This document introduces Boulder Logic Published Pages, a tool for salespeople to share customer references and marketing content on personalized microsites. Some key points: - It allows salespeople to easily find and select relevant customer stories and content to share with prospects on customized microsites. - The microsites can be accessed via unique URLs and Boulder Logic tracks when prospects view the content to notify salespeople. - The tool aims to help salespeople proactively showcase references early in the sales process in a professional, branded manner while reserving live customer interactions for important deals. It also allows measuring the impact of the shared content.

1. Microsite Content Sharing
With Boulder Logic Published Pages™
1

2. Why Customer References?
5.16
5.11
5.09
4.88
4.87
4.7
4.46
4.35
4.25
4.23
4.05
3.63
Reference from the provider's customers
Events (in person and virtual)
Provider web sites
Contact from the provider
Sales presentations
White papers
Work-releated communities
Digital media
Brochures & marketing literature
Advertising
Press publications
Newletters
Direct mail (printer/mailed)
n=902 Source: Gartner: August 2010 “How to Manage a Customer Reference Program”
In response to How effective are these marketing activities in influencing your preference to purchase
from one type of IT provider over another? (1=Not at all effective, 7=Extremely effective)
2

3. 2012 Boulder Logic Customer Survey:
Top 10% of sales reps use customer references on
average twice as often as the rest
Early, proactive use of customer references makes
salespeople appear
assured, confident, consultative
Late, reactive use of customer references can
make the company appear unprepared, defensive
and ultimately will lead to sales cycle delays
Why Customer References?

4. Introduction to Boulder Logic
Published Pages™
Boulder Logic Published Pages™
makes it simple for salespeople to
proactively deliver customer
reference marketing content on
personalized microsites that track
when a prospect visit and/or shares.

5. Sales select artifacts and a
personal message for their
prospect from the
reference search
The prospect receives
a private URL via email
or in an RFP response
Boulder Logic tracks
prospect visitor and
notifies Sales to follow up
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2
3

6. 1. Easily find the right reference material
A single search returns all matching customers and at the same time highlights
content matching the desired criteria.
2. Quickly customize content that is instantly tracked
Salespeople are able to pick their own combination of materials that best fit their
opportunity. They are notified when visitors access the content so they can
respond quickly.
3. Create a professional first impression
Salespeople can personalize branded templates while maintaining a consistent
corporate look and feel.
4. Reserve the use of live references for the most important deals
The use of existing content is encouraged to reduce the number of times live
customer activity is used. This way, salespeople can save critical live interactions
for when they are needed most.
5. Measure the results
Pages and content distributed can be easily tracked to better understand their
impact and improve results.
Why Published Pages?

7. Microsite Design Adjusts to
Mobile Devices Automatically
The page is immediately
available on the web.
Imagine with your own
branding!

8. Recent Page Template Examples

9. DEAR MASON,
THANK YOU FOR TAKING THE TIME TO
REVIEW THESE CASE STUDIES THAT I
SELECTED FOR YOU.
I BELIEVE YOU’LL FIND THEM TO BE A
VERY CLOSE MATCH TO WHAT YOU
ARE TRYING TO ACCOMPLISH AT
CAMBIRA.
PLEASE LET ME KNOW IF YOU NEED
ANY FURTHER ASSISTANCE.
SINCERELY,
DENISE ST, DENIS
IRON MOUNTAIN SALES
555 – 555 – 5555
DENISE.STDENIS@IRONMOUNTAIN.CO
M
SOLUTION EXAMPLES FOR CAMBIRA
CUSTOMER STORIES SELECTED EXCLUSIVELY BY DENISE ST. DENIS
PREPARED DECEMBER, 28 2011 - AVAILABLE UNTIL JANUARY 31, 2012

10. For answers to your questions, contact your
Boulder Logic account manager, or call
800.715.1910
You can also email info@boulderlogic.com
Questions, contact us!