Optimize Relationships CAP DB Final Report Adam Bonville

Overview 2 Objectives Results Research Analysis Conclusion

Objectives Collect Data Call/ maximum number of prospects Add new software- in-use accounts Update current accounts Analyze Current AMS Market Understand prospect behavior Identify current trends in the industry Provide Sales Team with Insights Provide current market landscape Updated grading scale for prospects 3

Survey Questions Vendor & Product? Last Year Upgraded? Business Intelligence? Meetings & Events? AMS? Fundraising? Mobile? PSN? Digital Content Delivery? Certifications? Abstracts?

Research Results 5 Calls - 2,760 calls made - 38% of prospects contacted s - 7,198 s sent - 3 blasts to all prospects - 100% of prospects contacted accounts updated - Added 679 new software’s in use

Responses 6 Staff Size 10-75: : : : 23 Revenue 0-2.5: : : : : 16 Grade A: 9 B: 54 C: 39 D: 33 N/A: 13 Type Prof. Society: 27 Trade Org: 23 Labor Union: 1 Fundraising Org: 10 Community Org: 3 N/A: 85 Classification 501(c)(3): (c)(4): 2 501(c)(5): 7 501(c)(6): (c)(7): 1 N/A: 15 *in millions

Modules 7

8 Systems Delivered Through AMS

9 AMS Market Share N = % of our customers in this range What it Means Many players in the small staff market (25) 31% of our customers in this range What it Means Many players in the small staff market (25) *based off prospects only Staff

AMS Market Share 10 *based off prospects only N = 33 23% of our customers in this range What it Means: Less competition in the large staff market (14) 23% of our customers in this range What it Means: Less competition in the large staff market (14) 200+ Staff

How Recently Were AMS’s Updated? 11 *calculated based on prospects whose data was collected this Summer 2014 Data:2015 Data: N = 102 N = 81

Updating the Grading Scale 12 How prospects are graded Revenue Staff Size AMS in use Last Year Upgraded Value Per Category Scale A B C D

Updated Grading Scale 13 A1000 B C D A B C D 2014:2015: N/A  A 1 N/A  B 2 N/A  C 3 N/A  D 8 A  B 9 B  C 31 C  D 14 Changes from last year: What it means: Added 14 new prospects to radar Narrowed down number of A and B prospects Dropped rank of 54 prospects What it means: Added 14 new prospects to radar Narrowed down number of A and B prospects Dropped rank of 54 prospects

Most Importantly! 14 Constant Updating Continued Attention

Appendix 15

Appendix 16