1. Contacts Enecto - Turning web visits into business InterAction User Group 18.05.09 David Botros Senior Account Manager Tel: +44 (0)208 433 6820 Mob: +44 (0)7912 406 422 david.botros@enecto.com Nigel Lindsey-Smith Senior Account Manager Tel: +44 (0)208 433 6824 Mob: +44 (0)7912 406 421 nigel@enecto.com Enecto I Level 2 I Portland House I Stag Place I London I SW1 5RS

2. Enecto – Company Overview b2b web identification (vs analytics) How can it be used InterAction CRM Benefits of integration Case Study Q&A Agenda Please view this presentation in full-screen format to enable animation

3. Founded in Sweden in 2002 5 offices throughout Europe Over 1200 clients in 25 countries Web based b2b solutions Our mission To help our clients increase revenues and profitability by making use of web-based business information and intelligence.

5. Partners in Technology & Marketing

6. Website Analytics Web analytics measure the performance of your website in a commercial context. This data is typically used to improve a web site or marketing campaigns. Available information How many visitors Most popular pages Pages with biggest drop off rate Most popular key words Busiest times

7. b2b Web Intelligence Identify visitors to your website Who has visited your website? When and for how long? What services are they interested in? How did they get to your site? Have they been back? How do you contact them?

8. How valuable is this information? 27% of visitors are not business opportunities Competitors, potential suppliers, students… 73% of your visitors are interested in your services Unknown prospects, targets (known), existing clients… 8/10 business decisions start with investigation online * * * Figures provided represent an average over 15 customer sites in a cross section of industries and relate to identifiable traffic only.

9. How can knowledge of this activity be used? Engage with prospects while they are in involved in their decision making process Contact known targets at exactly the right time Develop stronger relationships with existing clients. Identify and maximise cross sell and up sell opportunities

10. How can this information benefit users of InterAction? How does your CRM system benefit your business? Improved Client Experience Helps to generate additional revenue Sharing of Client Data Increased Retention Enables targeted marketing Is a trusted source of contacts/ leads

11. What are the main challenges? User Adoption Poor Data Quality Finding Reliable Lead Sources Demonstrating ROI for CRM Apathy Among End Users UsersDataROI This is where we can help

12. Users Data ROI This is where we can help Increased engagement Quantity and quality Greater CRM value

13. Is there an existing CRM record? ProspectFinder Yes Update CRM record with key visit information Send event driven alert to Account Owner Account Owner has the option to engage with client Visitor activity Visitor engaged

14. Is there an existing CRM record? ProspectFinder No Does the visit satisfy specific qualification criteria Alert relevant CRM users providing opportunity to engage YESYES Create a new and complete customer record in CRM Visitor activity Lead explored

15. Case Study – About Lawson Lawson provide software and service solutions Over 3800 employees worldwide US $350m revenue More than 4000 customers in 40 countries Customers in manufacturing, distribution & service sectors Over 15000 unique visitors per month

16. Case Study – Objectives Generate a greater volume of new business opportunities Identify prospects and up/cross sell opportunities with clients Integrate qualified opportunities directly into CRM Automatically and constantly enrich existing database Improve user engagement with CRM Link CRM with valuable client insight and revenue generation Maximise current investment in marketing activities

17. Case Study – Actions Qualification and delivery rules established with end users Report content, format and frequency tailored to suit Integration with CRM system Understand nature of client engagement Client activity to be reported to CRM users

18. Case Study – Results Each user has tailored reports delivered to a specific schedule Database enriched daily Improved client experience & more informed end user Contact strategies determined for each type of opportunity Increased client retention and average account value Improved conversion on new opportunities CRM value demonstrated within the business

19. ”Enecto helps us work more effectively through a simple and accessible solution with an automatic flow of new leads going directly into our CRM system. Result: right sales activity at the right time.” Karin Westlund, Marketing Manager StreamServe ”To be aware of customer interest at this level is hugely beneficial to our business” Anders Ekman, VP Marketing Communication Lawson ”The perfect solution for acquiring new clients” Fredrik Hellström, e-Business Manager Monster Worldwide Client testimonials…