Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1

Segment A Sales Force Emphasis 25% 25% 25% 40% 30%

Segment B Sales Force Emphasis 25% 25% 25% 25% 25%
Segment C Sales Force Emphasis 25% 25% 25% 25% 30%
Segment D Sales Force Emphasis 25% 25% 25% 10% 15%
List Price $142 $142 $142 $142 $142
Segment A Discounts 12% 12% 12% 9% 12%
Segment B Discounts 8% 8% 8% 9% 9%
Segment C Discounts 4% 4% 4% 0% 2%
Segment D Discounts 16% 16% 16% 20% 20%
Distributor Discounts 12% 12% 12% 14% 14%
Sales Force 11 11 11 11 11
Spending on Small Customers 50% 50% 50% 40% 35%
Spending to Retain Large Customers 50% 50% 50% 50% 50%
Integrated Marketing Communication and Training $80,000 $80,000 $80,000 $40,000 $40,000
Spending on Market Research $50,000 $50,000 $50,000 $50,000 $50,000
Social Media Persuasion Spending $0 $0 $0 $0 $0
Direct Customer Communication $0 $0 $0 $0 $10,000
Battery Life Feature Spending $60,000 $60,000 $60,000 $90,000 $90,000
Manufacturing Efficiency Improvement $0 $0 $0 $0 $0
Sensor Size Feature Spending $60,000 $60,000 $60,000 $0 $0
Latency Reduction Spending $0 $0 $0 $0 $0
Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
30% 30% 30% 30% 30% 30% 25% 25% 25% 25%
25% 25% 30% 30% 30% 30% 25% 25% 25% 25%
30% 30% 30% 20% 20% 20% 25% 25% 30% 30%
15% 15% 10% 20% 20% 20% 25% 25% 20% 20%
$142 $142 $142 $138 $138 $138 $138 $125 $125 $125
13% 14% 12% 13% 13% 15% 12% 6% 7% 6%
10% 11% 10% 9% 10% 12% 10% 2% 2% 4%
2% 1% 1% 0% 1% 1% 1% 1% 1% 1%
20% 20% 20% 20% 18% 20% 20% 18% 18% 18%
16% 18% 18% 20% 20% 20% 20% 15% 14% 14%
10 10 10 10 10 10 15 12 10 10
30% 30% 30% 25% 20% 20% 30% 30% 30% 30%
50% 50% 50% 50% 50% 50% 50% 50% 50% 50%
$40,000 $60,000 $80,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000
$50,000 $50,000 $50,000 $50,000 $50,000 $0 $50,000 $50,000 $50,000 $50,000
$10,000 $0 $0 $10,000 $0 $0 $20,000 $0 $0 $0
$10,000 $0 $0 $10,000 $0 $0 $20,000 $0 $0 $0
$90,000 $90,000 $20,000 $100,000 $100,000 $0 $0 $0 $0 $50,000
$20,000 $0 $0 $0 $0 $0 $0 $0 $0 $0
$50,000 $70,000 $150,000 $0 $100,000 $150,000 $0 $0 $0 $0
$30,000 $0 $0 $0 $0 $0 $0 $0 $0 $0
Y4, Q4
25%
25%
35%
15%
$125
8%
4%
1%
18%
12%
12
20%
50%
$80,000
$50,000
$10,000
$10,000
$0
$0
$300,000
$0
 Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1
Segment A Sales Force Emphasis 25% 25% 25% 36% 36%
Segment B Sales Force Emphasis 25% 25% 25% 27% 27%
Segment C Sales Force Emphasis 25% 25% 25% 32% 32%
Segment D Sales Force Emphasis 25% 25% 25% 5% 5%
List Price $142 $142 $142 $142 $142
Segment A Discounts 12% 12% 12% 12% 12%
Segment B Discounts 8% 8% 8% 8% 8%
Segment C Discounts 4% 4% 4% 4% 4%
Segment D Discounts 16% 16% 16% 16% 16%
Distributor Discounts 12% 12% 12% 12% 12%
Sales Force 11 11 11 11 11
Spending on Small Customers 50% 50% 50% 30% 30%
Spending to Retain Large Customers 50% 50% 50% 70% 70%
Integrated Marketing Communication and Training $80,000 $80,000 $80,000 $80,000 $85,000
Spending on Market Research $50,000 $50,000 $50,000 $50,000 $0
Social Media Persuasion Spending $0 $0 $0 $0 $0
Direct Customer Communication $0 $0 $0 $0 $0
Battery Life Feature Spending $60,000 $60,000 $60,000 $60,000 $60,000
Manufacturing Efficiency Improvement $0 $0 $0 $0 $0
Sensor Size Feature Spending $60,000 $60,000 $60,000 $55,000 $50,000
Latency Reduction Spending $0 $0 $0 $5,000 $5,000
Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
36% 36% 36% 36% 36% 36% 36% 36% 36% 36%
28% 28% 28% 28% 28% 28% 28% 28% 28% 28%
31% 31% 31% 31% 31% 31% 31% 31% 31% 31%
5% 5% 5% 5% 5% 5% 5% 5% 5% 5%
$142 $142 $142 $142 $142 $142 $142 $142 $142 $142
12% 12% 12% 12% 12% 12% 12% 12% 12% 12%
8% 8% 8% 8% 8% 8% 8% 8% 8% 8%
4%/3 4% 4% 1% 3% 3% 3% 2% 2% 2%/1
16% 16% 16% 16% 16% 16% 20% 20% 20% 20%
12% 12% 20% 20% 20% 20% 20% 20% 18% 16%
10 11 11 12 13 13 14 15 15 15
30% 30% 30% 30% 30% 30% 30% 30% 30% 30%
70% 70% 70% 70% 70% 80% 80% 80% 80% 80%
$90,000 $90,000 $90,000 $100,000 $110,000 $150,000 $175,000 $175,000 $200,000 $200,000
$50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
$5,000 $5,000 $5,000 $5,000 $10,000 $10,000 $10,000 $10,000 $10,000 $11,000
$5,000 $5,000 $5,000 $5,000 $11,000 $12,000 $12,000 $12,000 $12,000 $15,000
$60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $65,000 $65,000
$10,000 $10,000 $10,000 $20,000 $75,000 $80,000 $90,000 $90,000 $95,000 $95,000
$50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $60,000 $60,000
$5,000 $5,000 $5,000 $10,000 $45,000 $45,000 $45,000 $45,000 $45,000 $50,000
Y4, Q4
36%
28%
31%
5%
$140
12%
8%
1%
20%
15%
16(17)
30%
80%
$250,000
$50,000
$20,000
$20,000
$65,000
$95,000
$60,000
$50,000

market gir rha h

 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4
Segment A 36% 36% 36% 36% 36% 36% 36% 36% 36%
Segment B 27% 27% 28% 28% 28% 28% 28% 28% 28%
Segment C 32% 32% 31% 31% 31% 31% 31% 31% 31%
Segment D 5% 5% 5% 5% 5% 5% 5% 5% 5%
List Price $142 $142 $142 $142 $142 $142 $142 $142 $142
Segment A 12% 12% 12% 12% 12% 12% 12% 12% 12%
Segment B 8% 8% 8% 8% 8% 8% 8% 8% 8%
Segment C 4% 4% 4% 4% 4% 1%(3) 3% 3% 3%
Segment D 16% 16% 16% 16% 16% 20% 20% 20% 20%
Distributor 12% 12% 12% 12% 20% 20% 20% 20% 20%
Sales Force 11 11 10 11 11 12 13 13 14
Spending o 30% 30% 30% 30% 30% 30% 30% 30% 30%
Spending t 70% 70% 70% 70% 70% 70% 70% 80% 80%
Integrated $80,000 $85,000 $90,000 $90,000 $90,000 $100,000 $110,000 $150,000 $175,000
Spending o$50,000 $0 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med$0 $0 $5,000 $5,000 $5,000 $5,000 $10,000 $10,000 $10,000
Direct Cus $0 $0 $5,000 $5,000 $5,000 $5,000 $11,000 $12,000 $12,000
Battery Lif $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000
Manufactur$0 $0 $10,000 $10,000 $10,000 $20,000 $75,000 $80,000 $90,000
Sensor Siz $55,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Latency Re$5,000 $5,000 $5,000 $5,000 $5,000 $10,000 $45,000 $45,000 $45,000
Y4, Q1 Y4, Q2 Y4, Q3 Y4, Q4
36% 36% 36% 36%
28% 28% 28% 28%
31% 31% 31% 31%
5% 5% 5% 5%
$142 $142 $142 $140
12% 12% 12% 12%
8% 8% 8% 8%
3% 2% 2% 1%
20% 20% 20% 20%
20% 18% 16% 15%
15 15 15 16
30% 30% 30% 30%
80% 80% 80% 80%
$175,000 $200,000 $200,000 $250,000
$50,000 $50,000 $50,000 $50,000
$10,000 $10,000 $11,000 $20,000
$12,000 $12,000 $15,000 $20,000
$60,000 $65,000 $65,000 $65,000
$90,000 $95,000 $95,000 $95,000
$50,000 $60,000 $60,000 $60,000
$45,000 $45,000 $50,000 $50,000
 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4
Segment A 36% 36% 36% 36% 36% 36% 36% 36% 36%
Segment B 27% 27% 28% 28% 28% 28% 28% 28% 28%
Segment C 32% 32% 31% 31% 31% 31% 31% 31% 31%
Segment D 5% 5% 5% 5% 5% 5% 5% 5% 5%
List Price $142 $142 $142 $142 $142 $142 $142 $142 $142
Segment A 12% 12% 12% 12% 12% 12% 12% 12% 12%
Segment B 8% 8% 8% 8% 8% 8% 8% 8% 8%
Segment C 4% 4% 4% 4% 4% 3% 3% 3% 3%
Segment D 16% 16% 16% 16% 16% 20% 20% 20% 20%
Distributor 12% 12% 12% 12% 20% 20% 20% 20% 20%
Sales Force 11 11 11 11 11 12 13 13 14
Spending o 30% 30% 30% 30% 30% 30% 30% 30% 30%
Spending t 70% 70% 70% 70% 70% 70% 70% 70% 80%
Integrated $80,000 $85,000 $90,000 $90,000 $90,000 $100,000 $110,000 $150,000 $175,000
Spending o$50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med$0 $0 $5,000 $5,000 $5,000 $5,000 $10,000 $10,000 $10,000
Direct Cus $0 $0 $5,000 $5,000 $5,000 $5,000 $11,000 $12,000 $12,000
Battery Lif $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000
Manufactur$0 $0 $10,000 $10,000 $10,000 $20,000 $75,000 $80,000 $90,000
Sensor Siz $55,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Latency Re$5,000 $5,000 $5,000 $5,000 $5,000 $10,000 $45,000 $45,000 $45,000
Y4, Q1 Y4, Q2 Y4, Q3 Y4, Q4
36% 36% 36% 36%
28% 28% 28% 28%
31% 31% 31% 31%
5% 5% 5% 5%
$142 $142 $142 $142
12% 12% 12% 12%
8% 8% 8% 8%
3% 2% 2% 1%
20% 20% 20% 20%
20% 18% 16% 15%
15 15 15 16
30% 30% 30% 30%
80% 80% 80% 80%
$175,000 $200,000 $200,000 $250,000
$50,000 $50,000 $50,000 $50,000
$10,000 $10,000 $11,000 $20,000
$12,000 $12,000 $15,000 $20,000
$60,000 $65,000 $65,000 $65,000
$90,000 $95,000 $95,000 $95,000
$50,000 $60,000 $60,000 $60,000
$45,000 $45,000 $50,000 $50,000
 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4
Segment A 36% 36% 36% 36% 36% 36% 36% 36% 36%
Segment B 27% 27% 28% 28% 28% 28% 28% 28% 28%
Segment C 32% 32% 31% 31% 31% 31% 31% 31% 31%
Segment D 5% 5% 5% 5% 5% 5% 5% 5% 5%
List Price $142 $142 $142 $142 $142 $142 $142 $142 $142
Segment A 12% 12% 12% 12% 12% 12% 12% 12% 12%
Segment B 8% 8% 8% 8% 8% 8% 8% 8% 8%
Segment C 4% 4% 4% 4% 4% 3% 3% 3% 3%
Segment D 16% 16% 16% 16% 16% 20% 20% 20% 20%
Distributor 12% 12% 12% 12% 20% 20% 20% 20% 20%
Sales Force 11 11 11 11 11 12 13 13 14
Spending o 30% 30% 30% 30% 30% 30% 30% 30% 30%
Spending t 70% 70% 70% 70% 70% 70% 70% 70% 80%
Integrated $80,000 $85,000 $90,000 $90,000 $90,000 $100,000 $110,000 $150,000 $175,000
Spending o$50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med$0 $0 $5,000 $5,000 $5,000 $5,000 $10,000 $10,000 $10,000
Direct Cus $0 $0 $5,000 $5,000 $5,000 $5,000 $11,000 $12,000 $12,000
Battery Lif $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000
Manufactur$0 $0 $10,000 $10,000 $10,000 $20,000 $75,000 $80,000 $90,000
Sensor Siz $55,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Latency Re$5,000 $5,000 $5,000 $5,000 $5,000 $10,000 $45,000 $45,000 $45,000
Y4, Q1 Y4, Q2 Y4, Q3 Y4, Q4
36% 36% 36% 36%
28% 28% 28% 28%
31% 31% 31% 31%
5% 5% 5% 5%
$142 $142 $142 $142
12% 12% 12% 12%
8% 8% 8% 8%
3% 2% 2% 1%
20% 20% 20% 20%
20% 18% 16% 15%
15 15 15 16
30% 30% 30% 30%
80% 80% 80% 80%
$175,000 $200,000 $200,000 $250,000
$50,000 $50,000 $50,000 $50,000
$10,000 $10,000 $11,000 $20,000
$12,000 $12,000 $15,000 $20,000
$60,000 $65,000 $65,000 $65,000
$90,000 $95,000 $95,000 $95,000
$50,000 $60,000 $60,000 $60,000
$45,000 $45,000 $50,000 $50,000