Excerpt From The Small (Under $10 Million Revenues) Private Company Executive Compensation Digest

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1 Excerpt From The Small (Under $10 Million Revenues) Private Company Executive Compensation Digest

2 Table of Contents Section Executive Summary 4 Chief Executive Officer (CEO) 10 President 27 Senior Operations Executive (COO) 45 Senior Finance Executive (CFO) 63 Senior Marketing Executive (CMO) 81 Senior Sales Executive (CSO) 99 Senior Information Technology Executive (CTO) 117 Senior Research/Engineering Executive (Head of R&D) 135 CEO Benefits and Perquisites 153 Senior Executive Benefits and Perquisites 166 Best Practices Guidance 179 Appendix 187 2

3 Table of and Graphs CEO Compensation 2012 Total CEO Compensation By Quartile Median Total CEO Compensation by Company Revenue Range Top Quartile Total CEO Compensation by Company Revenue Range Median Total CEO Compensation by Number of Employees Top Quartile CEO Compensation by Number of Employees Median Total CEO Compensation by Industry Median CEO Compensation By Ownership Type Top Quartile CEO Compensation By Ownership Type CEO Cash Compensation (Salary and Expected Bonus) By Quartile Median CEO Cash Compensation By Revenue Size Range Top Quartile CEO Cash Compensation By Revenue Size Range Median CEO Cash Compensation By Employee Size Range Top Quartile CEO Cash Compensation By Employee Size Range Median CEO Cash Compensation By Ownership Type Top Quartile CEO Cash Compensation By Ownership Type 32 3

4 Table of and Graphs Presidents Compensation 2012 Total President Compensation By Quartile Median Total President Compensation by Company Revenue Range Top Quartile Total President Compensation by Company Revenue Range Median Total President Compensation by Number of Employees Top Quartile President Compensation by Number of Employees Median Total President Compensation by Industry Median Presidents Compensation By Ownership Type Top Quartile President Compensation By Ownership Type President Cash Compensation (Salary and Expected Bonus) By Quartile Median President Cash Compensation By Revenue Size Range Top Quartile President Cash Compensation By Revenue Size Range Median President Cash Compensation By Employee Size Range Top Quartile President Cash Compensation By Employee Size Range Median President Cash Compensation By Ownership Type Top Quartile President Cash Compensation By Ownership Type 32 4

5 Table of and Graphs Presidents Compensation 2012 Total President Compensation By Quartile Median Total President Compensation by Company Revenue Range Top Quartile Total President Compensation by Company Revenue Range Median Total President Compensation by Number of Employees Top Quartile President Compensation by Number of Employees Median Total President Compensation by Ownership Type Top Quartile Presidents Compensation By Ownership Type Median President Compensation By Industry Top Quartile President Compensation By Industry President Cash Compensation (Salary and Expected Bonus) By Quartile Median President Cash Compensation By Revenue Size Range Top Quartile President Cash Compensation By Revenue Size Range Median President Cash Compensation By Employee Size Range Top Quartile President Cash Compensation By Employee Size Range Median President Cash Compensation By Ownership Type Top Quartile President Cash Compensation By Ownership Type 51 5

6 Table of and Graphs COO (or Equivalent) Compensation 2012 Total COO Compensation By Quartile Median Total COO Compensation by Company Revenue Range Top Quartile Total COO Compensation by Company Revenue Range Median Total COO Compensation by Number of Employees Top Quartile COO Compensation by Number of Employees Median Total COO Compensation by Ownership Type Top Quartile COOs Compensation By Ownership Type Median COO Compensation By Industry Top Quartile COO Compensation By Industry COO Cash Compensation (Salary and Expected Bonus) By Quartile Median COO Cash Compensation By Revenue Size Range Top Quartile COO Cash Compensation By Revenue Size Range Median COO Cash Compensation By Employee Size Range Top Quartile COO Cash Compensation By Employee Size Range Median COO Cash Compensation By Ownership Type Top Quartile COO Cash Compensation By Ownership Type 71 6

7 Table of and Graphs CFO (or Equivalent) Compensation 2012 Total CFO Compensation By Quartile Median Total CFO Compensation by Company Revenue Range Top Quartile Total CFO Compensation by Company Revenue Range Median Total CFO Compensation by Number of Employees Top Quartile CFO Compensation by Number of Employees Median Total CFO Compensation by Ownership Type Top Quartile CFOs Compensation By Ownership Type Median CFO Compensation By Industry Top Quartile CFO Compensation By Industry CFO Cash Compensation (Salary and Expected Bonus) By Quartile Median CFO Cash Compensation By Revenue Size Range Top Quartile CFO Cash Compensation By Revenue Size Range Median CFO Cash Compensation By Employee Size Range Top Quartile CFO Cash Compensation By Employee Size Range Median CFO Cash Compensation By Ownership Type Top Quartile CFO Cash Compensation By Ownership Type 91 7

8 Table of and Graphs Marketing Leader (CMO, VP Marketing or Equivalent) Compensation 2012 Total Marketing Leader Compensation By Quartile Median Total Marketing Leader Compensation by Company Revenue Range Top Quartile Total Marketing Leader Compensation by Company Revenue Range Median Total Marketing Leader Compensation by Number of Employees Top Quartile Marketing Leader Compensation by Number of Employees Median Total Marketing Leader Compensation by Ownership Type Top Quartile Marketing Leaders Compensation By Ownership Type Median Marketing Leader Compensation By Industry Top Quartile Marketing Leader Compensation By Industry Marketing Leader Cash Compensation (Salary and Expected Bonus) By Quartile Median Marketing Leader Cash Compensation By Revenue Size Range Top Quartile Marketing Leader Cash Compensation By Revenue Size Range Median Marketing Leader Cash Compensation By Employee Size Range Top Quartile Marketing Leader Cash Compensation By Employee Size Range Median Marketing Leader Cash Compensation By Ownership Type Top Quartile Marketing Leader Cash Compensation By Ownership Type 111 8

9 Table of and Graphs Sales Leader (CSO, VP Sales or Equivalent) Compensation 2012 Total Sales Leader Compensation By Quartile Median Total Sales Leader Compensation by Company Revenue Range Top Quartile Total Sales Leader Compensation by Company Revenue Range Median Total Sales Leader Compensation by Number of Employees Top Quartile Sales Leader Compensation by Number of Employees Median Total Sales Leader Compensation by Ownership Type Top Quartile Sales Leaders Compensation By Ownership Type Median Sales Leader Compensation By Industry Top Quartile Sales Leader Compensation By Industry Sales Leader Cash Compensation (Salary and Expected Bonus) By Quartile Median Sales Leader Cash Compensation By Revenue Size Range Top Quartile Sales Leader Cash Compensation By Revenue Size Range Median Sales Leader Cash Compensation By Employee Size Range Top Quartile Sales Leader Cash Compensation By Employee Size Range Median Sales Leader Cash Compensation By Ownership Type Top Quartile Sales Leader Cash Compensation By Ownership Type 131 9

10 Table of and Graphs IT Leader (CIO, VP IT or Equivalent) Compensation 2012 Total IT Leader Compensation By Quartile Median Total IT Leader Compensation by Company Revenue Range Top Quartile Total IT Leader Compensation by Company Revenue Range Median Total IT Leader Compensation by Number of Employees Top Quartile IT Leader Compensation by Number of Employees Median Total IT Leader Compensation by Ownership Type Top Quartile IT Leaders Compensation By Ownership Type Median IT Leader Compensation By Industry Top Quartile IT Leader Compensation By Industry IT Leader Cash Compensation (Salary and Expected Bonus) By Quartile Median IT Leader Cash Compensation By Revenue Size Range Top Quartile IT Leader Cash Compensation By Revenue Size Range Median IT Leader Cash Compensation By Employee Size Range Top Quartile IT Leader Cash Compensation By Employee Size Range Median IT Leader Cash Compensation By Ownership Type Top Quartile IT Leader Cash Compensation By Ownership Type

11 Table of and Graphs R&D Leader (VP R&D, Engineering or Equivalent) Compensation 2012 Total R&D Leader Compensation By Quartile Median Total R&D Leader Compensation by Company Revenue Range Top Quartile Total R&D Leader Compensation by Company Revenue Range Median Total R&D Leader Compensation by Number of Employees Top Quartile R&D Leader Compensation by Number of Employees Median Total R&D Leader Compensation by Ownership Type Top Quartile R&D Leaders Compensation By Ownership Type Median R&D Leader Compensation By Industry Top Quartile R&D Leader Compensation By Industry R&D Leader Cash Compensation (Salary and Expected Bonus) By Quartile Median R&D Leader Cash Compensation By Revenue Size Range Top Quartile R&D Leader Cash Compensation By Revenue Size Range Median R&D Leader Cash Compensation By Employee Size Range Top Quartile R&D Leader Cash Compensation By Employee Size Range Median R&D Leader Cash Compensation By Ownership Type Top Quartile R&D Leader Cash Compensation By Ownership Type

12 Table of and Graphs R&D Leader (VP R&D, Engineering or Equivalent) Compensation 2012 Total R&D Leader Compensation By Quartile Median Total R&D Leader Compensation by Company Revenue Range Top Quartile Total R&D Leader Compensation by Company Revenue Range Median Total R&D Leader Compensation by Number of Employees Top Quartile R&D Leader Compensation by Number of Employees Median Total R&D Leader Compensation by Ownership Type Top Quartile R&D Leaders Compensation By Ownership Type Median R&D Leader Compensation By Industry Top Quartile R&D Leader Compensation By Industry R&D Leader Cash Compensation (Salary and Expected Bonus) By Quartile Median R&D Leader Cash Compensation By Revenue Size Range Top Quartile R&D Leader Cash Compensation By Revenue Size Range Median R&D Leader Cash Compensation By Employee Size Range Top Quartile R&D Leader Cash Compensation By Employee Size Range Median R&D Leader Cash Compensation By Ownership Type Top Quartile R&D Leader Cash Compensation By Ownership Type

13 Executive Summary Chief Executive Research surveyed 1,233 companies in April 2013 about their 2012 fiscal year compensation levels and practices, as well as their expected cash compensation levels for senior executives in Data from the 250 private companies with < $10 M in revenues that responded are included in this report. The median < $10 M revenue total CEO compensation package was $225,000 The top quartile total compensation was $586,000 (160% more than the median) Bottom quartile total compensation was $112,000 (50.2% less than the median) The average total compensation was $1,227,975 (skewed by equity gains among top 10%) Big differences in CEO compensation between companies with < $2 M vs. those with $2 M to $5 M in revenue, but less substantial differences between $2 M to $4.9 M and $5 to $9.9 M Big differences in CEO compensation and composition by type of ownership Private equity and venture capital owned companies have the highest median base salaries and total compensation packages for CEOs and senior executives and this differential increases among top quartile companies 13

14 Executive Summary Other than the CEO, the highest paid median senior executive titles, in rank order are: Chief sales executive (median total compensation of $203,000) Chief information officer -- or equivalent (median compensation of $197,500) Chief marketing officer (median compensation of $155,000) President (median compensation of $153,000) The composition of the pay packages vary widely by title For example, Presidents and heads of R&D have the highest median base salaries after the CEO, but chief sales officers have the highest bonuses on average While there is a correlation between compensation packages and company size, there are many exceptions Many early stage companies have more generous equity packages than their larger peers Many of the larger Top senior executives in private companies are paid substantially less than comparable public company executives Though many senior executives are compensated with equity or phantom equity plans, the gains in these instruments are not frequently measured This causes total true compensation numbers to not be captured each year Private equity and venture capital funded companies typically do a better job of consistently valuing and measuring equity gains Most private companies are not optimizing compensation as a strategic incentive for their CEOs and senior executive teams Best performing private equity, venture capital and family enterprises know the value of strategic incentives for CEOs and top managers, but more than half of private companies are not utilizing many of them 14

15 2012 Median Compensation in Private Companies with Less than $10 Million in Company Revenue $250,000 $225,000 $200,000 $203,000 $197,500 $150,000 $153,000 $153,000 $148,500 $155,000 $153,000 $106,000 $100,000 $50,000 $- CEO President COO CFO CMO CSO CIO R&D HR Perks $5,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 Benefits $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 Equity $- $0 $0 $0 $0 $0 $50,000 $0 $0 Bonus $30,000 $5,000 $10,000 $10,000 $12,000 $60,000 $4,500 $5,000 $8,000 Base Salary $170,000 $125,000 $120,000 $115,500 $120,000 $120,000 $120,000 $125,000 $75,000 Total $225,000 $153,000 $153,000 $148,500 $155,000 $203,000 $197,500 $153,000 $106,000 15

16 No One Is Average Big Differences Across Factors There are large variations in CEO and Senior Executive Compensation by Company Revenue Size Industry Growth and Profit Levels Type of Ownership (e.g., Private Equity, VC, Family Owned) Quartile (Top 25% Companies vs. Median and Average Companies) Full details by each of these variables, as well as best practices in executive compensation and long term incentives among outperforming private companies, refer to the full report. For more information, go to: 16

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