Mirren-RSW/US 2014 New Business Tools Annual Report

1. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 1

2. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Background The Mirren-RSW/US 2014 New Business Tools Annual Report is a must-read resource for anyone involved in Agency New Business. The Annual Report summarizes information gleaned from close to HNLUJ`L_LJ[P]LZVU[OLLLJ[P]LULZZVMH^PKL]HYPL[`VM new business tools they use to support and grow their business. It also surveys which tools are overrated and which ones need to be developed further. It gives agency teams a roadmap for the coming cycles of New Business, in terms of which tools to maintain and which to evaluate for the future. Mirren Business Development and RSW/USs respective databases of senior agency executives were used for this study. The survey ^HZLSKLKPU4HYJOHUK(WYPS ABOUT MIRREN BUSINESS DEVELOPMENT Mirren is exclusively focused on new business strategy for marketing services agencies across all disciplines. They work closely with agency principals and new business leaders who are NO[PUN[OLIH[[SLMVYNYV^[OL]LY`KH`H[[OLPYHNLUJPLZ4PYYLU VLYZ[OYLLZLY]PJLZ!6USPUL4LTILYZOPW6U:P[L5L^)ZPULZZ Training, and Live Events, including the annual Mirren New Business Conference held each May in NYC. More information about Mirren can be found at www.mirren.com or by contacting Brent Hodgins at [email protected]. ABOUT RSW/US RSW/US is a full service, outsourced agency lead generation HUKULÎZPULZZKL]LSVWTLU[YT[OH[OLSWZTHYRL[PUNZLY]PJL JVTWHUPLZL_JSZP]LSÙKHUK^PUULÎZPULZZ;OLÒLSW (NLUJPLZUKXHSPLKSLHKZZL[TLL[PUNZIL[[LYWVZP[PVU[OLTPU the market, and help move them closer to close. More information HIV[9:>L[YZ[`VSSUK[OPZYLWVY[HWYV]VJH[P]LHUKJHUKPKSVVRH[[OL landscape of agency new business and the resources needed to grow your business. USAGE OF AGENCY NEW BUSINESS TOOLS In our second year with this survey, social media tools stand at the top again with 89% of all agencies reporting they use it for new business. 3

4. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US % of Agency Executives that use the Following Agency New Business Tools TOOLS 2014 2013 Social Media Platforms 89% 87% :,6;VVSZ 74% 67% Email Marketing Services 63% 55% Research Services 58% 60% CRM/Contact Management Software Platforms 56% 45% Project Management/Collaboration Tools 54% 59% Social Media Monitoring Tools 46% 53% Prospect Contact/List Building Services 38% 43% Marketing Automation/Inbound Marketing Platforms 18% 22% We saw some interesting drops in certain categories from last `LHYZZY]L`!PUYLZLHYJOWYVQLJ[THUHNLTLU[SPZ[IPSKPUNHUK inbound tools, with the largest drop (7%) in social media monitoring tools. ;OLPUJYLHZLZMYVTSHZ[`LHYHYLUV[L^VY[O`HZ^LSS!HZSPNO[W[PJR PUZVJPHSTLKPH[VVSZHUKSHYNLYPUJYLHZLZPU:,6

5. LTHPS marketing (8%) and CRM tools (11%). >LJYLH[LKUL^XLZ[PVUZ[VSLHKV[OLZY]L`YLWVY[[OPZ year, to further glean overall agency new business insights. Those XLZ[PVUZ^LYL!SPZ[`VYHNLUJ`Z[OYLLTVZ[LZZLU[PHSUL^ business tools. (e.g. the software and services that help your agency drive new business growth, increase brand awareness or track leads); 2) describe the ideal new business tool you wish existed (or a major improvement to a current tool you wish would be implemented?); 3) what new business tool are you hearing the most buzz about? and 4) if you had to name one, which new business tool/platform do you think is the most overrated? ;OLHUZ^LYZ[V[OLZLXLZ[PVUZHZ^LSSHZYLZS[ZHUKWLYZWLJ[P]L VUZWLJPJJH[LNVYPLZHUK[VVSZHNLUJPLZZLMVYUL^IZPULZZ are presented in the following pages. 4

6. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Table of Contents Who Responded? 6 What Are Your Three Most Essential Agency Tools Today? 7 Describe The Ideal New Business Tool 8 What New Business Tool Are You Hearing The Most About 10 Whats The Most Overrated New Business Tool? 11 &KDQQHO6SHFLF4XHVWLRQV 12 SOCIAL MEDIA 12 SOCIAL MEDIA MONITORING TOOLS 15 CRM/CONTACT MANAGEMENT SOFTWARE 18 RESEARCH SERVICES 22 PROSPECT CONTACT/LIST BUILDING SOFTWARE 27 SEO TOOLS 31 EMAIL MARKETING SERVICES 34 MARKETING AUTOMATION/INBOUND MARKETING PLATFORMS 38 PROJECT MANAGEMENT/COLLABORATION TOOLS 41 Glossary 46 5

7. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Who Responded? Small, mid-size and large agencies were all well represented across the nearly 350 respondents in 2014. This is fairly consistent with the distribution of agencies nationally as well. How many employees do you have in your agency across all locations? 5.5% 22.1% Similar to 2013s Annual Report, the most senior agency role, *,6*66VY7YLZPKLU[^HZ[OLTVZ[SPRLS`[VYLZWVUK(NLUJ` New Business leads were a close second. In 2014, we saw an increase in Creative and Strategy lead participation, while Account 4HUHNLTLU[Z[H`LKH[ Please select the title that most closely represents your role in the agency 6% President/CEO/COO 6 35.5% 22.4% 14.5% 0-25 26-50 51-99 100-150 150+ 44.0% 9% 37.1% 3.9% Account Manager/ Director/VP Creative Manager/ Director/VP New Business Manager/Director/VP Strategy Manager/ Director/VP

8. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US What are your three most essential agency tools today? )LMVYL^LKP]LPU[VZWLJPJ[VVS[`WLZ^LHZRLKHNLUJPLZ^OPJO tools they found most crucial in growing their business currently. What were the three brand names that came up most often in this VWLULUKLKXLZ[PVU& Salesforce was the hands-down winner. In this top-tier, the other brands mentioned most often were LinkedIn and The List. Not surprising, considering these are well-established, 7 proven tools in new business training, contact management and lead generation. In the second tier of most commonly mentioned essential brands, the tool set was a little more diverse in terms of type VMZLY]PJLVLYLK/I:WV[PZ[OLWHUK coming leader in this tier. Next up were 4PU[LS(JJLZZ*VUKLU[PHSHUK)HZLJHTW Salesforce, LinkedIn and The List lead the pack Beyond these known brands, there were a wide variety of email deployment systems, but no single brand name rose to the top.

9. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Describe the Ideal New Business Tool 6UJL^LKSLHYULK^OH[[VVSZ(NLUJ`L_LJZJVSKU[SP]L^P[OV[ we probed on what theyd like to see next. We asked them to describe the ideal new business tool, or a major enhancement to a tool they were already using. ;OPZ^HZJSLHYS`HXLZ[PVU[OH[[HWWLKPU[VUTLYVZWHPUWVPU[Z :VTLVM[OLTVZ[JVTTVU[OLTLZ^LYL! MORE ACCURATE PROSPECT DATA Possibly the most often mentioned item was the overall frustration with various prospect database services not having up-to-date information, especially when it comes to e-mail addresses. (NLUJPLZHSZVSVUNLKMVYTVYLWP[JOZWLJPJPUMVYTH[PVUZJOHZ size of budget and past creative work to be included. A database of marketers that can guarantee more accuracy than 20% as far as marketing leadership at corporations; news and creative product, also that accurately represents current agency relationships AGGREGATION OF NEW BUSINESS INFORMATION WITHIN AGENCY Since New Business departments tend to run very lean, many are looking for online tools and systems that can replace much of the project management work in prospecting and responding to RFPs. Agencies are also looking for better online resources to keep track of all the various pitches theyve already responded to, so that they dont need to re-invent the wheel with every new pitch. Several asked for an automated RFP responder that would pull answers MYVTWHZ[YLZWVUZLZ[VJYLH[LHYZ[KYHM[ A new business checklist tool, allowing your agency to submit deadlines and to-dos. The tool would help manage, send reminders, provide suggestions/tips, etc. Lead tracking, resource management, project tracking - somewhere between Salesforce (too robust) and Excel (too simplistic, not online) 8

10. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US BETTER DATA ABOUT WHOS VISITING THE AGENCY WEBSITE While there are already tools out there, many agencies want a simple and inexpensive way to see which prospects are visiting the agencys website. Many agencies see their website as a crucial part of their lead generation strategies, but dont know how to assess whos coming to their site and how to move them further through the funnel. A MATCH.COM OR E-HARMONY SERVICE, FOR MATCHING UP CLIENTS AND AGENCIES Agencies are frustrated by the Procurement and Pitch Consultant process. Several suggestions were made to bypass them altogether and put the power in the cloud and not only let clients UKHNLUJPLZI[OLSWHNLUJPLZYLHJOV[[VJSPLU[Z[OH[[OL`HYL well suited for. Taking a page from the numerous online dating sites, there is an opportunity for an industry matchmaking site that allows greater breadth of connection and information between agencies and prospects. MAKING CURRENT TOOLS MORE TAILORED TO AGENCY NEEDS (OR JUST EASIER TO USE) In terms of improving current services, three brands came up most VM[LU!:HSLZMVYJL3PURLK0UHUK/I:WV[ In the case of Salesforce, though it appears to have high penetration among agencies, many are frustrated with its lack of JZ[VTPaH[PVU[VHNLUJ`WHYHTL[LYZHUKLSKZ An easy-to-use tracking database for hosting all pertinent client and prospect information - an Apple-like version of Salesforce. (ZPTWSPLK*4:[OH[HSSV^ZZLYKLULKLSKZUV[L taking and searchability, along with calendar integration. 4VZ[Z`Z[LTZ:HSLZMVYJLHYL^H`[VVJVTWSPJH[LKMVY a small to mid-size agencys needs. For LinkedIn, many wanted more robust data on prospects, or easier integration with their CRM tools. Several thought that LinkedIn was dated and hadnt evolved to meet agency needs. Finally for HubSpot, the challenge was maximizing its value. Many knew it has more features than they were using, and didnt know how to capitalize on them within their agency. 9

11. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US What New Business Tool Are You Hearing The Most Buzz About? Interestingly, the tools with the most buzz arent new. Similar [VWYPVYXLZ[PVUZ:HSLZMVYJLPZZ[PSS[OLTVZ[[HSRLKHIV[[VVS for agencies. Some agencies are already utilizing Salesforce and looking at new extensions they VLY^OPSLV[OLYHNLUJPLZHYLQZ[NL[[PUNVU the bandwagon. HubSpot is the clear #2 most buzzworthy tool this year, followed by LinkedIn. Similar to Salesforce, some HNLUJPLZHYL[Y`PUN[VNYLV[OV^[V better maximize this service. In the next tier, Marketo and Docurated all ZOV^LKHZPNUPJHU[UTILYVMYLZWVUZLZ And while not naming a particular tool or service, HNLUJPLZHYLZ[PSS[Y`PUN[VNYLV[OV^[VHWWS`[OLILZ[WYHJ[PJLZ of social marketing to their own campaigns. 10 The tools with the most buzz arent new

12. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Whats The Most Overrated New Business Tool? >LHSZV^HU[LK[VSVVRH[[OLPWZPKL^OH[[VVSVYZLY]PJLOHZ received a lot of hype but not delivered on those promises. It may come as no surprise that being the most recognized tool comes at a cost. Salesforce is also mentioned as the most overrated new business tool. This may be due to the high expectations that agencies place on the ease of implementing this tool. Salesforce and Facebook are mentioned most often as the most overrated. Social media tools are in the middle of the pack. Theyre followed by Twitter, LinkedIn and HubSpot. As noted in the prior responses, some of this disappointment may arise from [OLKPJS[`PUZPUN[OLZL[VVSZLHZPS` Some are seen as too time consuming HUKV[OLYZHYL[VVIYVHKHUKKPZLLN Facebook) to truly target marketing prospects. 11 Marketing automation platforms are only as good as the content you create for them

13. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Social Media Tools 12

14. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Social Media Tools In terms of social media tools, nearly 90% of agencies use at least VULMVY[OLPYULÎZPULZZLVY[Z;OPZPZZPTPSHY[VSHZ[`LHYZ reported use, at 87%. +V`VJYYLU[S`ZL:VJPHS4LKPHHZWHY[VM`VYULÎZPULZZLVY[Z&LN ;^P[[LY-HJLIVVR.VVNSL3PURLK0U& 13 10.96% 89.04% 0% 20% 40% 60% 80% 100% No Yes (Z[VÔPJO[VVSZ[OL`ZWLJPJHSS`ZLP[^HZH^PKLZWLJ[YT with LinkedIn and Twitter in the lead. But surprisingly Facebook was the third most used platform, even though it was considered [OLTVZ[V]LYO`WLK:VJPHS5L[^VYRPU[OLWYPVYXLZ[PVU >OPJOVM[OLMVSSV^PUN:VJPHS4LKPHWSH[MVYTZKV`VJYYLU[S`ZL&7SLHZL JOVVZLHZTHU`HZHWWS` 8.13% 16.98% 17.49% 5.66% 5.76% 19.75% 10.80% 6.07% 2.67% 0.93% 5.35% 0.41% 0% 5% 10% 15% 20% 25% Google+ Facebook Twitter Vimeo Pinterest LinkedIn YouTube Instagram Vine Quora SlideShare XING

15. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 0U[LYTZVMLLJ[P]LULZZ:VJPHS4LKPH;VVSZHYLOVSKPUN[OLPYV^U Compared to other tools, Social Media Tools have a fairly positive YLW[H[PVU3LZZ[OHU

16. ZLLP[HZUV[H[HSSLLJ[P]L^OPSLTVYL than 40% rate it at 6 or higher. ;OPURPUNHIV[[OL:VJPHS4LKPH[VVSZ`VZLOV^LLJ[P]LHYL[OL`H[ OLSWPUN`VYHNLUJ`KYP]LUL^IZPULZZLVY[Z&$5V[H[HSSLLJ[P]L" $=LY`LLJ[P]L 2.99% 14 9.45% 20.90% 10.45% 18.41% 15.42% 15.92% 3.98% 1.49% 1.00% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective It is refreshing to see agencies embracing social to the same intensity as they recommend for their clients brands. Social can ILH]LY`JVZ[LLJ[P]LPU]LZ[TLU[PUPUJYLHZPUNHUHNLUJ`Z category awareness if that agency is willing to dedicate enough resources to keep the content fresh and focused. It doesnt have to be exhaustive clients dont expect agencies to post on a daily basis. But it must be relevant to the audience prospective clients, targeted by category. :WLJPJHSS`HNLUJPLZUV[LK[OH[:VJPHS4LKPH;VVSZ! Driver of brand awareness but not lead generation. (ZSVUNHZ^LOH]LKPYLJ[LKVYLVY[Zaccordingly for the right social media channel, we have seen great success in new biz leads through social media. .L[[PUNJVU[PUHSS`TVYLLLJ[P]LH`LHYHNV0would have rated social media a 3. We view social as a way to verify expertise and amplify ZLHYJO6US`3PURLK0UPZHZ[YVUN5L^)ZPULZZ[VVS

17. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Social Media Monitoring Tools 15

18. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Social Media Monitoring Tools Not as widely implemented as the social media platforms themselves, less than half of agencies use monitoring tools to measure the performance of those platforms. 2014s usage of monitoring at 46.5% is a 7% drop from last year. This is surprising given the increasing pressure for measurable results from social. Do you currently use Social Media Monitoring Tools to support your new IZPULZZLVY[Z&LN/VV[:P[L2SV[& 16 53.50% 46.50% No Yes 42% 44% 46% 48% 50% 52% 54% 56% 6M[OVZL^OVZLHTVUP[VYPUNWSH[MVYT/VV[:P[L^HZI`MHY[OL most popular, followed by Radian6 and TweetDeck. >OPJOVM[OLMVSSV^PUN:VJPHS4LKPH4VUP[VYPUN;VVSZKV`VJYYLU[S`ZL& 7SLHZLJOVVZLHZTHU`HZHWWS` 6.29% 7.43% 16.57% 29.71% 13.14% 5.71% 0.57% 16.57% 4.00% 0% 5% 10% 15% 20% 25% 30% 35% Sysomos Sprout Special TweetDeck HootSuite Klout Social Tracker Lithium Radian6 (Salesforce) Meltwater We use the tools with our clients so we use them for ourselves as well

19. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 17 (NLUJPLZUV[LK! We use the tools with our clients so we use them for ourselves as well. ;OL`YLHSS`KVU[VLYH]LY`JVTWYLOLUZP]LPUZPNO[MS dashboard. again, due to level of activity on social media (Facebook, ;^P[[LYL[JLLJ[P]LULZZPZTPUPTHS )L`VUKÔPJO[VVSZ^LYLZLK[OLPYV]LYHSSLLJ[P]LULZZPU driving new business was measured. The good news is for those agencies that did implement these tools, theyre seen as very LLJ[P]L0[THRLZZLUZLNP]LUOV^HNLUJPLZHYLJVU[PUHSS` SVVRPUNMVY^H`Z[VTLHZYL[OLPYVÛTHYRL[PUNLVY[ZTVYL precisely. ;OPURPUNHIV[[OL:VJPHS4LKPH4VUP[VYPUN;VVSZ`VZLOV^LLJ[P]L HYL[OL`H[OLSWPUN`VYHNLUJ`KYP]LULÎZPULZZLVY[Z&$5V[H[HSS LLJ[P]L"$=LY`LLJ[P]L 5.43% 9.78% 19.57% 6.52% 27.17% 22.83% 6.52% 0.00% 1.09% 1.09% 0% 5% 10% 15% 20% 25% 30% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective

20. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US WHAT NEW BUSINESS TOOL ARE YOU HEARING &+$11(/63(&,),&48(67,216 THE MOST BUZZ ABOUT? CRM/Contact Management Software CRM/Contact Management Software 18

21. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 CRM/Contact Management Software Given the high awareness of Salesforce, its no surprise that CRM/ Contact Management software use is higher at over 55%. This is HZPNUPJHU[QTWMYVT^OLUVUS`

22. VMYLZWVUKLU[ZZHPK they were using these types of tools. Do you currently use CRM/Contact Management Software to manage your UL^IZPULZZWYVZWLJ[Z&LN:HSLZMVYJL:NHY*94& 19 55.56% 44.44% 0% 10% 20% 30% 40% 50% 60% Yes No 0U[LYTZVM[OLZWLJPJ[VVSZZLKP[ZHSZVUVZYWYPZL[OH[ Salesforce dominates. However, the simplest form of CRM, Excel, closely follows it. Most other platforms such as ACT, Microsoft Dynamics and Goldmine are still trying to get a toehold in this market. Which of the following CRM/Contact Management Software platforms do you JYYLU[S`ZL&7SLHZLJOVVZLHZTHU`HZHWWS`HUKPUKPJH[LPMZHNLPZMVY JVU[HJ[THUHNLTLU[VUS`VYHZHMSS*94ZP[L 40.00% 10.77% 7.69% 1.54% 1.54% 1.54% 7.69% 3.08% 0.00% 0.00% 26.15% 0% 10% 20% 30% 40% 50% Salesforce ACT! SugarCRM Microsoft Dynamics CRM Goldmine Daylite Workamajig Highrise Nutshell Infusionsoft Excel Currently use MVYJVU[HJ[

23. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 20 62.96% 7.41% 0.00% 3.70% 0.00% 3.70% 11.11% 0.00% 0.00% 3.70% 7.41% 0% 10% 20% 30% 40% 50% 60% 70% Salesforce ACT! SugarCRM Microsoft Dynamics CRM Goldmine Daylite Workamajig Highrise Nutshell Infusionsoft Excel Currently use HZMSS*94 This workhorse category so essential to agency lead generation HUKTHUHNLTLU[KVLZ^LSSPU[LYTZVMLLJ[P]LULZZPU[OLL`LZVM most agency executives. Thinking about the CRM/Contact Management Software you use, how LLJ[P]LPZP[H[OLSWPUN`VYHNLUJ`KYP]LUL^IZPULZZLVY[Z&$5V[H[HSS LLJ[P]L"$=LY`LLJ[P]L 1.54% 7.69% 7.69% 6.15% 16.92% 20.00% 18.46% 12.31% 3.08% 6.15% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective Considering the sizeable investment of dollars and time to really THRLH*94WYVNYHTLLJ[P]LP[ZHNVVKZPNU[VZLLTVZ[ agencies rate their solution solidly in the positive half at a 5 8 in [LYTZVMLLJ[P]LULZZ

24. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 21 :WLJPJHSS`HNLUJPLZZHPK! 0HTH[LHTVMZV0UKP[KPJS[[VTHRL[PTL[VRLLWW with my lead management in Salesforce. The full capabilities have been dulled by management to reduce automating tasks for daily activity. Salesforce and cumbersome and not built for Excel dominate the VYPUKZ[Y`0ULLKZVTL[OPUN more intuitive to how an agency SODLQJHOG cultivates business and allows for in CRM collaboration. Principals in agency do not like using it - prefer to communicate through email. It is a positive indicator that agencies are acting more like the brands they represent and investing in some form of CRM. While its clear that the very basic tool, Excel, is still the starting point for some agencies; at least some agencies are starting to become more sophisticated in the way they track and measure their WYVZWLJ[ZKH[HIHZLHUK[OH[[OL`THYRL[TVYLMYLXLU[S`HUK consistently to those prospects.

25. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Research Services 22

26. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Research Services >OPSLZVTLHNLUJPLZZLYLZLHYJOMVYVUNVPUNWYVZWLJ[PUNLVY[Z from our own experience, its predominantly used for pitching/ proposals. Regardless of where its used, it is good to see 58% of agencies employing a research service, only down slightly from 60% in last years survey. +V`VJYYLU[S`ZL9LZLHYJO:LY]PJLZ[VZWWVY[`VYUL^IZPULZZLVY[Z LN4PU[LS/VV]LYZ& 23 58.12% 41.88% 0% 10% 20% 30% 40% 50% 60% 70% Yes No Most interesting in light of last years survey is the high number of agencies using the 4As for research at 13%, versus last year with only two mentions. Having said that, the distribution was fairly even, with Forrester, Hoovers, The List, eMarketer, 4PU[LSHUK(JJLZZ*VUKLU[PHSHSS^P[OPU percentage points of each other behind the 4As. 6MUV[LPZ[OH[ZL]LYHSVM[OLVWLU ended comments also mentioned in- OVZLYLZLHYJOHZ[OLKLUP[P]LHNLUJ` method. Research is only as good as the agencys interpretation of it

27. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US >OPJOVM[OLMVSSV^PUN9LZLHYJO:LY]PJLZKV`VJYYLU[S`ZL&7SLHZL JOVVZLHZTHU`HZHWWS` 24 7.79% 2.87% 3.69% 1.23% 2.87% 5.74% 3.28% 11.07% 11.89% 12.70% 9.02% 1.64% 9.43% 6.56% 3.28% 6.15% 0.82% 0% 2% 4% 6% 8% 10% 12% 14% Mintel CEB Iconoculture Datamonitor GLG Gartner Simmons trendwatching.com Hoovers Forrester AAAA (4A's) The List $!-)5+#$-. eMarketer ""$..,+5#$+/'!) Second Wind LexisNexis USA TouchPoints 0UYLNHYKZ[VV]LYHSSLLJ[P]LULZZ

28. VMHNLUJPLZPUKPJH[LK YLZLHYJOLLJ[P]LULZZMLSSIL[^LLUHUKV[VMZVYZ[ [HRLH^H`MVYHNLUJPLZPZ!PM`VYLJVUZPKLYPUNYLZLHYJO[VVSZMVY UL^IZPULZZ`VYWLLYZHYLUKPUN[OLTLLJ[P]L

29. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US ;OPURPUNHIV[9LZLHYJO:LY]PJLZ`VZLOV^LLJ[P]LHYL[OL`H[OLSWPUN `VYHNLUJ`KYP]LUL^IZPULZZLVY[Z&$5V[LH[HSSLLJ[P]L"$=LY` LLJ[P]L 25 1.47% 2.94% 5.88% 7.35% 17.65% 23.52% 17.65% 13.24% 4.41% 5.88% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective 0U[OLVWLULUKLKJVTTLU[Z[OLYL^LYLZVTLJVUZ! 6M[LU[OL`HYLU[MHZ[VYZWLJPJLUVNOUL]LYWYV]PKLZHU aha moment to win business. Either too late or irrelevant to our domain expertise. 6U[OLPWZPKLZL]LYHSHNLUJPLZZLL[OL]HSL! These are very informational tools that really help ramp up on a clients business quickly. *YP[PJHSMVYSLHYUPUNHIV[JSPLU[JVUZTLYTHYRL[[YLUKZ etc. They support the development and rationale of our strategic thinking as well as elevate our insight and knowledge of that category, consumer and brands. However, in our view the most balanced usage for new business, HUKVULHNLUJPLZTZ[RLLWPUTPUK^HZPU[OPZHNLUJ`JVTTLU[! We use our research services to monitor trends, companies current campaigns and upcoming needs, and conduct research on prospective clients, their competitors and overall product categories to get smart in advance of a pitch or WYVZWLJ[PUNV[YLHJOLVY[

30. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Research for new business is essential, although understandably it adds another layer and time element where you rarely have much to begin with. Your keys to success in research for new business, in reverse order, are 1) continued education once your client is already on board to stay on top of trends and consistently remind your client that you are the expert (remember that clients tend to live in a bubble), 2) arming yourself with information prior to the pitch to show your expertise and that youve done your homework and 3) UKPUN[OH[WPLJLVMPUMVYTH[PVUVYPUKZ[Y`[YLUK[OH[PTTLKPH[LS` shows your prospect that you get it, but also to show that this is ^OH[P[^PSSILSPRL^OLU[OL`^VYR^P[O`V!JVU[PUHS]HSL The agencies that see research as the silver bullet will be disappointed, but it is crucial to new business success as one tool in your toolbox. 26

31. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Prospect Contact/List Building Software 27

32. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Prospect Contact/List Building Software Almost 39% of agencies use contact/list building software, although there was a nearly 5% drop from last years survey. +V`VJYYLU[S`ZL7YVZWLJ[*VU[HJ[3PZ[)PSKPUNZLY]PJLZ[VVSZ[V NLULYH[LUL^IZPULZZWYVZWLJ[SPZ[ZLN;OL3PZ[1PNZH^& 28 38.46% 61.54% 0% 10% 20% 30% 40% 50% 60% 70% Yes No LinkedIn and The List led the pack with 31% and 26% respectively, ^P[O1PNZH^HUK(JJLZZ*VUKLU[PHSJVTPUNPUHZ[OLUL_[ strongest contenders. >OPJOVM[OLMVSSV^PUN7VZWLJ[*VU[HJ[3PZ[)PSKPUNZLY]PJLZKV`V JYYLU[S`ZL&7SLHZLJOVVZLHZTHU`HZHWWS` 9.47% 10.53% 26.32% 1.05% 1.05% 3.16% 7.37% 30.53% 2.11% 8.42% !++)(/ !(,$& $"+.,)' #!$+, (, (+$ !$!. -!*,$+$(",+! ! ))%+ $(%! ( !*&/( !*+ ))-!*+ 0% 5% 10% 15% 20% 25% 30% 35% Undoubtedly, LinkedIn accounts for the lead percentage with the basic version being free, providing a limited amount of information and information that must be manually captured unless a connection exists.

33. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US (Z[VV]LYHSSLLJ[P]LULZZ

34. VMHNLUJPLZZY]L`LKMVUK[OLPY ZLY]PJLTVZ[S`LLJ[P]L^P[O[OYVNOVMHJJVU[PUNMVY[OH[ percentage. ;OPURPUNHIV[[OL7YVZWLJ[*VU[HJ[3PZ[)PSKPUNZLY]PJL`VZLOV^ LLJ[P]LPZP[H[OLSWPUN`VYHNLUJ`KYP]LUL^IZPULZZLVY[Z& 29 0.00% 0.00% 6.67% 8.89% 22.22% 20.00% 22.22% 6.67% 8.89% 4.44% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective The comments from agencies provided further pros and cons. (ML^VM[OLJVUZTLU[PVULK! Theyre all out of date and they dont have adequate search capabilities. Do not address size of communications budget very well. (Z[VWYVZVULJVTTLU[ZTTLKP[WILZ[! )PSKPUNHSHYNLSPZ[[VZLUKTHZZUZVSPJP[LKLTHPSZ [VKVLZU[ZLLT[VILHZLLJ[P]LHZTVYL[HYNL[LK WLYZVUHSPaLKV[YLHJO;OPZ[HRLZTVYL[PTLHUKLVY[VM course, but ultimately seems to be more successful (and KVLZU[ZLLTSPRLHUPTWLYZVUHS:7(4H[[HJR A giant, indiscriminate list, per the above comment, is ultimately not the best use of agency time. A large, targeted list, however, broken up and coupled with more personalized outreach, is ideal.

35. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US ;OPZHWWYVHJOKVLZ[HRLTVYL[PTLHUKLVY[I[PZS[PTH[LS` worth it. Understandably, not every agency has the manpower to create lists in-house, and a solid percentage of agencies are getting help from companies that specialize in list building, often with accompanying research. ;OLIV[[VTSPUL![OLIHJRIVULVMHU` Z[YVUNUL^IZPULZZLVY[PZHZVSPK list, whether built in-house or through an outsourced group. 30 Use is down from last year based on challenges of scale and accuracy

36. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 SEO Tools 31

37. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 SEO Tools

38. VMHNLUJPLZZL:,6[VVSZH

39. PUJYLHZLV]LYSHZ[`LHYZ survey response, showing the growing importance agencies place in Search. +V`VJYYLU[S`ZL:,6;VVSZ[VZWWVY[`VYUL^IZPULZZLVY[ZLN :W`-.VVNSL(UHS`[PJZ& 32 74.36% 25.64% 0% 10% 20% 30% 40% 50% 60% 70% 80% Yes No 6MPU[LYLZ[PZ.VVNSLZZSPNO[W[PJRMYVT

40. [V

41. [OPZ`LHYI[ TVYLZYWYPZPUNS`PZ[OLHWWLHYHUJLVM46AUV[YLWYLZLU[LKH[HSS in last years survey) in second place at 15% this year, with Spy Fu climbing to 10% (from 3% last year). These three constituted the ISRVM:,6WSH[MVYTZHNL >OPJOVM[OLMVSSV^PUN:,6;VVSZKV`VJYYLU[S`ZL&7SLHZLJOVVZLHZ THU`HZHWWS` 70.25% 9.92% 14.88% 0.00% 1.65% 3.31% 0% 20% 40% 60% 80% Google (Analytics or Keyword SpyFu MOZ MixRank SEO Spyglass BrightEdge

42. VMHNLUJPLZZY]L`ZZHPK[OLPY:,6WSH[MVYTZLLJ[P]LULZZMLSS IL[^LLUHUKV[VMZVUV[XP[LHZLLJ[P]LHZWYL]PVZ tools weve seen so far in the survey.

43. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US ;OPURPUNHIV[[OL:,6[VVSZ`VZLOV^LLJ[P]LHYL[OL`H[OLSWPUN`VY HNLUJ`KYP]LULÎZPULZZLVY[Z&$5V[H[HSSLLJ[P]L"$=LY`,LJ- [P]L 3.45% 2.30% 33 11.49% 13.79% 24.14% 16.09% 13.79% 6.90% 6.90% 1.15% 0% 5% 10% 15% 20% 25% 30% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective :L]LYHSHNLUJPLZOH]LOHYULZZLK:,6[VVSZMVYULÎZPULZZ[V [OLPYILUL[! 0[HSSV^ZZ[VZLLÔH[PTWHJ[^LHYLTHRPUNHUKHZZLZZ corrective action steps. We often are told by prospects that they found us by doing H.VVNSLZLHYJOVMZVTLVMVYRL`^VYK[LYTZ*7.HNLUJ` MVYL_HTWSL>LUK[OH[WKH[PUNHUKRLLWPUN[YHJRVM our SEO performance is one of the top ways that we can generate awareness of and interest in our agency. /V^L]LY[OLTHQVYP[`VMHNLUJ`JVTTLU[ZYL]LHSÔ`:,6[VVSZ HYLU[MSS`LTIYHJLK! We dont optimize with enough frequency. 5V[LUVNOHNLUJ`YLZVYJLZHWWSPLK[V[OLTMVYULÎPa Were probably not fully harnessing their power. 4VZ[S`P[PZHIV[[OL[PTLP[[HRLZ[V^VYRVUVYIZPULZZ ]LYZZVYJSPLU[Z*SHZZPJJHZLVM*VIISLYZJOPSKYLU What weve found working with agencies, as with any tool, the easier it is to master, the more theyll use it. *VTIPUL[OH[^P[OHIL[[LYV]LYHSSHNLUJÙKLYZ[HUKPUNVM:,6 and its importance to new business and the 7% increase in usage from last year becomes evident.

44. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Email Marketing Services 34

45. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Email Marketing Services Email Services saw an 8% increase this year to 63%, up from

46. SHZ[`LHYZOV^PUN[OH[HNLUJPLZHYLUKPUNMY[OLY]HSLPU prospecting via these services. +V`VJYYLU[S`ZL,THPS4HYRL[PUN:LY]PJLZ[VZWWVY[`VYUL^IZPULZZ LVY[ZLN,TTH4HPS*OPTW& 35 63.25% 36.75% 0% 10% 20% 30% 40% 50% 60% 70% Yes No While MailChimp comes in for the second year as most-used (28%) and Constant Contact is a close second again this year (26%), [OLYLZHSZVHTJO^PKLYWSH`PUNLSK[OPZ`LHY Emma climbs 5% to 16% this year, but Campaign Monitor and Silverpop, who both received only a few mentions last year, appear MVY[OLYZ[[PTL[OPZ`LHYH[

47. MVYLHJO >OPJOVM[OLMVSSV^PUN,THPS4HYRL[PUN:LY]PJLZKV`VJYYLU[S`ZL& 7SLHZLJOVVZLHZTHU`HZHWWS` 3.33% 27.78% 5.56% 25.56% 2.22% 10.00% 0.00% 15.56% 10.00% 0% 5% 10% 15% 20% 25% 30% Emma MailChimp iContact Constant Contact VerticalResponse Campaign Monitor CheetahMail ExactTarget (Salesforce) Silverpop Unsurprisingly, given the fairly straightforward nature of these ZLY]PJLZTVZ[HNLUJPLZTVYL[OHU

48. UK[OLTZVTL^OH[[V ]LY`LLJ[P]L

49. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US ;OPURPUNHIV[[OL,THPS4HYRL[PUN:LY]PJLZ`VZLOV^LLJ[P]LHYL[OL` H[OLSWPUN`VYHNLUJ`KYP]LUL^IZPULZZLVY[Z&$5V[H[HSSLLJ[P]L" $=LY`LLJ[P]L 36 1.37% 4.11% 6.85% 9.59% 15.07% 19.18% 15.07% 13.70% 9.59% 5.48% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective :L]LYHS[HRLH^H`ZMVYHNLUJPLZOLYLYZ[HNLUJPLZOH]LVI]PVZS` [HRLUUV[LVM[OLZVTL^OH[JYV^KLKWSH`PUNLSKHUKL_WSVYLK more options than in 2013. Second, as one comment pointed out, Depends mostly on the content, not the service provider. >P[O[OLJYV^KLKWSH`PUNLSK[OLZLZLY]PJLWYV]PKLYZ^PSSULLK[V make customer service and additional services beyond the basics paramount, as agencies tend to view many of them as providing identical services. When it comes to Email Marketing Services, its a great time to shop around if youre an agency. Third, it should be mentioned that several agencies in the comments use in-house programs and HubSpot as an email provider within the full suite of HubSpot services. 6ULSHZ[WVPU[[VJVUZPKLY! The tracking/reporting as to what devices emails are opened on, which areas are being clicked on, survey responses, etc., all provide valuable data that optimizes relevancy in iterative communications...

50. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US >OPSLP[[HRLZTVYLVMHULVY[^P[OV[[PSPaPUNHSSVM`VY email marketers services and optimizing your communication, you should consider why youre spending the money. Strangely, a few agencies dont see the value, or at least, the full potential, in email as part of a new business WYVNYHT! We only use email as a touchpoint around seasonal holidays, etc. The emails are driven by creative and not new business focused. Good for existing clients but not net new revenue. Without doubt inbound continues to drive new business for agencies, and those opt-ins, once parsed through, can be vital. But any strong inbound program ultimately needs to be JVTWSPTLU[LKI`HULXHSS`Z[YVUNV[IVUKWYVNYHT[VPUJYLHZL awareness at all levels. 37 Depends mostly on the content, not the service provider.

51. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Marketing Automation/ Inbound Marketing Platforms 38

52. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Marketing Automation/ Inbound Marketing Platforms A small drop compared to last year, with 18% of agencies stating they use Inbound platforms, versus 22% last year. Do you currently use Marketing Automation/Inbound Marketing Platforms to ZWWVY[`VYUL^IZPULZZLVY[ZLN/I:WV[4HYRL[V& 39 18.39% 81.61% 0% 20% 40% 60% 80% 100% Yes No 6]LY^OLSTPUNS`/I:WV[YLTHPUZKVTPUHU[^P[O

53. ZHNLHUK Pardot (Salesforce) next at 19%, however, both gained favor with agencies, as HubSpot rose 11% from 51% last year and Pardot went to 10% from 4% last year. Which of the following Marketing Automation/Inbound Marketing Platforms KV`VJYYLU[S`ZL&7SLHZLJOVVZLHZTHU`HZHWWS` 61.90% 14.29% 19.05% 2.38% 0.00% 0.00% 2.38% 0% 10% 20% 30% 40% 50% 60% 70% HubSpot Marketo Pardot (Salesforce) Eloqua Velocify (formerly Leads360) LoopFuse Genius The biggest surprise comes from agency opinions of overall LLJ[P]LULZZ3HZ[`LHYVUS`

54. VMHNLUJPLZZY]L`LKMVUK[OLPY PUIVUKWSH[MVYTZLLJ[P]L]LYZZ

55. [OPZ`LHYHONLQTW

56. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US Thinking about the Marketing Automation/Inbound Marketing Platform you ZLOV^LLJ[P]LPZP[H[OLSWPUN`VYHNLUJ`KYP]LUL^IZPULZZLVY[Z& $5V[H[HSSLLJ[P]L"$=LY`LLJ[P]L 40 1.37% 4.11% 6.85% 9.59% 15.07% 19.18% 15.07% 13.70% 9.59% 5.48% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective While the percentage increase is surprising, last year (and even this year) agencies are still becoming acclimated to inbound platforms and the best way to fully integrate them into the agency new IZPULZZZ[YJ[YL7LY[OPZHNLUJ`JVTTLU[! All new, too early to call. 6M[OVZLUKPUNPUIVUKLLJ[P]L[OPZJVTTLU[ZTZW[OL V]LYHSSZ[HUJL! -VJZLKVYLVY[ZWYV]PKLZLUNHNLTLU[^P[OVY prospects and automated follow up of information they showed interest in. >OPSL[OLLLJ[P]LULZZPZNVVKUL^ZMVY[OLZLJVTWHUPLZ agencies havent embraced these platforms to a great extent (4% less than last year). From our own experience, these platforms are still somewhat daunting to agencies from the perspectives of time and cost. /V^L]LY[OLOPNOSL]LSVMLLJ[P]LULZZ shows that agencies employing these WSH[MVYTZHYLUKPUNZJJLZZ (HFWLYHQHVVUDWLQJV jumped from 43% to 85% in 2014

57. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Project Management/ Collaboration Tools 41

58. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US &+$11(/63(&,),&48(67,216 Project Management/ Collaboration Tools Usage was down slightly from last year, with 54% of agencies using Project Management software, versus 59% last year. Do you currently user Project Management/Collaboration Tools to support `VYUL^IZPULZZLVY[ZLN)HZLJHTW>VYRHTHQPN& 42 53.81% 46.19% Yes No 42% 44% 46% 48% 50% 52% 54% 56% The two most-used project management tools remain consistent from last years survey with Basecamp coming in on top at 56% (up from 50%) and Workamajig at 19% (slight drop from last year at 22%). Last year these two dominated this category, however this year the LSKPZTVYLJVTWL[P[P]L^P[OIV[O(K]HU[HNLHUK(ZHUHKLI[PUN at 8% and 6% respectively. Honorable mention goes to Trello, which was mentioned several times in the open-ended comments and is new to the survey. Which of the following Project Management/Collaboration Tools do you cur- YLU[S`ZL& 55.57% 0.69% 3.37% 18.75% 4.86% 7.64% 2.78% 6.25% 0%10%20%30%40%50%60% Basecamp Lighthouse FunctionFox Workamajig Central Desktop Advantage Pbworks Asana 6]LYHSSLLJ[P]LULZZVM[OLZL[VVSZPZPUXLZ[PVUNP]LU

59. YLWVY[LK[OL`HYLZVTL^OH[LLJ[P]L[VUV[H[HSSLLJ[P]LHUK

60. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US

61. YLWVY[PUN[OLÙK[OLZL[VVSZLLJ[P]LV]LYHSS Thinking about the Project Management/Collaboration Tools you use, how LLJ[P]LHYL[OL`H[OLSWPUN`VYHNLUJ`KYP]LULÎZPULZZLVY[Z& 43 6.67% 7.50% 12.50% 9.17% 20.00% 13.33% 15.83% 8.33% 5.00% 1.67% 0% 5% 10% 15% 20% 25% 1 = Not at all effective 2 3 4 5 6 7 8 9 10 = Very effective Comments were, as expected, mixed. *SPLU[ZSPRL[VRUV^^LZLZVTL[OPUNHU`[OPUN(ZSVUNP[ means keeping their projects on track and on time. Similar to inbound CRM, several agencies keep looking for that best platform. We are constantly in search of a better solution. 0UYLNHYKZ[VLLJ[P]LULZZHZPUHNLUJÙLÎZPULZZV]LYHSS[PTL WSH`ZHMHJ[VYHZKVLZOH]PUN[OL[LHTMSS`LTIYHJL[OLWSH[MVYT! 5V[L]LY`VULLUNHNLZPUP[ Several agencies didnt see the correlation to new business, only to project management. While we would agree that main usage for these tools is keeping work on track, several agencies commented on their additional ZHNLMVYULÎZPULZZ! )HZLJHTWOLSWZZZ[H` VYNHUPaLK^P[O^VYRV^PUKP]PKHS assignments and deadlines during an active pitch. Advantage helps us to organize and manage our Agencies still looking for a better system tailored to the needs of Business Development

62. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US new business jobs and track costs. We separate our new business jobs into two categories (new vs. organic growth), and within those four sub-categories (pitch, prospecting, externalization and newbiz operations). They provide the basic management functions...we use our automated campaign management/email marketing tool to WYV]PKL[OLZLZHTLZLY]PJLZMVYUL^IPaLVY[Z 44

63. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 0M`V^VSKSPRL[VYLWYVKJLHU`VMVYUKPUNZPUHU`MVYTH[ please contact either Brent Hodgins at Mirren Business Development (212) 388-9544 or [email protected]; or Lee McKnight at RSW/US (513) 559-3111 or [email protected]. 45

64. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 46 SOCIAL MEDIA PLATFORMS Google+ Facebook Twitter Vimeo Pinterest LinkedIn YouTube Instagram Vine Quora Slideshare Xing Tumblr SOCIAL MEDIA MONITORING TOOLS Sysomos Sprout Social TweetDeck HootSuite Klout The Social Tracker Lithium Radian6 (Salesforce) Meltwater CRM/CONTACT MANAGEMENT SOFTWARE PLATFORMS Salesforce ACT! SugarCRM Microsoft Dynamics GoldMine CRM Excel Daylite Workamajig Highrise Nutshell Infusionsoft RESEARCH SERVICES Mintel CEB Iconoculture Datamonitor GLG Gartner Simmons trendwatching.com Hoovers Forrester AAAA (4As) The List 7LHYSUKLYZ eMarketer (JJLZZ*VUKLU[PHS Second Wind LexisNexis USA Touchpoints PROSPECT CONTACT/LIST BUILDING SERVICES (JJLZZ*VUKLU[PHS Jigsaw (Data.com) The List Manta InsideVIew Advertising Dbase Red Books LinkedIn Hoovers 7LHYSUKLYZ SEO TOOLS Google (Analytics or Keyword Planner) SpyFu 46A MixRank :,6:W`NSHZZ BrightEdge EMAIL MARKETING SERVICES Emma MailChimp iContact Constant Contact VerticalResponse Campaign Monitor CheetahMail ExactTarget (Salesforce) Silverpop MARKETING AUTOMATION/ INBOUND MARKETING PLATFORMS Hubspot Marketo Spark Pardot (Salesforce) ,SVXH Velocify (formerly Leads360) LoopFuse Genius PROJECT MANAGEMENT/ COLLABORATION TOOLS Basecamp Lighthouse FunctionFox Workamajig Central Desktop Advantage PBworks Asana Glossary

65. NEW BUSINESS TOOLS: 2014 ANNUAL REPORT MIRREN & RSW/US 4PYYLU)ZPULZZ+L]4L7SVWTLU[HUK9:>

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