1. 1 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. New LeadGen Tools Research Robert Lesser President Direct Impact Marketing Inc. Monday, October 23, 2006

2. 2 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Why we need LeadGen Tools  Integrate Sales & Marketing  Generate higher quality leads  Do more with less  Gauge the impact of marketing

3. 3 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Tooling up!

4. 4 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. The LeadGen Tool Defined  A tool is a specific, vendor branded instrument for generating leads.  A medium is a generic means for communication such as print or direct mail.

5. 5 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. How the Research took shape…  Launched August 2006 with telephone interviews and then with an online survey  Qualification Criteria:  Active B2B marketer  Deployed at least one campaign in the past year  Can identify the single most user-friendly and affordable tool  Wave 1 – 60 interviews to October 12  Wave 2 - >100 interviews to November 3

6. 6 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Do the respondents look like me? Largest Segments on 3 Criteria Avg Size of Mktg Team = 8.4 staff = 8.4 staff

7. 7 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Ye Old Battleground: Suites vs. Best-of-breed

8. 8 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Types of Best-of-Breed Tools … for you to Consider

9. 9 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Will you be satisfied with the tools?  78% of the respondent’s marketing team has adopted the tool or will adopt the tool.  Only 14% expect to replace the tool in the future.  37% believe that an in-house expert is needed.

10. 10 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Interested in more research findings? LeadGenTools.com  Directory of Tools  Report on LeadGen Tools  Blog

11. 11 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. About Direct Impact Marketing  Direct Impact Marketing Inc. offers outsourced as well as acting as the publisher of the LeadGenTools.com community. This free B2B Community provides marketers with a directory and peer reviews of affordable and user-friendly lead generation tools found nowhere else on the web, and as nominated by B2B marketers.  The services division of Direct Impact Marketing is an innovative outsourcer providing B2B lead generation services for marketing and sales executives. Leveraging industry best practices in lead generation along with customizing CRM tools, Direct Impact Marketing is focused on providing on-demand inside telesales and direct marketing teams.  Robert Lesser, President // robert@LeadGenTools.com // 416.363.7446

12. 12 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. 3rd Party Business Lead Generation Services Which Work Best & How to Avoid Common Mistakes When Using Them John Connell Marketing Programs Manager IT Business Edge Monday, October 23, 2006

13. 13 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Real-World Facts and Observations  Three years designing, managing, and implementing lead generation programs at IT Business Edge for:  More than 200 vendor clients  Over 50 agencies  Programs offering white papers, case studies, software downloads, trials, hard goods, Webcasts, Podcasts, and more

14. 14 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #1 The Bait/Promotion Disconnect

15. 15 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #2 The Reg Question/Demo Target Disconnect  “How many servers per cluster are you interested in load balancing?”  “What is the sustained throughput of the network traffic being load balanced?”  Job Roles Sought:  IT Executive  IT or Technology Dept. Director or Manager  Other IT or Technology-Related Management  IT or Technology Dept. Systems Director or Manager  IT or Technology Project Director or Manager  Non-IT Executive  Non-IT Dept. Director or Manager

16. 16 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #3 Two Questions Are Not Better Than One

17. 17 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #4 But We’ve Only Just Met…  “Yes! Please have someone contact me about setting up an appointment today!”  “Sure! In addition to this white paper, please sign me up for a risk-free, no obligation…”  “Would you be interested in learning more about Acme Widgets?”

18. 18 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #5 The Obvious, Redundant, and Irrelevant  “How did you hear about us?”  “Can a representative from Acme contact you?”

19. 19 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #6 Losing the Benefit of Pre-Populated Data

20. 20 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #7 Do You Really Need That Custom Question? Third-Party’s Standard Employee Sizes Vendor Client’s Standard Employee Sizes 1 to 20 21 to 100 101 to 500 501 to 1,000 1001 to 2,000 2001 to 5,000 5001 to 10,000 More than 10,000 1 to 19 20 to 99 100 to 499 500 to 2,999 3,000 to 4,999 More than 10,000

21. 21 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #8 Invalid Comparisons of Programs & Incentives  Which do you think will be more successful?

22. 22 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #9 Ignoring Duplicate Leads Who would you contact first? EMAILFIRSTLASTVENDOROFFER grover@notthefurrymuppet.comGroverClevelandHP"Approaching a Virtualized IT World with Confidence" jadams@secondprez.comJohnAdamsHP"IDC: HP Addresss Customer Choice By Expanding Its Server…" woody@wilsonpres.orgWoodrowWilsonHP"Approaching a Virtualized IT World with Confidence" george.washington@woodenteeth.comGeorgeWashingtonHP"Approaching a Virtualized IT World with Confidence" abe@four-score-and-seven.comAbrahamLincolnHP"Delivering Long-term Value for the Adaptive Enterprise" abe@four-score-and-seven.comAbrahamLincolnHP"Approaching a Virtualized IT World with Confidence" abe@four-score-and-seven.comAbrahamLincolnHP"IDC: HP Addresss Customer Choice By Expanding Its Server…"

23. 23 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Mistake #10 Ignoring Peripheral Leads

24. 24 More data on this topic available from:: © 2006 MarketingSherpa, Inc. This presentation is not for distribution. Thank you. Thank you John Connell Marketing Programs Manager IT Business Edge (502) 515-6451 john.connell@itbe.com