This document outlines the challenges faced by Quadrant Software's marketing department in managing their email marketing processes, highlighting the need for improved solutions for segmentation, reporting, and efficiency. The presentation details their goals for a new email software, the vendor selection process, and key lessons learned about ensuring clear requirements and effective team collaboration. Recommendations include engaging with sales for buy-in, asking detailed questions, and using a matrix for feature comparison while considering the company's needs and objectives.

1. Managing The Vendor Selection Process Daniel Kuperman, MBA PMP, Director of Marketing Quadrant Software, Inc. [email_address] Monday, February 25, 2008

2. Quadrant Software Leading document management solution provider for the IBM System i (iSeries / AS 400). Provider of Paperless Process Management Solutions. Privately held, founded in 1990 HQ in Tampa, FL; Technical dept in Boston, MA. Marketing dept comprised of 4 full time + 2 part time employees. © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

3. Our Challenge Small department, big ambitions Responsible for lead generation In-house development of all collateral, print and online ads, coordination of trade shows and events and email marketing Purchased an email solution 5 years ago and have outgrown it Need for better segmentation Need for better reporting Problems with internal IT Time-consuming process for creating and sending out emails © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

4. ‘ Old’ Email Deployment Process © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you. Average Effort per Year: 15 hours for newsletter set up 100 hours for webcast set up 12 hours for trade show email set up

5. The Eye-Opening Experience © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

6. Goal for New Email Software Reduce manual tasks in order to increase team’s productivity © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

7. Vendors Researched © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

8. Revised Goals for Email Software Reduce manual tasks in order to increase team’s productivity Improve the way in which we segment our list in order to deliver targeted messages to our customers and prospects Track responses and generate concise reports that gives us a 360 o view of marketing campaigns, results and ROI © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

9. ‘ New’ Email Deployment Process © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you. Average Effort per Year: 15 hours for newsletter set up 100 hours for webcast set up 12 hours for trade show email set up 3 23 2

10. Email Marketing Project © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you. Problem Current Process Future Process Features List ROI Sales Buy-in Present Vendor Selection

11. Feature Comparison Assign a weight for each feature Must Have = 3 Nice to Have = 2 Don’t Care = 0 Compare each vendor’s feature against your usage of the feature Doesn’t Comply = 0 Complies with modifications or additional customization = 1 Complies fully = 2 Complies fully and beyond = 3 © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

12. Comparison Matrix © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

13. Lessons Learned Often times vendors do not know how to sell YOU have to take control of the process and requirements Clear requirements is imperative Make sure you understand what features are must vs. nice to have Get your team onboard – especially if they will be using the software Get references and speak to them © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

14. Additional Thoughts Getting buy-in from Sales or other departments may help build your case Ask questions and get details from the vendors – make sure you match the answers to your process Even if using a ‘matrix’ to compare features, use good judgment and take into consideration the ‘soft’ characteristics of a product/company Take control of the vendor selection process by: Knowing what you want Asking what you need Understanding how it all fits with your goals and processes © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.

15. Credits/Thank You Daniel Kuperman, MBA PMP Director of Marketing Quadrant Software [email_address] 813-971-9500 ext. 320 Questions? © 2008 MarketingSherpa Inc. This presentation is not for distribution. Thank you.