Virtual Causeway General Overview Jan2010

• Technology Companies in North America• Customer Relationship Management• Demand Generation Performance Improvements

WHO WE AREWHO WE ARE

A sales and marketing services firm with a focus on:A sales and marketing services firm with a focus on:

Ultimately enabling technology companies Ultimately enabling technology companies

to bridge the gap that allows to bridge the gap that allows targetstargets and and

prospectsprospects to become your to become your customerscustomers

In September, 2005, In September, 2005,

Virtual Causeway Virtual Causeway

was Named as One of was Named as One of

CanadaCanada’’s 50 Fastest Emerging s 50 Fastest Emerging

Growth Companies by Growth Companies by

PROFIT MagazinePROFIT Magazine

PROFIT HOT 50PROFIT HOT 50

In June, 2007, In June, 2007,

and again in June 2008, and again in June 2008,

Virtual Causeway Virtual Causeway

was named to the PROFIT 100 was named to the PROFIT 100

Ranking CanadaRanking Canada’’s Fastests Fastest--

Growing Companies by fiveGrowing Companies by five--yearyear

revenue growth, the PROFIT 100 revenue growth, the PROFIT 100

profiles the countryprofiles the country’’s most s most

successful growth companies. successful growth companies.

PROFIT 100PROFIT 100

Definition:Definition: When a company transfers responsibility When a company transfers responsibility for a business process to a supplier, usually on a for a business process to a supplier, usually on a

long term basislong term basis

“By outsourcing, you limit distractions – gaining efficiency in the parts of your business that really matter” Fortune Magazine

OUTSOURCINGOUTSOURCING

•• ConsistencyConsistency

WHY OUTSOURCE?WHY OUTSOURCE?

•• Domain ExpertiseDomain Expertise

•• ScalabilityScalability•• Expansion Expansion –– instant instant ‘‘onon’’•• New Market PenetrationNew Market Penetration

•• ResourcesResources•• $$$$$$•• TimeTime•• PeoplePeople•• InfrastructureInfrastructure

•• Technology FocusTechnology Focus

•• CostCost

•• FlexibilityFlexibility

•• Customer ServiceCustomer Service

•• Founded by exFounded by ex--Sybase employees/mgmtSybase employees/mgmt

VIRTUAL CAUSEWAY VIRTUAL CAUSEWAY

VALUE PROPOSITIONVALUE PROPOSITION

Virtual Causeway Focus AreasVirtual Causeway Focus Areas•• Enterprise Technology Systems, Technology Hardware, Enterprise Technology Systems, Technology Hardware, IT Solutions/ServicesIT Solutions/Services•• Targeting Verticals such as; Financial Services, Healthcare, Targeting Verticals such as; Financial Services, Healthcare, Manufacturing, Pharma, Retail, Telco, etc.Manufacturing, Pharma, Retail, Telco, etc.

EmployeesEmployees•• Post Secondary EducationPost Secondary Education•• Reps with up to 15 Years TeleReps with up to 15 Years Tele--ExperienceExperience•• University RelationshipsUniversity Relationships

CRM ExperienceCRM Experience•• Salesforce.com, Siebel, Goldmine, ACT, etc.Salesforce.com, Siebel, Goldmine, ACT, etc.

VIRTUAL CAUSEWAY VIRTUAL CAUSEWAY

VALUE PROPOSITIONVALUE PROPOSITION

• The Virtual Causeway headquarters location and contact center is located in the City of Waterloo, Ontario, Canada• Waterloo is the driving force behind Canada's Technology Triangle (CTT)

Operation FacilityOperation Facility

FACILITY LOCATIONFACILITY LOCATION

• Virtual Causeway also maintains sales offices in:• The Boston Area• The New York City Area• The Washington DC Area

ABOUT VIRTUAL CAUSEWAYABOUT VIRTUAL CAUSEWAY

Three Core Businesses Centered Around Three Core Businesses Centered Around Demand Generation ExcellenceDemand Generation Excellence

–– Marketing ServicesMarketing Services•• Creation, Qualification & Ranking of Suspects and Prospects Creation, Qualification & Ranking of Suspects and Prospects

•• Event RecruitmentEvent Recruitment

–– Business Development ServicesBusiness Development Services•• Development of Prospects through Appointment SettingDevelopment of Prospects through Appointment Setting

–– Market Research ServicesMarket Research Services•• Data Collection via Telephone or WebData Collection via Telephone or Web--Based SurveysBased Surveys

MARKETINGMARKETING

Solutions & ServicesSolutions & Services

•• List Building/Database CleansingList Building/Database Cleansing

•• Event RecruitmentEvent Recruitment

•• Lead Qualification & RankingLead Qualification & Ranking

•• Inbound Service HotlinesInbound Service Hotlines

•• ““Rapid Response Prospect CareRapid Response Prospect Care””

BUSINESS DEVELOPMENTBUSINESS DEVELOPMENT


•• Lead GenerationLead Generation

•• Appointment SettingAppointment Setting

•• Channel RecruitmentChannel Recruitment

•• Customer ProfilingCustomer Profiling

•• ““Integrated Prospect CareIntegrated Prospect Care””

MARKET RESEARCHMARKET RESEARCH


•• Phone and Web Survey ExecutionPhone and Web Survey Execution

•• PrePre--Screen Appointment SettingScreen Appointment Setting

•• Survey Design and TestingSurvey Design and Testing

•• Data Reporting (SPSS/Excel)Data Reporting (SPSS/Excel)

•• Basic Data AnalysisBasic Data Analysis

•• Panel Recruitment and MaintenancePanel Recruitment and Maintenance

MarketingMarketing

ServicesServicesBusinessBusiness

DevelopmentDevelopment

Market ResearchMarket Research

SERVICESSERVICES

• The pipeline is a metaphor used by sales and marketing departments when describing the lead process-from lead generation to lead qualification and lead closure.

• It is a way of describing the process of winnowing down a target audience to a very specific portion of this audience that will actually purchase goods and services.

• The objective of the pipeline is to increase a company's customer base through a predictable rate of closure, and a predictable rate of expense or Return on Investment.

Target Audience

Installed Base

Universe

THE ANATOMY OF THE PIPELINETHE ANATOMY OF THE PIPELINE

• Client Responsibility (or Virtual Causeway can assist)

– Define target market

– Deliver ongoing marketing campaigns

• Reference, success stories

• Email, direct mail

• Seminar, web cast, demo

– Sales process

Target Audience

Installed Base

UniverseDefine audience

Deliver marketing

Sales process


• Virtual Causeway’s Expertise

– Joint list development

– Qualify prospects for marketing/sales activities

• Seminar, web cast, demo or appointment

– Score prospects and drive to sales

– Deliver prospect DB for ongoing marketing and sales efforts

Target Audience

Installed Base

UniverseList development

Push suspects to marketing

Score prospects, drive to sales

Deliver prospect DB


• Seamless Program

– Ongoing sales development

– Joint management

– “Instant-on” capability

– Shared risk

Target Audience

Installed Base

Universe

List development

Drive leads to marketing

Score prospects, drive to sales

Deliver prospect DB

Define audience

Deliver marketing

Sales process


THE IMPORTANCE OF LIST THE IMPORTANCE OF LIST

BUILDING & LEAD GENERATIONBUILDING & LEAD GENERATION

•• Contact Lists are the Key to Successful Marketing ProgramsContact Lists are the Key to Successful Marketing Programs

•• Avoid a Avoid a ““DroughtDrought”” �� Improve Lead Quantity and QualityImprove Lead Quantity and Quality

•• Contact Generation = Healthy Sales FunnelContact Generation = Healthy Sales Funnel

CLIENT LIST (Partial)CLIENT LIST (Partial)

List Development

Lead Generation

Customer Profiling‘Business Development’

Global Research Projects

Multiple Languages and Time Zones

Survey Execution: Phone & Web Based‘Global Market Research’

List Build/Lead Generation

Event Coordination/Registration

Market/Industry Research ‘Lead Generation and Event Registration’

Project DescriptionClient

CASE STUDIESCASE STUDIES

CONTACT INFOCONTACT INFO

William Clark (CoWilliam Clark (Co--Founder)Founder)

VP, Sales/Business DevelopmentVP, Sales/Business Development

bill@[email protected]

978978--372372--50625062

Rick Endrulat (CoRick Endrulat (Co--Founder)Founder)

COO/PresidentCOO/President

rick@[email protected]

519519--886886--1600 x6221600 x622