EFTA00798601.pdf

CARBYNE - MILESTONE 2018-2011 •• ••• • • ••• ••• • •• • ••• •• • •• ••• • • •••• . •••• •• •• • •••• ••• ••• . .. •• ••• . • • . • . •• • •••• ••• •• • EFTA00798601  2 CEO To Carbyne Employees, In the face of significant challenges, we made significant progress. I thank you for your continued commitment and all that you do to deliver our mutual GLOBAL MISSION. While there is much work to do and there are further challenges ahead, we end 2017 stronger and better able to serve customers and clients. We continued throughout the year to extend our product offering, to establish our internal & external processes, to build the company global structure, and to plan the execution for the upcoming year. As a stronger, more straightforward company better organized to serve our customers and clients, we should build deeper relationships with the industry, earn the profits our shareholders expect, and be prepared for our Growth Stage. EFTA00798602  3 Goal H1 CEO H2 Note Global Sales $1m MRR AND/OR 652 CT Seats - Min 2500$ Per Seat Business Focus Focus on: Singapore, EU (France, UK), South America via America Different Movil And U.S. opportunities will be Keep Sales Org Focus. Build — Stop — Sale. measured according to the qualification of the lead Fixed Cash Burn Up to 600k US 5 - 12M 5 Round - 18 Month. Measure the Ongoing improvement cycle process for the management (On a Infrastructure: execution / Clear monthly basis). Sales: Sales Force Funnels and The KPIs will be defined on a quarterly basis. Operation: Zendesk Matrices. Use the infrastructure to create valuable matrices in order to set HR: Comeet exact KPIs and Goals for 2019. Marketing: Pradot Decisions will be based on DATA and MARKET RESEARCH. Development: Jira Transparency • Dual Month Report to Board of directors. Improve Company Quarterly update to company employees. Communication Weekly management meetings. KPI's Board — Present Company High Level KPIS 24/7. Finish 3" ROUND & Up to April 1" Preparing materials for the Based on the Company Preparation for the Growth round — Co. performance 4th round Valuation > $100m Strategic America Movil — Set KPIS & Goals. Another 1 distribution Partnerships —Clear Accenture — To be signed up to channel — 1 For Asia Goals and KPI's April 1" General Dynamics —To be signed up to April 1" Set 3r4 office in Based on execution in EU. Based on the company Europe Established our 3'd office in France performance / London. End of Q2. Help company Weekly 1:1 status meeting. Every meeting should start with Actual managers to achieve Vs. Year Goal. their goals EFTA00798603  Goal HI. CTO H2 Note Call Taking MVP Required Features Prime Call Taking Features Global Deployment HTTP — 2 Region HA RT HA Call Center Start Deployment Full Transition WebRTC Video Over WebRTC Audio Over WebRTC toT Gateway NENA Approval Production Deployment Under assumption business (NG911 as a Service) able to bring connections Patents 2 2 Under assumption we have a real value of issuing a patent EFTA00798604  5 Goal VP FINANCE HI. H2 Note Ensure proper financial Closing the month and sending Closing the month More user-friendly reporting and keeping financial report by 101" of each and sending financial employee hours control the company Cashburn month. Deviance from projected report by r of each system and start using under control. budget to actual number should be month. Priority Accounting system in 10% rate. With Actual budget the Deviance from in 2018. Should hire Forecast for 2 months will be projected budget to bookkeeper in H2-2018 in presented to the company CEO and actual number order to meet the H2 goal. BOD. should be in 5% rate. Improve company Establish billing and collection process Prepare internal processes and policies for the company customers(Q1-18). controls checklist Observe company internal controls (02/18). and improve at least one process each month. Ensure the Company Monitoring the cross department KPI Testing the sales and This KPI will be included in meets the stated goals on monthly basis for valuable inputs operation the dashboard, which will be and KPIs. and adjustment the company departments presented to the CEO and strategy based on those inputs. assumptions in the Company management each projectedI, based month. Each month 1-2 on actual topics will be observed in Performed Quarterly. details for strategic inputs(Topics such as cost per CT calculation, Pricing strategy for region, Competition Landscape) EFTA00798605  6 U.S OFFICE Goal H1 H2 Note 26 employees 1 HR manager 2 sales Build an execution and 1 VP Sales 2 Inside sales delivery team 1Strategic Partnership 2 Pre•sale Hire 21People Manager 1Integration engineer 2 sales reps 1Client success 2 Inside sales 2 Pre•sale 2 Integration engineer 1 architect (NENA) 1 Marketing Georgia 8 Signed Contracts 2 Signed Contracts Establish a local Presence Targeted marketing NJ 1Signed Contracts 21 Signed Contracts My personal account (Through Channel) Targeted marketing Work with two Prime GDIT Partner California Accenture Partner New Jersey Partner with two cad Tritech — Full integration and Superion — Full Partner and offer an end Vendors partnership integration and to end solution together partnership Verizon, Indigital Define a pilot on which Go after a statewide Kickoff the conversation Carbyne will provide the deployment together this year NGCS While Verizon will build the ESINET Federal presence Work with APCO to go after Win federal grant and End the year with several federal grants recognition by the capitol grant rules composed by hill Carbyne in regards to NG 911 EFTA00798606  7 Goal SALES H1 H2 Note US market — 8 paying clients Add. 9 paying clients MRR 12'18 @ 400,000 USD prime focus One major reference CT 157 seats Singapore Successful paid trial PO for live MRR 12'18 @ 540,000 USD SPF / SCDF Agreement on next steps / CT 120 seats integration CALA (MX, MX, Honduras — Live Brazil — Live MRR 12'18 @ 545,000 USD Honduras, Brazil, Brazil - trial others CT 285 seats others) Europe (France, First reference (2) paying clients MRR 12'18 @ 225,000 USD Austria, UK, CT 90 seats others) IL MRR @ 70,000 USD TI CT Price per CT MRR New Contract Value H1 H2 Emergency (Direct) 20 $1,500 $30,000 $720,000 1;) 1;) Municipality (Direct) 12 $1,500 $18,000 $432,000 6 6 ED (LADPC) 15 51.050 $15,750 $378,000 5 10 City (LADPC) 6 $1,050 $6,300 $151,200 6 Totals 53 $70,050 $1,681,200 )1 32 EFTA00798607  8 Goal VP 111 Note HR recruitment plan 11 positions This is subject to frequent changes Monitoring service / StA Service up and running Be able to measure 6 more This depend on the measurement and we can clearly state Business KPIs application to supply our SIA level. Be able to measure 10 the information Be able to measure 10 more tech KPIs tech KPIs Be able to measure 3 more Business KPIs 99.995% uptime by 99.999% uptime by Will be measured Production SLA - XX.XXX% 01/07/2018 01/01/2019 using the new monitoring tool Scope which was defined Scope which was defined This is subject to PI to hold scope and deadline s is measured by comparing plan vs done each sprint and vs was released on time per sprint and per roadmap was released on time per sprint and per roadmap frequent changes and hard to monitor Roadmap long goals Will be measured per person per team Planned vs done (25% difference allowed) EFTA00798608  9 PRODUCT Goal H1 H2 Note Define Product Market End of 01 Fit Reduce call duration By at least 40% comparing to customer previous call duration analytics. Prime Call Taking Integration to PBX and allowing Integration with CAD including capabilities to increase call-takers to: forward a call, ongoing updates of event type the clients scale conference a call and return or and event description during a initiate a new call By Q2s 2018. call by Q4. ANI/ALI integration by Q2 2018. Role Management by Q2 2018. Trainer mode by Q2 2018. Increasing enhanced calls Success funnel — setting user Increase the success funnel by Can be done only by usage conversion to broadcasting over at least 20%. call-taker manual VLR, 50% (Location and Video). marketing efforts, B2B efforts Redefine product process Detailed Road Map by features to Public version of the feature and Funnels. be clear for company employees roadmap to be shared with By O12018. clients with fully commitment. 80% commitment roadmap by Q2 2018. Dual monthly management updates and feature grooming by 01 2018. Improve product TTM Detailed feature plan and accurate 5% error margin for release Collaboration with ■ sprint planning to include balanced dates departments need to eventually provide reliable delivery date. 20% error margin for release dates Successful feature plan All teams aware for next release with wide acknowledge. content by: Internal release notes. Shared feature list. Product show. EFTA00798609  10 Global brand appearance Create a shared knowledge base and aligned visual vision to the Creative both in NY and TLV for creating a seamless visual environment. Product UX performance Keep on User testing for mobile / Maintain score from HI and CPE to achieve 4.5/S and above above. user scoring. Design Team Enhance Des <> Dev collaboration professionalism for Web environment by dedicated tools Data driven decisions Implement analytics in VLR and Monthly report to determine CPE. Most used feature and least used feature. HR Creating a new global team Enhance NY studio with Video structure with established and UI capabilities and have communication to improve the ability of sharing product delivery commitment. tasks. by Q3 2018. Planning, Daily and Weekly meetings by beginning of 2018. Task sharing in the global team by Q12018. HR Recruitment for Head of Product Collaboration of MR & EFTA00798610  11 VP OPERATION Goal Hi H2 Note Projects success 70% Conversation from Pilot to 80% Conversation from Pilot Based on product measurements - deployment Project (focus on to deployment Project stability, maturity Company Goal tier 1 to bring conversion rates to 80%) Pilot onsite efforts Tier 1: 1-2 onsite planning visits, Tier 1: 1-2 onsite planning Need to have local 2-4 onsite execution visits visits, 2.3 onsite execution presence in US/France Tier 2-3: 0-1onsite planning visits to reduce travel costs visits, 1.2 onsite execution visits Tier 2-3: 0.1onsite planning visits, 1.2 onsite execution visits SIA coverage Provide service to the dients 90% of the tickets are Once NOC is up and according to the 24.7 StA. handled according to SLA. running for tier 1.2 80% of the tickets are handled according to SLA Pilot platform Define (With Product/ Required to be ready in a web pilot platform to a ow early 2019 to support customers to download and large scale pilots create a pilot environment executions in parallel with minimal Reporty's intervention Production Reduce reactive maintenance Reduce reactive maintenance Require product maintenance activities of the integration activities of the integration technical engineers from 20% to 10% (and engineers from 10% to 5% improvements, move it to the Customer support (and move it to the Customer proactive monitoring engineer only). support engineer only) capabilities and c-Panel °Ticketing system to maintain Customer Success tool to be to ease and streamline Global Operations tasks and added once we have 4 paying installation and measure the execution/support customers. maintenance tasks. efforts should be added once we have 4 Integration engineers. HR Planning Build a team that can deliver on Recruit and train according to Department structure time all required Pilots and the plan and business needs as per the proposed Integration Deployments. Recruit plan (to include the according to the plan and based Deployment and on the pipeline demand — Customer New 8 positions Success/Support teams) EFTA00798611  12 Department growth — Dedicated roles and Customer Success tool in Require monitoring Team Structure and responsibilities for the following: place (TBD tools to be available for supporting tools & Customer Success, Customer Gainsight/Totango) — Design the NOC to start procedures support (+N0O and Project in Q1 and Go Live in Q2. providing service management, tools and Procedures are in place (for SF, Zendesk) — Design in Q4, 2017 and Go Live in 01. Budget sustainable Manage department budget to Deviation is based on be align with the approved recruitment needs budget with up to 10% approved (projects demand) deviation EFTA00798612  13 MARKETING Goal H1 H2 Notes / KPI's Department Goals- On-going On-going Generate 670 82B leads for the top Brand awareness of the sales funnel Generate high quality leads Build & maintain a consistent and personalized customer journey for all communities - B2C & B2B Marketing Automation Full implementation & On-going operation & Target & nurture new prospects Software — live campaigns - Feb increase in the following 2018 measurements - Deliver high quality leads & Automate company B2B • 40% increase in increase conversion rates from new marketing process across email subscribers leads to qualified leads multiple channels • 60% increase in website leads improve customer journey - right • 30% increase in message to the right person at the qualified leads generated right time by Marketing • 15% decrease in length of sales cycle Global PR Agency — On-going On-going Monthly items on media platforms Build brand awareness (both online & offline) among the global business community & help create Identify potential partnerships new leads identify relevant conferences/industry contests Support operations and awareness with opinion articles & blogs EFTA00798613  14 Share the Knowledge — • 3 Webinars • 3 Webinars (every 2 Position Carbyne as the global (every 2 months) months) leader for public safety technology Create & share company • 12 Blogs • 12 Blogs knowledge through • 4 White papers • 4 White papers Position Carbyne as a leader in accessible online assets - • Updated website • Updated website & knowledge and not only technology Website, Landing Pages, & live SEO campaign — live SEO campaign — Blogs, Webinars, Ted Feb 2018 ongoing Emphasis on product marketing — conferences (written & video) • Landing page for • Landing page for All transparency and accessibility All C products C products Focus on Product Marketing — 10-15% conversion 20% conversion rate from Use all marketing channels to rate from SMS to app SMS to app download optimize product reach for 828 c-ALL Launch download Create an effective & optimized remarketing mechanism for 82C to promote the download of the app, for the full c- NOW experience Success achieved through combined efforts from Operation, Product & Marketing Presence in Global Feb — Sheriff NSA July — Nat HIS Conf. At least 35 leads from each Touchpoints — March — APCO WRC Aug — APCO conference April —Texas PSC / November — Smart City Presence in relevant contests, EENA Expo Enter all leads & status on SF in conferences, trade shows, June — NENA / order to see ROI programs Hexagon Marketing Communication - On-going On-going Product - one page product Support all departments in definitions their marketing communication needs HR - empower employee branding Sales - presentations, translations, market research Operation - manuals, training kits, workbooks B2C — Customer Journey & On-going On-going Personalized campaigns for users - Retention right message at the right time through the right channel (email campaigns, push campaigns, surveys after report) Increase community engagement through social channels EFTA00798614  15 Global Marketing Budget On-going On-going Track marketing expenses Automate ROI Plan company marketing spend quickly and easily Headcount 01 - Recruit Director of Marketing position for the US market 01 - Define content team, to support all marketing activities (in-house or outsourcing) EFTA00798615  16 HUMAN RESOURCE Goal Hi H2 Note Meeting the recruitment Q1-16 EMPLOYEES Q4 OPTIMAL- 103 EMPLOYEES numbers Building measurable - Calculate Cost for Hire processes - Building Recruitment fannel- how many people we need to interview to recruit an employee?etc.- after closing each position. 30%- Agens (today: "Referral program"-Q1 Israel-15.8% NY-0%) Building a strong HR -HR Manager visit to NY Office-01 - practices in NY office - Welfare activities- Building a welfare Gantt with a set budget (with the new office manager)-Q1 -Recruiting TA Manager-02 Reducing the time to hire •Meetup-Q3 (6) -Participating in 8200 number (Based on the Networking conference -June Funnel) 2018 -Meetup (Costs money (6) - Professional recruitment campaign (Paid) (6) • Meetup• Q4 (?) Improvement of the KPI• checking the first month -"Employee onboarding process onboarding meeting talk handbook"-company's procedures, information on each department, company structure, etc- End: Q2 Quality of hires 1.90% recruitment success after 6 months (also manager's responsibility not only HR). Strengthening the -NY/Kiev team visit-Q1 Visit to Klev-tech- Q4 communication between the -Building solid work processes and Israeli /NY/Kiev responsibilities of the teams office-ongoing (immediate)- Shares doe with responsibilities, Knowledge sharing, process etc-Q2 EFTA00798616  17 Constructing an evaluation -Performance review: -Performance review: May/June process and setting goals for November/December 2018 2018 Company employees. -OKR- Beginning of the implementation process- Amir to the Management -C11. Establishment of a - Percentages of wage increases- Bonus plan-Q3- Depends on structured compensation how do we decide how much for Company - revenue plan in the Company (with each employee gets -what are the Defining share option plan after- Stas) that based on the criterions- O2 - Performance review. .Fundraising with Stas/Amir Employee satisfaction - 5% of resigned- attrition rate. -Workshop for all company's Employee development -Improving managers: Motivating the recruitment skills of hiring Employees/ Management managers: skills/Time management-O3 Interviews workshop for KPI- conclusions from the Managers-01 Performance review: May/June -Mapping the "key 2018 employees" in the company and building them a "retention plan" -Encouragement of transparency (OKR/Business Updates /Road Map ): Business updates to the company- once in a quarter. KPI- conclusions from the Performance review: May/June 2018 HRIS (Human resource Implementation of HR System- Requires management system) Q3 research time Setting company core values based on company DNA and goals (O3/O4) EFTA00798617