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microsoft/igniteyourventure Twitter: #IYV 2010 Email: cdnsol@microsoft

Ignite Your Venture Webcast Series Every Wednesday In April, 2-3 PM EST April 7 – Bringing Your Ideas to Life with a VC April 14 – Finding the Right People to Make the Right Team April 21 – Helping to Increase Profits & Accelerate Sales April 28 – Business Lead Generation That Works.

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microsoft/igniteyourventure Twitter: #IYV 2010 Email: cdnsol@microsoft

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  1. Ignite Your Venture Webcast SeriesEvery Wednesday In April, 2-3 PM ESTApril 7 – Bringing Your Ideas to Life with a VCApril 14 – Finding the Right People to Make the Right TeamApril 21 – Helping to Increase Profits & Accelerate SalesApril 28 – Business Lead Generation That Works www.microsoft.ca/igniteyourventure Twitter: #IYV2010 Email: cdnsol@microsoft.com Microsoft does not endorse any of the participants in this webcast or their software, solutions or services. Microsoft disclaims any and all liability arising out of your use of information contained this webcast.

  2. Angie LimChannel Audience ManagerMicrosoft Partner NetworkStartup ISV & Web Developerstwitter: @angielim www.microsoft.ca/igniteyourventure Twitter: #IYV2010 Email: cdnsol@microsoft.com

  3. Metrics Based Marketing: Building a CMO Dashboard Ian Gilbert, Venture Partner, Intrepid Equity With Cadman Chui April 28, 2010

  4. Background • Cadman Chui • VP, Marketing at PlateSpin Ltd. (Acquired by Novell, 2008) • Held product marketing / product management positions at Cybermation (acquired by CA), DataMirror (acquired by IBM) • MBA (Schulich School of Business) • BSEE (University of Waterloo)

  5. Marketing is sometimes perceived as a Black Hole

  6. Marketing should be perceived as a Black BOX $$$ $ Marketing

  7. The Technical Challenge: Lead Source Tracking $ $ Campaign 1 0 $ Campaign 2 $$$ $ Campaign 3

  8. The 5 Crucial Marketing Metrics

  9. Metrics Trending and what they can tell you

  10. Leads & Derivatives

  11. Making it all work Sales person Prospect CRM Trade Show Website

  12. Turn data into information CRM Data Extraction / Mining

  13. CMO Dashboard – Actionable Metrics

  14. Real-Time Leads Dashboard

  15. Return on Investment (Sales and Opportunities) 791% OROI 535% SROI OROI = Opportunity ROI SROI = Sales ROI 6886% OROI 781% SROI 809% OROI -3% SROI 5989% OROI 207% SROI 2077% OROI 89% SROI 878% OROI 259% SROI 948% OROI 266% SROI 262% OROI -16% SROI

  16. Lead Lifetime (Days)

  17. Leads by Status by Region

  18. Leads by Status by Type

  19. Lead2Close Trend

  20. Cost Per Lead (C$)

  21. Budgeting Precision Campaign Budget [$] required Sales due to marketing [%] CPL [$] Sales Target [$] X = X ASP [$] Lead2Close [%] (Number of Deals marketing needs to generate) (Cost per Deal)

  22. Tips n’ Tricks

  23. Communicate and coordinate with Sales!

  24. Contact information: Ian Gilbert igilbert@intrepidequity.com Cadman Chui cadman_chui@yahoo.com

  25. DiscussionUse the Q&A tool Twitter: #IYV2010Email: cdnsol@microsoft.com

  26. On Demand – Past Series:Starting a new BusinessReducing your SaaS Dev Costs with PaaSWhy Competitive ISVs Switch to Microsoft ISV Royalty & SPLA LicensingYour Web Potential with MS Web Platform www.microsoft.ca/igniteyourventure Twitter: #IYV2010 Email: cdnsol@microsoft.com Microsoft does not endorse any of the participants in this webcast or their software, solutions or services. Microsoft disclaims any and all liability arising out of your use of information contained this webcast.

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