1. Optimize Relationships CAP DB Final Report Adam Bonville

2. Overview 2 Objectives Results Research Analysis Conclusion

3. Objectives Collect Data Call/E-mail 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

4. Survey Questions 4 1. 2.3. Vendor & Product? Last Year Upgraded? Business Intelligence? Meetings & Events? AMS? Fundraising? Mobile? PSN? Digital Content Delivery? Certifications? Abstracts?

5. Research Results 5 Calls - 2,760 calls made - 38% of prospects contacted E-mails - 7,198 e-mails sent - 3 blasts to all prospects - 100% of prospects contacted - 329 accounts updated - Added 679 new software’s in use

6. Responses 6 Staff Size 10-75: 94 75-150: 26 150-250: 5 250+: 23 Revenue 0-2.5: 50 2.5-5: 24 5-10: 35 10-20: 23 20+: 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): 72 501(c)(4): 2 501(c)(5): 7 501(c)(6): 51 501(c)(7): 1 N/A: 15 *in millions

7. Modules 7

8. 8 Systems Delivered Through AMS 13182685853473460

9. 9 AMS Market Share N = 132 31% 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 10-75 Staff

10. 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

11. 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

12. Updating the Grading Scale 12 How prospects are graded Revenue Staff Size AMS in use Last Year Upgraded Value Per Category 0-100 Scale A B C D

13. 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

14. Most Importantly! 14 Constant Updating Continued Attention

15. Appendix 15

16. Appendix 16