1. LOGO Business to Business Forum December 5, 2006 Paul Slack CEO www.webdex.biz 469-568-4200

2. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Who to Target Agenda B2B Sales Cycle How They Search 1 2 3 4 Developing an Internet Marketing Strategy

3. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Uncover Need Research Possible Solutions Short List of Vendors Go to Bid Make a Decision Search Engine Marketing B2B Sales Cycle

4. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Buying Funnel Search Engine Buying Funnel Awareness Consideration or Research Decision Purchase 8.7% 68.3% 42.6% 28.2% Source: Enquiro B2B Opportunity

5. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Two critical players who will use search engines …..and they search differently. Targeting Your Audience  Influencers  Decision Makers

6. www.webdex.biz 469-568-4200 Connecting Customers to our Clients  Specific Searches 4 or More Words Looking for a solution to a problem  More likely to respond to a “Call to Action” Will typically bite on: Comparison Matrix Webinars Trials, Demo’s, etc.  Sources of Content Spec Sheets White Papers Product Pages Newsletters Influencers often begin a sales cycle Influencers How Can You Make Their Job Easier?

7. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Influencer Example Offer to download white paper Nerc 1300 White Paper

8. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Results (H1) 93 Extremely Targeted Leads Over 17% Conversion Rate

9. www.webdex.biz 469-568-4200 Connecting Customers to our Clients  High Level Searches 2 or 3 Words Company or Competitor Name Industry Segment  Less likely to respond to a “Call to Action” More likely to pick up the phone and call. Or delegate the research to someone else  Sources of Content Home pages About Us pages Comparison Matrix Need to be found for validation Decision Makers

10. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Targeting Decision Markers C-Level Ad Extremely Competitive Bulleted Benefit Statements Call to Action

11. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Define Goal and Objectives Target Audience Conversion Activities Budget Resources Measure Performance Goals Cost Per Lead Cost Per Acquisition Refine Make Changes for Improvement Create New Objectives Websites don’t exist for their own sake, but to fulfill a specific purpose and to satisfy a specific consumer need. Internet Marketing Strategy

12. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Cost Per Lead: Cost Per Acquisition: CPL X (lead:sale ratio) = CPA $371.79 X 4 = $1,487.16 Breakeven Analysis: Online Marketing Budget / CPA $100,000 / $1,487.16 = 68 Sales 68 X 4 (lead:sale ratio) = 272 Leads Comparative Analysis (CPL, CPA & Breakeven)

13. www.webdex.biz 469-568-4200 Connecting Customers to our Clients Remember to:  Begin with the end in mind  Who are you wanting to target?  How do they search?  What do you want them to do on your site?  How will you measure success?  Identify the content that would be of interest to your search visitors.  Make sure targeted visitors can find this content when searching. Summary

14. LOGO How to Contact WebDex Paul Slack Phone: 469-635-4200 X100 Email: pauls@webdex.biz Website: www.webdex.biz