1. Effective B2B Marketing Solutions Demand Generation / Lead Nurturing Solutions Designed to Optimize Your Pipeline

2. Company Background

Founded in 1990

B2B Marketing Specialists

Focused Exclusively on Technology

Supported over 750 technology clients

Conducted Thousands of Demand Generation Initiatives

Best Practices based on experience:

• Proactive Client/Vendor Communications

• Integration of Direct Marketing Initiatives

• Focus on Messaging and Audience

• Leveraging Data Analytics Pre/During/Post Campaign

3. Differentiators

Technology Focus

Human Capital / Knowledge Assets

Business Process / Flexibility

Employee Longevity

Client Stability

Data Assets

4. Service Overview 5. Credentials

Preferred Vendor for:

All trademarks, trade names, and service marks represented herein are the property of their respective owners. 6. Approach

Integrated Campaigns:

• Program Setup

• Scripting/Messaging

• Database Development

• Outbound Calling

• Inbound Support

• Email Fulfillment

• Reporting

7. Demand Generation Suspects Appointments Rep Calls Event Registrations Literature Requests Invalid Unresolved Client Client Client / Winn Winn Winn Winn Research Demand Generation 8. Benefits

Higher quality database

Reduced list acquisition/maintenance costs

Consistent lead flow

Shorter sales cycle

Lower cost per lead

Improved Project ROI

9. Lead Nurturing

A Strategic / Long Term Demand Generation Component that integrates and leverages direct marketing investments.

Data profiling (prospects/ customers)

Suspect Scoring

FocusAudience (vertical/ title/ product)-Messaging

Defined Nurturing Rules

Execute Demand Generation Initiative

• Execution of Suspect Nurturing

• Execution of Lead Nurturing

• ...evolving model : measure/analyze/refine

• Continual process improvement

10. Lead Nurturing Process Copyright 2009 Winn Technology Group, Inc. All rights reserved. Lead Nurturing Event Registrations Channel Leads IntegrateEvent Calander A /BActionable Leads 1-6 months Demand Generation Live Appointments Conference callsWeb Meeting Telemarketing eMarketing Event Marketing Web Leads Event Leads Advert/DM Leads LEADS CYCLED BASED UPON SUSPECT SCORE AND LEAD STATUS INTEGRATED /MULTI TOUCH LEAD DEVELOPMENTPROCESS TO ALL SUSPECTS IN UNIVERSE SCORE/STATUS UPDATE Suspect Base 11. Channel Marketing

Support For:

• Manufacturers

• Distributors

• Solution Providers

• • VARs/Resellers

• • ISVs

• • Systems Integrators

Channel Marketing Programs

Partner Recruitment

Strategic Market Planning

12. Event Promotion and Registration

Tele-promotion

• Outbound

• Inbound

• Confirmation Calling

Direct Mail

Email

• Delivery

• Tracking

• Reporting

Development and Hosting of Registration Sites

13. Appointment Setting

Appointment Types

• Face-to-face

• Conference Calls

• Online Meetings

Delivery Options

• Hot Transfer

• Calendar Integration

• Pre-arranged Time Block

• CRM/SFA Entry

14. Inbound Services

Integrated

• Bundled w/ Programs

• Direct Call Routing

Stand-alone

• Dedicated Reps

• Level 1 Support

• Customized Numbers

• Message Testing

15. WinnEnterprise Database

Proprietary Database

Internet & Tele-research

>325,000 Contacts

All Verticals Represented

F1000, Enterprise,

Mid-market

US, Canada

50% IT, 50% Line of Business

16. Database Development

Establish Criteria

Map Against WinnEnterprise

• Append Technology Data

• Additional Sources Available

Off-phone Research

Tele-verification

Merge/Purge/De-dupe

17. List Scrubbing

Merge/Purge/De-dupe

Off-phone Research

Tele-verification

Standard Fields:

• Demographics Name, Title, Address, Phone, Email, etc.

• Firmographics Employee Size, SIC, Revenue

18. Corporate Profiling

Penetrate National/Named Accounts

Off-phone Research

Tele-research

Intelligence Gathered:

• Financials

• Divisions/Subsidiaries

• Key Contacts/Technologies

19. Reporting

Real-time Hot Lead Delivery

Weekly Productivity Report

Excel/CSV File

SFA/CRM Uploads

Online Reporting Option

Executive Summary

20. Lead Distribution

DemandView Lead Distribution

• Proprietary Lead Reporting Tool

• Online Interface

• 24/7 Campaign Status

• Data Analytics

• Custom Distribution to:

• • Direct Sales

• • Channel Partners

• • Regional Reps

21. Primary Research

Design & Methodology

• Research Framework

• Methodology Development

• Sample Design

• Script Development

Primary Research

• Tele-research

• Email

• Web Surveys

22. Customer Satisfaction

Performance Measurement

• Sales/Marketing Process

• Implementation

• Brand/Product

• Agent

• • Customer Service

• • Tech Support

• Reputation/Image

23. Win/Loss Analysis

Comparative Measurement

• You vs. Key Competitors

• What initiated solution evaluation?

• Which marketing vehicles were most effective?

• Factors in creating short list

• Key product features

• SWOT

Comprehensive Analysis/Reporting

24. Email Marketing

WinnMail

• Proprietary Tool

• Compliments Lead Campaigns

• Uplift in Lead Rates

• Message Testing

• Tracking Capabilities

• • Opens

• • Click-throughs

25. Contact Information

Main: 727-789-0006

Toll Free: 800-444-5622

Fax: 727-789-0638

URL:www.winntech.net