Overcoming tech sales & marketing challenges using internal expertise April 2018 | Tony Tarquini Overcoming tech sales & marketing challenges using internal expertise

Introduction to Pega Launched in 1983 by Founder and CEO Alan Trefler Headquarters in Cambridge, Massachusetts, USA Regional offices across North America, Europe, Latin America, and Asia 4,000+ employees worldwide Publicly held (NASDAQ: PEGA)

…chances are you’ve interacted with Pega. Every day, Pega powers… MILLIONS of automated processes BILLIONS of customer interactions TRILLIONS of dollars of business If you’ve driven a car, used your credit card, called a company for service, opened an account, applied for a loan, accepted an offer, flown on an airplane, paid a bill, submitted a claim, or countless other things you do in your day… …chances are you’ve interacted with Pega. But the real measure of our success is our customers And the scale of the impact that our software helps them deliver

Pega delivers Digital Transformation – without limits Pega® Marketing Digital Process Automation Real-time AI to acquire, retain, and deepen relationships Automate work and outcomes from end- to-end Digital Process Automation Customer Engagement Pega® Sales Automation Robotics and AI AI guidance makes sellers, partners, and agents effective Apply robotics and intelligence across the enterprise Pega® Platform Pega® Customer Service Build and change apps 8X faster with no code Workforce Intelligence Deliver efficient, omni- channel service Scale without limits AI-powered insights to continuously improve and adapt Built-in DevOps, CI/CD, and Agile tools Delivered through our products: Powerful CRM applications Powerful platform automation and building applications All delivered on the cloud…with choice

Unified architecture for Digital Transformation DIGITAL PROCESS AUTOMATION REAL-TIME DECISIONS & AI END-TO-END WORK MANAGEMENT CUSTOMER ENGAGEMENT “The highest reference customer scores for modeling and predicting customer behavior. The best ability to build, maintain, and change complex cases. The best cost to value rating of any solution.” Gartner Unified technology AND best of breed For CRM engagment For Digital Process Automation For Real-time interactions and AI For end-to-end work automation and case management

Brand Recognition Pega Who? “I don’t know Pega” “I have heard of Pega but I don’t know what you do” “I know Pega – you are that BPM company, aren’t you?” “Pega is the company that delivers: Unified, Digital Front Office, powered by AI”

Our Marketing Objectives Profile Recognition Understanding Engagement Relationship Trust Success Expand Leverage Migrate from Complex in IT to Simple in Business

Resources to Leverage: Software Quality & Capability, Expertise to Deliver Vertical Industry Knowledge… and Business Certainty! Thought Leadership A different Point of View Challenger Selling Visible, Forward Facing Leaders

Influencer Marketing The targeting and leverage of those most influencing an organisation’s customers – whether these be through offline, online or social channels Consultants Journalists Authors/Management Thinkers Procurement Complementary Partners System Integrators Analysts Industry Bodies Online Forums Regulators……..

Influencer Marketing The targeting and leverage of those most influencing an organisation’s customers – whether these be through offline, online or social channels Consultants Journalists Authors/Management Thinkers Procurement Complementary Partners System Integrators Analysts Industry Bodies Online Forums Regulators

Influencer Marketing The targeting and leverage of those most influencing an organisation’s customers – whether these be through offline, online or social channels

Our Influencing Process Identify our Target Organisations Categorise the Target Personas/Roles Recognise the Individuals Analyse their Activity Understand what Makes them Tick Align your Thought Leadership with them Target them individually or as groups Communicate a Trusted PoV Engage & Develop Relationships

See a post/headline and write! Use newsfeeds as the inspiration and your Target’s Posts as the connection

Case Study Major UK Government Department: Pega AE identifies a key Target – impossible to get a meeting Analysis of Target’s Social Media activity identifies a favourite subject AE posts on this subject based on wider newsfeed activity Target posts on the same subject AE Comments on the Post – gets a reaction AE sees further press activity and ISTATOYs Target Target’s response develops into a conversation Meeting is scheduled Major Opportunity is now in the pipeline