Arrow Oracle Marketing Q3 FY11

1. Arrow Oracle MarketingQ3 FY11

2. Build Pipeline in Q3 for more Q4 Revenue • Welcome! • Arrow Marketing • Robbi Virdi: robbi.virdi@arrow.com or 303-824-4135 • Q3 Marketing Programs • Executive Event Management: Xactly IT • Online Lead Generation & Lead Nurturing : HubSpot • High End Appointment Setting: Sales Activation

3. Executive EventsXactlyit MarketingScott Marshall

4. Services Overview Xactlyit is a marketing services firm that provides creative development, copywriting, prospect database, email marketing, telemarketing, web marketing, and event-related services to technology companies and their channel partners. Xactlyit Event Services include: • Graphic development and design of the HTML based invitation (HTML will be appropriate for delivery) • Copywriting services • Customization of back-end registration system supporting the event • On-demand, real-time partner access to the registration list • Prospect lists and email blast services • Telemarketing services • Turn-key audience-recruitment services (20 registrants is a sweet spot) • Event design and management xactlyitcompany confidential

5. Standard HTML Design (examples) • Wide variety of graphic options • Will be influenced by partner’s existing branding or any invitation samples that are provided us xactlyitcompany confidential

6. Deluxe HTML Design (examples) • We attempt to capture the appeal of the event graphically. This is the “event as star” approach. Best used with higher-end customer type events. Copy typically needs to be concise to work best with this high-impact approach xactlyitcompany confidential

7. Registration System • Confirmation emails are provided to registrant with copies to designated partner staff • Confirmation email provides link to map/directions and automatic sync to calendar. • Partner has the option to gracefully limit the total registration, by creating a wait-list, if they are constrained by space at the event. • Partner will be given a link for on-demand access to the updated registration list in real-time. • Email reminders can be scheduled for auto-delivery to registrants xactlyitcompany confidential

8. Registration System Features • Reg Page System provides links for Calendar Sync and Google Maps to venue • Confirmation emails to registrants with copies to designated partner staff • Can gracefully limit the total registration, by creating a wait-list, if they are constrained by space at the event. • Partner gets on-demand access to the updated registration list in real-time. • Email reminders can be scheduled for auto-delivery to registrants 10/27/2014 xactlyitcompany confidential

9. Sample Email Confirmation Note: email reminders can also be scheduled xactlyitcompany confidential

10. Access to Registration Reports Partner/Arrow will have login credentials to access registration lists and export to CSV/Excel in real-time xactlyitcompany confidential

11. Audience Recruitment • Appropriate for a high-impact event, where a deluxe invitation has been generated, and where there is a desire to attract qualified prospects… • Xactlyit will leverage its prospect database (750,000 IT-related contacts across 85,000 companies), the deluxe email invitation, and telemarketing to generate approximately 20 registrants to partner’s event. • 20 registrants will yield 12 to 15 attendees. • Registrants, as defined, will conform to partner’s target audience definition xactlyitcompany confidential

12. Event Design and Management • An experienced professional event designer and manager will orchestrate/run partner’s event • Partner retains responsibility for: • Business content delivered at the event • Delivery of the content • Assigning a principal point of contact for decision-making on event-related matters • Note: cost of the event manager is for event planning services only and does not cover food, beverage, event tickets, parking, giveaways, etc. • Require at least 30 days advance notice from date of event xactlyitcompany confidential

13. Service Pricing Packaged Items A la Carte Items 13

14. Xactly IT Marketing • Questions? • Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Xactly IT • www.xactlyit.com • Scott Marshall: scott.marshall@xactlyit.com; 978-422-1690

15. Online Lead Generation & Lead Nurturing HubspotHeather Ryan/Andrew Pitre

16. What this presentation covers How lead generation is shifting How to generate leads online Arrow’s lead generation campaign How it is implemented Expected Results & ROI

17. Traditional Marketing is being blocked 800-555-1234 Annoying Salesperson

18. The Market Is Here Now

19. How Do You Generate Leads Online? Landing Pages Analytics Website Sales Tools Email Blog Social Media Lead Nurturing SEO

20. What do we offer for lead generation? Complicated & Confusing Easy & Integrated

21. Arrow Inbound Lead Generation Campaign • Drive qualified traffic to your site • Use HubSpot SEO tools to optimize your site • Convert leads directly through your website • Use offers (white papers and demos) and landing pages to capture visitor information • Import your current leads & nurture them • Take existing leads and give them offers to drive them back to you via email marketing • Measure your results and determine your ROI • Determine what offers drive leads

22. Overview of the Implementation Install HubSpot Tracking Create a Landing Page Nurture Existing Database Optimize Site to Drive Qualified Traffic Analyze Results Install HubSpot tracking code on your website Create / optimize landing page(s) for offers to capture new leads Setup email marketing campaigns for existing leads Optimize your website to drive qualified visitors Run reports to monitor success

23. The Key is to Measure Your Results Your time is valuable, so we built HubSpot to focus your efforts

24. ROI MIT study shows: HubSpot customers get 420% more leads after using HubSpot for 5 months Learn more at: www.hubspot.com/roi

25. You are covered for all online lead generation Marketing Sherpa Radian6 SEO consultant Google Analytics Eloqua IT Guys Wordpress

26. Campaign Costs • Arrow’s Lead Generation from HubSpot is based on an annual contract rate of $12,000. (a 33% discount off list) • Payment can be broken up into 6 month segments

27. Hubspot • Questions? • Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Hubspot • www.hubspot.com • Heather Ryan: hryan@hubspot.com; 857-829-5685

28. High End Appointment Setting Sales ActivationVirginia Livingston

29. What is Sales Activation? Sales Activation is an affordable, systematic prospecting and lead generation process that delivers a steady stream of actionable sales opportunities, nurtures long-term leads to sales-readiness and demonstrates measurable ROI. It’s what the CEO and CFO expect: More sales and revenue

30. Variety of Services Database Conditioning, Qualification Prospecting Lead Generation Lead Nurturing Appointment Setting Customer and/or Partner Profiling New Product Announcements Upsell/Cross-Sell/Maintenance Renewals Tradeshow Lead Qualification Audience Acquisition Market Research

31. Three activities for the price of one • Combines a coherent mix of marketing and sales elements, including: • Database conditioning and qualification. Update existing customer database, uncover net new prospects, and deliver a Database-on-Demand™ at campaign conclusion • Email marketing done right. Consistent delivery of targeted ommunications to net new prospects and customers. (We don’t worry about SPAM filters!) • Prospecting, lead generation, and lead nurturing. Resulting in short-term and long-term sales opportunities, and a forecast you can trust.

32. Sample Three-month Campaign Campaign Objective: Develop and implement a prospecting and lead generation campaign for an Oracle partner to drive awareness and preference for Oracle’s software portfolio, and schedule a stream of highly-qualified appointments and leads for the partner. Deliverables: Create a Database-on-Demand™, beginning with list consolidation, formatting, conditioning, qualification Develop call scripting and probing questions Message Map that pre-schedules existing marketing communications to be delivered to prospects during campaign Conduct prospecting, lead generation, lead nurturing Create opt-in list of email addresses (No charge) Schedule 3 – 4 highly-qualified (BANT) appointments per month Identify and nurture a series of qualified short-term leads, future leads, and validated suspects Develop timely, accurate appointment detail & lead records to assure smooth hand-off to sales Lead Support Services, including formal lead distribution, lead follow-up, appointment rescheduling (as necessary) Formalized lead distribution to partner organization Weekly executive dashboard and tracking report, containing key metrics and lead analysis Weekly (live) status review with partner’s key stakeholders to review campaign progress/process improvement

33. Budget Budget: One-time set-up fee: $1000 Message Map Development $1000 (for three-month period)  3 – 4 appointments per month $ 3,500/month 6 – 8 appointments per month $ 6,500/month 9 – 12 appointments per month $ 9,500/month Each campaign is tailored to meet your budget and sales objectives. Ala carte campaigns accommodated.

34. Re-cap: Why Sales Activation? Sales Activation = Sales NOW -- and a year from NOW Sales and marketing work together to achieve results and ROI Message MapTMassures consistent communication that drives awarenessand builds credibility Database-on-DemandTM becomes a quantifiable corporate asset The more qualified the leads, the more predictable the pipeline Uncover and track qualified leads through sales conversion Justify (even reduce!) marketing spend Document marketing contribution to sales and ROI

35. Sales Activation • Questions? • Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Sales Activation • www.salesactivationco.com • Virginia Livingston: vlivingston@salesactivationco.com; 303.378.4598

36. Next Steps Next Steps • Contact your Arrow Oracle Group Sales Rep to set up a meeting • Discuss funding options that are available to help offset marketing costs • Develop a plan with our Arrow marketing team – use the suggestions/programs discussed today or customize your own! • Watch your pipeline fill with new opportunities! • Increase your Oracle sales in Q3 and Q4! • Questions? Contact Robbi Virdi, robbi.virdi@arrow.com or 303-824-4135