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Best Practices Example: ExxonMobil Team - Revenue Execution Model

Objectives: Implement an updated and reliable coverage and execution model for new and existing revenue streams.

Business Pipeline Nomination
Development / Mgt Quantify Qualify Execute Communication

Sign-off BIT LT
Define and Lead Manage Sign-off Sign-off
John Robertson Execution SW, Services and NA Leadership and
Strategy and Priorities Total Pipeline Total Pipeline Total Pipeline
Support Germany
Execute SW
Quantify and Sign-off Procurement Lead
Gary Griscom Manage Software Qualify and Sign-off Commercial Lead: pricing,
Software SAP pipeline / CRM Lead
contract terms, etc.
Bill Flemming Nominate Quantify and Develop Qualify Support Execution Business Liaison
Ryan Fishman SW, Services and Support SW, Services & Support Following John / Gary ok

Execute Services & Support
Sascha Kuhlmann Manage Services. Quantify and Sign-off Commercial Lead: pricing, Procurement and Business
Jin Son Nominate Services and Services Qualify and Sign-off contract terms, etc. Lead
Jeff Eberhart Identify , Define, Organize , Support. SAP pipeline / CRM Lead
Engage Support SW
Kris Macready
Roger Murphy Nominate and Manage Quantify and Sign-off Qualify and Sign-off Execution support Procurement and Business
Vijay Menon Support Support Liaison
Walt Kreppinski

Nominate Quantify and Develop Business Liaison
Carsten Boekholt Qualify Support Execution
SW, Services and Support SW, Services & Support Following John / Gary ok
Raj Sahajwani Nominate Quantify and Develop Business Liaison
Bob Lengel SW, Services and Support SW, Services & Support Qualify Support Execution Following John / Gary ok
§ Trent O’Keefe, § Jeff Hart
§ Mark Gabbert § Rob Surprenaut
§ Stewart Reed § Deven Oza Nominate Quantify and Develop Qualify Support Execution Business Liaison
§ Paul Floyd § Jim Papin SW, Services and Support SW, Services & Support
§ Jorge Marques § Andrew Vick
§ Colleen Walsh § Ron Kirby

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