The document provides key metrics for marketing and customer programs on a monthly basis. For marketing, it tracks opportunities, collateral, webcasts, impressions, budgets, leads and social media. For customers, it tracks new customers, retention, database size, adoption, total customers and lifetime value. Metrics show performance compared to goals. Overall it provides a comprehensive overview of marketing and customer pipeline, performance and growth on a monthly and quarterly basis.

1. Total # Opportunities by Stage Total Collateral Created/Updated
Prospecting Qualification Needs Analysis
Current Fiscal Actual Current Fiscal Goal
Value Proposition Proposal/Price Quote Negotiation/Review
7
3,000
6
2,500
5
2,000
4
1,500
3
1,000 2
500 1
0 0
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Webcast Series Brand Impressions
Webcast Attendees Total Impressions
80 160,000
70 140,000
60 120,000
50 100,000
40 80,000
60,000
30
40,000
20
20,000
10
0
0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Budget/Total Revenue Ratio (%) Total Leads by Event Type
Current Fiscal Actual Current Fiscal Goal Event Type #1 - Online Webinars
Event Type #2 - Tradeshows
8% Event Type #3 - Industry Conference
140
7%
120
6%
100
5%
4% 80
3% 60
2% 40
1% 20
0% 0
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

2. Net New Customers Customer Retention Rate
Number of New Customers Acquired Current Fiscal Actual Current Fiscal Goal
90
1
80 0.9
70 0.8
60 0.7
50 0.6
40 0.5
0.4
30
0.3
20 0.2
10 0.1
0 0
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Database Size CRM Adoption Rate
Total Records % regular users
120,000
100%
100,000
80%
80,000
60,000 60%
40,000 40%
20,000 20%
0
0%
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Total Number of Custumers Expected Lifetime Value/Customers
Current Fiscal Actual Current Fiscal Goal Current Fiscal Actual Current Fiscal Goal
58500
9200
57000
8800
55500
8400
54000
8000 52500
7600 51000
7200 49500
6800 48000
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

3. New Leads by Channel Opportunities in Pipeline ($)
Webcast Registrations Contact Center Appointments Whitepaper Downloads Current Fiscal Actual
Free Trial on Website Channel Partners Tradeshows $1,000,000
800
700 $800,000
600
$600,000
500
400 $400,000
300
200 $200,000
100
$0
0 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
# Contacts in Database Cost per lead ($)
Current Fiscal Actual Current Fiscal Goal Current Fiscal Actual
25,000
$600
20,000 $500
$400
15,000
$300
10,000
$200
5,000 $100
$0
0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Landing Page Conversion Rate Email Campaign Click Through Rates
Current Fiscal Actual
4% Winback Program
Newsletter
3%
Campaign 4
2% Campaign 3
Campaign 2
1%
Campaign 1
0% 0% 1% 2% 3% 4% 5% 6% 7% 8%
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

4. Social Network Reach Blog Posting/Tweets by Topic
Twitter (Followers) Facebook (Fans) Blog (RSS Feed Subscribers) Company News New Products Thought Leadership Financial Industry Trends
LinkedIn (Contacts) Myspace (Friends)
16
14
2500
12
2000 10
1500 8
6
1000
4
500 2
0 0
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Referral Traffic (All Social Media Channels) Total Comments/Re-Tweets
Current Fiscal Actual
Current Fiscal Actual Current Fiscal Goal
25
6000
5000 20
4000 15
3000
10
2000
5
1000
0 0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Facebook Fans Twitter Followers
Current Fiscal Actual Current Fiscal Goal Current Fiscal Actual Current Fiscal Goal
900
700
800
600
700
500 600
400 500
400
300
300
200
200
100 100
0 0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

5. Traffic Sources Top Pages & Total Page Views
Google Direct Yahoo Bing Ask Twitter Home Products Catalogue Company Governance
6000 8000
7000
5000
6000
4000
5000
3000 4000
3000
2000
2000
1000
1000
0 0
Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Unique Visitors Pages/Visit
Current Fiscal Actual Current Fiscal Goal Current Fiscal Actual
25,000 5
20,000 4
15,000 3
10,000 2
5,000 1
0 0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Bounce Rate Time on Site (Minutes)
Current Fiscal Actual Current Fiscal Goal Current Fiscal Actual Current Fiscal Goal
60% 3
50%
40% 2
30%
20% 1
10%
0% 0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

6. Dashboard Data Input
Marketing Program Metrics Q1 Q2 Q3 Q4
Total # Opportunities by Stage Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Prospecting 893 902 911 920 929 938 947 956 965 974 983 992
Qualification 783 789 795 801 807 813 819 825 831 837 843 849
Needs Analysis 284 293 302 311 320 329 338 347 356 365 374 383
Value Proposition 103 106 109 112 115 118 121 124 127 130 133 136
Proposal/Price Quote 59 63 67 71 75 79 83 87 91 95 99 103
Negotiation/Review 23 25 27 29 31 33 35 37 39 41 43 45
Total Collateral Created/Updated Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Current Fiscal Actual 3 2 2 1 4 5 4 3 4 5 6 4
Current Fiscal Goal 2 2 2 2 2 2 2 2 2 2 2 2
Webcast Series Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Webcast Attendees 13 18 24 15 28 35 67 46 58 63 41 69
Brand Impressions Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Total Impressions 78,495 80,394 93,040 96,049 104,950 123,144 103,940 104,059 130,455 129,405 149,856 129,450
Budget/Total Revenue Ratio (%) Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Current Fiscal Actual 4.2% 3.8% 5.3% 6.4% 7.0% 4.3% 3.4% 6.4% 4.5% 6.3% 5.3% 3.9%
Current Fiscal Goal 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0%
Total Leads by Event Type Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Event Type #1 - Online Webinars 62 35 26 29 39 45 49 54 67 54 68 52
Event Type #2 - Tradeshows 3 4 3 10 15 29 21 15 19 27 35 31
Event Type #3 - Industry Conference 3 3 2 6 7 8 9 5 3 20 26 34

7. Customer Program Metrics Q1 Q2 Q3 Q4
Net New Customers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Number of New Customers Acquired 62 67 65 69 71 72 74 76 78 80 82 84
Customer Retention Rate Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Current Fiscal Actual 78.0% 77.0% 79.0% 80.0% 76.0% 84.0% 89.0% 92.0% 85.0% 83.0% 89.0% 79.0%
Current Fiscal Goal 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0% 85.0%
Database Size Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Total Records 50,394 55,304 60,214 54,590 57,607 60,624 89,504 92,044 94,584 97,124 99,664 102,204
CRM Adoption Rate Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
% regular users 46.0% 49.0% 57.0% 65.0% 68.0% 68.0% 68.0% 72.0% 75.0% 85.0% 95.0% 97.0%
Total Number of Customers Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Current Fiscal Actual 7,659 7,729 7,799 7,869 7,939 8,009 8,079 8,149 8,219 8,289 8,359 8,429
Current Fiscal Goal 7,750 7,850 7,950 8,050 8,150 8,250 8,350 8,450 8,550 8,650 8,750 8,850
Expected Lifetime Value/Customer Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Current Fiscal Actual $51,034 $51,034 $51,034 $51,034 $51,034 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839 $56,839
Current Fiscal Goal $56,000 $56,000 $56,000 $56,000 $56,000 $56,000 $57,000 $57,000 $57,000 $57,000 $57,000 $57,000
Lead Generation Metrics Q1 Q2 Q3 Q4
New Leads by Channel Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Webcast Registrations 34 45 49 55 48 89 34 139 219 174 175 184
Contact Center Appointments 56 58 54 39 54 67 48 43 34 78 48 45
Whitepaper Downloads 31 34 37 40 43 46 49 52 55 58 61 64
Free Trial on Website 234 245 256 267 278 289 300 311 322 333 344 355
Channel Partners 23 43 47 50 53 56 59 62 65 68 71 74
Tradeshows 24 142 0 28 58 21 0 4 35 21 17 8

8. Opportunities in Pipeline ($) Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual $234,950 $395,064 $506,348 $495,064 $294,054 $495,064 $384,950 $395,006 $604,860 $785,965 $895,694 $785,960
Contacts in Database Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 12995 13203 13411 13619 13827 16043 16940 17837 18734 19631 20528 21425
Current Fiscal Goal 13000 13500 14000 14500 15000 15500 16000 16500 17000 17500 18000 17500
Cost Per Lead ($) Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual $318 $375 $432 $489 $485 $323 $289 $483 $384 $328 $345 $343
Landing Page Conversion Rate Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 1.7% 1.9% 2.1% 2.3% 2.5% 2.7% 2.4% 2.4% 3.2% 3.6% 3.4% 3.3%
Email Marketing Campaigns Click Through Rate
Campaign 1 3.1%
Campaign 2 3.6%
Campaign 3 2.5%
Campaign 4 2.0%
Newsletter 5.3%
Winback Program 7.3%
Social Media Metrics Q1 Q2 Q3 Q4
Social Network Reach Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Twitter (Followers) 500 550 550 600 600 600 650 650 650 700 700 700
Facebook (Fans) 300 300 350 350 400 400 450 450 500 500 550 600
Blog (RSS Feed Subscribers) 100 125 125 150 145 175 164 200 210 200 209 245
LinkedIn (Contacts) 50 60 65 60 75 100 89 110 125 124 132 150
Myspace (Friends) 200 210 220 215 220 210 230 240 235 245 250 254
Blog Postings/Tweets by Topic Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

9. Company News 2 1 1 2 1 2 3 1 2 1 1 3
New Products 2 3 2 3 2 1 2 3 2 4 2 4
Thought Leadership 4 6 5 6 7 5 4 3 5 6 5 3
Financial 1 1 1 1 1 1 1 1 1 1 1 1
Industry Trends 2 2 2 2 2 2 2 2 2 2 2 2
Referral Traffic (All Social Channels) Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 2500 2675 2700 3100 3097 3078 4201 4305 4650 4789 4970 5389
Current Fiscal Goal 3000 3000 3500 3500 4000 4000 4500 4500 5000 5000 5500 5500
Total Comments/Re-Tweets Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 10 6 15 9 11 6 7 9 17 14 21 12
New Facebook Fans Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 300 300 350 350 400 400 450 450 500 500 550 600
Current Fiscal Goal 400 400 400 400 450 450 500 500 600 600 600 600
New Twitter Followers Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 500 550 550 600 600 600 650 650 650 700 700 700
Current Fiscal Goal 550 550 550 600 650 650 700 700 700 800 800 800
Website Metrics Q1 Q2 Q3 Q4
Traffic Sources Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Google 3404 3483 3562 3641 3720 3799 3878 3957 4036 4115 4194 4273
Direct 294 302 310 318 326 334 342 350 358 366 374 382
Yahoo 234 245 256 267 278 289 300 311 322 333 344 355
Bing 139 145 151 157 163 169 175 181 187 193 199 205
Ask 31 34 37 40 43 46 49 52 55 58 61 64
Twitter 24 29 34 39 44 49 54 59 64 69 74 79

10. Top Pages Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
Home 2030 2100 2170 2240 2310 2380 2450 2520 2590 2660 2730 2800
Products 1195 1239 1283 1327 1371 1415 1459 1503 1547 1591 1635 1679
Catalogue 693 724 755 786 817 848 879 910 941 972 1003 1034
Company 280 340 400 460 520 580 640 700 760 820 880 940
Governance 181 193 205 217 229 241 253 265 277 289 301 313
Unique Visitors Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 12995 13203 13411 13619 13827 17856 18496 19400 18734 19631 20528 21425
Current Fiscal Goal 15000 15000 15000 15000 15000 15000 15000 17500 17500 17500 17500 17500
Pages/Visit Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 3.3 3.4 3.3 3.6 3.2 3.6 3.3 3.5 3.4 3.9 3.8 3.5
Bounce Rate Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 41.0% 39.0% 40.2% 46.0% 47.0% 39.0% 51.0% 48.0% 39.0% 51.0% 49.0% 48.0%
Current Fiscal Goal 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0%
Time on Site (Minutes) Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Current Fiscal Actual 1.5 1.6 1.6 1.7 1.7 1.8 1.8 1.9 1.9 2.0 2.0 2.1
Current Fiscal Goal 2.0 2.0 2.0 2.0 2.0 2.0 2.0 2.0 2.0 2.0 2.0 2.0