InsideView Introduction

Ralf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer

Agenda

• Getting harder to find, close, and keep customers?

• The InsideView Solution

• Intelligence vs. Data

• Customer Success

• Demo

• InsideView for SugarCRM

| SLIDE :2

Getting harder to find, close, and keep customers?

| SLIDE :3

Find

Qualify

Engage

Convert

Renew

Upsell

Leads Opportunities Customers

Information Customers Relationships

time

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

New Customer Dynamics - “70% of the B2B buying process happens

online”SiriusDecisions Inc.

Are You Adapting to these Changes?

| SLIDE :5

Leads Opportunities Customers

• Leads– How do you ensure comprehensive market and competitive research is done to find the best new leads?

– Describe your process for finding and segmenting new leads based on market, company, and contact

information.

– How do you ensure the most comprehensive information is available for new leads?

– How are leads scored based on quality and routed to sales reps?

• Opportunities– How much time should rep’s spend preparing for a call and how much do they actually spend?

– Do top-performers prepare more? More effectively? Both?

– Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s

business and company?

– How are your reps differentiating or prioritizing their calls for the day?

• Customers– How do account managers build their relationship with customers?

– How do they prepare for upsell and renewal conversations?

The Promise of InsideView

| SLIDE :6

Find

Qualify

Engage

Convert

Renew

Upsell

Leads Opportunities Customers

Find

Qualify

Engage

Convert

Renew

Upsell

Find & Qualify

LeadsEngage & Convert

OpportunitiesRenew & Upsell

Customers

How does InsideView do it?

| SLIDE :7

News Social Media ConnectionsCompany Info

InsideView’s Impact

| SLIDE :8

Find & Qualify

LeadsEngage & Convert

OpportunitiesRenew & Upsell

Customers

Competitive Info• Find & research competitors• Monitor activities & news• Presence in accounts

Lead Generation• Find by market, company,

contact, social profile• Merge with CRM

Lead Enrichment• Deep contact information• Social profile & activity• Enhance info in your CRM

Prospecting• Use real-time triggers • Social identity & activity• Explore common connections

Pre-Call Research• Common connections• Deep company & contact info• News and social activity

Contract Negotiation• Identify key individuals• Deep profile on individuals• Real-time triggers on events

Relationship Building• Identify key individuals• Social Identity & Activity• Use common connections

Renewal• Real-time business triggers• Insight into social activities• Track info with CRM data

Upsell• Company structure info• Real-time business triggers• Insight into social activities

BROWSER MOBILECRM

InsideView Creates Intelligence from DataTrigger Event Analysis Connection Analysis

Entity Triangulation Natural Language Processing

How does InsideView do this?

| SLIDE :9

SOCIAL MEDIA & NETWORKS:LinkedIn, Facebook, Twitter, Blogs, etc.

TRADITIONAL MEDIA & SOURCES:Company & Contact Data, News, etc.

Data vs. Intelligence – CSO Insights

No Tools Sales Data Sales Intelligence40%

42%

44%

46%

48%

50%

52%

43.4%

45.9%

50.8%

Win Rates (2,000 Companies Studied)

Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

INTELLIGENCE

DATA

Social Selling Essential #1: Contact Data vs. Intelligence

DATA

INTELLIGENCE

Social Selling Essential #1: Company Data vs. Intelligence

| SLIDE :13

Social Selling Essential #2: When & Why to Call

Social CRM Watchlist— ZDNet / Paul Greenberg, January 2011

Top 100 Private Software Company— JMP Securities, 2010

#1 Rated & Most Popular App— Force.com AppExchange

Accelerating Momentum & Recognized Leader

2007 2008 2009 2010

Impacting the Entire Customer Relationship for great ROI

LeadGeneration

LeadQualification

OpportunityManagement

CustomerRenewals/Upsells

50% decrease in research time

22->70 New Opportunities/Rep/Month

Improved selling to C-level

Increase Avg. Contract Value by 460%

Find & Qualify

LeadsEngage & Convert

OpportunitiesRenew & Upsell

Customers

DEMO

| SLIDE :16

InsideView for SugarCRM Features

| SLIDE :17

FREECRM+ PRO

…for Individuals

for Sugar …for Sales Teams

…for Acct Mgrs.

Sales Data

Company Details ü ü üTwitter & Blog Mentions ü ü üNews Aggregation ü ü üSocial Profiles ü ü üFamily Trees ü üCompetitor Profiles ü üContact Details ü ü

Sales Intelligence

Company Tracking Limited Limited üStandard Sales Triggers Limited ü üCustom Sales Triggers üSocial Network Connections ü üTriggers & Connection Sharing ü

CRM Integration & List Export

CRM Import & Sync Limited üCRM Data Governance ü üList Building üCompany List Export üContact List Export ü

PRICE $0 $19/user/month

$49/user/ month

CRM + for Sugar Requires activation of all CRM users. 5 user minimum. PRO for Individuals No min seat requirement. PRO for Sales Required 5 seat min. PRO for Account Mgmt Required 5 seat min.

THANK YOU

Email: sales@insideview.comTwitter: @insideviewhttp://www.insideview.com/SUGARCRM/