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Revenue Team February 25, 2004

Revenue Team February 25, 2004. Agenda. Introduction Revenue Email Promotion Cart Page Redesign and Sales Site Team Tasks on Deck Terrorism Product Plan Next Steps. February Revenue Target. Revenue Targets – 1Q Quarter 2004. February Renewals – Gulf War Subscribers.

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Revenue Team February 25, 2004

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  1. Revenue Team February 25, 2004

  2. Agenda • Introduction • Revenue • Email Promotion • Cart Page Redesign and Sales Site • Team Tasks on Deck • Terrorism Product Plan • Next Steps

  3. February Revenue Target

  4. Revenue Targets – 1Q Quarter 2004

  5. February Renewals – Gulf War Subscribers • Strategy with 1,000 Gulf War Subscribers • Low conversion rate in 2003 – Less than 2% converted to premium • Currently conducting conversion/price sensitivity testing with current February Basic subscribers • Testing “two years for the price of one” at $249, $349, and $449 • Will go to GW 100 subscribers with best offer, test, then go to the remaining GW subscribers with acceptable price • Every 100 GW subscribers converted to premium at $249 is approximately $25,000

  6. Email Promotion

  7. Email Promotion Objectives • Convert prospects to trial • Convert trials to basic or premium service • Up sell basic to (4) premium service • Up sell trail to premium • Up sell premium to 2nd year at reduced rate • Up sell premium to group subscriptions or cross sell premium

  8. Objectives and Escalation of Email Promotion

  9. Examples of Email Promotion

  10. Text Email Format

  11. HTML Email Format

  12. Cart Pages and Sales Site

  13. objectives of promotional pages • co-branded with partner • personalized by type of buyer • personalized by promo pitch/offer • promote and drive up sell opportunities • dynamic areas allow customization • on-the-fly customization capability • “refer a friend” viral marketing • one-click away from trial or buy

  14. landing page for campaigns

  15. name/demo/username

  16. address/billing

  17. upsell page

  18. confirmation page

  19. objectives of .com pages • convert prospects to trail subscriptions • one click away from subscribing • immediate buy opportunities • promote and drive up sell opportunities • “refer a friend” viral marketing

  20. start/analysis page

  21. Tasks and Timeline

  22. Quarterly Sales Goals

  23. Client Implementation

  24. Sales Collateral

  25. Sales Collateral

  26. Sale/BD Process

  27. Terrorism Site

  28. Website Optimization

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