1. What is ?
September 2012
Monday, September 3, 2012

2. What is Terravide?
Terravide is an application that supports SMBs to
enterprise companies and works with Salesforce
and other CRM tools to help sales professionals
to intelligently create and manage sales
territories with the goal to increase efficiency
and to maximize sales revenue.
ter·ri·to·ry [ter-i-vahyd]
Noun
1. SAAS product designed to algorithmically divide territories based on optimal variables.
Verb (used without object)
2. To use Terravide to analytically divide and assess sales territories for maximum efficiency
and output.
www.terravide.com @Sales
Monday, September 3, 2012

3. What is the problem?
Inbound sales funnel Territory Creation & Management Sales
Data collection Sales Territory Analysis Balance Manage Visualize Sell
Lead generation CRM (i.e.
Excel Excel Data loader None
sources (i.e. Salesforce)
Hoovers)
Excel and pivot tables are primarily used to Finalized territories Depending on the Sales teams
Census/NCES integrate data into normalized tables. The data are entered into the territory complexity, receive their
sources are then examined for key metrics company’s CRM companies cobble territory
CRM depending on the organization. platform so the leads, together images or assignments
(i.e. Salesforce) ... opportunities, just use excel to ideally though a
Lastly, the resulting territories are created accounts can be publish and CRM tool
Disparate input files and accounting for ‘balance’ - which is a critical managed and tracked communicate
processes that support the prerequisite for sales compensation planning. by the sales force. territories
sales process with no sense of Currently this is all done manually to Currently third party
uniformity, consistency, or determine the “best guess” optimization with ‘Data Loaders’ are
reliability. Data collection is increased opportunity for inefficiencies and used to re-import
critical to sales strategy lost revenue. territory ownership.
implementation.
Terravide helps to solve this by addressing the following pain points:
• Time intensive to collect and integrate relevant data
• Difficult to setup this process efficiently in a growing company and time intensive
• Must be highly repeatable to support growing teams - teams that are doubling sales
force must re-create territories every time
www.terravide.com @Sales
Monday, September 3, 2012

4. The Terravide Solution
Inbound sales funnel Territory Creation & Management Sales
Data collection Sales Territory Analysis Balance Manage Visualize Sell
Lead generation CRM (i.e.
Data Terravide Salesforce)
sources (i.e. Salesforce Salesforce Google Maps
loader Algorithm & App
Hoovers)
Sales teams
Census/NCES receive their
Terravide takes Algorithm Finalized territory Terravide leverages territory
data from your automatically creates sets can then be
CRM Google Maps to assignments
(i.e. Salesforce) account ables optimum territories. pushed into visually display ideally though a
(Leads/Opportunity/ User can weak Salesforce territories, dynamic CRM tool
Accounts) and uses territories to fit automatically modifications, and
this to determine needs.Users can without the need of visualized accounts
how to equally create multiple sets separate data (i.e.. Density heat
partition sales depending on different loaders and reps maps)
territories. metrics (i.e. population will have instant
vs number of access to their new
universities) territories.
Terravide will help to:
• Contribute to the organization's sales strategy (resulting in better planning efforts)
• Save time (resulting in cost savings)
• Greater sales team efficiency (resulting in increased sales)
www.terravide.com @Sales
Monday, September 3, 2012

5. Product Preview
Easy, simple to use, and effective territory creation
and management system.
Datasets allows use of
Automatic territory third party data and the
sets are balanced ability to new territories
component values are (i.e. List based
displayed for easy opportunities, census
analysis. Users can data, etc)
easily tweak territories
by dragging and
dropping components
as necessary.
Filters allow the user to
manipulate territory
results to find the best “Balance-by” displays
fit. total aggregate value
for each territory. This
value can be modified
to fit the needs of the
organization. For
Map visually displays example, territories can
territories rather than be equalized by “Total
relying on lists. Number of Accounts” in
Dynamically updates as a territory or by ‘Total
territories change. Opportunity Dollar
Provides the added Amount”.
benefit of visual
confirmation and
appropriateness of
each territory shape.
www.terravide.com @Sales
Monday, September 3, 2012

6. Competition
Current competing problems exist but the vast majority of them are flawed in
one or several areas.
*
Alternative solutions are insufficient for the SMB for the following reasons:
• Solutions are desktop based requiring
installations and dedicated servers.
Desktop • Desktop solutions are feature bloated with
unnecessary, complex, and hard to use features.
• Solutions live limited, or in many cases, no integration with CRM platforms (i.e.
CRM Salesforce) or Marketing Automation Products (i.e. Marketo, Eloqua, etc)
Integration • Integration (if possible) typically allows a ‘pull’ but cannot push quality data back onto
the CRM / Sales management system.
Price • SMBs are priced out of Territory Creation & Management solutions. Heavy solutions,
old pricing structures, and antiquated revenue models are ripe for an update.
• Existing legacy solutions are not flexible and cannot adequately adapt to the variety
Workflow of companies who need this function.
Integration • Terravide is being built from the ground up to compliment and optimize the Sales
Operations process to create efficiencies and to maximize revenue.
*Acquired by IBM (May 2012) www.terravide.com @Sales
Monday, September 3, 2012

7. The Team
Formerly at Deloitte Consulting, PayPal, and JP Morgan with a
background in both marketing strategy, operations, and process
Lou Hong improvement (Six Sigma Green). He has been actively involved in
(Product) the startup scene, previously working on a gaming recommendation
site and StartupRoots, a non-profit in Silicon Valley that provides
mentorship and startup opportunities to students.
Jeremy
Hageman
(Tech)
military foundation (ultimate team model, mission, etc...) consulting (attacking
David Hong a problem), implementation (tools, process, etc..), worked in hardware/
(Advisor) healthcare/software/saas sales environments and totalling 10+ yrs of sales ops
experience
www.terravide.com @Sales
Monday, September 3, 2012

8. Conclusion
Summary
Terravide is an application that supports SMBs to enterprise companies and works with Salesforce
and other CRM tools to help sales professionals to intelligently create and manage sales territories
to increase efficiency and to maximize sales revenue.
Terravide targets the $400B sales industry. Ideal customers have 5 to 100 sales representatives and
segment their sales geographically. These companies are experiencing high growth on sales teams
thereby needing to re-create sales territories as sales members join.
Terravide is to be the “Gmail/Mint of Sales Territory Creation and Management”.
Product Roadmap
Oct/Nov 2012 Dec/Jan 2012 Feb/Mar 2013 Apr/May 2013 Jun/Jul 2013
Updated Launch/Test Salesforce Launch
Add zip codes
Algorithm v2 pricing Data Loading Salesforce App
Add int’l region
Beta Testers Accomplishments Next Steps
5
• Kickoff (Jan 2012) • Updated Algorithm (v2)
• Prototype 1 (March 2012) • International region expansion
• ‘Unicorn’ prototype 2 (June • Include zip code granularity
2012) • Salesforce data loader
• Public launch (August 2012) • Salesforce App (for AppExchange)
• Analytic tools (i.e. Territory scoring)
www.terravide.com @Sales
Monday, September 3, 2012

9. • Company Purpose
1 Define the company/business in a single declarative sentence.
Problem
1 Describe the pain of the customer (or the customer’s customer).
2 Outline how the customer addresses the issue today.
Solution
1 Demonstrate your company’s value proposition to make the customer’s life better.
2 Show where your product physically sits.
3 Provide use cases.
Why Now
1 Set-up the historical evolution of your category.
2 Define recent trends that make your solution possible.
Market Size
1 Identify/profile the customer you cater to.
2 Calculate the TAM (top down), SAM (bottoms up) and SOM.
Competition
1 List competitors
2 List competitive advantages
Product
1 Product line-up (form factor, functionality, features, architecture, intellectual property).
2 Development roadmap.
Business Model
www.terravide.com @Sales
Monday, September 3, 2012