.350

$0.974

$2.500

$1.267

$3.183

$1.559

$3.865

$0.585

$2.426

$3.088

Average Annual ASP

Total New Bookings

$0.350

$-

$-

$-

Per Year

ASP Breakdown: ASP % License % Maintenance % Consulting Applied to Bookings: License Maintenance Consulting TOTAL NEW BOOKINGS Maintenance Renewals Bkgs:

FY05 $18.29

$19.446

$0.350 82.0% 18.0% 0.0%

$$$$-

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$0.799 $0.175 $$0.974

$2.050 $0.450 $$2.500

$0.350 82.0% 18.0% 0.0%

$$$$-

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$1.039 $0.228 $$1.267

$2.610 $0.573 $$3.183

$0.350 82.0% 18.0% 0.0%

$$$$-

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$0.350 82.0% 18.0% 0.0%

$1.278 $0.281 $$1.559

$3.169 $0.696 $$3.865

$0.479 $0.105 $$0.585

$1.989 $0.437 $$2.426

$2.532 $0.556 $$3.088

$15.95 $3.50 $$19.446

80%

$ Amount

Total License Total Maintenance Total Consulting GRAND TOTAL BOOKINGS

$$$$$-

$$0.799 $0.175 $$0.974

$$2.050 $0.450 $$2.500

$-

$0.004

$0.030

$-

$0.052

$0.151

$0.026

$0.121

$0.173

$0.56

$$$$-

$1.039 $0.232 $$1.271

$2.610 $0.603 $$3.213

$$$$-

$1.278 $0.332 $$1.611

$3.169 $0.847 $$4.016

$0.479 $0.131 $$0.611

$1.989 $0.557 $$2.547

$2.532 $0.728 $$3.260

$15.95 $4.06 $$20.002

1 12

Revenue License Maintenance TOTAL

12

Renewals Revenue Maintenance TOTAL SUMMARY REVENUE License Maintenance TOTAL REVENUE

$$0.058 $0.058

$$-

$$0.058 $0.058

$0.799 $0.073 $0.871

$$-

$0.799 $0.073 $0.871

$2.050 $0.110 $2.160

$$-

$2.050 $0.110 $2.160

$$0.110 $0.110

$$-

$$0.110 $0.110

$1.039 $0.129 $1.168

$2.610 $0.177 $2.787

$$0.177 $0.177

$1.278 $0.200 $1.479

$3.169 $0.258 $3.428

$0.479 $0.267 $0.746

$1.989 $0.303 $2.292

$2.532 $0.350 $2.881

$15.95 $2.21 $18.157

$0.000 $0.000

$0.003 $0.003

$0.003 $0.003

$0.007 $0.007

$0.020 $0.020

$0.022 $0.022

$0.032 $0.032

$0.046 $0.046

$0.133 $0.133

$1.039 $0.129 $1.168

$2.610 $0.180 $2.789

$$0.180 $0.180

$1.278 $0.207 $1.486

$3.169 $0.278 $3.447

$0.479 $0.289 $0.768

$1.989 $0.335 $2.324

$2.532 $0.396 $2.928

$15.95 $2.34 $18.290

Productive Rep Model Jan-09 $0.396

Model Derived Revenue

Feb-09 $2.073

Mar-09 $4.354

Apr-09 $0.537

2009 Productivity per Rep: $1.40 million Q1 25% Q2 25% Q3 25% Q4 25%

Rep Rep 1 Rep 2 Rep 3 Rep 4 Rep 5 Rep 6 Rep 7 Rep 8 Rep 9 Rep 10 Rep 13 Rep 14 Rep 15 Rep 16 Rep 17 Rep 18 Rep 19 Rep 20 Rep 21

Hire Plan Month Jan-07 Feb-07 Mar-07 Apr-07 May-07 Jun-07 Jul-07 Aug-07 Aug-07 Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Mature Reps Bookable Deals per Month ASP

May-09 $2.218

Jun-09 $4.508

Month 1

$0.350 $0.350 $0.350 $0.350

Jul-09 $0.691

Month 2

Aug-09 $2.375

Sep-09 $4.672

Quota $1.50

Month 3

0%

30%

70%

0%

30%

70%

0%

30%

70%

0%

30%

70%

Oct-09 $0.862

Nov-09 $2.557

Dec-09 $4.845

Overassign 7%

Jan-09

Feb-09

Mar-09

Apr-09

May-09

Jun-09

Jul-09

Aug-09

Sep-09

Oct-09

Nov-09

Dec-09

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00 1.00

19.00 $0.450

19.00 4.43 $0.450

19.00 10.34 $0.450

19.00 $0.450

19.00 4.43 $0.450

19.00 10.34 $0.450

19.00 $0.450

19.00 4.43 $0.450

19.00 10.34 $0.450

19.00 $0.450

19.00 4.43 $0.450

19.00 10.34 $0.450

$1.995

$4.655

$1.995

$4.655

$1.995

$4.655

$1.995

$4.655

Average Annual ASP

Total New Bookings

$0.450

$-

$-

$-

$-

Per Year

ASP Breakdown: ASP % License % Maintenance % Consulting Applied to Bookings: License Maintenance Consulting TOTAL NEW BOOKINGS

FY06 $30.09

$26.600

$0.450 82.0% 18.0% 0.0%

$$$$-

$0.450 82.0% 18.0% 0.0%

$0.450 82.0% 18.0% 0.0%

$1.636 $0.359 $$1.995

$3.817 $0.838 $$4.655

$0.450 82.0% 18.0% 0.0%

$$$$-

$0.450 82.0% 18.0% 0.0%

$0.450 82.0% 18.0% 0.0%

$1.636 $0.359 $$1.995

$3.817 $0.838 $$4.655

$0.450 82.0% 18.0% 0.0%

$$$$-

$0.450 82.0% 18.0% 0.0%

$0.450 82.0% 18.0% 0.0%

$1.636 $0.359 $$1.995

$3.817 $0.838 $$4.655

$0.450 82.0% 18.0% 0.0%

$$$$-

$0.450 82.0% 18.0% 0.0%

$0.450 82.0% 18.0% 0.0%

$1.636 $0.359 $$1.995

$3.817 $0.838 $$4.655

$21.81 $4.79 $$26.600

Maintenance Renewals Bkgs: 80% $ Amount

$-

$0.140

$0.360

$-

$0.182

$0.458

$-

$0.224

$0.557

$0.084

$0.349

$0.445

$2.80

Total License Total Maintenance Total Consulting GRAND TOTAL BOOKINGS

$$$$-

$1.636 $0.499 $$2.135

$3.817 $1.198 $$5.015

$$$$-

$1.636 $0.541 $$2.177

$3.817 $1.296 $$5.113

$$$$-

$1.636 $0.584 $$2.219

$3.817 $1.394 $$5.212

$$0.084 $$0.084

$1.636 $0.708 $$2.344

$3.817 $1.283 $$5.100

$21.81 $7.59 $$29.400

1 12

Revenue License Maintenance TOTAL

$$0.350 $0.350

$1.636 $0.380 $2.015

$3.817 $0.449 $4.266

$$0.449 $0.449

$1.636 $0.479 $2.115

$3.817 $0.549 $4.366

$$0.549 $0.549

$1.636 $0.579 $2.215

$3.817 $0.649 $4.466

$$0.649 $0.649

$1.636 $0.679 $2.315

$3.817 $0.749 $4.566

$21.81 $6.51 $28.322

12

Renewals Revenue Maintenance TOTAL

$0.046 $0.046

$0.058 $0.058

$0.088 $0.088

$0.088 $0.088

$0.103 $0.103

$0.141 $0.141

$0.141 $0.141

$0.160 $0.160

$0.207 $0.207

$0.214 $0.214

$0.243 $0.243

$0.280 $0.280

$1.769 $1.769

SUMMARY REVENUE License Maintenance TOTAL REVENUE

$$0.396 $0.396

$1.636 $0.438 $2.073

$3.817 $0.537 $4.354

$$0.537 $0.537

$1.636 $0.583 $2.218

$3.817 $0.691 $4.508

$$0.691 $0.691

$1.636 $0.739 $2.375

$3.817 $0.855 $4.672

$$0.862 $0.862

$1.636 $0.921 $2.557

$3.817 $1.028 $4.845

$21.81 $8.28 $30.091