Major Accomplishments      & Responsibilities                       and     IR Program Examples           IR Best Practice...
Major Accomplishments & Responsibilities                              Investor Relations    • IPO/Secondary – Managed proc...
Major Accomplishments & Responsibilities                               Investor Relations    • Annual Report – planning/pr...
Major Accomplishments & Responsibilities                              Investor Relations    • Analyst Day – plan, coordina...
Major Accomplishments & Responsibilities                     Corporate Governance and Compliance                          ...
Major Accomplishments & Responsibilities                   Corporate Governance and Compliance                        [Boa...
Major Accomplishments & Responsibilities           Corporate Communications and Marketing    Corporate Press Releases – pl...
IR Program Examples           IR Best Practices                 IR 2.0          Social Media for IR     Twitter, StockTwit...
Monitoring Best-Practices9
Monitoring Best-Practices10
Contributing to Best-Practices11
Contributing to Best-Practices12
Contributing to Best-Practices13
IR 1.0 – Must Have Deliverables14
IR 2.0 – More Content, Expanded Reach15
IR Social Media Benefits     • Extend Reach of IR Message,       Event Notifications     • Leverage Marketing and       PR...
Extending Reach with Social Media • Use and awareness   of effectiveness   growing • Financial Press,   IR Consultants,   ...
Extending Reach with Social Media18
NYSE:PRO Social Media Examples19
NYSE:PRO Social Media Examples20
NYSE:PRO Social Media Examples21
NYSE:PRO IR Website • Easy   Navigation • Events   Calendar • Investor Toolkit   RSS Feeds,   Email Alerts,   Rolling News...
NYSE:PRO IR Website • Integrated   Social Media   sharing   functionality23
NYSE:PRO IR Website • Rich Corp Gov   Content • Accessible   Policies24
NYSE:PRO IR Website• Corp Compliance  Program info• Internal Corp  Compliance  Team25
NYSE:PRO IR Website                      26
NYSE:PRO IR Website• RSS Feeds• Email Alerts• Analyst Info                                  27
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Matt Balfour Major Accomplishments Responsibilities and IR Program Examples - 27Dec11 – Slideshare

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Major Accomplishments & Responsibilities
and IR Program Examples: IR Best Practices, IR 2.0, Social Media for IR (Twitter, StockTwits Examples), IR Website Examples

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  • IR’s Forgotten AudienceOctober 10, 2011 by Rob | Tagged under: investor relations, investors, iro, groupon6 While there are those that continue to want to hang Andrew Mason in effigy for the twists and turns relating to Groupon's proposed IPO, I think he deserves some credit for not overlooking IR's forgotten audience - the employees. It's been my experience that - more often than not - senior management teams are so focused on their large institutional holders that they completely lose sight of the loyal shareholders right under their noses. Among other things, these employee-owners can represent an important voting block each proxy season and, thus, should hear from management directly throughout the year on financial performance, strategic accomplishments and "... all the stuff that one would want to look good..." Of course, the communications to this constituency needs to be consistent with all other public disclosures to investors and in accordance with Reg. FD. But it should not be left to chance or assumed word will trickle down. Certainly employee-owners have a unique purview on their part of the company's operations, but they likely know less about the entire business and its strategy than you think. They - like all investors - need to have the dots connected for them and the metrics examined regularly.Have you talked with your employee-owners lately?This article has 6 comments. Join the conversationThe ConversationTom Newberry on October 10, 2011Great point Rob. I found this particularly true for growing mid-size companies. Matthew Balfour on October 21, 2011Great article, totally agree at PROS we strive to keep our employee base as informed as our Analysts/Investors. Robert Berick on October 22, 2011Matthew - that’s great to hear. Any tips you’d be willing to share as to how to achieve that goal? Matthew Balfour on October 28, 2011Absolutely Rob. At a high level, we keep it simple. There is no need to create on-off new slide deck, reports, etc… We send a calendar invite to all of our Senior Leadership and Managers to sit in a large conference room to listen live to our Earnings/Special Announcement Conference Calls with the Street. For remote folks they can call in to the conference call line as any other Investor/Analyst does. Post Call/Event we send an internal only email to All Employees spelling out key messages, Revenue/earnings performance, and headlines from Analyst and Press be it traditional and non-traditional. Non being publications/websites such as Seeking Alpha who in my opinion provides a great service to the investment community as they truly have no bias at all and the community of investors and experts authoring commentary is fabulous. Hope this helps and I look forward to more great posts from you and the team in the future.Matt BalfourDirector, Investor CommunicationsPROS Holdings, Inc. (NYSE:PRO) Rob Berick on October 28, 2011Thanks, Matt. Really appreciate your giving us some insight into the “Pro” playbook.
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  • Matt Balfour Major Accomplishments Responsibilities and IR Program Examples - 27Dec11 – Slideshare

    1. 1. Major Accomplishments & Responsibilities and IR Program Examples IR Best Practices IR 2.0 Social Media for IR Twitter, StockTwits Examples IR Website Examples Matthew Balfour Director, Investor Communications (NYSE:PRO) 27-Dec-111
    2. 2. Major Accomplishments & Responsibilities Investor Relations • IPO/Secondary – Managed process internally, major contributing author for Prospectus Business Sections, major contributor/author of Roadshow PPT and “Kickoff/Teach-in” PPT, managed coordination of and preparation for roadshow meetings, lead evaluation of 3rd party vendors and rollout of new systems/processes, authored responses to key SEC inquiries, developed NYSE Magazine 1/2 add (included in IPO package) • IR Company Overview Presentation – develop/enhance/distribute • IR website – plan, develop with outside vendor (Thomson), and maintain (continuous improvement by adding additional features/functionality, leverage Social Media) • Social Media – implement new outlets to broaden the reach of messaging and improve understanding of “Our story and our Market” StockTwits/Twitter/IR Website/Wikinvest pages (contributed to NYSE:PRO page and added PROS to Enterprise Software “Article”) • Investor Kits – develop, maintain fresh content, fulfill requests (snail mail and electronic)2
    3. 3. Major Accomplishments & Responsibilities Investor Relations • Annual Report – planning/project management, development (balance professional look with costs), manage design/creation (coordinate printing/publishing and distribution, lead author of “wrapper” and CEO letter contents), distribution support, continuous improvement/evolution • 10-Q/K filings – lead author for business sections (company overview, product science, competition, etc.) • Earnings Results Press Release and Call – Lead author for prepared remarks and CEO/CFO quote, manage review cycles with audit firm, IR firm, and BOD Audit committee, distribute via Bizwire, PROS IR, and Corporate sites, submit to NYSE, conference call prep (Press Release #s, confirm call details, post calls with analysts, transcript redlined, etc.) • IR Calendar – plan, manage, coordinate, and prepare support info for Analyst Day, Investor Conferences, Analyst and Corporate Access firm roadshows and on-site meetings3
    4. 4. Major Accomplishments & Responsibilities Investor Relations • Analyst Day – plan, coordinate, prepare presentations and technical requirements (author CEO/CFO presentations and assist in development of other PROS executives and customer presentations), Investor/analyst attendee invitation and follow up [Garnered attendance and inclusion of PROS in a non-covering analyst’s research report based on our Analyst Day event] • Shareholder Meeting – plan, coordinate, prepared remarks • Onsite and Virtual VIP Meetings – define procedures, moderate and/or lead meetings for current/potential investors and analysts, Partners, Insurance Underwriters, and Press/Media (host onsite or coordinate/moderate calls and prep interviewees, refine/review interview transcripts prior to release including Investor’s Business Daily and The Wall Street Transcript) • All IR functions moved in house per cost cutting initiatives in 2008 (reduced IR consultant firm expense by $7,000/month) • R&E tax credit advocate letters to politicians4
    5. 5. Major Accomplishments & Responsibilities Corporate Governance and Compliance [Board of Director Support] Board of Directors portal - created and managed internally with SharePoint, met need, saved company ~$20,000/year in costs (additional savings in eliminating BOD quarterly binder production and related shipping costs) Ensure consistency of message for IR/CorpComm – review Marketing PRs, Collateral, Presentations, mentoring new members and leadership of Marketing, Sales, and Professional Services to ensure consistency of corporate message including financial results and product, target market, and partner initiatives Proxy – publishing/distribution support, investor solicitation/outreach, work to ensure fair/accurate Proxy Firm “ratings/scores” work with 3rd parties to gather input and then execute on best course of action to improve “CGQ scores” Whistleblower systems – selection, implementation, oversee/audit systems quarterly, provide quarterly reports to BOD BOD updates/reports – IR Updates (Monthly/Quarterly), Internal Corporate Governance Committee (Quarterly), and Shareholder/Analyst Updates (Quarterly)5
    6. 6. Major Accomplishments & Responsibilities Corporate Governance and Compliance [Board of Director Support] Internal Corporate Governance Committee Member, author quarterly BOD report: report findings from SEC/Proxy/etc. related continuing education events, monitor proxy advisory firm ratings for PROS and comparable/competitor companies, data validation and recommend changes to policies to improve score/ratings (ISS/RiskMetrics “GRI Score” and Glass Lewis, monitor financial reform impacts such as “Dodd Frank Bill” related to proxy access, NYSE and SEC rulings/policy changes Corporate Governance Continuing Education Events – provide BOD with lists of events, attend and report back to management and BOD on best practices/concerns BOD Special Projects – Competitive/Pricing market overview binder/presentations, IPO lessons learned and CEO succession planning presentations, M&A Support (target identification, research and tracking), CEO transition (distribution of PR and execute needed changes to IR/Corporate websites and documentation)6
    7. 7. Major Accomplishments & Responsibilities Corporate Communications and Marketing Corporate Press Releases – plan, author, distribute via wire service, advise/review Marketing releases for Legal/IR message compliance, PR examples include: New BOD members/Executive Officers, key hires (CEO Transition, Chief Sales/Marketing Officers, SVP/VPs), Major Event Announcements (NYSE bell ringing, Corporate Partnership Announcements) Internal Training – plan development and content creation for corporate messaging training for client facing employees and senior executives, certification testing (Corporate Messaging, Pricing Software, Gartner vendor rating, Industry Analyst Reports, and Price Advantage Book Exams) Competitive/market intelligence program – develop program, monitor, analyze and disseminate Manage media/press inquiries – coordinate, coach/prep participants Collateral/Presentations – author content for Corporate, Sales, and Marketing RFP/RFIs – Partner, Vendor, and Industry Analyst response contributing author Research – Target market geographic research and analysis7
    8. 8. IR Program Examples IR Best Practices IR 2.0 Social Media for IR Twitter, StockTwits Examples IR Website Examples8
    9. 9. Monitoring Best-Practices9
    10. 10. Monitoring Best-Practices10
    11. 11. Contributing to Best-Practices11
    12. 12. Contributing to Best-Practices12
    13. 13. Contributing to Best-Practices13
    14. 14. IR 1.0 – Must Have Deliverables14
    15. 15. IR 2.0 – More Content, Expanded Reach15
    16. 16. IR Social Media Benefits • Extend Reach of IR Message, Event Notifications • Leverage Marketing and PR Releases • Extend Reach of Earnings PRs • Distribute Messages to where investors are [Yahoo!Finance, CNN Money, Reuters, Bing Finance, and TheStreet.com]16
    17. 17. Extending Reach with Social Media • Use and awareness of effectiveness growing • Financial Press, IR Consultants, IR Service Providers • Practitioners are championing use17
    18. 18. Extending Reach with Social Media18
    19. 19. NYSE:PRO Social Media Examples19
    20. 20. NYSE:PRO Social Media Examples20
    21. 21. NYSE:PRO Social Media Examples21
    22. 22. NYSE:PRO IR Website • Easy Navigation • Events Calendar • Investor Toolkit RSS Feeds, Email Alerts, Rolling News, • Stock info22
    23. 23. NYSE:PRO IR Website • Integrated Social Media sharing functionality23
    24. 24. NYSE:PRO IR Website • Rich Corp Gov Content • Accessible Policies24
    25. 25. NYSE:PRO IR Website• Corp Compliance Program info• Internal Corp Compliance Team25
    26. 26. NYSE:PRO IR Website 26
    27. 27. NYSE:PRO IR Website• RSS Feeds• Email Alerts• Analyst Info 27

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