InsideView Introduction Ralf VonSosen, VP of Marketing Dan Tajbl, Sr. Sales Engineer

Agenda Getting harder to find, close, and keep customers? The InsideView Solution Intelligence vs. Data Customer Success Demo InsideView for SugarCRM | SLIDE :2

Getting harder to find, close, and keep customers? | SLIDE :3 Find Qualify Engage Convert Renew Upsell Leads Opportunities Customers InformationCustomersRelationships

time level of buyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase online New Customer Dynamics - “70% of the B2B buying process happens online” SiriusDecisions Inc.

Are You Adapting to these Changes? | SLIDE :5 Leads Opportunities Customers Leads –How do you ensure comprehensive market and competitive research is done to find the best new leads? –Describe your process for finding and segmenting new leads based on market, company, and contact information. –How do you ensure the most comprehensive information is available for new leads? –How are leads scored based on quality and routed to sales reps? Opportunities –How much time should rep’s spend preparing for a call and how much do they actually spend? –Do top-performers prepare more? More effectively? Both? –Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s business and company? –How are your reps differentiating or prioritizing their calls for the day? Customers –How do account managers build their relationship with customers? –How do they prepare for upsell and renewal conversations?

The Promise of InsideView | SLIDE :6 Find Qualify Engage Convert Renew Upsell Leads Opportunities Customers Find Qualify Engage Convert Renew Upsell

Find & Qualify Leads Find & Qualify Leads Engage & Convert Opportunities Engage & Convert Opportunities Renew & Upsell Customers Renew & Upsell Customers How does InsideView do it? | SLIDE :7 News Social Media Connections Company Info

InsideView’s Impact | SLIDE :8 Find & Qualify Leads Find & Qualify Leads Engage & Convert Opportunities Engage & Convert Opportunities Renew & Upsell Customers Renew & Upsell Customers Competitive Info Find & research competitors Monitor activities & news Presence in accounts Lead Generation Find by market, company, contact, social profile Merge with CRM Lead Enrichment Deep contact information Social profile & activity Enhance info in your CRM Prospecting Use real-time triggers Social identity & activity Explore common connections Pre-Call Research Common connections Deep company & contact info News and social activity Contract Negotiation Identify key individuals Deep profile on individuals Real-time triggers on events Relationship Building Identify key individuals Social Identity & Activity Use common connections Renewal Real-time business triggers Insight into social activities Track info with CRM data Upsell Company structure info Real-time business triggers Insight into social activities

BROWSERMOBILECRM InsideView Creates Intelligence from Data Trigger Event Analysis Connection Analysis Entity Triangulation Natural Language Processing How does InsideView do this? | SLIDE :9 SOCIAL MEDIA & NETWORKS: LinkedIn, Facebook, Twitter, Blogs, etc. TRADITIONAL MEDIA & SOURCES: Company & Contact Data, News, etc.

Data vs. Intelligence – CSO Insights Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

INTELLIGENCE DATA Social Selling Essential #1: Contact Data vs. Intelligence

DATA INTELLIGENCE Social Selling Essential #1: Company Data vs. Intelligence

| SLIDE :13 Social Selling Essential #2: When & Why to Call

Social CRM Watchlist — ZDNet / Paul Greenberg, January 2011 Top 100 Private Software Company — JMP Securities, 2010 #1 Rated & Most Popular App — Force.com AppExchange Accelerating Momentum & Recognized Leader

Impacting the Entire Customer Relationship for great ROI LeadGenerationLeadGeneration Lead Qualification OpportunityManagementOpportunityManagementCustomerRenewals/UpsellsCustomerRenewals/Upsells 50% decrease in research time 22->70 New Opportunities/R ep/Month Improved selling to C-level Increase Avg. Contract Value by 460% Find & Qualify Leads Find & Qualify Leads Engage & Convert Opportunities Engage & Convert Opportunities Renew & Upsell Customers Renew & Upsell Customers

DEMO | SLIDE :16

InsideView for SugarCRM Features | SLIDE :17 FREE CRM+ PRO …for Individuals for Sugar …for Sales Teams …for Acct Mgrs. Sales Data Company Details Twitter & Blog Mentions News Aggregation Social Profiles Family Trees Competitor Profiles Contact Details Sales Intelligence Company TrackingLimited Standard Sales TriggersLimited Custom Sales Triggers Social Network Connections Triggers & Connection Sharing CRM Integration & List Export CRM Import & Sync Limited CRM Data Governance List Building Company List Export Contact List Export PRICE $0 $19/user/mont h $49/user/ month CRM + for Sugar Requires activation of all CRM users. 5 user minimum. PRO for IndividualsNo min seat requirement. PRO for SalesRequired 5 seat min. PRO for Account MgmtRequired 5 seat min.

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