Presentation Title

SAND CHERRY NEW CONTRACTOR WELCOME KIT - 2018 Onboarding Contractor Documents

List of Documents Action Required* 1. NDA Please email documents to Kim Wharton: 2. Independent Contractor Agreement [email protected] 3. W9 and copy Kathy Reilly: 4. Direct Deposit Form [email protected] 5. Background Check Release 6. Sample Invoice 7. Bio Template Instructions 8. Salesforce Instructions 9. IT Data Security Policy 10. IT Security Acknowledgement

• Company Overview

• Policies and Administrative Procedures

• Technology Tools

We are high performance business consultants with deep functional expertise and broad industry experience who deliver real results for complex business challenges.

SAND CHERRY ASSOCIATES OVERVIEW

• WHAT WE DO – Help clients leverage executive expertise and insight to optimize their business PRACTICE AREAS – Create and implement comprehensive solutions to complex business initiatives – Address the challenges of fast changing business landscapes – Rapidly fill skill gaps for immediate traction and results

• WHO WE ARE PRODUCT & – Unique combination of skilled business consultants and experienced executives MARKETING – Deep functional expertise and broad industry experience – Range of resources to match the right solution to the specific need – Scalable capacity to support both small and large-scale needs – Virtual office with national presence and international reach

• WHO WE SERVE – Financial Services BUSINESS ACQUISITION & – Broadband & Telecom – Healthcare OPERATIONS RETENTION – Technology – Hospitality – Media & Entertainment – Private Equity – Utilities & Energy

• HOW WE ORGANIZE – We align with our customers needs via three functional practices, each with a defined suite of practice disciplines composed a portfolio of foundational competencies

3 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2017 Proprietary with All Rights Reserved Consulting 101 Workshop – Section 1: Kicking Off a Project Effectively Practice Area Mission and Discipline Specialization

PRODUCT & ACQUISITION & BUSINESS MARKETING RETENTION OPERATIONS

MISSION MISSION MISSION – To help introduce innovative products that – To develop and implement proven strategies – To optimize the customer experience through create sustainable market advantages and processes to win, maintain, and grow mapped and measured customer journey(s) – To align strategy and product roadmaps and successful long-term customer relationships followed by transformational process bring new products to market while – To create integrated customer experiences enhancements maximizing product profitability that attract new customers and improve – To achieve both efficiency and effectiveness in – To help identify, vet and launch innovative relationships with existing ones the business, with a customer-first approach services to leapfrog the competition and – To develop and optimize sales channels to – To identify cost-saving opportunities while transform the business better manage customer interactions and maximizing the effectiveness of internal – To develop product portfolios, optimize improve the strength of customer relationships resources product performance, and position new – To deliver successful implementation through products for success in the market DISCIPLINE SPECIALIZATION rigorous project management and hands-on – To build, refine and launch marketing plans to – Acquisition Strategy execution optimize market performance – Sales Channel Management ISCIPLINE PECIALIZATION – Sales Program Management D S ISCIPLINE PECIALIZATION – D S – Retention Strategy Process Optimization – Product Development – – Customer Lifecycle Management Project Management – Product Lifecycle Management – Business Intelligence – Marketing Research – Data Management – MarComm Strategy – Organizational Effectiveness – Pricing & Packaging – Merger Integration – Technical Capital Optimization – Facilities Optimization

4 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2017 Proprietary with All Rights Reserved Consulting 101 Workshop – Section 1: Kicking Off a Project Effectively How We Describe Ourselves to Clients

WHO WE ARE: WHAT THIS MEANS: Team of seasoned, experienced business consultants that specialize in strategic We focus on specific areas of our clients' business initiative management in the areas of product development and marketing, where we have deep expertise and experience business operations and customer acquisition and retention. Known for our ability to translate strategic business objectives into actionable Think “left brain/right brain”. We are BOTH plans and work side by-side with clients to efficiently deliver real results “Thinkers” and “Doers” – this is our “secret sauce” Unique combination of real-world industry experience and deep consulting and We are Different: we know our clients’ business, program management expertise enables us to “hit the ground running” and hit the ground running, and integrate with their collaboratively work with clients to drive real, measurable business success. teams to quickly DO things that create REAL value

WHAT WE DO: Help businesses in complex technology-driven industries to identify, develop, We are flexible and adaptable, and while we and effectively manage strategic growth opportunities through a set of leverage a set of well-defined methodologies, our specialized services, customized to fit specific business needs and context. approach and work is highly customized Our approach combines innovative market-tested techniques, data-driven Even though our work is customized, we can be methodologies, the latest digital tools and real-world business experience to very efficient and effective, because it is based on help you design and deploy practical solutions for your complex business market-tested approaches and tools initiatives. Our proven expertise in strategic analysis, data analytics, project management, We combine deep functional expertise (e.g. and customer experience enables us to deliver effective and innovative product development, marketing, sales and solutions to develop and launch new products, improve operational efficiency operations) with skills expertise (e.g. analysis, and effectiveness, and create profitable, long-lasting customer relationships. project management, etc.) to generate Real Results in key business performance areas

5 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2017 Proprietary with All Rights Reserved Consulting 101 Workshop – Section 1: Kicking Off a Project Effectively “The Sand Cherry Way”

THE SAND CHERRY WAY WHAT MAKES US DIFFERENT:

• Our team is a mix of skilled business consultants and former business leaders with deep operating 1. Best-In-Class Professionals: We deploy teams of highly-skilled experience in the industries we serve. consultants and industry experts who know your business. • This unique combination allows us to provide both 2. Data Driven/Market Proven: We employ fact-based, data- strategic bandwidth for answering the most difficult driven approaches, that have worked effectively for clients like you. questions, as well as smart hands to help with 3. Customer-Centric Approach: We keep your customer front execution or simply quicken timelines. and center as we work with you. • We approach every project with your business 4. Collaborative and Coordinated Approach: We partner with strategy firmly in mind, but we know that the key to you to solve the challenges at hand. success is always “smart” execution, where we 5. Respect and Integrity: We recognize that it is a privilege to combine data-driven and market-proven approaches serve you and we treat you, our colleagues, and other and best-in-class project management techniques with stakeholders with respect, professionalism, honesty, and integrity a “roll up your sleeves” spirit of collaboration to create real results for you. 6. Commitment to Your Success: We promote your success, not ours. We are deeply committed to real successful results for you. • It's what we call the “Sand Cherry Way”, a unique 7. ‘Own’ Responsibility for Real Results: We take personal pride combination of skillsets, experience and operating in owning responsibility for measurable outcomes and for principles designed to successfully create and execute delivering lasting value to you customized strategic solutions for our clients

6 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2017 Proprietary with All Rights Reserved Consulting 101 Workshop – Section 1: Kicking Off a Project Effectively “The Sand Cherry Way”: What It Means on Client Work

“HOW WE WORK” “HOW WE INTERACT” “WHAT WE DON’T DO”

• We are PASSIONATE: • We are INTEGRATED with our clients: • We do NOT engage in Politics: – On new projects, we grab a place the table, – We care about the people and businesses – We stay away from political and cultural that we are serving listen, ask questions, and start contributing potholes, and simply work to “make it along with client staff from day one so” • We are POSITIVE: – We serve more as partners and • We do NOT engage in overt BUSINESS – We are driven, but not harsh contributors than as third-party advisors DEVELOPMENT: – We approach our work with good, • We are COLLABORATIVE: positive attitude and humor – In fact, we ask our associates to ONLY – We listen to input and multiple points of keep ears to the ground and NOT to view • We are OUTCOME-FOCUSED: engage in business development (think – We enjoy working with others, whether “Needs” not “Leads”) – Sand Cherries are not hired to fill a seat, they are Sand Cherries, client staff, or but are known for our focus on achieving other vendors • Tell your Sand Cherry Engagement the client’s business objectives leader of what you hear and your • We embrace our role as "HUMBLE thoughts on potential leads; and email • We deliver HIGH-QUALITY: SERVANTS“: [email protected] – We strive to ensure that the quality of – We work to do meaningful work, but are – its that simple, and that's it. our work product is exemplary – from not too proud to do the less interesting • Sand Cherry leadership takes it from emails to first draft excel documents to stuff that just has to get done there final deliverables – We have low egos, we are fine being – We EARN 90%+ of our work from – Clients expect and receive higher-quality behind the scenes, and do not need to product from us, often stronger than 'showcase' that we are Sand Cherry repeat clients - because of the Quality of from their other resources our work, not because of business – Our job is to serve the client, ensure they development efforts. are well represented, and supported to • We succeed with SPEED: look their best at all times. Our job is to – We work to match or exceed the pace of ensure they don’t fail and can deliver some the business in our work and deliverables wins.

Robert Wharton, Senior Partner Dan Hillen, Partner Duane Dick, Senior Partner • Director, Market Strategy • VP, Alternative Sales Channels, • Executive Director, Market Development, AT&T Broadband & QWEST Strategy Development, AT&T MediaOne • VP, Sales Channel Strategy, Broadband & MediaOne • Consultant, International Technology AT&T Broadband & MediaOne • Consultant, Price-Waterhouse Consultants • General Manager, Sales, One2One • MBA, Georgetown University • MBA, Wharton School of Business Wireless (UK) (UPenn)

Audley Webster, Advisor to the John Calhoon, Partner Board Lisa Boland, Advisor to the Board • Senior Director Product Management • Board Member, Time Warner • Market VP, Sales & Customer & Marketing, Inflow Telecom Operations, AT&T Broadband • Director of Business Development, Jato Broadband • VP, Corporate Strategy, MediaOne & • RVP, MediaOne US WEST • VP, Sales & Customer Operations, • Director, Market Strategy, AT&T Broadband • Principal, Booz-Allen & Hamilton MediaOne • VP of Sales, TCC Publishing • MBA, Harvard University • MBA, Stanford University

Edric Starbird, Partner Jennifer Bartlett, Vice President Michiel Sanson, Vice President • VP, Programming & Product, Time • VP Operations, MediaOne, Verio • AVP, Marketing Research & Strategy, Warner Cable • Consultant, ATKearney, EDS-MCS Dex One Consulting • Senior Associate, Booz∙Allen & • Director, Integrated Product • BS Engineering, Stanford Hamilton Management, AT&T Broadband • MBA, Columbia University • MBA, Wharton School and MA • Director, Sales Channel Strategy, International Studies, UPenn MediaOne • MBA, University of Chicago

Carolyn Rumbarger, Vice Maria Kernen, Vice President President • Vice President, Customer Operations • Regional VP, Marketing, Comcast – NTT/Verio Web hosting • Director, Marketing, Continental • Director, Enterprise Operations, Cablevision/MediaOne MediaOne • MA, Dayton University • MBA, Stanford University • Executive Marketing Series, Harvard Business School

8 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2013 Proprietary with All Rights Reserved Company Overview Sand Cherry’s Operating Model We provide consulting services on a global basis; our team is geographically distributed and works under a virtual operating model.

• US operations based in Denver, Colorado • Clients located across North America and Europe • Virtual office operating model • Strong emphasis on company-wide idea exchange and resource development • Adaptable team structures depending on assignment

Consultant Locations

Function Name Partner Team • Robert Wharton • Duane Dick • Dan Hillen • John Calhoon • Edric Starbird Recruiting • Kathy Reilly/Kim Wharton Expenses/Invoices • Michelle Dick/Mark Whitfield SharePoint • Rick Collman • Robert Wharton Accounting / 1099 • Mark Whitfield/Michelle Dick Email Setup • Kim Wharton Misc. Administration • Kim Wharton

• Company Overview

• Policies and Administrative Procedures

• Technology Tools

11 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2013 Proprietary with All Rights Reserved Policies and Paperwork Business Entity Policy for Contractors Sand Cherry requires all contractors to establish themselves as a business entity within the first 30 days of being placed on a project.

• It is our company’s policy to work with established businesses in the form of corporations, partnerships, and Limited Liability Companies (LLC’s)

– Such entities are responsible for their own trade names, insurance, worker’s compensation, equipment, taxes, etc.

– Following the end of each tax year, you will be issued a 1099 which will include everything Sand Cherry has paid you during that year, including reimbursed expenses

– As a business entity, you should be able to deduct most or all of your reimbursed expenses when you file your taxes

– Consult your legal and tax advisors for more information on the above

• The W9 should be filled out with a Federal Tax ID number which can be acquired through becoming a corporation, partnership, LLC, etc.

• Our clients require background checks; please fill out the release form and send back to Kim Wharton.

**Helpful hints to complete your W9: In Part 1: If your using your SSN as your tax ID, then your name goes on line 1 and your LLC name goes on Line 2. If you’re using an EIN, then the LLC name goes on Line 1.

The tax ID in Part I has to match the entity on Line 1.

Contractors book their own travel and pay for their own company expenses and are reimbursed by Sand Cherry.

Expense Policy

• Airfare: • Mileage − Due to strict change/refund policies, never use third party websites such − The mileage reimbursement rate follow IRS regulations (ie. for 2017 it is as Expedia or Travelocity to book your travel. 53.5 cents/mile) − Only economy class airfare is allowed. − When using Expensify, choose the Mileage tab and Expensify will calculate − Extra charges for baggage check and guaranteed seat assignments are the distance /rate for you. reimbursable but upgraded leg room/class is not. • Meals • Hotel: − Travel meals are kept to an average of $50 per day. − Whenever possible, choose a client approved hotel using the client’s − In addition, any one meal cannot exceed $50 (If you have a meal over $50, corporate rate. you can ask for reimbursement but only up to $50) − Reimbursement of mini/honor bar items, including water, as well as in − If you share a meal with another consultant, please split payment of the bill. room movies is not allowed. Otherwise, you may pick up the whole expense but only if the consultant is − If meals are charged to your hotel folio, then the expense will need to be on the same project as you. List all who attended. split into two separate categories in Expensify. • Client Meals and Entertainment − If parking or internet is also charged to your hotel folio, please do not − Client meals and entertainment are only reimbursable when approved in split the expense and include it all under hotel advance. List all who attended. The average cost of entertaining a client − Charter: Marriott: CHU. Starwood: 295601. should not be more than $75 per person. − Comcast: Marriott: C04. Starwood: 290219. The Logan: 2140. • Internet / Cellular − Rogers: Marriott: ROG. − Airline WiFi is reimbursable if client asks that you have access while • Car Rental traveling. Home internet and cellular phone charges are not reimbursable. − Only mid-size car rental and smaller is reimbursable. − • Supplies − Do not add on any insurance options as Sand Cherry’s as well as your own insurance policy should cover any incidents. − Only supplies used for presentation materials are reimbursable. General supplies such as pens, paper, printer ink are not. − Do not choose the pre-paid fuel option or allow the rental car agency to re-fuel the car.; always, re-fuel on your own prior to returning your car. − Charter discount codes: Budget V104800, Avis AWD# D407100, National XZ01501. − Comcast: Avis A96550

• Contractors should submit their hours into Salesforce AND email their invoices to [email protected] and to the partner overseeing the project. Please review the Time Entry Deck for instructions on hours entry into Salesforce.

− Invoices MUST include time, amount owed, and project number • We pay contractor invoices semi-monthly on the 15th and the 30th or the banking day before if the 15th and the 30th fall on a weekend or holiday • Your invoice must be received at least two business days prior to payday and include estimated hours through the end of the pay period

− If you miss the payment cutoff, you will not be paid until the next Friday. • The Sand Cherry project number must be included on all invoices and expense submissions. If you don’t know your project number, contact Kim Wharton [email protected] • Invoices are paid via direct deposit to your bank account listed on the direct deposit form. Please specify whether it is a checking or savings account.

14 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2013 Proprietary with All Rights Reserved Policies and Paperwork Sand Cherry New Business Opportunity Program One of the best sources for New Business Opportunity Leads comes from Sand Cherry team members through daily client engagement. We recognize and reward employees and contractors who identify New Business Opportunities three ways:

1. Initial Lead: When you identify a potential need for support or project we will pay $300 per lead. Leads must be qualified by a Sand Cherry Partner.

2. Statement of Work (SOW): If the initial lead evolves to a Sand Cherry Partner or Principle writing an SOW we will pay you an additional $500 per written SOW.

3. Project Approval: If the SOW is approved by the client and Sand Cherry gets an SOW signed or PO we will pay you an additional $700.

Lead logged here: http://www.sandcherryassociates.com/leads/

Lead record created automatically in Salesforce

Lead assigned based on Lead Assignment Rules: Practice Area: Product and Marketing → John Calhoon Practice Area: Operations → Edric Starbird Practice Area: CAR, Other → Dan Hillen

When lead is created, the assigned lead owner will receive an email notification (see example at right).

Clicking on “review the lead” in the email, will take the user directly to the record in Salesforce.

15 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2013 Proprietary with All Rights Reserved Policies and Paperwork Finding Great New Cherries: How You Can Help Us To take advantage of new opportunities, we need your help to find great new people to join our team!

• Sand Cherry is always looking for well-qualified individuals who are interested in being management consultants in the broadband, telecom and media fields • Our best success finding new talent has primarily come from people that our team members know personally • If you know someone who shares your (and our) passion for consulting and would like to be a part of our team, have them contact Kim Wharton or Kathy Reilly at [email protected] • You will receive a $400 bonus per referral if the referred candidate is successfully placed on a project that lasts a minimum of 60 days. • We are currently looking for individuals with strong backgrounds and expertise in: − Project management − Product planning and development − Marketing and sales operations − Digital sales and care channels (.com, e-tail, web, mobile etc.) − Business and customer operations, including customer care, technical operations, information and knowledge management systems and supply chain logistics − Data Analytics • What kind of individuals are a great fit? − Someone who is “high horsepower,” highly analytical self-starters who can operate equally well in both team and self- directed roles. − Someone with specific expertise with versatility across multiple disciplines (strategy, marketing, operations, etc.) so they can interface effectively with multiple types of constituencies and stakeholders within a client organization. − Someone with strong program/project management skills.

• Company Overview

• Policies and Administrative Procedures

• Technology Tools

• MS Office 365 - Outlook/exchange, Skype for Business, OneDrive for Business and SharePoint) – You will receive an email from MS Service Online Team with instructions on set up • Virtual CV - Virtual bio link for creating a personalized Sand Cherry Bio which is used to present our consultants to clients – Please see the Sand Cherry Bio Template Instructions link • Salesforce - used for entering billable project hours – You will receive an email from Salesforce with password set up and please see the Sand Cherry Timesheet in Salesforce link • Expensify – Online tool used for submitting expenses – You will receive log in information from Expensify by email • Azure AD (active directory) - IT and Data Security – Please see instructions for joining your laptop and cell phone to Azure AD

18 2/6/2018 Prepared by Sand Cherry Associates | Proprietary & Confidential | © 2013 Proprietary with All Rights Reserved Policies and Paperwork Expensify Expensify is Sand Cherry’s method for submitting expenses.

• Expense reports may be submitted after every trip but no later than the 1st of the month for the prior month’s expenses. − Any prior month’s expenses submitted after the 1st will need approval and are subject to not be reimbursed depending on the client requirements. • Go to www.expensify.com and sign up using your Sand Cherry email address. In the upper right hand corner of the Expensify website, you can access help for instructions on how to use Expensify. • Expenses can also be created on the go with the Expensify mobile app. • In general, any expense reports sent by Monday, will be paid on Friday. Any reports sent after Monday, will not be paid until the Friday of the following week. You can submit reports every week or you can hold them and submit once a month.

GENERAL QUESTIONS ABOUT IT/DATA SECURITY POLICY AND COMPLIANCE:

Please contact Sand Cherry IT Security Team at: [email protected]

QUESTIONS/ISSUES WITH ACCESSING OFFICE 365 SERVICES & APPLICATIONS:

Please Contact: CRAYON OFFICE 365 SUPPORT:

Email 1: [email protected] Email 2: [email protected]

Or contact our Crayon Support leads directly: Kyai Rosario: Tel. 720-598-1526 Email: [email protected]

Guillermo Larkin: Email: [email protected] Tel. 720-598-1531

GENERAL USAGE QUESTIONS REGARDING OFFICE 365 (e.g. OneDrive for Business, Outlook/Exchange, Skype For Business, SharePoint, etc.):

Please contact Sand Cherry IT Security Team at: [email protected]