Improved lead intelligence create NEW niche opportunities:• Your subscribers get better follow-up through segmented automated

lead nurturing• Be able to target Affiliate, PPC, CPA and Joint Venture offers with ease

List Management and Appending Valuable DataAppending Lifestyle selects, gender selects, and

purchase behaviors to your MASTER List = AUTOMATIC Increased $$$$$$

2

Executive Summary

• The Consumer has changed: need to pro-actively engage around educational topics

• Leads/Subscribers/Members need to be nurtured until they are sales-ready

• Sales & Marketing need to be aligned more closely, creating a seamless buying process

• There is an opportunity to turn list marketing into a revenue driver rather than a cost center

• Appending valuable data to your list provides a dramatic ROI: many benefits, Risk FREE, No monetary investment by Joint Venturing with ClaimYourDeal.Com

“Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus leads that are not nurtured.”

3

The Changing Consumer Buyer

• Consumers are seeking and finding more information on their own—they’re in control

• Search engines and vendor Web sites are top information sources in the buying process (eg; ClaimYourDeal.Com “Daily Deal”)

• To drive revenue, marketers must become more adept at identifying sales-ready leads and nurturing the remainder

• Marketers need to interact with consumers before the sales conversation, by providing information that is relevant in the earlier stages of the buying process

Highlights from Enquiro’s BuyerSphere Project:• Almost 50% of buyers starts

their buying process with online research

• Identifying demographics and lifestyle habits cuts sales cycle dramatically

Order of Things – High Consideration

50%

37.5%

25%

12.5%

0%

1st 2nd 3rd 4th 5th

Online Research Talk to Users Talk to Vendors

4

Convert More Subscribers Into Raving Fans & Buying Customers

• Lead Nurturing, Lead Scoring, Lead Routing and Lead Monitoring closes the gap in the middle of the funnel

• Improve the dynamics of your revenue cycle to convert more list owner subscribers into buying customers

Current marketing focus Current sales focusThe Consumer leadDevelopment gap

Issue 1: Marketing hands offLeads too early. Unqualified

Leads waste sales’ time.

Issue 2: Sales cherry picks leads, lettinglonger-time-frame leads leak out.Issue 3: Marketing spends

More to recapture lost leads.

Reach Interest Desire Convert Enrich Retain

Warm leads leak out

Lead Management Closes the Gap in The Middle of the Funnel

Source: October 2006, Best Practices “Improving Lead Management”

5

Increase Productivity With Automation

• Run intelligent and focused campaigns without expanding your marketing team

• Create laser targeted email follow-up

• Example: make intelligent offers based on gender, lifestyle selects, and purchase behaviors

6

More Qualified Leads with Lead Nurturing

Goal: Increase the number of sales opportunities & transaction value = reduced lead cost

• Companies are able to use existing staff for nurturing campaigns, increasing the number of sales-ready leads by 50% with little to no incremental investment ¹

• Nurtured leads delivered 47% higher average order values than non-nurtured leads²

“Companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead.”

7

Increase Sales Effectiveness

Improved Lead Quality = Increased Sales Productivity

• Prioritize leads based on quality and urgency

• Send leads back to marketing automation for further nurturing, preventing leads that just "sit" somewhere

• Provide comprehensive lead activity history for your sales department

Priority #2:

Increase Sales Effectiveness

8

Turn Marketing Into a Revenue Driver

Show that marketing is a revenue driver, not a cost center.

• Optimize & Increase ROI Dramatically

• Improve accountability by proving marketing impact on revenue

• Improve Revenue Performance: – Conversion rates – Time in a particular stage (velocity)

“Only 20% of companies believe they excel at measuring the performance of marketing initiatives.”

9

Marketing Automation + List Appendage

Realize the benefits of list appendage with new technology and improved processes

Marketing Automation technology combined with List Appendage processes provide the framework to:

• Convert more leads into revenue• Run more campaigns• Nurture leads automatically• Increase Sales Department activity• Measure progress and results

10

The Value of Lead Nurturing

Lead Nurturing helps turn more inquiries into qualified leads and decreases cost per qualified lead

Conversion: Inquiry to Qualified Lead

Cost perInquiry

Cost per Qualified Lead

Without Nurturing 27% $50 $185

WithNurturing 40% $50 $125

Source: actual data from software vendor50% increase

11

The Value of Lead Scoring

With good info on lead prioritization, the more likely list owners meet revenue goals

% Revenue Plan Achieved % Reps Meeting/Beating Quota0%

25%

50%

75%

100%97%

72%79%

50%EasyHard

Source: CSO Insights

How Easy Is it To Get Access to Information About Prioritizing Sales Efforts?

12

The Value of List Intelligence

MQL = Marketing Qualified Lead SAL = Sales Accepted Lead SQL = Sales Qualified Lead (i.e. sales opportunity identified)

SiriusDecision' Waterfall Model gives benchmark numbers for conversion rates between the different stages in the funnel. With improved list intelligence, conversion rates will be higher.

Example: Moving from Benchmark to Best Practice• For each 1,000 leads, best-in-class companies create 46 more MQLs than benchmark companies

(97 instead of 51). They create almost 10 additional sales (14.3 instead of 4.6 sales, a 300% increase).

• What is the value of your list with a 300% increase in sales and revenues?

SiriusDecisions Inquiries MQLs SALs SQLs SQL-to-close

Benchmark N/A 5.1% 61% 56% 26.5%

Best Practice N/A 9.7% 82% 62% 29%

ROI of Lead Management

Investment

• Append data, lifestyle, purchase behavior = $ZERO / month

• Campaign development = $Cost of your current autoresponder / month

Incremental Revenue

• Estimated incremental revenue = $Up to 300% increase!

ROI =

Incremental revenue – monthly cost

Monthly cost

=

Cost to communicate

Potential Increase

Up to:

300%13

Joint Venturing with ClaimYourDeal.Com does not cost . . . It Pays!

14

Steps to Take to Improve Lead Nurturing

Improving Lead Nurturing

To Implement:• Drip email campaigns• Content based on buyer profile (list

appendage) and buying stage• Automation of marketing campaigns (including

Trigger-based nurturing)• Integration of lead nurturing with CRM data

and CRM activity• A/B Testing

15

Improving Sales Productivity

To Implement:• Lead Scoring based on profile and activity• Prioritized lead list for sales department• Lead Activity Monitoring with real-time alerts• Lead activity history in CRM system (email

clicks, web visits, registrations)• Automatically segment new leads to target

Steps to Take to Improve Sales Productivity

16

Improving Sales & Marketing Analytics

To Implement:• Lead conversion rates• Pipeline velocity (how fast leads flow through

the funnel)• Percentage of the pipeline that is Marketing-

sourced• Percentage of the pipeline that is Marketing-

influenced• Reporting on list segmenting for NEW niche

opportunities

Steps to Take to Improve Insight into Sales and

Marketing Effectiveness

17

Getting Started / Next Steps

Advanced Assessment and Continued List Appendage• On an ongoing basis (monthly to

quarterly) ClaimYourDeal.Com will continue to identify additional data and purchase behaviors and append the same to your Master File for continued revenue increases and opportunities

Send email invitations to your list to JOIN (free) ClaimYourDeal.Com (custom landing page & tracking)• Potentially receive thousands

of DEAL BUCK$ in our two tier referral system

• Run of the site weighted banner rotation depending on list size

• Recruit Account Executives that procure “Daily Deals.” Cash commission overrides could be as much as $100K to $300K annually or more

231+ Million Consumer Master File• Submit your list of 100,000

or more protected by a strong NDA to ClaimYourDeal.Com which is bumped against our Consumer Master File to identify data that can be overlaid onto your list such as gender, postal address, phone, lifestyle selects and much more

0 3 months

STAGE 1 STAGE 2 STAGE 3

18

SummaryBenefits

• Increase Conversion• Increase Marketing Productivity• Improve Lead Nurturing• Increase Sales effectiveness• Segment your list(s) based on

consumer interests

Solution

• Joint Venture with ClaimYourDeal.Com

• Risk FREE ZERO cost List Appendage services

ROI

• Estimated ROI: Up to 300% increase in revenues

• Intelligently target Affiliate, PPC, CPA and Joint Venture offers with ease

• Extremely powerful list appendage and lifestyle overlays for your list(s) creating a multiplier effect in profitability

• Powered by InfoDirect; an industry leader and icon for over three decades

ClaimYourDeal.Com transforms the way you market to your list(s) – to accelerate opportunities and predictable revenue

at every stage of your new found Revenue Cycles