1. How Marketing Automation CanStrengthen the Sales & Marketing Alliance Larry Fleischman, Director of Marketing, Televerde

2. Who We Are… B2B outsourced demand creation agency High-tech specialty Identify and nurture net new sales oppty’s Integrated approach – “Category of One” Generation of $2 billion in new sales revenue for clients over past 15 years.

3. Some Stats… 15 years of accumulated data, insight and best practices Engagements with 1,200+ clients Design & implement 650 campaigns annually Workforce of 350 in 5 Knowledge Centers

4. Alignment of Televerde CompetenciesWith the Integrated Approach Research Exactus Data SpecialtyMarketing Integrated Nurture Dialogue-Based Reporting Campaign Performance Business Reviews Program Analysis Web-Based Portal Program Design Data Management Monitoring & Scoring Content Development Integration w/Dialogue Market/Territory Profiling Account Profiling Competitor Profiling Opportunity Analysis Customer Sat & Loyalty Lead Generation Lead Qualification Appointment-Setting Event Recruitment Direct Sales Integrated Nurture Sales Support Opportunity Analysis Customer Sat /Loyalty Content Development Email Design & Sends Event Management Web Development Web Chat Webinar Production Direct Mail Data Gap Analysis Data Remediation Data Management Data Products Data & Insight Nurture Customer Satisfaction & Loyalty Demand Creation & Discovery SQL Data Analysis, Maintenance & Management Go-to-Market Strategy Market Research & Analysis MQL SAL Closed-Won Opportunity Analysis Closed-Lost Opportunity Analysis Sales Support & Optimization Open Opportunity Analysis Four-Phase Approach: 1. Strategy & Planning 2. Create, Discover, Convert, Accelerate 3. Nurture, Support, Assess 4. Analyze & Refine Data & Insight Data & Insight

6. Anecdotal, one-way (sales to marketing) information push

7. Less than desirable long-term lead accountability

8. No tracking of inbound web inquiries and behavior

9. Lead waste, lost revenue, lack of ongoing engagement

11. Keys to Successful Communication The Checklist: Understand each other’s mindsets and needs Create a framework for ongoing dialogue & feedback Align Sales & Marketing SLA Demonstrate value of MAT to each other Collaborate on flows, content and scoring Collaborate on program development by account, by market, by product

12. Keys to Successful Lead Follow-Up The Checklist: Embed a lead follow-up plan into the SLA Establish accountability and monitor it Design a “flight-check” process Integrate human touch to validate, accelerate and correct Establish the flow: Early (educate) Mid (solution) Late (selection) Close the loop to leave no opportunity behind

13. Keys to Successful Scoring Structure The Checklist: Score, analyze, adjust model Scores are multi-dimensional Monitor, analyze, re-score Customize thresholds by campaign and objective Aggregate “corporate score” for multiple contacts in same organization

14. Keys to Successful Sales Feedback The Checklist: Build a systematic approach Cross-pollinate – discuss at Sales meetings Meet 1:1 with sales reps Listen, learn, adjust – be open-minded If your mother says “I love you!” check it out! (Chicago City News Bureau)

15. For More Info… Televerde +1 480-517-6137 info@televerde.com www.televerde.com