Name of KPI for ODP reps ODP Reps

Inside sales Time on the phone Time on the phone (Cisco IP phone) in
average per working day min 2 hours

Number of unique calls Average number of unique outgoing calls

(Cisco IP phone) in average per working
day min 30.
Social sales Number of Inmails sent Number of Inmails sent per month is min
(LI) 30

InMails response rate Minimum 10% response rate on minimum

(LI) of 30 inmails sent

Number of profiles Minimum 300 profiles viewed

viewed

Unique connections Monthly increase on number of LI

growth (LI) connections: - 30%
+ (for reps with <500 connections in
previous month) - 20%+ (for reps
with 500 - 699 connections in previous
month) - 15%+ (for reps with 700 -
999 connections in previous month)
- 10%+ (for reps
with 1000+ connections in previous month)
 ODP Reps: KPI reflection in dashboard
#mins; green if 120min+, red if <120min, (show in
minutes, e.g. '16 min'.); show #mins of increase/decrease
vs. previous month with the arrow - green if increase vs.
previous month, red if decrease vs. previous month)

#calls; green if 30+, red if <30; show #calls of

increase/decrease vs. previous month

#inmails; green if 30+, red if <30; show #inmails sent

increase/decrease vs. previous month with the arrow
(red if decrease, green if increase, show % of
decrease/increase next to arrow)

%response rate on x inmails sent; green if

>=10% on 30+ inmails sent, orange if >=10% on 20-29
inmails, red if >=10% on 10-19 inmails sent OR <10%
regardless of # of inmails sent; show % response
rate/#inmails sent change vs. previous month with the
arrow - green if increase vs. previous month, red if
decrease vs. previous month

# profiles viewed in the past month (report early May for

April numbers);
green if 300+; red if <300
Show as O indicator, followed by '+/- x%', followed by
'(current # of connections)' Green if:
- 30%+
increase in number of connections (for reps with <500
connections in previous month) - 20%+
increase in number of connections (for reps with 500 -
699 connections in previous month) - 15%+ increase
in number of connections (for reps with 700 - 999
connections in previous month)
- 10%+ increase in number of connections (for reps
with 1000+ connections in previous month if the above
conditions for Green are not met then the Rep is RED.
 Name of KPI for ODP reps ODP Reps
Pipeline creation Pipe creation as per Pipe Creation target sheet (separately OP
and Cloud) to be achieved at min. 100%
IaaS Participation IaaS Participation for a) for the reps who are on board for 1m+: - at
1m+ reps least 2/3/4 deals are in Next Q pipeline (at M1/M2/M3 of
Current Q)

IaaS Current Q b) for the reps who are on board for 3m+:
Participation for 3m+ - at least 2 deals committed+won for Current Q
reps
IaaS Next Q - at least 3/4/6 deals are in Next Q pipeline (at M1/M2/M3 of
Participation for 3m+ Current Q)
reps
Cloud (PaaS+IaaS) Cloud Participation for a) for the reps who are on board for 1m+:
Participation 1m+ reps - at least 4/6/8 deals are in Next Q pipeline (at M1/M2/M3 of
Current Q)
Cloud Current Q b) for the reps who are on board for 3m+:
Participation for 3m+ - at least 4 deals committed+won for Current Q
reps
Cloud Next Q - at least 5/8/12 deals are in Next Q pipeline (at M1/M2/M3
Participation for 3m+ of Current Q)
reps
 ODP Reps: KPI reflection in dashboard
% for Cloud, green if 100%+; red if <100%
% for OP, green if 100%+; red if <100%
# IaaS opps in Next Q pipeline, red if less than
2/3/4 deals in Next Q pipeline (at M1/M2/M3 of
Current Q), green if equal or more than 2/3/4 deals
in Next Q pipeline (at M1/M2/M3 of Current Q)

# deals committed+won in Current Q; red if 0-1

deals, green if 2+ deals
# deals in the pipe in Next Q; red if <3/4/6 deals (at
M1/M2/M3 of Current Q), green if 3+/4+/6+ (at
M1/M2/M3 of Current Q)
# Cloud opps in Next Q pipe, red if less than 4/6/8
deals in Next Q pipeline (at M1/M2/M3 of Current
Q), green if equal or more than 4/6/8 deals in Next
Q pipeline (at M1/M2/M3 of Current Q)
# deals committed+won in Current Q; red if 0-3
deals, green if 4+ deals
# deals in the pipe in Next Q; red if <5/8/12 deals
(at M1/M2/M3 of Current Q), green if 5+/8+/12+
(at M1/M2/M3 of Current Q)