Nurturement Program Screenshot examples for TippingPoint

Follow-up / Conversion Overview of the Model Cutting-edge Lead Generation Lead Distribution & Sales / Marketing Management Follow-up / Conversion Referral Generation Product /Service Capture Site Call Chat Search Engine Marketing Social Marketing Condor Marketing Direct Marketing Customer Relationship Management (CRM) Platform Sales Cycle Marketing Platform General Search Web Site Copyright 2006

Search Engine Marketing Keyword Discovery Tens of ‘000s searches per month Identify thousands of non-obvious terms Compelling ads that motivate action Paid Search Management Daily position and bid management Ad testing & Optimization Reporting Conversion Optimization Funneling Dedicated landing pages Professional Lead Capture Immediate monitoring and call-backs Copyright 2006

SEM Example Copyright 2006

Proactive Social Marketing Sophisticated Expertise and Tools Classified Ad Networks Listings Acceleration CraigsList, Backpage,GoogleBase, LiveDeal, Oodle, Vast, Edgeio and more… Social Networks (web 2.0) Viral Replication w/ content MySpace, LinkedIN, YouTube and more Buzz Building Member circles, word of mouth “Leverage marketing” Digg, Reddit, Stumble Upon, del.icio.us, Copyright 2006

Condor Marketing We can dominate Natural Search Rankings in any market We know the exact terms people use and what volumes/competition they contain Example Provided: San Antonio Luxury Condos Rankings in top 10 Google: 20% out of 250k Yahoo: 50% out of 1.6M MSN: 80% out of 500k Copyright 2006

Web Marketing Infrastructure Example Copyright 2006

Customer Relationship Management (CRM) Platform Sales Management Lead tracking and distribution Contract tracking Sales Cycle Management Oversight Pipeline/Call/Meeting reports Centralized customer records Marketing Management Web leads integration Lead source tracking Email Campaign System Marketing Campaign Management Other Tools Project Management Customer Service Centralized Document Library Outlook Sync SaleAMP’s Sales Cycle Marketing System operates in the background for each sales agent (see next slides for large images) Copyright 2006

Customer Relationship Management (CRM) Platform Copyright 2006

Customer Relationship Management (CRM) Platform Copyright 2006

Sales Cycle MarketingTM Copyright 2006

Communications Plan - Goals Enable achievement of pipeline objectives by driving penetration into companies falling within the 3 identified “sophisticated” segments. Initial target = 173 “Sophisticated” leads 60% QoQ growth in lead generation Establish basic direct marketing capabilities. Add over 1000 qualified contacts to the house database within target segments Establish: webinar capability email blasting capability ongoing prospect “touch” program collection of 2nd tier collateral No Awareness Never heard of NetSolve. Awareness “I think I’ve heard of NetSolve.” Interest Sparked “I have a problem and NetSolve may have a solution.” Trial “I’ll give NetSolve a try if you offset my risk.” Consideration “Help me evaluate if NetSolve can solve my problem.” Customer Multiple Service Customer Convert awareness to active interest through direct response marketing: Email marketing campaigns Search engine placement Drive response to the website and webinars Improve Website Increase quality, quantity, process, and availability of webinars Move from interest to consideration through touch and more specific content: Outbound telemarketing Webinars Prospects at Consideration stage are at critical juncture. Will maintain interest through higher touch and further enhanced content. Success stories Article reprints White papers Pre-recorded webinars Self running demos (to be funded post Q2) Executive reports (to be funded post Q2)

Funnel Management Process No Awareness Awareness Interest Sparked VI. Closing Stage V. Proposal Stage I. Lead Stage II. Prospect Stage IV. Developing Stage III. Qualification Stage Marketing efforts focused here Marketing lead generation activity yielded undeveloped leads Sales must focus on developed leads Two functions lie in this gap: Lead sorting/qualification Previously performed by Sunset Direct Ongoing “touch” and development of early-stage leads Outbound calling Other forms of ongoing communication (email, direct mail, etc…) Gap This funnel shows the path from an unaware suspect to a closed customer. From a marketing standpoint, we are driving awareness and interest, and from a sales standpoint, once the prospect is in the funnel, they drive thourh qualification through to closing. However, we generated a lot of raw, undeveloped leads. Sales, in order to drive bookings, is focused on closing deals. This leaves a gap in the middle of the funnel. There are a couple of critical functions here, including increased qualification and then a much higher touch program. We are going to execute on these this quarter. Field sales efforts focused here

Objectives of Touch Program TP Awareness Corporate Product TP Credibility Thought Leadership References Category Education Security Industry Best Practices TP Product Education Product News Product Comparisons Product Use Cases Prospect Info to Collect Contact Info (demographics) Firm Info (firmographics) Need or Interest Budget Timing