Finding New Customers with Bid Data Ariel Geifman, Director of Marketing, Mintigo

B2B Marketing Pains Today - “More leads, Better quality”

Outbound vs. Inbound InboundOutbound

Challenges with Today’s Outbound Marketing Poor targeting and segmentation Low quality leads from list brokers High bounce rate for campaigns Time consuming and poor ROI

Average Cost of Leads According to US B2B Marketers Source: MarketingSherpa, “2011 B2B Marketing Benchmarks Survey” July Cited by eMarketer. n-=1, % of marketers pay more than $50 per lead

Challenges Generating Leads from Inbound 88% of users leave incorrect information when registering

Challenge Converting Leads to Sales Only few inbound leads turn into sales

Challenges in PPC Scalability Cost Leads Search marketing doesn’t scale up well

Search My next customer offerCustomers WEB & Social CustomerDNA Search engine Search engine for new customers

Mintigo Technology CustomerDNA thousands indicators for your best customers Machine Learning search for more matching leads, most like your best customers } } } Web crawling semantic, networks, technology platform, social

CustomerDNA the thousands of reasons your customers buy from you } Thousands of unique indicators that differentiate companies Information found on many web based sources The ideal profile of your best customers Thousands of indicators VS the standard 7-10 Millions of data sources across the entire web Analyze and cross-verify Mintigo Intelligent Lead Generation Step One:

Automated web discovery finding new leads using intelligent web data analysis } 1.5 million vs. 50 leads a day Automated vs. manual Cloud-based “big data analytics” platform Interpreting & cross-checking Enterprises and governments Optimization & intelligence discovery Mintigo Intelligent Lead Generation Step Two:

Analytic lead scoring finding more matching leads, most similar to your best customers } Checking leads for freshness Checks name, URL, contact, , & job titles Accurate information equals higher score Leads are cross-checked and validated Mintigo Intelligent Lead Generation Step Three:

Prospect Scoring—The Mintigo Way Thousands of indicators are evaluated to find only those companies that fit your CustomerDNA TM and are likely to convert +5 points: Employees: Database, DBA Technology: MySQL Forums: Oracle Word: Security, Privacy +3 points: Word: Login, Word: Signup, Customer Service Website: Pricing Page, IT Careers Info Technology: Database Inbound Link: nih.gov +1 points: Employees: Infosec Titles, CIS, Cloud IP In Private Range Inbound Link: MySQL Forums Outbound Link: Amazon IP Range -3 points: Employees: Demand gen JavaScript: Marketing Automation Outbound Link: Salesforce Form: Contact Us No IT in Org Chart

Now Do It for 20 Million Companies Over 20 million US businesses are evaluated to find those with the highest score

Case Study – Mintigo Campaigns Funnel StepMinitgoPPC Cost per unit (raw lead / visitor)$5$1.5 Response rate (sales leads)12%$421%$168 Webex / demo from responses31%$13842%$402 Sales from webex30%$45933%$1207 Raw leadsResponseWebexSale Outbound: leads PPC: visitors Outbound: response PPC: lead form filled Mintigo: ~100 leads/sale ; PPC: ~1000 clicks/sale

89% correct contacts – and phone 87% new leads Bounce rate < 10% 4x lift in campaign response rate Performance List Brokers Mintigo Company-level accuracy 40%85% Contact-level accuracy (incl. bounce) 55%89% New leads (previously unknown) 87% Response rate2%8% “The Mintigo solution has proven superior accuracy, delivering a high percentage of new leads and a dramatic increase in campaign response rates” - Click Software SVP of Sales Case Study – Campaign

70% higher value for customer 80% of provided leads are new SOHO/SMB prospects 130% uplift in conversion of new customers Mintigo has been a committed valuable partner, integral to the success of Orange... Mintigo’s unique solution made them a natural choice for Orange campaigns", Orange CMO PerformanceList BrokersMintigo % of calls answered52%79% % sales meetings from answered calls11%16% Leads to contracts rate1.6%2.8% Activation rate from leads3.9%8.7% Case Study - Telemarketing

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