1. Appraisal Creation Date 24-Mar-2014
Appraisal Review Discussion Date 30-Apr-2014
Overall Rating and Comments
Competencies
Details Competencies and Target Levels Appraisee Performance Rating
Core.Business.Consultative Selling 5-Outstanding
Additional Details: Appraisee
Comments
Additional Details: Main Appraiser
Comments
As indicated in the performance appraisal from FY13, Pete was very diligent positioning
himself as a valued resource for his customer base (internal and external customers)
throughout FY13. That did not change this FY. Although we did not see all the fruits of his
labor last year, this year is a different story. Pete's work ethic is unquestionable. He
consistently finds key people he needs to know and builds business relationships that he has
been able to leverage this FY to result in significant FY14 sales bookings. Out of all the
ESRs within my organization, he is one of the best at ensuring he is progressing
opportunities to closure. He was the #1 ESR of the quarter in Q3 and surpassed his FY14
budget in early Q4.
Core.Business.Professional & Technical Depth and Credibility
Additional Details: Appraisee 5-Outstanding
Core.Professional.Adapting to Change
Additional Details: Appraisee 4-Exceeds expectations
Pete has not only shown his resilience in times of uncertainty, he has stepped up as a team
leader helping ramp new hires and team members mapping to my organization. He continues to be
a very effective communicator and someone I can and do count on.
Core.Professional.Building Relationships 4-Exceeds expectations
Additional Details: Appraisee
Pete works with our internal and external customers on both issue resolution and by promoting
relevance and value consistently to our customers and as a part of the broader Oracle team.
Relationships that Pete started to foster in FY13 and continued to grow in FY14 have proven
to be very lucrative. For example, he has forged a good relationship with a few of the ASM
and BI reps mapping to some of his NORCAL accounts that previously were unresponsive to
previous OU reps, but he has been able to leverage his relationship with them to close
significant business.
Core.Professional.Business Ethics 5-Outstanding
Additional Details: Appraisee
Additional Details: Main Appraiser

2. Comments
Pete not only acts ethically and approaches all his business dealings with integrity, this FY
when he observed some individuals within my organization that clearly were doing
the wrong things, he let me and the appropriate HR individuals know instead of turning a
blind eye to it since it was not directly related to him.
Core.Professional.Coaching 5-Outstanding
Additional Details: Appraisee
Additional Details: Main Appraiser
Pete's help is immeasurable.
Core.Professional.Communication 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete's written correspondence to me, our license counterparts and the customer continues to
be relevant, clear, concise and on-point. Pete always takes the initiative to ensure that he
and I are looped even if we do not have time for a full conversation at any particular point
in time.
Core.Professional.Customer Focus 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
As a part of Pete's business strategy, endeavors to spend quality face time with customers.
It is because of this type of extra effort that Pete has been able to build and leverage
strong internal and external customer partnerships.
Core.Professional.Influencing & Negotiating 5-Outstanding
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete has a strong grasp on what we can offer as a negotiable and as such he wisely positions
when and how to discount and just as importantly, how to utilize an extended term to grow the
spend from his customers.
Core.Professional.Personal Drive 5-Outstanding 5-Outstanding
Additional Details: Appraisee
Comments

3. Additional Details: Main Appraiser
Comments
Hide
Core.Professional.Presentation 3-Successfully meets expectations 4-Exceeds
expectations
Additional Details: Appraisee
Comments
Additional Details: Main Appraiser
Comments
This is one of the areas that I have
seen the most growth in Pete since Q1
FY14. He clearly and concisely
articulates appropriate info, not
extraneous info during formal
presentations to ensure that the
message is well received and that the
message is appropriate for any
particular audience.
Hide
Core.Professional.Problem Solving 4-Exceeds expectations 4-Exceeds expectations
Additional Details: Appraisee
Comments
Additional Details: Main Appraiser
Comments
Pete applies reason and sound judgement very well when he tackles customer issues. He does a
good job of identifying potential resolutions to problems often times even before the impact
of customer sat issues is even felt.
Core.Professional.Quality 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete demonstrates commitment to excellent service in day-to-day dealings with our internal
and external customers. He often times foresees issues that might adversely affect work
quality and develops contingency plans.
Functional.Sales.Account Team Leadership 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments

4. Pete is adept at identifying and utilizing all available resources including the SCs and his
management team to his benefit to ensure that sales are grown and closed expeditiously.
Functional.Sales.Competitive Awareness 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete is always on top of his game in regards to competitive awareness. He is well versed in
Oracle business strategies and shares that info with new hires as appropriate so all can
benefit from that knowledge.
Functional.Sales.Sales Process Acumen 4-Exceeds expectations
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete is aware of all our business process/ practice and methodologies and follows them in his
daily routine. I have seen significant growth from Pete in FY14 on pipeline development and
expediting the sales cycle to ensure deal closure and pipeline replenishment. As a result, he
has already retired his FY14 budget and won deals of the quarter on more than 1 occasion.
I would like to see Pete continue to grow the numbers of deals he is actively managing in his
forecast at one time (vs. pre-pipe opps) wth a target goal of closing about 11 significant
deals per quarter.
Functional.Sales.Telesales 5-Outstanding
Additional Details: Appraisee
Additional Details: Main Appraiser
Comments
Pete is able to learn a lot about customers challenges and future business plans by over the
phone discoveries. He has been very effective in making timely customer onsite visits with
his SC to leverage large sales.
I would like to challenge Pete to continue to make this a part of hisstrategy in FY15 as it
has clearly been successful for him in FY14.
Details Participation Type Questionnaire Name
Questionnaire: Appraisee
Questionnaire Name Questionnaire for Appraisee Last Submitted On
24-Mar-2014