Call Scripts

Hi [Name], it’s Jon Stout. Did I catch you at a bad time? My company is JAGGAER – we a global leader in source-to-
pay optimization solutions. If you have a few minutes, I’d like to learn more about your procurement journey at
XYZ Company. Do you have a few minutes now, or is there a better time this week to catch up for 5-10 minutes?

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Hi, NAME. This is Jon with JAGGEAR. Did I catch you at a bad time?

… find something relevant due to COVID/LinkedIn/local weather to break ice

I was hoping we could have a short discussion around your current procurement initiatives at XYZ Company, both
current state with the COVID challenges and moving through the rest of 2020 … what would you say you biggest
challenge is right now?

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[Name], it’s Jon Stout with JAGGAER. I noticed you inquired/attended about one of our webinars/case studies. I
wanted to follow up and see if you had any additional questions. Is now a good time?

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Hi, NAME, this is Jon with JAGGAER. I wanted to follow up on the webinar you attended. Do you have a few
minutes now to discuss, or is there another time this week that’s more convenient?

If no additional questions to accessed info/webinar …

While I have you on the phone live, I’d like to ask you a few questions to get some context around your spend
management journey … (BANT).

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Answers to common rejections:

No budget:
- I'm not trying to sell right now, that’s not my role with our company; I'm trying to align our two
companies for when the time is right in the future for when you have a need.
- What is your fiscal year?
- Who are you currently working with and when does the relationship expire?
- Let’s pretend you have the budget; how would a solution like ours positively influence your current
business initiatives?

Locked in contract:
- … glad you have taken some steps to solve the problem - a lot of people haven't. Can you tell me how it’s
bringing success to the org?
- How soon before that contract expired - how much time would you need to carefully consider another
option?
- How much lead time would you need before that contract renews to carefully consider another option to
perhaps make a change?

Gatekeepers:

- [NAME], if you were me, what would be the best way to get in contact with [PROSPECT]?
 - We’re finding that a lot of our clients are having a challenge with XYZ. How do I not have my email ignored
or go into a bucket with everyone else’s?

COVID Specific

For gatekeepers & lower level employees:

- I’m hearing from executives in the EUT/Education industry that despite hard work and processes being
put in place, everything has been upended the past couple of months due to COVID and they’re frustrated
they must start all over again. Manager: JAGGAER can help during this unique period. I’d like to learn
more about your current process. Is now an OK time, or is there another day this week the is more
convenient? Gatekeeper: We all know these are strange times and budgets are being slashed, but
JAGGAER can help. I would like to find time on [NAME’s] schedule to share how we might be able to
assist.

For Executives

- Despite starting the year on a great foot, Coronavirus happened and there’s no playbook. Operations is
trying to keep the machine running by driving revenue, but suddenly they have data from too many places
across the country and it’s hard to keep isolated in one place right now. They can’t get their arms around
it and they’re frustrated they haven’t seen this before. JAGGAER can help. When can we have a deeper
dialogue to discuss?

Voicemail

Hi, [NAME]. This is Jon Stout with JAGGER … 919-659-2436. I noticed you inquired about XYZ, and I wanted to
follow up and make sure you had all the correct information about our products that are relevant to your business.
Give me a call when you get a chance. Please give me a call back at 919-659-2436. Thanks, [NAME]. Have a great
day.

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Hi, [NAME]. This is Jon from JAGGAER. I’m reaching out to you regarding JAGGEAR One, the leading spend
management platform in the world. I would like to schedule a few minutes with you to discuss your current
procurement journey at XYZ Company. My direct line is 919-659-2436. Again, my name is Jon, and I’m calling from
JAGGAER … 919-659-2436. Thanks, [NAME]. Have a great day and stay safe.

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Hi, NAME, this is Jon Stout with JAGGAER. I would like to discuss how we can add value to your organization by
helping face the challenges of today while preparing for success in the future. Give me a call back when you have a
chance … 919-659-2436. Again, it’s Jon with JAGGAER … 919-659-2436. Thanks, NAME. Have a great day and stay
safe.

VMs (from Sandler training)

• 1st: Hi, [name], this is Jon Stout with Jagger, [number]. Give me a call back. Thanks.
• 2nd: Hi, [name], this is Jon Stout with Jagger. We're finding that a lot of folks are having trouble with
optimizing their supply chain processes (find other pain points). Don’t know if you are. Number is … Give
me a call back. Thanks.
 • 3rd: Hi, [name], this is Jon Stout with Jagger, [number]. ENTER FULL 30 SECOND COMMERCIAL.
• 4th: Hi, [name], it's Jon Stout with JAGGAER. You must be busy or completely not interested. Give me a call
back so I can know whether to close the file or figure out when to call you back.

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Rapid Response VM:

Hello, [NAME], This is Jon from Jaggaer. I am reaching out to you regarding our new Rapid Response 90-day trial
promotion for Cash Preservation. We will provide our JAGGAER Spend Analytics and the JAGGAER Sourcing
Optimizer platforms. Both programs provide 90 days of free access to software solutions that can have an
immediate impact on your organization's ability to respond to the current crisis we are facing.

Let’s schedule a call so you can take advantage of this promotion and so I can better understand your current
solution needs. My direct line is 919.659.2436. Again my name is Jon and I can be reached at 919.659.2436. Thanks
in advanced and I look forward to speaking with you!

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30 Second Commercial – for intro or VMs

I speak with a lot of organizations that are struggling with off-contract or maverick spending. Many times this leads
to low visibility and ultimately results in being over budget, sometimes by a very wide margin. We work with a
variety of organizations in the XYZ industry who face these challenges, and I know this can be frustrating. Is this
something you can relate to?

Hi, my name is Jon. My company is JAGGAER. We're a global leader in the sourcing and spend management
solution landscape. I speak to a lot of companies who are having difficulty tracking down important contracts for
their vendors. Sometimes deadlines are missed, and unwanted partnerships are renewed. I'm also hearing that
companies are spending thousands of dollars to make sure their contracts are meeting legal compliance. We work
with a variety of finance and supply chain departments who face these challenges, and I know this can be
frustrating. Is this something you can relate to?

I speak with a lot of companies that have surprisingly limited contract visibility, and many are still using paper
rather than automated processes. This can lead to confusion through the organization, missed deadlines and
unfulfilled contracts. We work with a variety of organizations who face these challenges, and I know this can be
frustrating. Is this something you’re facing in your role right now?