Gds Playbook

8/29/2022
GDS Link
Sales Playbook 2022
1
Confidential – Do Not Distribute
Contents
1. The Sales Organization 3
2. Target Market 6
1. Target Market Segments
2. Target Verticals Information
3. Our Core Value Proposition 17

4. Solution Menu & Nomenclature 20
5. The Sales Funnel 24
1. Salesforce Objects
2. GDS Leads vs Opportunities
3. Sales Stages
6. Research & Target Audience 29

1. Account Based Selling
7. Lead Development & Outreach 31
1. Getting Prospects to Engage
2. “It’s a Numbers Game” – Cadence & Time Management
3. Prospecting Metrics
4. BDR to AE HandOff
8. Message & Scripting 37
9. Building Opportunities – From Discovery to Demo

1. CHAMP
2. Needs Assessment
10. Execution
1. Objection Handling & Asking for the Business
2. Beating the Competition 2
11. Salesforce Best Practices
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GDS Link Territories (exc. N Amer)

Juko Leino (Q1)
(Nordics)
Stacey Small (Q3 2021)

TBD (Q2 2022)
(UK) Giovanna Adams (Q2 2022)
TBD (Q2 2022) (Netherlands)
(Global Analytics) Maria Munoz
Nico Volnay Roberto Giannantoni
(Spain/Portugal) (Africa, Middle East,
Eastern Europe)
Joaquin Correal
TBD (Q2 2022) Jean Baluyut (Q3 2021)
(LATAM) (APAC)
Raphael Neto (Q1)
TBD (Q2 2022)
(Brazil)
US Territories - FinTech
Jeff Quinto (2019)

NorthEast FinTech
Tony Cirillo (Jan) James Mikell (Q3 2022)

West FinTech SouthEast FinTech
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US Territories - FinTech
Tony Cirillo (Q1 2022)

Central FinTech
Jeff Quinto (2019)

NorthEast FinTech
TBD (Q3 2022) James Mikell (Q3 2022)

West FinTech SouthEast FinTech
US Territories – Bank/Credit Union
Ken Schaedle (Mar) Kyle Gustafson (Jan)

West Bank/CU East Bank/CU
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Global Sales Support
Business & Lead Development

Susan Bean (2019)
Global Director Business Dev
Lead Development (BDR’s)

Scott Horwitz (2019) Eduardo Nogues (Q2 2022) Gustavo Parra Piani (2021) Regina Vieites (Q1)
North America UK / EMEA UK / EMEA / LatAm LatAm
Account Management – Existing Client Maximization

Lucy Lane (Dec 2020) TBD (Q2 2022)
Strategic Account Manager Strategic Account Manager
Pre-Sales Consultants
Nick Anderson (2021) Lefteris Louca (Q4) Julian Munoz Fernandez
North America UK / EMEA EMEA / LATAM
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Target Market Segments

Pros: Defined As: Independents typically online-focused
• Largest Opportunity (>$1b assets) on Prime or Near-Prime
• GDS Has Proven Success outside US & 5-10 H-i Pros:
Profile US Clients • GDS Very Successful Among Top Players
• Customer Mgmt & Collections & Analytics (Lending Club, Marcus, Prosper, etc)
(governance) • Typically focused varying use cases to
• Ability to Find/Prospect (>800 in Salesforce) differentiate (flexibility)
• Engage End:End an Opportunity (esp for • Interest in better/smarter data
customers) • Plentiful new entrants
Challenges:
Banks Marketplace • Shorter Sales Cycles
• They Use Fewer Data Sources So Far
• Heavy/Entrenched Competition - End-to-End & Lenders Challenges:
• Fewer Data Sources So Far (now changing)
Competing Credit Bureaus • Downstream Consolidation Risk
• Longer Sales Cycles
• Member/Account Opening Connection?
Pros:
Defined As: Independents typically focused on • Customer Mgmt & Collections
Alternative Credit & Subprime • Ability to Find/Prospect (>800 in Salesforce)
Pros: • Thrive End:End an Opportunity
• Prior Success (> X Clients)
• Industry Experience (ie Rich, Carl) Specialty Credit
Challenges:
• Alternative Data Sources Prevalent
• End:End an Opportunity Lenders Unions • Will rely on reputation almost incestuously
(which GDS does not have)
• Except Top 25, most are less focused on
Challenges: analytics-based lending and automation vs
• Less Remaining TAM relationship lending
• Smaller Lenders have Low Sophistication • Fewer Data Sources So Far
• Heavy/Entrenched Competition - End-to-End &
Competing Credit Bureaus 8
• Long Sales Cycles
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Target Account Blend
Grade – Utilize Target Account Score in SF for Your Targets and “Grade” to indicate Size
Smaller
Accounts, Large Accounts, Where Will They Come From – Develop a plan that includes:
25%
25%
• Your Network
• Other GDS
Executives
• Partners
Persistence/Follow Up – Opps: <2 weeks & all Active Leads <=1 week
Mid-Size Post on Linked-In 2x Each Week – Name Recognition & Brand

Accounts, 50%
Block Time for Prospecting
Focused Time - Cramp Down on When You Check Email & Avoid Long Email Threads
Don’t Forget About Your Target Accounts 9
Segments Info – Banks

Key Players Trends UNIQUE Needs (beyond core approach)
• Clients: Santander, SVB (cc orig/cust mgmt), Evolve, • Regulators hammering more frequent validation of • Too slow to compete well (losing business to online
Commonwealth Bank of Aus, BMO (Data/Dec), Wells scorecard models focused lenders)
(Data) • Less than optimal digital lending experience
• Infrequent model validation / updates (regulatory
• Prospects: Where to Target impact)
• Grade A Banks in SF (FDIC data) • May have multiple systems due to acquisitions, etc
Market Size / Priority • Marketing an avenue (incl customer mgmt. and mining (ie Umpqua)
• Tier 1 Priority opportunities of customers/portfolio). “Portfolio
• ~800 banks w/ $1B+ assets Monitoring” and optimization. Product Offering Array
w/ event-based triggers
Key Data Sources
Structure & Terminology • Trad Bureaus
• Bank account opening / KYC a possibility
• Always have something in place, which may be end-
Unique Questions to Ask
end or involve multiple verticals • Do you have plans to overhaul your borrower/ Unique Flow (beyond core)
• Will often involve RFP process & budgetary limitations onboarding experience? What do you want to • CCenter to show portfolio mgmt.?
accomplish. Priority? (incorporate Thrive?)
• Approach with a very small aspect of their business to Unique Competitors
start? Bank Transactions? • End to End solutions
Resources (internal & external) • Generate info off your own bank data? • Triad (cc’s)
• FIS
• 2009 webinar – Event based decisioning • Meridian Link
• FiServ
• First Data (relationship w/ Zoot)
Key Personas • NCino
• 2009 webinar – Event based decisioning
Scoring Criteria
Next Steps: • FDIC: Asset Size & Net Loans/Leases (cons/SMB)
AE – Grading, • Website: Loan Presence/Products, Online Attempt
Merid Link Ncino color • Linked-In: Digital Focus
What content does/doesn’t work • LI Indiv: Digital Trans, CCO / Credit?, Innovation,
Nurture stream Looks like? SMB Lending Owner, Cons Lending Owner, CLO,
Credit Card, CTO, Lending Project Mgr, BAAS
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Segments Info – Banks

What is selling well
Where to Focus
- Flexibility of Data, Process Improvement • Niche Products/Divisions – ie
• Consumer Lending / Unsecured Lending
- Needing more data & ability optimize • Credit Card
- Knowing about your customer so you can optimize your marketing – analytics led? • Home improvement,
• Small Business
- Customer experience improvements – online/digital engagement • Auto Direct/Indirect
- Optimizing process on <$75k loan sizes – resulting in winning business from your customers • BaaS
• Community Lending
- Validation – Compliance & Better Bank Performance • Home Equity???
- Loan Officers/Branches – • Account Opening?
- Automation in general -
What we Need to Work On Who is Not a Target

Divisions
- Loan Officer/Branch involvement – Education on optimization without losing relationship w/ customer • Commercial Lending Groups
- Demo – How to keep branch/LO involved without risking • SMB Targeting to CU with Assets <$1B
• First Lien Mortgage
How we best position ourselves
• Secondary Marketing type divisions (buying loans)
- More Dynamic than an LOS – explaining why • (S&L banks tend to be more mortgage focused)
- How we make relationships with customers better
- How we improve the bank itself w/ a better decision Banks/CU’s
- Uncouple silos within a bank – “Bank-wide approach” to technology • Commercial Specialized Banks (ie Trade Finance)
- Small Bank Portfolio – Lower loan sizes • Bank with Assets <$500M
- BDR – Making sure we bring in AE as an expert and not another sales person. Avoid the 90 day challenge • CU with Assets <$500M
Who is involved – championing
Sales Resources
- FedFis – Resource for contacts • Success Cases / Case Study
- • Best
Primary: CCO, COO, Heads/Directors of Various Lending Groups/Products (ie EVP/SVP/MD), CTO at mid-size FI’s, CPO; Innovation Director; BAAS;Marketing
Digital Material Out There
- Secondary: Community Lending; Digital Banking; Customer Experience Manager; Chief Strategy Officer • Workflow PPT (customize)
- Marketing: (dawn & Jacque add)
Other Things Working Well & Where to Improve
Awareness, Being Considered & Right to Win
- Need Subject Matter Expertise – Josh Williams?
Account Identification – AE vs BDR vs Broad Nurture – AE = 5; BDR = 4; Marketing
Contact Creation Strategy 11

- Ph1 – AE/BDR Driven via LinkedIn/Rolodex
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Bank/CU – Positioning for BDR/Marketing

Plays Discovery Questions
• What Keeps You Up at Night? • Do you have a process flow? Current State & areas of improvement
• How do you grow your customers without changing your technology, • App Volume / Loan Product(s) that might be in play
process and who you are engaging? • Who is involved in what areas of the bank
• How are you maximizing your existing customer relationships – cross- • Growth Plans
selling? Right message at the right time? • Plans for Risk, Loan Performance, Operations, Technology, Marketing
• How Much time are you spending with manual processes? Tired of • Community & LMI Lending Goals
Manual Processes?
• You have all of these qualified borrowers in your footprint….what are
you doing to engage them?
• You have all this data in your core that identifies affordability…..how are
you using it?
• Maximizing FTE Resources?
• Why is it that so many banks have trouble profitably originating loans <
$50k? -
• How can you support your growth plan with your existing
infrastructure? What needs to change?
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General
Segments Info – Bank/CU Demo
• Real-Time
• Multiple Products in 1 system
• Growing Your Business – Giving you the tools you need as you scale
Front-End Application
• Ensuring Clean Applications Come In from the start – Gates (num verify, google maps, etc)
• Another tool to interact w/ Prospects & Customers
• Single system for a borrower to work with (vs 1 for docs, 1 for app, 1 communication, etc)
• Tailored to the product vertical you are targeting.
• Lower Dropped Applications / Abandon Rates – Solution Refined for Optimal Borrower Experience
• But with Friction where Friction is Needed (ie Plaid, Manual Review)
• Maximize relationship w/ each customer via multiple offers / cross-sell / etc
• Compliance – We have the tools you need to be compliant – Easily implement your disclosures, flow, (maybe have nick show how a disclosure could be changed)
• Diversity/DEI – Multi-language support. Helps borrowers.
• Brand Maximization – Private Labeled & Modern
Account Opening
• Digitally Capturing Fraud Concerns –
Underwriting
• Enhancing the 5 C’s of Credit - Character/Credit, Capacity/DTI, Collateral, Capital/Savings, Conditions/Purpose (fill in the how)
• Segmenting out the slam-dunk customers & giving you dials to change what that is – Eliminating the friction here……reducing the abandon rate…..etc
• Lowering Branch Costs
• Lowering Risk / Controlling Process / Consolidation where stuff is: use of roles/authority levels, centralized info, escalations,
• Speed / Efficiency (Staffing) – Information is already waiting for review & UW is directed to where to focus
Strategy, Policy, Data –
Ability to Control/Change/See
Reporting / Compliance
• Process Consistency
• Fair Lending & DEI Implications
Credit Line / Account Management

• SafeGuarding Your Portfolio
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Segments Info – Credit Unions

• Clients: Cooperativa (PR) • ECOA / FCRA All Applies • Unique s
• Prospects: Navy, PenFed, • Bank Charters Used (Web Bank, Cross River Bank,
Celtic Bank, FinWise) to avoid state licensing
Market Size / Priority Key Data Sources
• Tier 2 Priority • TU
• 1100 CUSO’s (to target) Where to Target
• Top 50 for core Modellica • Grade A in SF Unique Flow (beyond core)
• Top 250 for GDS Thrive? • L
Structure & Terminology • Member experience
• Members vs Customers Unique Competitors
• In)
Resources (internal & external)
• I Partners/Vendors to Consider
• CUSO’s
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Verticals Info – Medical

• Clients: LendingUSA (Elective), GreenSky (platform for • Uniqu
11 banks)
• Prospects: Payzen (NonElective), Ivita, Crediyo, Peer
United, ParaSale Key Data Sources
Where to Target • Alternative Credit often used
• Orchard Lending
Market Size / Priority • Payzen looking at Bank Trans & Trad Bureaus
• Tier 2 Priority
Structure & Terminology • W Unique Flow (beyond core)
• Elective looks more typical to other online loans • Low/No Touch Underwriting
• NonElec typically high approval rates (use trad & non-
trad data)
• NonElective may be 0%, but discounts received from Unique Competitors
provider/hospital. IE: Hospital gets $2500 now, and
consumer pays $5k over a year.
• Fraud typically low risk, due to hospital involvment
• Payzen: 3k avg ln amount Partners/Vendors to Consider
• Scratch.fi – LMS?

• I
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Verticals Info – Marketplace & Online Installment

• Clients: Marlette (BestEgg) 600k/mth, LendingPoint, • ECOA / FCRA All Applies • Unique data partners – comprehensive, predictive
LendingUSA, Prosper, Goldman Marcus, GreenSky • Bank Charters Used (Web Bank, Cross River Bank, info @ low cost
(platform for 11 banks) Celtic Bank, FinWise) to avoid state licensing
• Minimize friction for final disposition
• Prospects: Lending Club, SoFi, Kabbage, • Time to Fund
• Cost Reduction / Consistency / Efficiencies
Market Size / Priority Where to Target
• Orchard Lending
• Tier 1 Priority • Lending Times (purchased list)
• ~400 platforms (independents) + Banks ? • Grade A Market Place Lenders in SF Key Data Sources
• MLA Members • TU leader in marketplace? Was early in alternative
• <2k apps / mth May not be a fit for Core offering (push space
Structure & Terminology to Thrive?) • White Pages, Socure?, ID Analytics, Giact,
• <36% rate & up to 36 mths (maybe 60) • Little/no credit risk team may not be fit
• Online focus Powerlytics, Talks (work#)
• Merchant: TLO (TU),
• Most have risk person Unique Questions to Ask
• Risk is separate from Verification (ie Prosper uses GDS • What makes you unique? There are many claiming to
for verif). Understand diff in bureaus
• STP (Straight Thru Processing)
be MPL. Who are you competing against? Unique Flow (beyond core)
• How are you getting your leads? (Credit Karma, Credit • L
• Medical, Solar, Home Improve, Consolidation, Pets, Sesame, LT, PrimeRates, etc?) Satisfied w/ Quality?
Large Purch, etc • Outlet/Secondary Market?: Securitize, Private Investor,
• If Merchant Network: Underwriting/Onboarding Portfolio/Balance Sheet? (if securitizing, getting data Unique Competitors
Merchant & Applicant out of system more important)
• Oli – Resource for Data bureaus on Greensky merchant • In House Build: FinTech’s like to build tech
• Associations and Tradeshows?
onboarding • LOS’s: Cloud Lending
• What you do between lead and fund? Do you solely
• Lending Tree, Credit Karma, Prime Rates, etc – Popular rely on credit score or other factors? • Digifi (smaller)
• Most service the loans (even if sold) • Your funding sources, experience and roadmap?
• Loan Types? If short term/small $, may adopt more Partners/Vendors to Consider
Resources (internal & external) small dollar lang. Cross-Sell any of these? Client • First Associates (Larry Shibano) or SST Alorica – back
• I retention? up servicers
• Collections – Managing in house or outsourcing
• Loan Pro? – servicing – Derrik Sharp intro?
• Regulatory Challenges?
• Areas where you’d like to reduce cost • Nortridge - LMS
• Rich list of LMS’s we work w/ from Graeme?
• White Pages, Socure?,
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Verticals Info – Small Business

• Clients: Marlin, Fundation, Silicon Valley Bank, Goldman • Need to be able to handle compliance docs (Laserpro,
• Marlin (via D&B) and SVB Cust Mgmt Clients • OnDeck bank charter – business shift? WKFS, etc).
• Prospects: On Deck, the Large Banks • Bank Transaction Data vs Manual UW of bank • Leveraging Bank Statement Data (Plaid Yodlee)
• Prior: Kabbage (FICO), Live Oak (started ncino) statements • Speed – So much is often manual
• Need to decision as data is collected in varying orders
• Smaller Small Business loans going thru consumer (lot of data)
Market Size / Priority channels more
• Tier 1 Priority • Compliance changes as guarantor being underwritten Key Data Sources
• ~1,200 banks (1/6th?) more • SBSS (FICO) – typically the gold standard
• SBFE (Equifax)
Structure & Terminology Where to Target • Experian - Intelliscore Plus
• SBA Loans: Channel/Product Type. • D&B
• SBIC? Venture Capital Program SBA is a part of • Nearly every small business lender (Thrive for smaller / • Paynet (Equifax) – possibly more in leasing?
• SBE = Small Business Enterprise (certification issued by end-end) • Cortera
state/local) • Consumer Credit Bur for personal guarantors
• Top 10 CU’s • Lexis Nexis (fraud)
• SME = Small/Medium Enterprise
• SIC Codes = Industry of the small business (4 dig) • CSC Global – UCC Searches & Filings
• Ocrulus – Parsing out data from pdfs etc.
•
•
NAICS = Gradually replacing SIC system (6 dig)
UCC = Searching & Recording Liens
Unique Questions to Ask • Validis – Quick Books integration for ratios, etc.
• May not be collateralized / secured • Define small business for you (loan size, sales, etc)? • Plaid/Yodlee – Yodlee less popular in this space recently
• Loan Size = 10k – 1M more common (<=5M less common) • Ask about process - Automation
• ~$150k w/ our clients? $600k avg globally?
• Document Gathering (esp bank statements) Unique Flow (beyond core)
• Decisioning Driven off Key Ratios: Current Ratio, Quick Ratio, • Consumer & Business UW -
Net Worth, Cashflow, • How they gather/use bank transaction data • UCC Filing & Searches
• Many of ratios contingent on bank data • Fraud risk associated with bank statement upload
• UW: Done on Business and Guarantors
• Products • How they support multiple guarantors (incl at varying Unique Competitors
• Merchant Cash Advance: Higher cost. Against trailing credit points of process) • Cloud Lending, Ncino, Elevan, Provenir (originally SBE
card stmt focused), Spark, Lending Front, Fundation,
• Credit Card (BCC) • Underwriting process – how manual? What % are • FICO Liquid Credit (SBSS) – Although more a data source
• LOC / Revolving manually UW? How do they differentiate vs consumer score
• Installment • We may have an edge due to lower transaction volume
channel. and large players not being as affordable
• Associations: RMA, Small Business Association (SBA),
• How are you monitoring & optimizing existing
customers Partners/Vendors to Consider
Resources (internal & external) • Nortridge? Paynet? Lexis Nexis
• Internal: Oli – SVB business credit card • Thrive
• Also look at Leasing – We have number of business leasing • Consulting Firms -
clients
• DeBanked
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Verticals Info – Small Business UK

• Clients: Marlin, Fundation, Silicon Valley Bank, Goldman • Need to be able to handle compliance docs (Laserpro,
• Marlin (via D&B) and SVB Cust Mgmt Clients • OnDeck bank charter – business shift? WKFS, etc).
• Prospects: On Deck, the Large Banks • Bank Transaction Data vs Manual UW of bank • Leveraging Bank Statement Data (Plaid Yodlee)
• Prior: Kabbage (FICO), Live Oak (started ncino) statements • Speed – So much is often manual
• Need to decision as data is collected in varying orders
• Smaller Small Business loans going thru consumer (lot of data)
Market Size / Priority channels more
• Tier 1 Priority • Compliance changes as guarantor being underwritten Key Data Sources
• ~1,200 banks (1/6th?) more • SBSS (FICO) – typically the gold standard
• SBFE (Equifax)
Structure & Terminology Where to Target • Experian - Intelliscore Plus
• SBA Loans: Channel/Product Type. • D&B
• SBIC? Venture Capital Program SBA is a part of • Nearly every small business lender (Thrive for smaller / • Paynet (Equifax) – possibly more in leasing?
• SBE = Small Business Enterprise (certification issued by end-end) • Cortera
state/local) • Consumer Credit Bur for personal guarantors
• Top 10 CU’s • Lexis Nexis (fraud)
• SME = Small/Medium Enterprise
• SIC Codes = Industry of the small business (4 dig) • CSC Global – UCC Searches & Filings
• Ocrulus – Parsing out data from pdfs etc.
•
•
NAICS = Gradually replacing SIC system (6 dig)
UCC = Searching & Recording Liens
Unique Questions to Ask • Validis – Quick Books integration for ratios, etc.
• May not be collateralized / secured • Define small business for you (loan size, sales, etc)? • Plaid/Yodlee – Yodlee less popular in this space recently
• Loan Size = 10k – 1M more common (<=5M less common) • Ask about process - Automation
• ~$150k w/ our clients? $600k avg globally?
• Document Gathering (esp bank statements) Unique Flow (beyond core)
• Decisioning Driven off Key Ratios: Current Ratio, Quick Ratio, • Consumer & Business UW -
Net Worth, Cashflow, • How they gather/use bank transaction data • UCC Filing & Searches
• Many of ratios contingent on bank data • Fraud risk associated with bank statement upload
• UW: Done on Business and Guarantors
• Products • How they support multiple guarantors (incl at varying Unique Competitors
• Merchant Cash Advance: Higher cost. Against trailing credit points of process) • Cloud Lending, Ncino, Elevan, Provenir (originally SBE
card stmt focused), Spark, Lending Front, Fundation,
• Credit Card (BCC) • Underwriting process – how manual? What % are • FICO Liquid Credit (SBSS) – Although more a data source
• LOC / Revolving manually UW? How do they differentiate vs consumer score
• Installment • We may have an edge due to lower transaction volume
channel. and large players not being as affordable
• Associations: RMA, Small Business Association (SBA),
• How are you monitoring & optimizing existing
Resources (internal & external) customers Partners/Vendors to Consider
• Nortridge? Paynet? Lexis Nexis
• Internal: Oli – SVB business credit card • Thrive
• Also look at Leasing – We have number of business leasing • Consulting Firms -
clients
• DeBanked
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Verticals Info – Credit Card

• Clients: SVB (business cc….cust mgmt./orig), • AppleCard trying to disrupt • Whole Credit Life Cycle a Clear Focus
Santander US/EU, hosted and licensed, (FICO decision/GDS • Analytics
Data & Attr/Merged Cred Rept), CorServ (conduit for smaller
• Open Banking
banks….case study), FleetCor (fleet cards), Carrefour Bank
(EU – Cust Mgmt & Orig), EVO (EU)
Key Data Sources
• Prospects: Marcus AppleCard, Elavon (engaged merch acq Where to Target • (Avi to look at)
prospect), TSYS/Transfirst(previous prospect) • Conference, Card Forum/paymentssource.com for • ID Ver & Credit (ie Precise ID)
2019 Attendee List • Try to consolidate # of vendors involved
Market Size / Priority • GDS Credit Attributes a big selling point
• Tier 1 Priority Unique Questions to Ask
Structure & Terminology
Unique Flow (beyond core)
• PreScreen & PreQual popular
• Issuer: Bank on the backend.
• Acquirer: Comp that signs up merchant (ie Elavon, World
• Account Management Side of CC (very important)
Pay). Had World Pay (data agg) & TransFirst • Shadow Limits
(data/decision/cc…). ID and mitigate merchant fraud and risk • Line/Limit Adjustments
(health monitoring). Set in advance parameters around • Purchase Auth (Falcon by FICO used at POS for
key/swipe, avg size, type, etc. We would receive batch of fraud detection)
transactions and look where rules broken. Merchants • Trigger Files: Monitor negative file movement
brought into cc fraud queue for review of prior charges, etc. on other cc’s, etc.
• ISO: Indep Sales Org – Signs up merchants to accept CC’s • Renewals
• Merchant Cash Advance: Where merchant is lent money • Cross Sell – ie installment/consolidation loan
based on trailing bank statements……lends a % of that
amount. Ie CAN Capital started here. Nextwave a client.
• Collections –
• Match Database – blacklist of merch acq space maintained by • Late Fee and consumer behavior analytics
industry
• Revolver vs Transactor (pay off balance) – Issuers use
trended data files from bureaus to monitor this Unique Competitors
• On Us Transactions – ie Chase getting both sides of • Zoot, Meridian Link,
transaction
• 70% MPL apps for cc consolidations
• UW: 99%+ automated for consumer Partners/Vendors to Consider
• Associations: Merchant Acquirers Committee MAC; • FiServ/FirstData, Total Systems – Pitched on
Partnerships
• Nilson Report – CC industry (possible list buy?)
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Verticals Info – Leasing

• Clients: BMO Trans Finance (DE replaced SMG3), Wells • Growth States: OR, LA, • A lot of manual UW and decision process
Fargo Trans Finance, Marlin (full suite), (numerous • Digitization, Analytics today…..speed, automation, resources
from GE relationship), NewLane, Lending • Digital Document Generation • Multiple offers
Science/Scoring Solutions (TIAA, Orion, Financial • Have to build and maintain integrations in
Pacific) competing software
• Prospects: USBank, Regions, BofA, Volvo, IBM, John
Deer/Cat, HP, 5/3, Suntrust, Dell Where to Target
• ELFA resources Key Data Sources
• Monitor Daily – News on industry (and top 100 list
Market Size / Priority annually) • Paynet (Equifax) & other bureaus
• $25b / year? • Less of a target: • CSC Global (pending) – GS using for UCC lien
• Tier 2 Priority • Large leasing that borderlines commercial (ie in-depth searches & filing
cashflow analysis, spreading software used)
Structure & Terminology • Long turntimes with little desire to shorten a red flag
• Associations: ELFAonline.org • Similar to small business
• EquipmentFA.com & Monitor Daily
• Types: Questions to Ask • Understanding/attaching equipment info & calc’ing
• Captives: Manufactures of Equipment • What are you Underwriting?
value/residual val
• Independents: • Payment terms can vary widely (multiple offers)
• What makes you unique? There are many claiming to
• Contracts vs Accounts • Lien searches & filing (UCC)
be MPL. Who are you competing against?
• Lessee (bank) and Lessor vs Customers • Renewals are a key component (especially
• How are you getting your leads? (Credit Karma, Credit
• Equipment Leasing & Auto are similar but don’t mix captives). Get them new equipment, etc.
(even @ banks) Sesame, LT, PrimeRates, etc?) Satisfied w/ Quality?
• Fleet falls more under equipment • Outlet/Secondary Market?: Securitize, Private Investor,
Portfolio/Balance Sheet? (if securitizing, getting data Unique Competitors
out of system more important) • Pega Systems, LOS’s (Odesa has more decisioning
Resources (internal & external) • Associations and Tradeshows?
• I rules)
• Collections – Managing in house or outsourcing
• Regulatory Challenges? Partners/Vendors to Consider
• Areas where you’d like to reduce cost
• LMS: Aspire, Odesa, FIS (bought sunguard), IDS,
LoanPro, CloudLending (competitor)
• Alta (consulting), Tamarack consulting
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Verticals Info – Auto / Transportation Finance

• Clients: Limited (Scoring solutions has US Auto •
Sales), BMO, Santander (nonUS), EVO Bank (EU),
•
BMW/Mercedes (nonUS)
Prospects Captives: Nissan (current opp), Toyota, etc
Where to Target Key Data Sources & Vendors to Consider
• Lead Gen Sights – Priced poorly or slow
• InDirect: Banks (either doing a lot of volume or not). • Dealer Track & RouteOne (we’re not integrated) –
Santander Essentially lead aggregators
• CapOne & Other Auto Marketplace Vendors (ie Shift) Unique Questions to Ask • CoreLogic
• Flexibility related questions – model • Car Value Databases
Market Size / Priority changes/validations, incorporating new data & flow,
• Tier 1 Priority new lead sources, pricing optimization, etc
• Speed & staying competitive Unique Flow (beyond core)
• Competing more with Marketplace lending? • L
Structure & Terminology • What lead gen sources do you use? Speed issues?
• How they structure deals, stipulations, etc are a bit
different Unique Competitors
• Car value databases will come into play, BlackBook, • Defi Solutions (doesn’t have flexibility we have, but
KBB, is full LOS)
• Captives bake in subsidies and will consider/update • TCI – LOS
pricing monthly
• Multiple offers by payment could come into play (adj • FIS / CMSI
term, etc) • AutoFi?
• UW: • Experian – big auto practice (esp on data/attribute
• Products side)
• Installment w/ cash disbursements (w/ approval • Zoot – active
process from dealer and consumer) • SAS – ie Ford
• LOC
• Associations: AFSAonline.org; NAF

• I
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Verticals Info – Small Dollar / PayDay / Single-Pay

• Limitations by State: <22 states allow. Enabling laws allow • Moving to multiple products (ie installment & LOC)
• Clients: Triton, Cottonwood, Check-Into-Cash, Check-n- • Using more data sources?
violations of rate caps by state. Ohio recently passed limiting
Go leg. • LMS may not handle workflow well….ie bank statements.
• Others: Q Funds, Money Mart, Curo, Advance America • CFPB: Still waiting to pass rules/regs on ATP Managing bank data
• UW by State: • Our experience/leading-edge in the space and high-
• Payroll loans? Lower interest rate trend? TLS has Payroll touch nature
Market Size / Priority product? 35-40 APR? • Decisioning: Unique ability to decision by state, product,
granularity
• Lower Priority • Solution Intuitive
• A lot of small store shops • How to treat repeat customers
• <100 TAM Where to Target
• Those that want multiple data sources vs just (Clarity Key Data Sources
where they have decisioning) • Clarity (Exp), Factor Trust (TU), Microbilt, DataX (EF),
Structure & Terminology • Those with online play Lexis Nexis, CoreLogic/Teletrak
• Store-Front, Online Orig, Online push to Store, Blend • May not be optimal if no credit risk manager, limited • Credit not important
• Common to use multiple sources (lender reporting
• $15-25 for $100 borrowed for 2 weeks (300-400% number of stores and limited online presence limited)
APR)…online higher • Clarity/Factor Trust – Most used. Teletrak less used for
• Buying back Check: payoff or roll-over (pay fee, hold Questions to Ask •
online.
Others: Device ID check
check and roll-over loan) or consecutive loan dictated • Are you in a Veritec state (if storefront) – if Y, may be lower
by state value/complexity
• Cooling Off Period: time from payoff to new loan • State(s) Unique Flow (beyond core)
• In-Store/Online: • Lead Provider (T3, LeadsMarket, LeadClick)
• Issued: ACH (online), Cash/Check/Debit • Ping Tree (lender sets price points for priority), Price
• Products: Moving to Installment? LOC? Reject, Auction
• Choice of Law (based in state w/ no cap), OffShore (ie • Data Sources, LMS, CRO?
Cayman), Tribal Model (Ascension) • Time limits
• Can customers easily upload copies of bank statements? • Evaluate & Purch Lead (ie knock out rules)
• Unbanked not a candidate (need account) Other workflow challenges in LMS?
• Veritec – Elig check for avoiding mult loans for single • Plans for Online Strategy? Driving traffic to store, or true • Check w/ Veritec first (outside of GDS)
borr online?
• Operation Choke Point – Prior push on limiting ACH • Tribal, State by State, Choice of Law? Unique Competitors
access • Who they buy leads from? Walk me through what happens • Decisioning offered by the primary payday bureaus and
• LOC & Installment: Often <12mth @ 199% after you decide to buy lead (ID Ver upfront)? Time can include other data (ie lexis nexis)
constraints on lead decision? • LMS
• Involving Bank Statements? When? Underwriters looking at
Resources (internal & external) reports and interpreting data? Partners/Vendors to Consider
• Is there centralized group for collections? How are they • Decisioning offered by the primary payday bureaus and
• Internal: Rich (Teletrac can include other data (ie lexis nexis)
• CFSA: Assoc for Storefront operating? • LMS
• OLA: Assoc for Online
• FISCA: Check Casher
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Verticals Info – Home Improvement

• Clients: Greensky (partners w/ lender),
Foundation, FinanceIt,
• Prospects: Aqua, FinMarket, Solar Mosaic, Key Data Sources
• Any Marketplace lender Where to Target • Traditional consumer data
• Merchant: Crim Data (TLO); TCI – LOS. Also heavy
Market Size / Priority in auto. Also a competitor
• Tier 2 Priority Unique Questions to Ask
• What you define as home improvement? Compare to
consumer channel? Loan Amounts?
Structure & Terminology • Merchant Onboarding
• Greensky/Foundation work with dealers who are w/ • Draw Process
consumer re remodel and go over financing on app.
Work w/ Home Depot, Rooms to Go, etc.
• Unsecured vs Secured (we play more in unsecured) Unique Competitors
• May not even pull home values • Cloud Lending, Ncino, Elevan, Provenir (originally
• There’s a Merchants and Dealers onboarding process SBE focused), Spark, Lending Front, Fundation,
that we would typically be involved in • FICO Liquid Credit (SBSS) – Although more a data
• There are often promotional offers for source score
merchants/dealers to factor in
• Zero interest loans are often paid at a discount • We may have an edge due to lower transaction
• UW: volume and large players not being as affordable
• Products
• Installment w/ cash disbursements (w/ approval Partners/Vendors to Consider
process from dealer and consumer) • Shaw - LMS
• LOC
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GDS Link
Our Core Value Proposition
A global leader in risk management
analytics, software & advisory solutions Experience and Insight
for financial institutions, covering the
entire credit life cycle from marketing &
origination to customer management &
collections • For over 14 years we have helped hundreds
of institutions and diverse organizations
achieve higher growth while successfully
We Help You Lend More - Profit More - Risk Less managing risk
• Rather than a one size fits all approach, our

industry-specific risk management
solutions are highly configured to each
SECURE client’s needs
• SOC II / EI3PA Compliant; ISO 27001
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8/29/2022
Value Proposition – Why GDS

Speed: Implementation, Policy Changes/Pivots, System Response-Times, Operational
Data: Optimize & standardize large amounts of predictive data into your decision making process
Efficiency: Automation, Resource Management & Dedicated Client Experts
Performance: Fraud Reduction, Model Sophistication, Maximize Relationships/Cross-Sell,

Collections Targeting, Machine Learning, & more
Credit and Analytics Expertise: GDS experience, knowledge breadth & depth
BEST Practices: Leveraging solutions we’ve spearheaded for others
Visibility / Transparency: Eliminating the Clunky Black-Box
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GDS Link
Key Differentiators
GDS is a Partner – Every GDS Client is a Reference, with a dedicated client success team & access to resources
Flexibility - Both Software & GDS Support Staff
White-Glove Support – GDS clients focus their resources on implementing their policy vs managing data sources
Configurability – Supports virtually every lending vertical on an international scale
Data – Integrated Data Source Library; Predictive Normalized Attributes for Bank & Bureau Data
Visibility / Control – The solution can be self-managed
Ease of Use – Business users generally trained in 2 days
Stability & Security – Stellar, Proven Track-Record
Performance / Speed – Instant Response & Scalable

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GDS – Software & Advisory Solutions

Analytics & Advisory
Complex & Compliant
Data Aggregation & Management
Decision & Credit Risk

Management Optimization
Streamlined Review &

Decision Workflows
Collections
Analytics, Advisory &
Credit Strategy
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GDS Analytics – Dramatic Market Impact
1 20 Models in Last 6 Months

70% of New Clients Include Analytics
2 Bank Score Loss Reduction: $2-3M Annually
$1.5 – 2M Incremental Profit: refined model

Last 12 Mths: 25-30% Reduction in Loss Rates
3 Recent: 50% Reduction in Loss Rates
4 $3M Annual Fraud Reduction
$8M to $5.5M in Annual Losses
Bank Data Variables More Accurate/Predictive

5 Avg Cost Per Application reduction $0.35 per 6 Clients seeing 10-20% Lift in Area Under Curve
Application with no model degradation
Model Implementation in <90 Days Collection Last 12 Mths: 25-30% Reduction

7 Validation/Review from Every 2yrs to Monthly 8 in Loss Rates
Recent: 50% Reduction in Loss Rates
Credit Attributes: 10-20% model improvement $100-200k/yr Direct Resource Spend Savings
9 $2M: 3 months tech effort & 6 mths dev time. 10 One Client Saved $1-2M in FTE Overall
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8/29/2022
GDS Analytics Offering
Modellica
Modellica Pro -
Attributes Bank Scoring Pro – Model Monitoring
Build
• Pre-Defined Payload for Client to • Pre-Defined Payload for Client to • Portfolio Analysis: Multi-Channel
Send Raw Bank Transaction Data send App & Raw Bank Transaction Historical Evaluation with Retro • Best Practices Variable & Guardrail
• (or GDS can pull 3rd party bank data) Data Analysis (~30 days), client collab Setting (potentially 20+, esp for ML)
• Normalized Bank Attributes (6,000+) • 6,000+ Predictive Bank Attributes • Add’l 3rd Party Data Suggestions • Training on ModellicaPro Interface –
• KYC/Fraud, Cash-In, Cash-Out
Graphical detail/perf on each variable
• 2 Scores – Fraud & Default • Coordinate 3rd Party Retro Analysis
• Normalized Credit Bureau (3,000+) • Segregates never-pay due to fraud
• Monthly Performance Import by Client
• Exploratory Analysis/Cleaning (ie
• Formulas Visible/Traceable • App Data Not Required
Reject Inferencing/Baseline Analysis) • Monthly Business Review w/ alerts
• Edit Attributes
• Scores Business based on (email & phone)
• We saw X, is that accurate?
performance of >20M small • Tranche/Concentration Shifts, Variable
• RuleSet with 10 best practice starting
business loans • Feature Engineering Stability by Channel, Variable
points Performance, Suggested Revisions
• New inputs based on combination of
• (10 attributes to consider) • Return Payload: 2 Scores + 6,000 data elements (ie past perf data points • Annual Validation Certification (Perf vs
Attributes may drive different scoring spectrum
for retention). Trended & Fixed. Mkt, vs Guardrails, Tranching,
• General Monthly Summary of Score (Example: Start w/ 150 & add 30) Financial Projection by Tranche,
Fit & Any Changes Margin Optimization Analysis)
• Review/Appvl BestPractice structure
• OPTIONAL: UI to view score (CC) • Accelerated Development Timeline (&
Implementation w/ GDS Software)
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GDS Positioning…..The Why
Marketing Originations Customer Mgmt Collections Attribute Data Analytics & Advisory
Lead Gen, PreScreen & Behavior Scoring & Other Data Sources (Modellica-Pro)
• 50% Lower Loss Rates • Maximize Current Portfolio
Growing concern at • Up to 50% resource • Proactive Strategic Offer/ • Up to 30% cost reduction • Standardized Across Sources • Unique to GDS vs others
banks. optimization (especially PreScreen with higher success rates • (Credit Bureau Attributes – • Lower Cost per Application
• Top MPL’s heavily manual UW) • • Better Client Segmentation Transparent/Managed. Lower (CPA)
involved here • Better/More Turnkey Data • Cost vs Experian Premier) • Lower Loss Exposure
• Vendor Control • True Integration of Auto/ • Bank Attributes – Virtually • Leverages Best of AI/ML (&
• 25% Cost to Acquire Manual Decisioning unique to GDS. Speed to market new analytic techniques)
Savings w/ Optimized for bank data • Monthly Monitoring,
•
Response Models, etc • More Current/Predictive than Immediate ReTune,
• Fastest Response CRA’s. Reduce Cost vs CRA’s • Rapid
Times (key) • Dramatically Reduce Fraud Deployment/ReDeploy
• The Right Offers for
• Enhanced Bank Verificat’n • Senior Resource Savings
Every Request
• Real Time vs Other Data • Low Entry Cost
• Due Date Alignment • Hosting / Scoring Capability
• Improved APR/Limits • Data Scientist Access
• Expensive to Create/Maintain
Internally
• Rapid Deploy
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Engage End-to-End Solution Focus
Marketing Data Underwriting

PreQual & Servicing /
Lead Gen Aggregation / Docs
Application Decisioning Funding Monitoring
PreScreen
• Customer/Portfolio • Elegant Digital • Industry’s Largest • Integrated Automated & • Real Time Risk/Servicing
Retention & Monitoring Applicant Experience Repository of Turn-Key Manual Underwriting
Data Sources • Monitor loans with
• Participate with More • Instant Applicant • Close Loans Digitally actionable, real time
Lead Providers Results • Predictive Actionable financial data
Data Attributes • Dynamic Loan
• Optimization of Lead Buy • Mobile & Desktop Documentation • Service Loans Directly
Friendly • Comprehensive Credit Within Solution
• Sophisticated Targeting Decisioning
of Marketing & • Higher Submission & Configurability
PreScreen Strategies Conversion Rates
• Apply in Minutes
• Automated Credit,
Financial Analysis & KYC
Analytics & Advisory Services
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Account Executive Sales Funnel

AE Rule of Thumb
Lead Conversion (20%) 4x Top of Funnel Opps
vs Quota
Validation (13%) 12x Prospecting

Territory Plan vs Quota
Demo (10%)
Proposal (8%)
Commit (7%)
Won (6%)
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Salesforce Roadmap
Leads (Raw) Accounts Contacts GDS Leads Opportunity

(ie lender) (Account-Based)
• A Person. • Created when we know • A Lead GDS want’s to • A Lead tied to an account • Track a validated sales
we want to target them target will be in the that GDS is trying to sell opportunity
• Disconnected from any form of a contact into
Account or Account- • Type & Verticals allow • To be an opportunity, the
Based Marketing Strategy selection for targeted • Contacts should have a • Can be created by Sales right people must be
marketing lead source for all or Marketing (if engaged and the prospect
• GDS historically had a prospects engagement warrants interested and qualified
large repository but is • Accounts graded to sales call to qualify) to purchase a GDS
working to get them show key targets • Can be later tied to an solution)
associated with opportunity • Specific info that will later
Accounts/Lenders • Bank Asset Data be moved to an • Should be converted from
recorded, etc • When targeting an opportunity will be stored GDS Leads to ensure
• Often contain incomplete account, all relevant here (ie needs, temp, tracking of success of
& duplicate data • Client accounts contain contacts should be
key information (ie at- next steps) initial Lead
researched & added to
• Avoid creating raw Leads! risk, Account Manger, the account • BDR’s are assigned if they • Duration ~1 – 6 months
referencability, data initially worked the lead
• Form Fills initially come sources, etc) • All research of a target
in (and need to be account should go here • Duration ~1 – 45 days
dispositioned/converted) (ie origination volume)
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GDS Lead Stages

Account Based Leads remain here until a prospect is engaged, interested considering GDS, the right people
are involved, and the AE has performed initial discovery to validate qualification.
UnStarted = Set by a BDR/AE when he/she Marketing Qualified Lead = Marketing

1 plans to work that account shortly as part 2 opened due to engagement score (ie website
of a territory plan form-fill). Must be worked in <24hrs.
In Progress = Sales person actively UnQualified = Not a valid target (ie wrong
3 researching & engaging all relevant contacts 4 vertical, vendor, too small, etc). Marketing
(see cadence) will halt active marketing efforts.
Nurturing – Prospect still a valid Sales Qualified Lead! = Relevant audience

candidate but is either not interested engaged, prospect is a valid target & is interested
5 or no direct contacts with right people 6 in hearing more about GDS solutions & is willing
were made. Marketing will continue to consider GDS Solutions now (validated by AE
to nurture prospect. on subsequent validation/discovery call, where
transition occurs) 34
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GDS Opportunity Stages

Discovery = Validate business, stakeholder Validation = Requirements gathering,
1 detail, needs, competitors, existing 2 Multiple Stakeholder Involvement, CHAMP
solution (strengths/weaknesses), Assessment, Initial Value Prop/ROI, Success
vendors/data involved, etc Definition, Other PreDemo Work, Send NDA
Objection Management = Clear hurdles in all

functional areas (IT/Procurement/Finance).
3 Demo = NDA collected. Business Demo(s) 4 Deep-Dive Functional Demos. Refine
Requirements/Scope/Timing (PreProposal).
Proposal – Proposal & ROI presentation. Verbal Commitment = Prospect agrees with
ROI/Value Prop Agreement/Negotiation. business terms and gives verbal commitment on
5 Business Terms Negotiation.
6 prioritization to buy. Validate scope for contract
Timeframes Review. build. Verify initial contract with Mark/Graeme.
Vendor approval process kicks off.
Contract Negotiation – AE working on Final Contract = Contract negotiated. Going thru

7 language alignment
8 process of sending out & obtaining signatures.
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Prospecting – Account Identification
1 Prior Accounts: Old Opportunities or Accounts 2 Tradeshows

(ie search by Geo or contacts w/ ph #s)
3 Unconverted “Raw Leads” – Esp if Qualified 4 Linked-In Groups – ie Open Banking Group
(esp if there are ph #s) members
Searching for Lists – ie Best Fintechs, Auto

5 Lenders (search by industry)
6 General Sales Nav Search – Titles, Key Words,
Banks with Assets or Loan Originations Volume Linked IN – Following hashtags. Looking at
7 (ie FDIC in US)
8 GDS leadership
Linked IN – People associated with clients but

9 not longer there 10 Who’s following a competitor
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Prospecting – Sourcing Ideas

Past Lost Opportunities
Transunion (& other data providers)
Josh Tonderys & Bassett
LMS Providers – Nortridge, Lend Foundry, LoanPro
Former Clients (ie Dipanjan)
Consultants
Competitors of Clients
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GDS Leads - Prospect Research
General Existing Info Linked-In / SalesNav Prospect Website Google Search Partners
Record findings in SF & Other Data Sources (Should )
Initial Target Research
should take ~60-90min • Validate Existing Contacts • Valid Target? • Mentioned by other • ID’d as a prospect or client
• Review History
• Valid Target? – Co Overview • Company Background vendors of vendor?
• Create or merge
duplicate accounts • Contacts to Target (connect • Online Lending Presence? • Size / Orig Volume • Serent Involvement?
request w/ message) – Add • Lending Experience (ie FDIC)
You should know who • Check Raw Leads in SF &
convert into account to SF Quality/Speed • Employee or Client
you’re talking to and • Vertical(s) & Product(s) Satisfaction
what you’re talking • Check Act-On History • Leverage adjacent
connections • Store vs Online • Trended
about when you call • Leverage GDS staff that
has interacted w/ (internal/external) • Location • Private / Public (may
prospect • Job postings affect liquidity, how
decisions are made, etc)
• Which contacts have
phone vs email
• GDS Clients/Prospects
that are close competitors
or nearby geographically
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Target Roles / Titles

1 Primary 2 Secondary / Influencer
• Credit Risk Officer or CCO/CRO – If a prospect doesn’t have a

similar role, they may not have a serious focus on risk • CRA / Community Lending – Community and Low Income lending
• Digital Transformation or Digital Lending Strategy – Many can influence strategic marketing efforts
organizations are bringing in project managers with similar titles • Compliance – Influencer. Vested in compliance automation,
to overhaul their digital experience. controls, auditability/transparency
• CLO • CFO – A financial gatekeeper & potentially linked to risk role
• CMO (Marketing) – Influence on pre-screen, marketing solutions • Credit Risk Analyst, Data Scientist – Will know the key players to
• CTO or Senior Lending Technology Role – Although gatekeepers, involve and may be a champion
they may be vested in their own technology. But may also be • Underwriting – Would be vested in underwriting/decisioning
bogged down managing too much. automation
• Department Heads – Lending Vertical (ie consumer lending), • Vendor/3rd Party Relationship Exec – person will have knowledge
Collections, Chief Lending Officer, etc – Can be chief champions of data sources, what goes into connecting them, etc
• CIO – will open doors to others • Data Science Exec –
• Chief Analytics Officer - • Data / Decisioning Engineer -
• Bank Initiative – CMO, Chief Lending, Marketing/Production, • xxx, Data & Analytics – Be careful that it’s senior enough &
Digital Solutions applicable
• C-Suite – CEO, CFO, COO, CRO, CIO – More heavily involved in

Tier 2-3 organizations
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Prospecting Tools
1 Linked-IN Sales Nav 2 Email Engagement
• Mine for Prospects

• Advanced Filter
Sending Emails from Salesforce
• Connection – Make it Personalized
• You Can select templates to start with
• Save as a Lead in SalesNav
• You can check who opens/reads
• Leverage list to group future copy/paste type
communication
• Engage with their content
Hub Spot & Email Click Thru Reports
• They’re more likely to subsequently engage w/ you
• Post Your Own Content Regularly (at least 1-2x per week)
• Follow Up with those Engaging with Specific Campaigns – Email
• This elevates you in a prospect’s feed
from Marketing or direct access to HubSpot
• Personalize and make it meaningful
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Prospecting Tips – WHEN vs IF

4 tips to help drive prospect engagement
Expand Your Audience

Positive Action Orientation At the Prospect: Either involve others or reference
“When can you meet for 30min” or “When after others to build legitimacy
1pm CDT works next Tue?”
Involve a Partner or CoWorker
Demonstrate Urgency & FollowUp

Waiting too long to follow up may indicate it’s not Be Compelling
urgent Often times, this can be done with snipits of data,
“I wanted to follow up on status of XX” etc.
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GDS Lead – Engagement Cadence (45 & 20 Day)

Business Day Action Business Day Action
• Linked-In Connect (w/ Message) 1 • Linked-In Connect (w/ Message)
1
2-3 • Phone (direct or via general line) 2 • Phone (direct/general line). Email if no ph#.
5 • Personal Email (actual or guess) 3 • Ghost Call (no voicemail)
7 • Ghost Call (no voicemail) 4 • Personal Email (actual or guess)
9 • Linked-In Message (In-Mail if not connected) 6 • Phone
11 • Email 8 • Linked-In Message / InMail
14 • Phone (w/ voicemail) 10 • Email
18 • Ghost Call 12 • Ghost Call
21 • Linked-In Message 14 • Email & Move to Nurture
25 • Phone
28 • Ghost Call
32 • Email & Move to Nurture 42
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Lead Dev Sample Metrics – It’s a Numbers Game

Account Executives – What are Your Prospecting Metrics?
What to Mine Freq Weekly Target Comments

Lead Forensics (don't know the person) Daily 5 Indicators of target accounts to research/add
Mktg Engagement - ActOn Daily (know the person) Daily 3 Indicator of who is engaging with what you're doing
Inbound Form Fills / Calls Hourly 2 Same Day Response Required if prior to 6pm CT
Prospecting 10
Target Account List A
Conference Lists As Needed
Partner CoProspecting
Qualified Leads that Didn't Turn into Opps? B
Former Lost Opps
Leads/Contacts w/ Phone #'s
Weekly Fresh Account Engagement 20
Monthly Accounts Actively Engaged 80 Maintain Pipeline ~120-130

Avg Activities Per Account 5
Monthly Active Activity 400
Daily Active Activity 20
Monthly SQL: 20% 16

Monthly Stage 2 Opps: 12% 10 43
43
General SLA’s
Call Speed – Lead Conversion Improvement Demo Request : <15 min
Web Form: <1 hour
FASTER IS BETTER! How can you apply this in all facets of your day, from Lead Forensics, to email reads
MQL’s: <1 day
Lead Forensics: <2 days
Conference Leads:
<2 days post-event
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GDS Lead – SQL & Opportunity Conversion Steps
Sales Qualified Lead (SQL) – Requirements

• Fit - Prospect is validated to be a target for GDS (account and people & $)
• Interest - Prospect is interested in our solutions
• Timing - Prospect wants to explore our solutions now
• Resources - Prospect willing to commit the right resources to exploring our solutions
• Information - Account & GDS Lead Fully Completed (Pre-Discovery/Validation)
SQL & How to Create an Opportunity

• Be sure all GDS Lead info is current (including BDR)
• Move Status to SQL
• Save GDS Lead
• Opportunity Automatically Created

• GDS Lead and Opportunity will be linked (for tracking)
• Many data points from GDS Lead will transfer to Opportunity
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Step 1: Research Areas to Possibly Focus
See Prior Research Slide
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Step 1: Salesforce Email Templates

• Name = Subject Line
• Description =
• Topic
• Type / Vertical Target
• Audience / Role
Examples
Name: Age Isn’t Beauty for Scoring Models
Description: Analytics / Banks / CRO, Credit, Risk, CIO
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Step 1: Identify Your Hook

• What do your risk plans look like? What are you prioritizing? Risk Appetite? All, B
• Increasing revenue up to 25%? M, S
• Collection/Recoveries rates higher by X%? M, S
• Reduce bad rates by >20% & Increased Approvals by >10% All
• Reducing friction in origination process with use of big data and AI at the same time All
• Looking for a solution that will bring your data, credit policy and underwriting together All
• Waiting for changes to your credit policies / processes (rather deploy resources elsewhere)? M
• Do you have a rigid structure for loan originations strategy or process
• Are you looking for more data that can drive better performance (fraud & credit)? All
• Flexibility & Speed to Market M
• Empower business users to transparently analyze and affect credit policy changes M, S
• Improve your KYC & Transparency for your compliance team B, M
• What is your digital loan strategy? Transformation needed as competition continually improves and becomes more
proactive B,
• Improve customer service through instant digital interaction
• How do you plan to scale?
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Step 1: Linked-In Messaging – Connect

(with Mutual connection or Prior Connection of some kind)
Sample Connect Script – Bank

• a
Sample Connect Script – Marketplace Consumer

A
Sample Connect Script – Small Business

A
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Step 1: Linked-In Messaging - Contact

a
Sample Connect Script – Marketplace Consumer

GDS Link solves needs around data orchestration, manipulation and credit decisioning, whether for new
originations or customer optimization. Our software and analytics/advisory services not only facilitate workflow
automation . Our Modellica solution tackles credit policy changes with speed and flexibility that plagues many
lenders (and our competitors)
Sample Connect Script – Small Business

A
50
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Initial Phone/Linked-In – Elevator

Pitch
We are risk mgmt. solution for marketing, originations and customer optimization that enables banks to enhance
their digital lending strategy while reducing risk. We facilitate profitability and credit risk mitigation of top lenders
and banks (ie GS/Wells/Santander/SVB/LC) through leading software and analytics/advisory services.
Sample Script – Marketplace Consumer

We are a data aggregation and decisioning risk mgmt. solution that helps lenders with digital strategy while
reducing risk. We do this through leading software that is used by 8 of the top 10 MPL’s (ie Lending Club/
Prosper/Marlette) and 3 of today’s top banks (ie Wells/Santander/GS), as well as analytics/advisory services to
help you deploy a best in class solution.
Sample Script – Small Business

We are a data aggregation, workflow mgmt and decisioning risk mgmt. solution that helps lenders with digital
strategy while reducing risk. We do this through leading software that is used by 8 of the top 10 MPL’s & small
business lenders such as SVB, Fundation, BFS, GS, as well as analytics/advisory services to help you deploy a best
in class solution. 51
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Step 2: Voicemail – Info Request

Sample VM Script 1:
Hi, (Contact Name) this is Susan from GDS Link (phone number). I received your request for information/demo.
Can you please return my call so that I can share with you why 80% of the most sophisticated lenders are
leveraging GDS Link solutions to proactively expand & grow, while mitigating risk & provide an instant digital
experience for users. I’d like to learn more about your needs, share any insight we may have, and schedule a call
with the right solution expert. I can be reached at (Phone number).
Sample VM Script 2 –
Hi, (Name) this is Susan from GDS Link (phone number). As mentioned in my prior email/call, I have received your
request for information/demo. Can you please return my call so I can share with you how is instrumental in the
growth, sophistication & digital capture of today’s most sophisticated lenders. Because we’ve been tried and
tested among the top brass in the space, we are confident we can add an element of value to what you do today
and I would like to schedule time with the right software or advisory solution expert? Can you please return my
call? I can be reached at (Phone number).
Sample VM Script 3–
Hi (Contact Name) this is Susan from GDSLink (Number). I’ve tried to reach you a few times and I haven’t been
successful. Are you still interested in receiving some info/demo on compelling ways today’s industry leading
lenders are optimizing risk and capturing profitable share? Please return my call at (number) so I can quickly get
you that information/demo per your request. 52
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Step 3: Initial Cold-Call Talking Points

Sample Script - Bank
› I am calling today to see what XXX is actively doing to continually modernize its digital lending process, through automation & advanced analytics.
› Numerous research articles have recently been indicating that banks have been having losing lending opportunities with new customers & within their portfolio to
sophisticated marketing techniques & comprehensive digital lending strategies.
› Question - how do you solicit new borrowers/customers? GDS helps banks like you attract new borrowers through marketplace lending strategies and marketing channels
used by today’s top lenders through our solutions
› Question - Overall growth plans over the next 3 to 5 years? Increasing customer or borrower acquisitions?
› Question – What scorecard models or strategies do you have for originating loans or managing your portfolio? Do you just use FICO scores?
› Question - Have you considered partnering with one of the fintechs to originate loans you currently do not have the technology to do internally today?
Sample Script – Marketplace Consumer

› Tailored Solution for Your Needs
Sample Script – Small Business

› User Access Control
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Step 3: Initial Cold-Call Talking Points

Sample Connect Script - Specialty
› Ability to connect to any front-end or back-end software
Sample Connect Script – Credit Card

Sample Connect Script – Leasing

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Step 4: Initial Email - Bank

I came across your name because GDSLink is working with similar lenders in your area (such as XXXXXX) to recapture
wallet share and profitability, and I thought there might be an opportunity to collaborate on how we've helped them
with more effective credit decisioning and digital transformation of their business.
GDSLink has helped these organizations as it pertains faster, more efficient loan decisioning, but harnessing new
predictive data, maximizing their portfolio relationships, and helping the borrower experience be real-time.
And all this is wrapped up in a solution that maintains control, stability and visibility for the business, including
performance analytics and streamlined validation to hone strategy more effectively.
When are you available for 15min next week? I’m happy to share what we’ve been working on with some of your
peers and would love a bit more information around your needs and priorities to see if we should explore a more in-
depth discussion.
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Step 4: Initial Email – Bank2

I’ve been assigned to your account because we’ve worked with numerous banks like you who were previously losing
share to FinTech’s in the area
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Step 4: Initial Email – Bank3

Fintech’s have grown their market share of unsecured personal loans by 33% over the last 6 years by offering
consumers a seamless customer experience that offers little to no friction throughout the entire customer journey. A
quick 5 minute application process and funds in your account in 24-48 hours has become the expectation of the
consumer. And GDS Link has been empowering these Fintechs, with 4 of the top 5 online consumer lenders using
GDS Link today.
How do the fintech’s do it?
1. Flexibility in their underwriting process—bringing in multiple data sources (traditional, sub-prime, bank
transaction).
2. Speed to Market-adjusting strategy quickly in a dynamic market to ensure that credit and fraud trends do not eat
into their profits.
3. Optimizing marketing, lead gen and portfolio retention strategies.
The silver lining thus far is that the pie has been growing. Currently over 19 million Americans now have a personal
loan. But many banks haven’t updated their customer experience to match what the fintech’s are doing.
Can you meet at 1:30pm this Friday (or let me know a time that is better) to discuss how your bank ensures you’re
able to profitably capture & retain share and maximize your portfolio. 57
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Be A CHAMP
You Can’t Win A Deal without the 5 Following Components (tracked in the SF opportunity).
Tracking These Helps Show Where to Focus More
CHALLENGES / NEEDS - There’s no HIGH VALUE ROI – They must see

C opportunity if you can’t agree upon H the value that GDS will bring & high
clear challenges to address return on a significant investment
AUTHORITY – Do you really have the

A decision maker engaged?
M MONEY – Especially challenging in a
bank environment. ROI must be clear.
PRIORITIZATION – This is often the

hardest part to getting a deal over the
P finish line. Status quo can be a challenge
if resource constrained
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Discovery & Needs Assessment

What to Minimally Understand & Document In Salesforce
Ask these in the context of what they do now, but the needs/where they could see improvement, could they use consulting, etc
Organizational Situational Process Vendors Areas of Need

(org & strategy) • Goals (digital, risk…) • Marketing • Current
•Tech Resources
•Ops/UW Resources
• Vertical(s) • Timing / Prioritization • Borrower Capture Data/Decision/UW •Speed/Reliability
• Volume / Channel, • Point of Sale / Capture •Digital Transformation
Forecast, Appvl Rates
• GDS Competitors • Turntimes •Silos?
• Their Competitors • Manual Review • Data Sources •Data –Turnkey/Attributes
• Product Mix • Cust / Portfolio • LOS / LMS Sources/Advisory
• Credit Risk Team •Performance – ie Fraud/EPD
• APR / Limits / LnSize Optimization • Lead Gen
• Loan Performance •Advisory / Best Practices
• Any Fraud/Credit Loss • Collections & Poor Perf • CRM •More Nimble / Precise
• Underwriting
• Tech & Digital Strategy Challenges Mgmt • Docs •Mktg Ineffectiveness
•Behavior Scoring (esp
• Compliance Dept • UW / Collections • Servicing collections?)
• Marketing Resources • Collection System •Etc (see SF)
• Portfolio Mgmt • Data Lake, etc

• Collections
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Discovery & Finding Needs

Other Possible Questions – AE Highlight Questions based on Lead Dev Assessment for Initial AE Discovery Call
• PROCESS - Describe your process from where you source borrowers (lead gen, online, storefront, etc) to how/when you aggregate data, and the policies/process for how you
process, generate scorecards/guidelines and ultimately approve/decline.
• DIGITAL - What are your Digital Transformation goals? - Many organizations are wanting more flexibility (faster changes), Granularity (more data points and granular decision
process), and a seamless borrower experience to compete at the forefront.
• SPEED/COST - How does the lending process work today? Time to Fund? Are there any gaps or areas that slow down the process or require unwanted manual intervention?
(reference Marlette article as expl of lower orig costs)
• DATA - What data sources do you use and are you considering others? Going beyond typical credit score? Time/effort it takes? - Many lenders use GDSLink once they begin to
make decisions with more data sources.
• BUSINESS CONTROL - Are credit/guideline/decision changes more IT driven with more time/effort involved? (OR What's your rollout process for credit/guideline/pricing changes).
Many orgs want more business user control, flexibility and configurability
• CUTTING EDGE - Starting to look at Machine Learning, etc (or just linear regression models)? What does that implementation process look like? Long IT queue cycles?
AB/Champion Challenger used? Simulation work? We've had lenders wanting to start testing new, more granular ways of making decisions that can help keep them on the
forefront.
• GRANULARITY - Flexibility to make granular changes (ie varying policies based on state variations),
• COMPLIANCE - How do you limit access to changes, have transparency into all changes made by user, etc? Have the ability to pull up models to show decisioning rationale?
• CHANGE MGMT - How do you simulate changes and subsequently track changes to the credit decision model and guidelines? We have lenders that like the ability to simulate
changes, perform AB Testing/champion challenger approach to implementation and then have transparency into any change that has been made (including restoring old models,
etc).
• VALIDATION - How often do you validate your scorecard today and are you leveraging third parties to do this?
• COMPLEXITY - When a borrower applies are you providing multiple offers or do you want to move in that direction?
• SERVICING/COLLECTION - What's your collection process (if servicing)? Do you evaluate every loan or have a process to prioritize who to call first?
• FRAUD/RISK - When looking at fraud and performance levels vs your peers, are you looking to manage this more closely and identify new ways to mitigate any outlying risk?
• Who do you compete against? Wondering if we're aware of them and if we've helped others compete against those same lenders.
• How are you addressing the millenial market? We work with lenders that are not only trying to control risk, but create a comprehensive digital lending experience that caters to
an instant gratification audience.....any challenges as you move in the same direction? 60
• Current utilization of AB Testing/Champion Challenger?
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Battlecards - Provenir
Be Sure to Cover
• Speak to numerous GDS References Advisory &
• Stress Test if Large Prospect
Features Solution Mkt Expertise
• No Credit/Bank Attributes • Less Business User Focused • No Advisory Whatsoever (an employee
recently left because of this)
• No Underwriting • They mention the same clients.
Lack of referencability from many • They’re a vendor, not a partner
• No Application
• Doesn’t handle volume – LC stress • They have high employee turnover
• Difficult to add Decision Flows test showed GDS was 2x as fast
(GS) • Have less pedigree in the space
• AFF said deployment was a
• They said they were an LOS at nightmare – they’d never consider • General discontent w/ leadership
one point but are nowhere near provenir again
the features needed (superficial
talk?) • Lack of transparency
• They don’t manage data • Multiple stories about them
overpromising. Customer Service
poor.
• They don’t manage data sources
• They’re custom work vs
configurability
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Competitor Matrix
Insert table on matrix of competitors for

certain mkts and possible SWOT
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AE Time Management Best Practices

How Do You Use 8 Hours / Day?
Email / Admin, Prospecting, Prioritize – It’s easy to get bogged down in a routine
1.00 1.00
Partners Can Help You – A Little Goes A Long Way
Meetings, 0.50 Partner
Prospecting, 0.50
Reset Each Week to Remember Your Priorities – Avoids things falling between the cracks
Persistence/Follow Up – Opps: <2 weeks & all Active Leads <=1 week
Pipeline Post on Linked-In 2x Each Week – Name Recognition & Brand
Mgmt, 5.00
Block Time for Prospecting
Focused Time - Cramp Down on When You Check Email & Avoid Long Email Threads
Don’t Forget About Your Target Accounts 63
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Asking For the Business – Objection Mgmt & Execution
Make sure timing, resources, priority and

Set Expectations Early definition of success is lined up early (ie pre-
demo)
Don’t hang up until you have the next steps

Active Next Steps Setting clearly calendared. Keep momentum from call
to call.
Get them to fully communicate “what would

Manage & Clear Hurdles prevent this from moving forward”, validate &
jointly work toward that finish line (show in SF)
We’ve achieved our defined success. Let’s move

Ask for the Business this forward. What can we do to earn your
business this month so we can start doing X
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Influencing Opportunities to a Buy Decision

Pre Demo Demo Objection Mgmt Proposal Verbal Commit+
ROI Working Session Resource Alignment &

Scoping Validation,
Approach Call (Brian)
WhiteBoarding Session / Data Enrichment, Tech Overview & Integ CEO Call – Vision of GDS, Meet the COO?
PainPoints (could involve Modellica Pro, Session (& FollowUp Commitment, Confidence
SME) Performance Assessment Docs) (Yves/Earl)
Case Studies / Proof Policies Deep Dive/ Data Build vs Buy Workshop
Points Source Color (carl)
Incorporate Partner Battle Card Info SME Involvement: Scott L References Vendor Approval – Call or
Influencers / Josh / Rich / Chris Proactive Info Send
Solution Overview Custom Demo / Custom Roadmap / Hear from the
Solution Overview Builder (Yves)
Demo Working Session Financial Call (Simon)?

(they take control) 65
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Salesforce – Don’t Overlook

Account
• Grade - A = Top 10 for each vertical, Top 20 Credit Union or >20B asset bank
B = Top 20 for each vertical, Top 40 Credit Union or >12B asset bank
C = Top 50 for each vertical, Top 60 Credit Union or > 5B asset bank (if meets min scale)
Unrated still may be a target
• Targ Act Score Your evaluation/priority for your territory plan
• Vendors Helps you see what vendors are vital, even with prospects
• Contact Roles ID who’s who – helps with marketing down the road too
GDS Lead & Opportunity

• Hurdles What could prevent the opportunity from closing
• Next Steps Ensures you are moving toward a close
• CHAMP A deal can’t close without all 5
• Competitor(s)
• Needs
• Probability/Temp How you indicate an advanced opp is weakening
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• Targeted Solutions Or add to Price Book?
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Salesforce CRM – Best Practices

IF IT’S NOT IN SALESFORCE, IT DOESN’T EXIST
Log Activity – There are multiple places to log calls, emails and set tasks. Sending email from salesforce tracks receipt/open
Email - Use your emailtosalesforce email to bcc within outlook messages. It will link the email to the contact
associated with the email recipient.
Review Pipeline Reports Weekly – Check for stagnating opportunities, update dates, stages, pricing amounts, next steps, etc – Ensures you stay current
GDS Leads – Leverage tasks to set up your next event in your cadence.
Prospecting & Target Accounts Reports (1-2x Monthly) – Strategize on how to fill the top of the funnel
Email Templates – Save commonly used emails as templates in salesforce to quickly send
Ee – ays
Rep – rd
P – Ine
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The RFP/RFI Process

RFP’s are an AE Led Process, with the AE being ultimately responsible for optimal creation/submission
• AE – Communicates w/ Prospect & Manages Timeline & Obtains Access to RFP

• RFP’s should not have less than a 2 week timeline for optimal creation
• AE – Review RFP, Validate Positioning, Build Summary of How to Approach
• Organization overview/objectives, GDS products involved/positioning, sensitive points, definition
of success, key points of value to address, etc
• AE – Work w/ PreSales team on which answers to source from RFP-IO & which stakeholders to involve
• AE – Conduct Internal Stakeholder meet: Review Opp Summary, Identify Questions, Agree on Timing
• PreSales – Generate Initial RFP-IO answers & provide to AE
• AE – Stakeholder Follow-Up Calls (ie scheduled calls several days before & at the stakeholder due date)
• AE – Identify supporting sales information to include
• AE – Generate all summary and opportunity based answers
• AE – Aggregate and refine all RFP answers into a concise, cohesive structure that would trigger a high
score on each question. Remember that RFP’s are typically numerically scored.
• AE/PreSales – Review for potential RFP-IO updates for database
• AE – Review w/ Executive Sponsor 2 days prior to deadline (send and scheduled call)
• AE – Work w/ Marketing on Professionalizing/GDS Branding if Needed 68
• AE – Submit RFP
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Account Management - Maximizer

Strategic Account Manager Role Objectives
 Client Value Validation – Help Clients Validate Value Received with GDS
 Cross-Sell Opportunities - Maximize revenue per client
 Case Studies / Testimonials / References – Obtain & Manage (incl sales coordination)
 Client Service & At Risk Issues – Identify, Escalate & Ensure Action Plan Implemented
Client Tiers
Clients tiered based on combination of: Revenue, UpSell Opportunity, Strategic Value
 Silver – Business Review 1x / Year (~50%)

 Gold – Business Review 2x / Year (~25%)
 Platinum – Business Review Quarterly (~25%)
 At Risk – Tiered levels based on severity & reviewed by the exec team monthly
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Account Management & CrossSell

Responsibilities
• Setting the Strategic Direction of our Clients
• Cross Sell
• Products/Solutions/Data
• Divisional Expansion
• Business Reviews (Quarterly to Annual based on Tier)
• At Risk (Mitigation) – Bi-Monthly
• Action Other Departments When Possible
• Success Stories (2+ quarterly)
• Referenceability
• CaseStudies/WhitePapers
• Salesforce Updates (account, contacts, etc)
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Interaction within GDS
• Account Manager
• Is the central point of contact regarding all business relationship & contract expansion
opportunities
• Interacts with Delivery Team Regularly – Including Prior to Business Reviews
• Coordinates with Analytics & Other Groups when Setting Client Strategic Plans
• Client Strategic Plans Reviewed At Least Annually
• Orchestrates Cross Functional Team Involvement for At Risk Action Plans
• Professional Services Team

• Processes Change Orders Unrelated to Expansion of License/Contract Scope (No AM)
• Escalates any client satisfaction issues to Account Manager
• Escalates feature requests related to license expansion
• Escalates discovered business changes that may impact business relationship
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Sales
Business Review Objectives
• Expansion
• New Divisions / Products Client Success
• Account Management / Collections
• Use Cases & Testimonials
• Digital Onboarding & Underwriting
• Marketing / PreScreen / PreQual
• Referenceable?
• Sister Companies • Data Driven Success Stories (before/after)
• Others that are Looking / People that
Left (relay to BDR)
• Best Practices Needs – Advisory Retention
• Operational, Risk & GDS • Risk Mitigation Action Plan
• Modeling & Modellica Pro (service)
• How effective? Loan Performance
• Machine Learning / AI?
• Data Lake / ADM
• Data Sources
• Bank Data – Attributes?
• Credit? - Attributes
• Advisory?
• Intro to strategic partner?
• Upgrades & Versioning & Feature Adds
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• Python/R/PMML
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GDS Link
Sales Summit 2019
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Confidential – Do Not Distribute
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Sales Summit Objectives
1.Collaboration & Team Building

2.Knowledge / Training
3.Understanding our Goals & How We’re Tracking 2019-20
4.Tools to Help Your Success for 2020
5.Identify the Tools We Still Need
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CEO UPDATE
1. Goals for the Year & Where We’re Focused

2. Client Success & Implementations
3. Bank MPL Initiative
1. Thrive Perspective
4. Roadmap Perspective – Development & Beyond
5. Questions from the Team
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GDS Sales Pipeline

Row Labels Sum of ACV Imp Fees 1x Fees Opp # Avg Prob (%) Weighted ACV
• 2020 Goals Claudia Cermeli 1,403,800 633,000 - 13 28 388,745
Jeff Quinto 1,779,000 565,500 - 25 33 579,954
• ~$2M ACV Target
Mark Coupland 502,500 190,000 15,000 3 53 268,000
• 4 AE’s * $400k+ Paul Greenwood - - - 5 10 -
• 2020 Pipeline $400k ACV So Far Rich Alterman 374,000 600,000 - 12 30 112,200
Scott McMurdo 480,000 715,000 - 13 30 144,000
Susan Bean 120,996 100,000 - 4 5 6,050
Opportunities by Close Date Grand Total 4,660,296 2,803,500 15,000 75 29 1,339,058
Row Labels 1 - Discovery 2 - Validation3 - Demo 4 - ObjMgmt 5 - Proposal 6 - Verbal Commit 7 - Contract Neg Grand Total
20199 - 36,000 465,000 501,000
201910 120,996 - 402,000 764,000 192,000 688,500 2,167,496
201911 84,000 129,000 - 322,000 198,000 733,000
201912 192,000 - 178,800 - 486,000 - 856,800
20201 - - 60,000 60,000
20202 - 66,000 - - 66,000
20203 216,000 216,000
20205 60,000 60,000
20206 - -
20207 - -
20209 - -
Grand Total 396,996 165,000 706,800 322,000 1,724,000 192,000 1,153,500 4,660,296 77
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Comprehensive Enterprise Solution

Seamless Integration
Infrastructure & Security

› Secure Amazon Web Services Hosting (& on-prem options)
› Multiple Production Servers & Load Balancing
Control & Visibility

› Change Management & Granular Visibility
› Change History – Ability to roll- back
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GDS Link
Worldwide
Clients Office
Locations
› Nigeria › Turkey › USA (HQ)
› South Africa › Australia › Argentina
› Bulgaria › India › UK (Hub)
› Czech Republic › Pakistan › Spain (Hub)
› France › Philippines › France
› Hungary › Thailand › Italy
› Italy › Canada › Turkey
› Netherlands › Mexico › Bulgaria
› Poland › USA › Philippines (Hub)
› Portugal › Brazil › Monaco
› Romania › Argentina
› Russia › Chile
› Slovakia › Salvador
› Spain › Puerto Rico
› UK › Peru
› Saudi Arabia
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Challenges We Hear
Consumer Expectations – Instant & Digital Experience Expected
Profitability - Competition Becoming More Sophisticated
Resources – Technical & UW/Processing Cost = High
Change Management – Time Intensive & Lack of Auditability
Performance - I need to be more nimble & precise. Where Can I Improve?
Lead Capture – Can I Better Optimize Lead Buying & Marketing
Compliance & Visibility/Controls - I’m Not Confident
Best Practices – Where Should I Focus on Refinement?
Current Software – Aging Platform, Black-Box, Lack of Innovation 80
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Solving Industry Needs

Speed: Implementation, Policy Changes/Pivots, Response-Times, Operational
Data: Optimize & standardize large amounts of predictive data into your decision making process
Efficiency: Automation, Resource Management & Dedicated Client Experts
Performance: Fraud Reduction, Model Sophistication, Maximize Relationships/Cross-Sell,

Collections Targeting, Machine Learning, & more
Credit and Analytics Expertise: GDS experience, knowledge breadth & depth
BEST Practices: Leveraging solutions we’ve spearheaded for others
Visibility / Transparency: Eliminating the Clunky Black-Box
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GDS Link
The Financial Expertise You Need
CLIENT PROFILES
Online and Banks and Prime and Large and

Brick/Mortar Lenders Non-Bank Lenders Non-Prime Mid-Size
LINES OF BUSINESS
Online / Marketplace Auto / Equipment

Lending Transportation Leasing
Home
Credit Card Consumer Loans
Improvement Loans
Student Short-Term
Small Business
Lending Installment
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GDS Link
Success through Experience
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Comprehensive Enterprise Solution

Seamless Integration
Infrastructure & Security

› Secure Amazon Web Services Hosting (& on-prem options)
› Multiple Production Servers & Load Balancing
Control & Visibility

› Change Management & Granular Visibility
› Change History – Ability to roll- back
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GDS Link - Origination Example

4 5
Your Bank
ID /
Internal Credit Fraud / ID Transaction
Softpull Data
DB
2
3
Option 1
1 Option 2
Option 3
Loan Management
System
Performance
›
›
Approve/ Decline
Offers & Pricing Options
GDS Modellica Data
› Adverse Action
App
› Initial Response/
Decline
UW
External
Additional Docs Queue
Models
Required Analytics/
Expertise
Manual Review? Business User interface 85
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GDS Link
Key Differentiators
GDS is a Partner – Every GDS Client is a Reference, with a dedicated client success team & access to resources
Flexibility - Both Software & GDS Support Staff
White-Glove Support – GDS clients focus their resources on implementing their policy vs managing data sources
Configurability – Supports virtually every lending vertical on an international scale
Connector Library, Tri-Bureau and Bank Attributes
Visibility / Control – The solution can be self-managed
Ease of Use – Business users generally trained in 2 days
Stability & Security – Stellar, Proven Track-Record
Performance / Speed – Instant Response & Scalable

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GDS Link
Success Story: Atlanticus (Consumer)
COMPANY
Consumer Lending for Banks and Retailers
Specialty Lender: 2nd Look Credit Lines, etc.
NEEDS
Old technology
“We could not make Relied on third parties to make changes
(surveyed clients wanted to
changes quickly” (time and cost issue)
see more)
SOLUTION / RESULTS
“It is about flexibility. We have thousands of retailer’s offer matrices with different decisions. We need to make changes to multiple
strategies, add businesses with out a long project”
“The platform allows Atlanticus to implement changes and modify strategies for their customers quickly without additional 3rd party
support”
“Implementation was very quick” 87
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GDS Link
Success Story: Specialty Consumer Finance Co.
COMPANY
Consumer Lending with 215+ Locations
Specialty Lender: Short-Term Installment Lending
NEEDS
“Our IT department inhibits
Could not make changes Inability to incorporate New Models
our ability to make
efficiently into decisioning
changes”
SOLUTION / RESULTS
“The GDS system allows us to waterfall to numerous data sources.”
“Working with GDS allows us to automate very complex decisioning algorithms and incorporate new models that could not
be accomplished in our old system. It is the key to success!”
“The GDS Model is Excellent!” 88
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GDS Link
Production Technology
• Low-maintenance Web-Services application, using the market’s latest, leading technology, such as Java, .NET,
XML. etc.
• Platform independent system allowing customers to choose the platform of preference for operation
• TCP/IP, HTTPS, SOAP and common Web-services connectivity
• Real-time and batch transmissions
• Service Oriented Architecture (SOA)
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GDS Link – Data Engine
The Data Engine is comprised of three primary functions including:

 Connectivity
 Connect to Application Front Ends, Marketing Websites, Loan Management Platforms, Internal
Customer Databases, Third Party Data Bureaus.
 Data Aggregation and Normalization
 Normalize Data, Generate Credit Bureau Attributes, Perform Calculations, Implement Scorecard
Models
 Uses Scripting Language : LUA (www.lua.org)
 Processing
 Implement Objects (Instructions) in logical Sequences or Flows
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Connector Workbench
Easy connect to internal,

external data sources and
front end/back end services
or points of sale
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Aggregator Workbench
Used to Implement:
• De-duplication filters
• Attribute groups
• Attribute arrays
• Global attribute groups
• Transform any data
• Standardized Tri Bureau
Attributes Available
• Three Bureau Merge
Capabilities with MISMO
Output
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Aggregator Workbench
Host system calls Modellica engine using a Service Connector
ZIP Code Preference Table is used to get the order for calling the credit
bureaues
TransUnion is called to retrieve the data
The Filters and Attributes are calculated. The Thin Filer logic is executed
The Scoring Model and Scores are calculated
The score is checked to see if the transaction needs to continue
A parallel call is made to 2 internal customer account files
A second Model is executed using existing customer data
All data, filters, attributes and scores are passed to the Rule Engine for the
Decision to be rendered, before passing everything back to the Host system
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GDS Link – Data Connectors

Our ‘Connector Library’ provides simple integration with many data sources, tables and databases
US Credit Bureau Data Sources ID Verifications/Fraud Sources Checking / Debt Data

• Consumer • Impact • E-Funds (thru third party)
• Equifax Consumer • ID Insight • Early Warning Systems
• Experian Consumer • Idology • Veritracts(APS)
• Trans Union • IOvaton • FirstData Telecheck
• Commercial • Neustar (TargusInfo) • Giact gVerify
• Equifax SBE/SBFE • IDAnalytics • MicroBilt IBV
• Experian Business Information • MaxMind • Plaid
• D&B • Dragnet • DecisionLogic
• Paynet
• miiCard • miiCARD/DirectID
• Socure
• Cortera • ThreatMetrix Assets & Financial Data
• BioCatch • CoreLogic Realquest AVM
Alternative Data Sources • Trans Union TLO • Trans Union TLO Property Check
• CoreLogic (Teletrack) • Emailage • Kelly Blue Book
• Clarity Services • FIS • NADA
• DataX • The Data Group • Black Book
• MicroBilt (CL Verify) • FullContact • MERS
• FactorTrust • TowerData
• eBureau • HelloSoda Machine Learning Platforms
• LexisNexis • Infutor • DataRobot
• IDAnalytics including OLN • WhitePages Pro • Datanomers
• Neuro-ID • H2O.ai
Income Verification • Products offered by US Credit Bureau
• TALX – Work Number and Alternative Data Sources. Canada
• Powerlytics • Several listed for US also support
Canada
Student Verification • TransUnion Canada
• National Student Clearinghouse • Equifax Canada
• Paynet
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GDS Attributes
The GDS Link attributes have been normalized across the Equifax, Experian and
TransUnion consumer bureaus. There are 4,000+ Attributes available when the
baseline attributes are extrapolated based on the Type of Inquiry or Tradeline.
As an example this would include All, Bankcard, Revolving, Installment, etc.
The annual license will provide CUSTOMER with all of the documentation and
LUA scripts providing CUSTOMER with total transparency into the logic behind
each Attribute. CUSTOMER’s personnel, once trained in the use of the LUA
scripting and with a annual license of the GDS Link DataView360® Data Engine
Module, will be able to modify those attributes that are not in total alignment
with CUSTOMER’s desired logic or CUSTOMER can use existing GDS Attributes as
a baseline which can be iterated to develop additional attributes that
CUSTOMER requires.
Attributes are based on Inquiry, Tradelines, Public Record and Collection Items.
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GDS Attributes Generation

The approach to the generation of Attributes includes the concepts of Filters. These are combined to generate
the Attributes.
Filter: A filter is calculated at the segment level, such as the trade segment, and is calculated for every
iteration of that segment. This could be a filter that defines a Dispute, the definition of Open or Closed, the
definition of an Installment versus Revolving. These filters can be used to include or exclude an item from the
generation of an Attribute.
De-duplication Filter: A deduplication filter is also calculated at the segment level, and therefore for each
segment, but give the coder access to the data from other instances of the segment in order to sort and de-
duplicate.
Attribute and Global Attributes: Attributes and Global Attributes are calculated, respectively, at the connector
(i.e. Experian Consumer) and system level. As an example: The number of Open Bankcard Revolving Trades
Ever 30 Days Past Due not in Dispute.
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Calculation Levels
Filters and Attributes
Example used is a Tradeline:
Each Tradeline is a Block of data.
The Tradeline Segment can contain Multiple
Tradelines.
Create Filters and De-Duplication Filters for

each Block of data.
Create Attributes – Calculations using

data and Filters across multiple blocks of
data in a single segment.
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Calculation Levels
Global Attributes
Equifax TransUnion Experian
Create Global Attributes – Calculations across multiple blocks of data in multiple segments using any combination of filters or data.
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The Opportunity: Improved Decisioning

Bank account information transformed to insightful attributes provides a competitive advantage for any
consumer or commercial lender.
1 Reduce Score Inflation 2 Enhance Fraud Detection
3 Reduce Credit Invisibles 4 Improve Underwriting Flows
5 Improve Account Management
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Bank Transaction Analytics: A Competitive Advantage
Transaction history from a consumer or

What is it? business’ bank account creates a detailed
history of cash flow and liabilities
Opting in to the data provided puts the power

Privacy
in the applicant’s hands and reduces privacy
concerns? concerns
A challenge for most lenders; requires

Anyone else sophisticated data engineers, modelers and IT
using this? deployment to be used quickly and accurately
Experience indicates that consumer and

Benefits? commercial lending can see reductions in
fraud & losses >20%; approvals increase >10%
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Salesforce Objects
• Turn-key analytic Indicators Attributes Custom

solutions Over 750 Rules Over 4,000 Scores
• Normalized bank & Flags Attributes Models
transaction attributes
• Consumer • Velocity calculations around • 2nd and 3rd Party Fraud Models
• Affordability & DTI
transaction amount(s)
• Small business • Due Date Alignment
• Trended cash withdrawal
• First Payment Default Model
• Has payroll? amount(s) • Straight Roller Model
• Personal- finance • Has positive balance? • Triggers: overdraft, new • Charge Off model
management (PFM) • Has Lender deposits? loan amounts • Default on bill / payment
• Payroll/deposit cash flow preference models
• Has increasing cash flows?
• Updated dashboards history trend(s) • Account Management Behavior &
• Repetitive spending? Triggers
• Detailed categorization of
• Contact info matches spend types • Collections & Prioritization
application?
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Why Bank Transaction Data?

Integration provides higher predictive accuracy around fraud & credit risk and, for the
advanced users, marketing response
Up to Speed in under 90 Days More Robust Data

Traditional bank transaction data requires months Traditional transaction attributes focus on
or years of data gathering and in-house classifying transactions (e.g. – not possible to
experience, but Bank Transaction products are discern if Walmart transaction is for groceries or
built for lenders to start using as soon as they have video games), but BT products focus on velocity,
a bank transaction provider contract amount, and spend repetitiveness
Trended Attributes = More Risk More Dependable than Credit Reports

Separation Credit reports only refresh at most 1x every 30
Traditional bank transaction data provides a days, but bank transaction data updates every day.
current snapshot, but Bank Transaction products Bank Transaction products can be rescored every
provide >250 trended attributes to separate risky time lenders update the bank transaction data for
and non-risky $0 current balance borrowers daily roll-rate risk and payment options
“Data Scientists with 30+ years of experience, have built models weaving application, 3rd Party CRA, and
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alternative data into the suite of bank transaction attributes.”
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AI Enabled Bank Transaction Modules
Contact & Account & Inflows Outflows Overdraft Affordability (300+

KYC Balance (950+ attributes) (1,500+ attributes) (500+ attributes) attributes)
(900+ attributes) (500+ attributes) • Payroll • One-time • Depth • Payment Events
• App BII/PII • Snapshot • Cash Spend • Length • DoW for ACH
• Account • High level stats • Checks • Repetitive • Periodicity draws
• Transactions
• Trended • Transfers Spend • Trended • Remaining Balance
• Customizable • Transfers • Payment
match strictness • Time Based • Interest
• Amounts • Other Deposit • Payments Obligations
threshold
• Trended • Events
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Improved Model Performance

“21% of consumers were
rejected for credit (in Oct
Regardless of where your customer aligns on the 2018)” 1
lending spectrum, we can build improvements for your strategy
“35% of small businesses

cited insufficient credit
• Significant lift when blended with history as a reason for
application & bureau data denial of credit” 2
• Fraud mitigation gains
• Improved prediction for pricing &
loan grid strategies
• Access to model – No File & thin
files (credit invisibles)
1 Federal Reserve Credit Access Survey October 2018 https://www.newyorkfed.org/microeconomics/sce/credit-access.html#/

2 Federal Reserve 2017 Small Business Credit Survey https://www.newyorkfed.org/smallbusiness/small-business-credit-survey-2017
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Governed Data Means

Stable Credit Strategies
SAME OUTPUT: Bank Transaction Provider Agnostic
• GDS as a data steward means reliable decisioning on data calculated the same way no matter
1 what source you use to gather bank transaction data. No need to spend months coding to a
new provider – GDS has it ready to go.
MAP & SCORE: Map the Attributes to your Policy

• Just like credit bureau attributes, map the attribute’s xml location and it is ready to be used
2 • Eliminate operational and IT concerns – GDS can handle the volume
DOCUMENTATION: Information at the Ready

3 • No need to create detailed data process flows or disagree on definitions –the data dictionary for
bank transaction attributes is ready to go
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Scoring Platform – New Account Origination

GDS Link operates on a secure AWS environment that enables fast lender support and ability to
incorporate custom lender logic
Lender Server
Data Manipulation, 1. Custom Model Deployment

Customer Portal Recommended Normalization, 2. Ongoing measure of model
Integrates BT Provider Enhanced Data
1) Bank Transaction Sources performance
Login on First Page
• US (Yodlee, PLAID, Decision 3. Data Variance Detection
Logic, Finicity) 4. Efficient re-deployment
• UK Open Bank AWS processes
• Canada Cloud Environment
2) Internal Application Data
3) Credit Bureau Data Scoring Module,
Model Monitoring,
Fraud Triggers
BT Provider
Generates
Access Token
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8/29/2022

3. Our Core Value Proposition 17

6. Research & Target Audience 29

9. Building Opportunities – From Discovery to Demo

GDS Link Territories (exc. N Amer)

Stacey Small (Q3 2021)

Jeff Quinto (2019)

Tony Cirillo (Jan) James Mikell (Q3 2022)

Tony Cirillo (Q1 2022)

Jeff Quinto (2019)

TBD (Q3 2022) James Mikell (Q3 2022)

US Territories – Bank/Credit Union

Ken Schaedle (Mar) Kyle Gustafson (Jan)

Global Sales Support

Business & Lead Development

Lead Development (BDR’s)

Account Management – Existing Client Maximization

Target Market Segments

Target Account Blend

Mid-Size Post on Linked-In 2x Each Week – Name Recognition & Brand

Don’t Forget About Your Target Accounts 9

Segments Info – Banks

Segments Info – Banks

What we Need to Work On Who is Not a Target

Awareness, Being Considered & Right to Win

- Need Subject Matter Expertise – Josh Williams?

Account Identification – AE vs BDR vs Broad Nurture – AE = 5; BDR = 4; Marketing

Contact Creation Strategy 11

Bank/CU – Positioning for BDR/Marketing

Credit Line / Account Management

Segments Info – Credit Unions

Verticals Info – Medical

Resources (internal & external)

Verticals Info – Marketplace & Online Installment

Verticals Info – Small Business

Verticals Info – Small Business UK

Verticals Info – Credit Card

Verticals Info – Leasing

Verticals Info – Auto / Transportation Finance

Resources (internal & external)

Verticals Info – Small Dollar / PayDay / Single-Pay

Verticals Info – Home Improvement

Resources (internal & external)

• Rather than a one size fits all approach, our

Value Proposition – Why GDS

Efficiency: Automation, Resource Management & Dedicated Client Experts

Performance: Fraud Reduction, Model Sophistication, Maximize Relationships/Cross-Sell,

BEST Practices: Leveraging solutions we’ve spearheaded for others

Visibility / Transparency: Eliminating the Clunky Black-Box

Flexibility - Both Software & GDS Support Staff

Configurability – Supports virtually every lending vertical on an international scale

Visibility / Control – The solution can be self-managed

Ease of Use – Business users generally trained in 2 days

Stability & Security – Stellar, Proven Track-Record

Performance / Speed – Instant Response & Scalable

GDS – Software & Advisory Solutions

Decision & Credit Risk

Streamlined Review &

GDS Analytics – Dramatic Market Impact