Home Health DGP 7/1/16

Home Health DGP Agenda Highlights Market Insights Strategy overview Strategy details Scope of Work (Parts 1 – 5) What’s competing for our resources? ABILITY Network Inc | Company Confidential

Home Health DGP Highlights End goal is a Demand Generation Program Leverage the Home Health Star Measures Report, Star series educational campaign and OPTIMIZE Analytics focused content to automate MQL creation for Home Health personas Campaign for promotion on multiple channels Break project into Parts that can be completed and added on until the DGP is fully built Part 1: Star Series Educational Content Part 2: Education Hub and Nurture Program Part 3: Home Health Star Measures Report Available Part 4: Demand Generation Program Part 5: Varying Content Offer Types Leverage MDRs to quickly move leads to MQLs or determine that they need more education/nurturing ABILITY Network Inc | Company Confidential

Home Health DGP Market Insights The program people would be working on at their HH agency, related to OPTIMIZE Analytics capabilities, is called a “Quality Improvement Initiative” Our application helps them track and measure how that program is impacting care The HH Director of Nursing (DON) and Executive are target personas Urban HH agencies are more interested in their Star rating because of competition in the area People are asking for educational information about Star measures and we’re in a great position to lead that conversation ABILITY Network Inc | Company Confidential

Home Health DGP Quick Glance at the Strategy Automated email and in-application messaging Social media posts PPC List rentals SEO’ed education hub web page Resource Center stream Marketo Emails Other leads The Report Educational materials in various on-demand formats OPTIMIZE Analytics-focused materials in various on-demand formats Sales Customers Connection TBD Automation Automation Education Nurture Program *if they watch x # of educational videos => MDRs? Sales? MDRs for Qualification ABILITY Network Inc | Company Confidential

Home Health DGP The Details Buying Stage Core Business Pain Points Root Cause Analysis Solution Implication Vendor Selection Lead’s information request How can we improve overall? How do we rank compared to others? How can I improve my Star ratings? Why is my Star rating what it is? What areas of my business, specifically, can I improve to get results and how? What can help me make the improvements I now know I want to make? Why should I work with ABILITY? Delivered via Multi-channel promotional campaign AND Automated email to those who interacted with the Report Automated email Contact from a Sales Rep Our goal Share the Home Health Star Measures Report and position ABILITY as a helpful resource Share best practices from an industry expert and position ABILITY as a helpful resource while learning more about the lead. Share how technology, specifically OPTIMIZE Analytics, can help with their challenges Share what it would be like to work with ABILITY Content Home Health Star Measures Report Star Series educational content (live or on-demand webinars or other materials) OPTIMIZE Analytics service focused content ((live or on-demand webinars or other materials) ABILITY-focused content Interaction results in Lead Status: Engaged A phone call from an MDR who will determine if they should move to next automated content stage or fast track to Sales as a Hot MQL. Lead Status: Qualified Engaged A OPTIMIZE Analytics services focused piece of content Lead Status: MQL – Warm A phone call from a Sales Rep while also receiving ABILITY-focused content Lead Status: Content interaction => MQL – Hot ABILITY Network Inc | Company Confidential

Home Health DGP Scope of Work Part 1: Star Series Educational Content – September 1 On-demand educational webinars edited Uberflip work Content uploaded and put in a stream Determine and execute on CTA needed (specific one so they don’t get it every time?) Answer question about watching x # of videos leading to MDR or Sales Marketo build to support content Content Offer programs for webinar recordings Reduce “live” webinars to one/month through #7 (November) ABILITY Network Inc | Company Confidential

Home Health DGP Scope of Work Part 2: Education Hub and Nurture Program – October 1 Build and launch SEO’ed education hub website featuring: Links to: Star measure live webinars On-demand webinars Blog posts OPTIMIZE Analytics information Government websites Widget pulling in conversation about this that we’re encouraging on social media Marketo build of the Nurture Program to support automated sending of content ABILITY Network Inc | Company Confidential

Home Health DGP Scope of Work Part 3: Home Health Star Measures Report Available – by October 1 Louie to work with Megan to clarify where the report best fits into the bigger picture when launched November 1 Work with Garry to clarify: Use of the report MDR involvement Helpful demographic data to capture in initial form MDR training Update landing page for requesting the report Report available New name determined New branding/name put on the report ABILITY Network Inc | Company Confidential

Home Health DGP Scope of Work Part 4: Demand Generation Program – November 1 Determine VP approval process “approval workshop” agency-style method recommended by team Any adjustments or specialization needed to Progressive Profiling model? Helpful demographic data to capture on gating forms Post-educational content question / pre-application content question Do you have a solution in place already? Are you happy with it? Is it meeting your needs? Answer is good for reps to know, does not impact scoring Work with Market Manager to clarify Personas and order of offers DON value in job function field and batch writing of this value based on job titles Data/list purchase Live OPTIMIZE Analytics webinars built OPTIMIZE Analytics on-demand webinar created and live Marketo build to support automation Promotion Determine channels to be used for promotion Create materials Manage promotions Determine who owns this ----- Meeting Notes (7/14/16 11:05) ----- John's eventual vision is market manger would own budget for promotion to determine what is being spent where - Lori might own the relationship ABILITY Network Inc | Company Confidential

Home Health DGP Scope of Work Part 5: Varying content offer types – December 1 Additional, non-webinar educational star series offers created and live Idea: “what you need to know” basic fact sheet Additional, non-webinar OPTIMIZE Analytics offer created and live Add educational offer of a live Q&A webinar once a quarter with Teresa? Add sales enablement materials ABILITY Network Inc | Company Confidential

Home Health DGP What’s competing for our resources? Other Lead Gen efforts (take priority) Open Enrollment 2.0 (takes priority because it’s time-sensitive) EASE UP (NOT a higher priority than this) PBJ Home Health Pre-Claim Review eHDS Content ABILITY Network Inc | Company Confidential