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30 Days

60 Days

90 Days

30 – 60 – 90 DAY PLAN

JONATHAN DONADO

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Jonathan Donado – 30 / 60 / 90 Day Plan

• Learn the company parking guiding systems products and mobility solutions/services:

• Indoor facilities and garages

• Outdoor parking lots

• Understand the value proposition and business model: How does ParkHelp solves client’s problem?

• Understand how IT engages the business, how technology demands are integrated and solutions established

• Learn US behavior: market variables, key players and competitive landscape in the parking industry:

• Assess Competitors: ParkAssist, Signal-Park, Indect, Carlo Galvazzi, Scheidt & Bachman, Swarco, Streetline

• Identify and determine company positioning and its evolution in the US market

• Identify Target Accounts (A) (B) (C)

• Set up and meet Top Existing Accounts: (A) Type to learn about needs and identify challenges

• Follow up with Past Accounts

• Learn about account history, practices and past tenders/bids results

Products / Services

Market & Sales

• Brand Myself: Be a Team Player

• Meet all US team members. Get to know all management members on “one-on-one” basis and how top people are

achieving results

• Set expectations and agenda with the US team

• Discuss with colleagues and team members the 30/60/90 day plan

People

• Strategy:

• Review with Fernando Bermejo and Arnau Isern corporate strategy and Business Development goals to align US

commercial policies and new product development plans with HQ expectations

• Create a Value Stream Map of the business to learn current firm status and define bridge to ideal situation

• Identify Business Development Strategy and Milestones to reach 4 to 5 Million USD in Sales

• Process:

• Identity Financial (monthly, quarterly, etc), CRM and Sales reporting procedures to Barcelona Headquarters

Strategy / Process

30

Day

Pla

n

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Jonathan Donado – 30 / 60 / 90 Day Plan

• Review Market needs and trends to identify solutions and future product/services opportunities, by:

• Private facilities: Hospitals, Entertainment/Casinos, Office Buildings, Airports, Shopping Centers

• Municipalities/City Councils & Government

• Client Type: Construction/Developers, Owners (Hines, Realty Trust Funds, etc) and Operators (Propark,

ABM, LAZ, Impark, etc)

• Utilize the 80/20 rule to determine key variables & players moving the market forward for benchmarking

• Define company value proposition to successfully reach out to current US market players and “Greenfield”

• Meet rest of Top Target Accounts: (A) Types

• Immediately Meet/ Listen To What Client current needs are & offer solutions

• Top Opportunities: Cross Selling/ Up Selling to Type (A) clients/ Low Hanging Fruit

• Create a Business Development Plan to reach to 2nd Tier Potential Clients

• Introduce/ Meet (B) Accounts, Move up to (A) Ranking if Needed

• Meet (C) Accounts as time permits

Market

Sales

• Evaluate progress and expectations with US Sales team

• Communicate ongoing plans to the organization

• Determine best people and resource allocation for future company growth

People

• Review US operational and sales performance with Fernando Bermejo and Arnau Isern:

• “Pipeline” of potential commercial and public tenders in the next 6 months

• Review Goals & Objectives for medium-term sales

• Monitor internal operational and sales procedures to report/track ongoing commercial efforts and results

• Create Sales Force reports and KPIs to determine ParkHelp satisfaction ratings with US client base

• Utilize Daily, Weekly, Monthly/Quarterly Plan with sales team

Process / Strategy

60

Day

Pla

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Jonathan Donado – 30 / 60 / 90 Day Plan 9

0 D

ay P

lan

• Identify product vision and future opportunities in the US market for mobility & Smart City parking solutions

• Define viability (commercial and financial) for any new product concepts or features suited for the US market

• Prioritize any product development initiatives with R&D in Barcelona

• Identify US technology players /key suppliers for long-term partnerships

• Continue to develop key relationships with major market players: consultants, key accounts, and potential clients

• Create a “Funnel” of commercial opportunities by: date, region, client type

• Define calendar of prospective meeting/presentations with potential clients

• Follow up with Type (A) clients and meet the rest of (B) Accounts and (C) as time permits

• Regular follow-up with client to increase revenue satisfaction

Product

Sales

• Implement appropriate personnel changes that will lead to a momentum “building sales wins”

• Place and/or recruit top performers and key individuals on a progression plan to team lead positions

• Develop individual coaching and motivation strategies based off one-on-one with US management

• Continue to evaluate progress and expectations with US Sales team and communicate ongoing plans

People

• Exceed corporate performance expectations (sales and financial) by Fernando Bermejo and Arnau Isern:

• Present to Barcelona HQ a Corporate Strategic Plan:

• Initiatives and venues for US growth based on company solutions and business model

• Monitor and refine internal operational and sales processes to suit long term growth

• Prepare company structure and procedures to seize future growth: Sales of 4-5M USD /year

Process / Strategy

• Meet with direct reports to

start building rapport,

understand products &

services

• Research US parking market

landscape and learn about key

players and competitors

• Review corporate strategy

with HQ Barcelona & matrix

reporting

• Learn the company parking

guiding systems products and

mobility solutions/services

30 Days 60 Days 90 Days

• Evaluate progress and

expectation of the US

sales team

• Create a 6-month

pipeline of commercial

and public tenders/bids

• Review market and

trends to identify needs

and future opportunities

• Meet Top Existing Type (A)

clients to learn about their

needs and identify

challenges

• Assess and identify

best-in-class key players

for benchmarking

• Create a Business

Development Plan to

reach 2nd tier customers

• Identify product vision and

prioritize product R&D

opportunities for US market

Roadmap

and Plan

for USA

Corporate

Growth

• Present to Barcelona HQ

a Corporate Strategic Plan

• Communicate plans to

the organization

• Develop a Sales team

with a momentum of wins

• Prepare company

structure and procedures to

seize future sales growth

Proposed On-Boarding for Jonathan Donado – 30 / 60 / 90 Day Plan

Establish

Strategy and

Growth Plans

Understand

Market &

Customer

Opportunities

Overall

Business

Understanding

• Identify Key Target

Account/Clients Type (A)

(B) & (C)

6

30 Days

60 Days

90 Days

THANK YOU

Jonathan Donado