Entellium is a leading CRM software provider focused on the SMB market. They have over 5,000 customers and 300% growth in 2007. Their target market is companies with less than 500 employees and $50M in revenue. Entellium's Rave product is an award-winning CRM solution designed for salespeople. It offers an intuitive interface, offline access, and 24/7 support included for all users. Partnering with Entellium provides an opportunity for additional software revenue through selling Rave to existing customers.

1. The Entellium
Channel Engagement:
What does it mean to you?
Bob Newkirk
Director of Channel Development

2. Take your software
sales revenue to
the next level.
Let Entellium’s
award-winning
Rave lead the way.

3. Agenda
● Company Overview
● Target Market & Opportunity
● Channel Strategy
● Why Entellium
● Business Benefits
● Product Demo
● Summary
3 Confidential

4. Who We Are
● Leading On-Demand CRM software provider
focused on the SMB market
4 Confidential

5. Entellium at a Glance
5 Confidential
• Founded in 2000, launched in USA
in 2004
• Operations in US & Malaysia
• 220 employees
Solid
foundation
• 5000+ customers across the globe
• 300% customer growth in 2007
Established in
growing
markets
• 2008 CRM Excellence Award
• 2007 SoftwareCEO Software Innovation
Award
• 2007 Forrester CRM Market Leader
Recognized
leader

6. WHAT DOES THE
CUSTOMER LOOK LIKE
6 Confidential & Proprietary

7. Target Customer Profile
Entellium Segment
(employee Count)
Description Jobs Business Pains
1
Highly Entrepreneurial Business network tracking
• Can’t keep track of
contacts for lead
generation
2-10
“Multiple Hats” Prospect prioritization
• Sales team is wasting time
on un-profitable prospects.
11-50
Organizing for the next
level of success
Lead generation &
qualification
• Lacking visibility into data
to make strategic sales
decisions
• Filling the funnel to
support growing sales team
• Pipeline filled with bad
leads.
51- 100
Market Recognition Lead to care
• Sales and marketing
processes not
automated causing
low conversion rates
and missed targets
• Experiencing churn
due to lack of focus
on end to end
customer experience
101 - 500
7 Confidential

8. Customer Profiling
● Customer size by revenue
8 Confidential
55%
19%
13% 11%
1% 1%
< $500K $1M - $5M $5-$50M $500K-$1M > $100M $50M-$100M
Entellium’s Sweet Spot
85% of our Customers
have less than $5m in
Revenue

9. Customer Profiling (contd.)
● Customer size by number of employees
9 Confidential
29%
45%
08%
04%
13%
0 to 10 11 to 50 51 to 100 101 to 250 251 to 500
% of
customer
base
82% of our Customers
employee less than
100 in Employees

10. Diverse Customer Base
10 Confidential

11. SMB MARKET OPPORTUNITY
11 Confidential & Proprietary

12. CRM State of the Union
• Forrester estimates market size of
$3.3B in 2008 and $4.1B by 2010
• 26.3M Small Businesses
• On-demand CRM 37% CAGR
• Market is large enough to support several
$100M+ vendors
12 Confidential & Proprietary

13. Clear Business Opportunity
● Grow on-demand CRM through the channel
13 Confidential & Proprietary
On Premise
79%
On Demand
21%
CRM Market Projections: 2004 - 2009
CRM CAGR: On Demand 37% vs. On Premise 1% -- source: JMP

14. Large, Growing and Underserved Market
6/16/201514 Confidential & Proprietary
Large Enterprise
Mid Market
Small Business
Source: Main Street Quant Survey 2006, Small and Simple Quant Survey
2006, Mid Market Quant Survey 2006, US Census data 2006
Number of firms
~600,000
~26.8 MM
~50,000
Business Category
Source: AMI- Partners, 2007 U.S. Small Business Overview and
Comprehensive Market Opportunity Assessment
ONLY 12 % CRM PENETRATION
IN SMALL BUSINESSES

15. Who Entellium Serves
6/16/201515 Confidential & Proprietary
Small Business
Source: Main Street Quant Survey 2006, Small and Simple Quant Survey
2006, Mid Market Quant Survey 2006, US Census data 2006
Number of firms
~26.8 MM
Business Category
Source: AMI- Partners, 2007 U.S. Small Business Overview and
Comprehensive Market Opportunity Assessment
Large Enterprise
Mid Market ~600,000
~50,000
Our Target Market
- Companies with < 500 employees
- Companies with < $50MM in revenues

16. CHANNEL STRATEGY
16 Confidential & Proprietary

17. Why You Should Care
What’s in it for you? What can (we help)
you offer your channel resellers?
● Additional software revenue - in a growth category
● Subscription model - revenue sharing opportunity
● Short sales cycle – Avg. sales cycle less than 30 days
● Market demand – SaaS fastest growth in CRM; Entellium’s
win ratio 68%+ against SaleForce.com and ACT!
● Happy customers – Entellium’s service excellence and
award-winning products, low churn
17 Confidential & Proprietary

18. Recognized Industry Leader
Forrester SFA wave report findings – Q2 2007
18 Confidential & Proprietary
Forrester named Entellium as
A Market Leader in
Sales Force Automation Applications

19. Recognized Industry Leader
Forrester service automation wave report findings – Q2 2007
19 Confidential & Proprietary
Forrester named Entellium as
A Market Leader in
Customer Support Applications

20. Win Ratio vs. ACT! = 68%
Functionality
40%
Fit
35%
Usability
11%
Relationship
8%
Price
6%
Decision Making Criteria
20 Confidential
We win 68% of sales
deals against ACT!

21. Win Ratio of RAVE vs.
Salesforce.com = 69%
21 Confidential
Functionality
31%
Fit
39%
Usability
10%
Relationship
9%
Price
11%
Decision Making Criteria
We win 69% of sales
deals against
SalesForce.com

22. Accolades
● 2008 "Best Software as a Service Solution“ CODiE Awards Finalist
● 2007 SoftwareCEO Software Innovation Award
● 2007 Bronze Business Week and International Design Excellence Award
● 2007 Forrester CRM Market Leader
● 2006 "Product of the Year“ SearchCRM.com
22 Confidential & Proprietary

23. Customer Economics
● Average sale size
● 8 seats per acct
● Avg. $55
● $444 per mos.
● X12 mos. (our avg. customer lifetime is 24 mos.)
● $5280 (based on 1 yr.)
● _____% my cut of each RAVE sale (ex. $1200)
● Multiply this against your customer base
● EQUALS lifetime customer revenue of _______
23 Confidential & Proprietary

24. Other Reasons To Partner
● Large Replacement Opportunity
● ACT! Has sold 3M boxes… ACT! is dying and Entellium
is growing
● Integration
● QuickBooks has 7m users and we have a killer QB
integration
● Priced Right
● We estimate Salesforce.com has about 19,000 small
business customers & we will capture a significant
part of their customer because we are priced MUCH
lower
● Customers get the highest quality product and service for a fraction
of the price
24 Confidential & Proprietary

25. WHY ENTELLIUM, WHY NOW
25 Confidential & Proprietary

26. The Entellium Difference
Powerful Sales, Marketing, and Customer Support
Solutions designed for businesses like yours
● Designed by Salespeople
for Salespeople
● Intuitive User Interface
● Built in Best Practices
● Complete visibility
into customer data
● Benefits
● Increases usage
● Increases productivity
and streamlines processes
● Allows for more strategic
decision making
26 Confidential
“Entellium was by far
the most user friendly.
It was the easiest for us
to understand and the
easiest to upload and
integrate existing
information”
- Florida Leisure Vacation
Homes Marketing Director
Cathy Goonen

27. Rave Innovation
● A new paradigm in SaaS, a next generation
product that works seamlessly offline and
online
● Starting at $249 per year / per user
● Experience - Intuitive User Interface
● Built in Best Practices
● Customer intelligence - Complete visibility into customer data
27 Confidential & Proprietary
Easier
Cheaper
Smarter

28. The Entellium Difference
28 Confidential
Entellium Other CRMs
User
Centric
Design
Designed by Salespeople for
Salespeople creating great
functionality while still easy
to use
Often not designed
by salespeople, but
programmers so not
easy to use
Smart
Client
Innovative Smart Client (Rave)
option gives all the benefits of
hosted with offline access
24x7 Support
for all Users
Included
On-demand
Learning for
all Users
Included in the Application
Service
Level
Guarantee
Included 99.7% Uptime
Guaranteed or we pay you.
Extra
Extra
None
Do not
Have

29. 29 Confidential

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34. 34 Confidential

35. Summary
● Large, under-served and attractive market
● Recognized leadership in target segment
● Proven solution with high value proposition
● New Rave product line is a new paradigm in SaaS
● Diverse customer base
● Solid organic growth
● Well defined disruptive growth opportunity via
channel
● Excellent operating cost leverage
35 Confidential & Proprietary

36. Well Positioned for Growth
● Existing customer base to build upon
● Exciting product road map in place
● Financially strong
● Talented team
36 Confidential
“It’s a RAVE new world and we’ve cracked the code to
helping SMBs ‘get in the game’. I hope you’ll join us and
become a strategic Entellium partner”
- Paul Johnston, Founder & CEO

37. Rave “So good, you’ll want to talk about it!”
Embedded & Online Training -- pick-up-and-play simple
Gamer Influenced Design (GID) TM -- sales teams love the
intuitive user interface (accelerates adoption)
Smart Client Architecture -- online/offline auto-sync
(enabling seamless work on-the-go: airplanes, hotels, trains,
customer sites, etc.)
FREE 24x7 support – unlike many competitors, Entellium
provides immediate answers and assistance at your
fingertips (included at no extra charge for every user)

38. 38 Confidential
Contact:
Bob Newkirk
Director of Channel Development
(206) 200-8967
bobn@entellium.com
Questions