1. Our Mission: Improve members’ ability to manage BtoB marketing and communications for greater productivity and profitability By providing unique access to information, ideas, and the experience of peers In the form of educational and networking opportunities that will help enhance their careers. Welcome!

2. Next Event: October 28, 2009 “Improving Sales and Marketing Channel Communications” Michael Happe, Vice President, Commercial Business, Toro

3. Partners – we thank you!

4. Today’s Event: “Digital Body Language” Steve Woods Co-Founder & CTO Eloqua

5. PRIVILEDGED AND CONFIDENTIAL5 DIGITAL BODY LANGUAGE DECIPHERING CUSTOMER INTENTIONS IN AN ONLINE WORLD A CONVERSATION WITH THE MINNESOTA BMA

6. PRIVILEDGED AND CONFIDENTIAL6 A Story Ian Brown (TriNet) 1999 vs now What changed?

7. PRIVILEDGED AND CONFIDENTIAL7 Transformative Shifts in Marketing Distribution Becomes Free Content Creation can be Decentralized Information is Free; Sales is Not Information Conduit

8. PRIVILEDGED AND CONFIDENTIAL8 What really happened? Information became free Prospects access information online Sales is no longer information conduit Sales is not able to read body language The challenge of reading and understanding the buyer falls to marketing

9. PRIVILEDGED AND CONFIDENTIAL9 What is “Digital Body Language” really?

10. PRIVILEDGED AND CONFIDENTIAL10 What do we know? Wants information on his/her timeframe, not ours. Does not want to be sold to. Wants access to sales only when ready to buy. Wants interaction, not marketing, thus data is critical Will likely interact with us multiple times before buying

11. PRIVILEDGED AND CONFIDENTIAL11 Unleash your information 1.Listen 2.Share 3.Reciprocate

12. PRIVILEDGED AND CONFIDENTIAL12 Think like a buyer 1.Empathize 2.Target R Recognition E Evaluate S Sample I Integrate T Test D Deploy

13. PRIVILEDGED AND CONFIDENTIAL13 Take your data seriously 1.Cleanse 2.Model

14. PRIVILEDGED AND CONFIDENTIAL14 Build a culture of analytics 1.Socialize 2.Rebuild

15. PRIVILEDGED AND CONFIDENTIAL15 How can we engage with this new buyer? Unleash your information; Watch prospects’ digital body language Think like a buyer It’s NOT a selling process Take your data seriously; It’s with you for longer Build a culture of analytics Change behavior through culture

16. PRIVILEDGED AND CONFIDENTIAL16 Thank you More Information: Digital Body Language (Amazon) Digital Body Language blog http://digitalbodylanguage.blogspot.com Email: steven.woods@eloqua.comsteven.woods@eloqua.com Twitter: @stevewoods@stevewoods

17. Questions & Answers

18. Thank you!