Partner Playbook2012

Partner Playbook Contents

• Customer Presentation – An Introduction• Playbook Details

– Contact Us/About InsideView– Success Stories– How to Sell InsideView– Target Market– InsideView for Marketing, Sales, and Acct Mgmt– Trials and Deployment– Product Suite, Pricing and ROI Calculations– Premier Services– Data Coverage– International– Marketing and Partner Portal– Sales Objections– Competitive Positioning– CRM Specific Case Studies and Testimonials

Put Social Sellingto Work For YouSell to People, Not Contacts

Insideview.com/microsoft

92% prospects & customers never take a cold callor email

Intelligence to Sell to People, not ContactsMake your sales team more productive and competitive by delivering customer and prospect intelligence, inside your CRM.

| SLIDE :5

…….more INTELLIGENCE

good news

bad news

| SLIDE :6

ç

√

ConnectionsPeople Insights

Watchlists/Alerts List Building

RightPerson

RightMessage

Right Time

Company Info Contacts

InsideView inside CRM

• Company Info• News Alerts• Social Profiles• Financials• Family Tree• Industry Profiles• Connections• List Building• Sync to CRM

FindUnderstandConnect

SocialIntelligence

Right Time

RightMessage

RightPerson

Key Benefits

• Find Better Prospects – right person, right time

• Expert Call Prep – faster, better

• Save Time - harness the web “all in one” place

• Increase Win Rates – (18%+*)

• Save Money – eliminate data subscriptions and list rental

• CRM Adoption – salespeople love it!

• Clean CRM records – sync external data into CRM

Smarter salespeople.

More confident.

Better prepared.

*Avaya, 2011.

New OpportunityPer Rep

Lead-to-Meeting Conversion

+ 118% + 200%

Lead Conversion Rate

+132%

Win more. Lose less.

Why is InsideView better?

ONLY “all in one” Sales Intelligence solution for CRM

• Millions of company and contact records from many sources

• Decision-maker contacts only

• Real-time news alerts

• Multi-source validation – accuracy

• Traditional AND social sources

• Connections outside your social graph

• Rich data: family tree, financials, industry profiles

• Ongoing technology innovation.

insideview.com/microsoft

InsideView Customers are More Successful

“When we began our evaluation of sales intelligence providers, InsideView was one of 8 contenders, and the clear choice for

Cincom. In addition to company directories and sales intelligence, InsideView’s social media insights are really pumping up our sales

productivity. Our sales teams now leverage relevant sales intelligence right within Microsoft CRM. Don't tell our competitors!”

Jay R. McKeever Director of Worldwide Marketing Cincom Systems, Inc.

How confident are you that 100% of your sales reps

are prepared to win every deal?

Get the Inside Edge

Partner Playbook

Partner Playbook Contents

• Customer Presentation – An Introduction• Playbook Details

– Contact Us– About InsideView– Success Stories– How to Sell InsideView– Target Market– InsideView for Marketing, Sales, and Acct Mgmt– Trials and Deployment– Pricing and ROI Calculations– Premier Services– Data Coverage– International– Marketing and Partner Portal– Sales Objections– Competitive Positioning– CRM Specific Case Studies and Testimonials

Contact Us Register Demos and Trials• Referrals: www.insideview.com/referral• Reseller Deal Registration: www.insideview.com/dealregistration

Key Contact:• Heidi Tucker, VP Global Alliances

– Heidi.tucker@insideview.com

General Email:• microsoft@insideview.com• Support@insideview.com

Overview Video: www.insideview.com/quicklook

insideview.com/microsoft

About InsideView

• Founded in 2005• VC Funded• Vision: Increase productivity of customer-facing

employees by delivering relevant, timely insight about customers and prospects into CRM.

• Today: 145,000+ users, 6,000 customers, 30 countries• Integrated with all major CRMs.• 100+ channel partners on 3 continents

SalesLogix

#1 Rated & Most Popular AppForce.com AppExchange

Social CRM WatchlistZDNet / Paul Greenberg, January 2011

Top 100 Private Software CompanyJMP Securities, 2011

ACCOLADES

2012

RECOGNITION

Leader in Social CRM

145,000+ users 6,000+ customers 30+ countries

132% Increase in Lead Conv. Rates

22->70 New Opportunities per Rep/Month

3x Increase in Reps Surpassing Quotas

3x Increase in Qualified Leads

50% Decrease in Research Time

$500K Increase in Incremental LTV/Rep/Year

Proven ResultsBetter conversations, higher conversions.

How to Sell InsideView

| SLIDE :23

CxO’s only care about 3 things:

1. Make Money2. Save Money3. Improve Quality

InsideView helps you understand these issues and relate to your prospect in a meaningful way.

InsideView delivers real-time, customer intelligence and valuable social connections, so sales reps can learn critical information to win more deals.

It’s “Sales intelligence” that uncovers the right person, at the right time, and the right message.

Lead Qualification

“yes” to 3+ questions = good InsideView prospect

“yes to 5+ questions = great InsideView prospect

• Do you currently bring any external data into your CRM?– If so, what data, which providers?

• Do you buy lists for prospecting?• Do you have a consultative sales culture (or more transactional

sales culture)?• Do you use a sales enablement methodology?

– If so, which one? Is it widely adopted?

• Is your industry highly competitive?– Who are your major competitors? What is your unique advantage?

• Do you use CRM for Sales Enablement (or Pipeline Management and Reporting)?

• Does your company embrace social media and social networking (i.e. LinkedIn, Twitter, Plaxo, etc.)?

• Are you actively looking for a data integration/sales intelligence solution?

– If so, do you have budget allocated? What is your timeframe?

InsideView Target Market

Type of Companies• B2B companies• Consultative sales culture • High competition industries• Decision-maker

• VP Sales• VP Sales Ops

25

Top Industries• Technology• Business Services• Financial Services/Insurance• HR Recruiting• Telecommunications• Logistics/Manufacturing• Media/Ad Sales/Sponsorships• Non-Profit – Donor Development

InsideView Benefits non-Sales Roles

• Marketing – Campaigns, invitations, lead enrichment and rapid lead scoring

• Procurement - Track suppliers. Alerts before supply chain risk occurs.

• Finance – Track customers for potential bankruptcy or funding event

• Legal – Family tree for conflict of interest and corporate hierarchy

• HR – Job postings, executive connections

Think: CRM+

MarketingFind &

Qualify Leads

Acct MgmtRenew & Upsell

Customers

SalesEngage & Convert

Opportunities

InsightAlerts

Connections

InsideView Across the Revenue Cycle

InsideView Across the Revenue Cycle - detail

| SLIDE :28

email bounce rates⏏ open rates⏏ lead conversion rates

• Find and target the right prospects

• Automatically enrich and score leads

• Run targeted micro-campaigns

• Engage at right time, with right message

• Reduce research time• Accelerate opportunities

and mitigate risk

• Build deeper relationships• Get inside sedge on new

opportunities.• Expand champions • Deliver ongoing strategic

value, not just upsells

⏏ call response rates⏏ opportunity win rates

⏏ renewal rates⏏ products per customer⏏ revenue per customer

MarketingFind &

Qualify Leads

Acct MgmtRenew & Upsell

Customers

SalesEngage & Convert

Opportunities

Trials & Deployment

• Trials– Free for 30 days, paid longer trials– Initial install defaults to 30 day free trial– Requirements for trial: 1 hour training, feedback call, post trial survey

• Deployment– 5 Minute Install into Dynamics CRM 4.0 and 2011, both on premise

and online (insideview.com/microsoft)– http://www.insideview.com/resources/MICROSOFT/2011-installation-

instructions.html– Users click once in IV window to provision– Can upgrade individual users or group to TEAM– Contact: microsoft@insideview.com for trial, deployment and

upgrade info

InsideView is FREE!

Install InsideView into all new CRM deployments Recommend to all existing CRM customers.

• It’s FREE. Like LinkedIn, Skype, Google, or Bing• No cost to customer. No Gimmick.• Optional upgrade at individual or group level at

any time.• Or remain a free indefinitely.

| SLIDE :30

InsideView Product Suite

• FREE• CRM+ - £14* (€16) per user per month (all CRM seats)• TEAM - £34* (€40) per user per month (ok as a subset of CRM seats)• PRO - £69 (€79) per user per month

– individual users only, credit card billing

*Ten seat minimum. See Product Matrix next page.

Subscription Highlights (beyond FREE)CRM+ PRO TEAM

All company sync to CRM

View all contact details

Sync 50 contacts per person per month

100 Contact Sync per user per month

All contact sync to CRM

Family TreeCompetitor Lists

4 more watchlists, up to 200 companies each

17 more standard agents Custom agents

Build and export prospect lists

PRO = CRM+ plus PRO items above. TEAM = PRO, plus TEAM items above.

CRM+ Requires activation of all CRM users.Requires OnBoarding/OnGoing Services Plan

TEAM Requires OnBoarding/OnGoing Services Plan

* CRM+ Export/sync limit: 50 contacts per user per month. Company sync unlimited.

** PRO Export Limit: 100 contacts. 1-4 seats. Self-service credit card payment only.

Company Details Twitter & Blog Mentions News Aggregation Social Profiles Family Trees Competitor Profiles Contact Details Company Tracking Limited Limited Standard Sales Triggers Limited Limited

Custom Sales Triggers

Social Network Connections Limited Limited

Triggers & Connection Sharing

CRM Import & Sync Limited* ** CRM Data Governance List Building Company List Export ** Contact List Export **

OnBoard (Year 1) na7.5% ($1,000

min/co.)na 7.5% ($1,000 min/co)

OnGoing (Year 2+) na 5% ($500 min/co) na 5% ($500 min/co)A la Carte na quoted quoted quoted

per user/month $0 £14 £65 £3410 1 10

CRM+ Requires activation of all CRM users. Requires OnBoarding/OnGoing Services Plan

TEAM Requires OnBoarding/OnGoing Services Plan* CRM+ Export/sync limit: 50 contacts per user per month. Company sync unlimited.

** PRO Export Limit: 100 contacts. 1-4 seats. Self-service credit card payment only.

ROI Calculations

• Time Savings• What is the value of an hour of a rep’s time?• How much time would they save with InsideView v. manual research?

• Increased quality of business conversations• Are your reps are 100% prepared to win every deal? • What’s the cost if they’re not? • What is the benefit of a 5-10% (modest) increase in win rates?

• Hard cost savings• How much are you spending on one-time, inaccurate list rentals and data

services?

• New Rep Onboarding• What is the value of onboarding a new rep 3 times faster?

• First Mover Advantage• What is the value of being the first to know of an opportunity? | SLIDE :34

Premier Services Ensure Adoption and SuccessStart-up, Ongoing, and A la Carte

• Premier services are required for all customers (5+ seats)

• Premier Start-up (Year 1)– Ensures successful implementation, roll-out, customization, and adoption

phase of InsideView.– Pricing: 7.5% of License List Price (min $1,000 per company)

• Premier Ongoing (Year 2 and Beyond)– Designed for the ongoing utilization, expansion, and value-add of

InsideView.– Pricing: 5% of License List Price (min $500 per company)

• A la Carte– List building. Data append.– Available to all InsideView customers as needed.– Pricing: Variable per service

| SLIDE :35

Premier Services Detail

| SLIDE :36

Services Offering

Description OnBoarding PlanOnGoing

Plan A la CarteCustomer Success Manager

A named CSM to act as non-technical focal point for all customer interaction. Services will include Proactive Account Mgmt, Onboarding Coordination, Adoption Plan, Training Plan, and Exposure to IV Best Practices.

1 CSM 1 CSM NA

Training

InsideView Product Foundation training session. (eLearning)Customer Specific Sessions require $100 per hour Development fee and are quoted separately.

1 Foundation per 20 seats Custom per Plan $500

On site Company Specific Classes for $1500 per Day plus T&E $1500/day

(plus T&E)

Implementation Assisted CRM integration Incl. Incl. NALoad Customer Company Reference Accounts. Incl. Incl. $1,600

Implement Industry Custom Agents1 agent/user Custom per Plan $400/agent

Development and implementation of Static Watchlist1 watchlist/user Custom per Plan $400/seat

Support coverage via email and voice mail 16x5 (PDT) Incl. Incl. NAAccess to the InsideView Community Incl. Incl. NAData Services List Building $1,000 Min

1,000 to 2,500 $1.00/record2,501 to 10,000 $.90/record10,001 to 50,000 $.80/record50,001 to 100,000 $.70/record100,001 to 500,000 $.60/record500,001 and up Quote

Company Data Append $1,000 Min

1,000 to 5,000 $.25/record5,001 to 10,000 $.20/record10,001 to 50,000 $.15/record50,001 and up $.10/record

Greater of $1,000 or

+7.5% of List

Greater of $500 or

+5% of List

On-Boarding: Methodology and ProcessesFor Helping you Realize Value Quickly

| SLIDE :37

• Define success• Measurements

• Today & Goal• CRM Usage• InsideView Usage• Sales Metrics• Resources & Time

• Configuration• CRM integration• Sales process

alignment

• Live sessions• Rec. online info• For all

• Users• Administration• Management

• User campaigns• Exec campaigns

• User surveys• Monthly reviews• Quarterly reviews• Ongoing

improvements

Plan Implement Train Adopt Measure

“InsideView’s excellent training and support during roll-out has been critical to our success.” - VP Global Sales, National Accounts Sales, United Healthcare

International EditionsBeyond USA and Canada, InsideView has a ‘UK & Ireland’ Edition.

UK/Ireland Edition• Displays turnover in £, €• Territory builder map for UK/IrelandNews Sources• 7,000+ UK specific sources• Regulatory, filings, company websites, news

channels etc.Company Coverage • Substantially all companies with at least £5

million in turnover and 50 employees• All central government departments,

executive agencies and non-departmental public bodies

• All major city councils and governmentsPeople Coverage• All contacts with CXO, managing director,

president, VP and director titles

Content Coverage

Companies

• 100,000+ active• Turnover 5M+GBP

Executives

• 300,000+ director titles and above

• 500,000 by Q2

Government & Public Sector

• All 650 MPs• All NHS trusts

• 25,000+ content sources• 7,000+ UK specific sources• Strategy is to continue to expand coverage throughout 2012

Content Sources

International Public

Companies• 34,000+ International public companies• Company descriptions, contact info, snapshot financials,

URLs• All companies trading on senior exchanges (e.g. Euronext

Paris) and “junior” exchanges (e.g. London’s AIM)Executives• 400,000+ senior executives (Director & above)• Integration with LinkedIn (70M+ international members)News Sources• 25,000+

Region Companies ExecutivesAfrica 820+ 11,000+ Asia 18,500+ 213,000+ Europe 10,000+ 123,000+ Middle East 1,700+ 22,000+ Oceania 2,100+ 21,000+ South America 1,200+ 14,500+

International PrivateCompanies• 615,000+ International private companies & subsidiaries• Company contact info and URLs• Support for multi-country searchExecutives• 800,000+ senior executives (Director & above) • Integration with LinkedIn (70M+ international members)News Sources• 25,000+

Region Companies Executives

Africa 14,000+ 15,000+ Asia 168,000+ 152,000+ Europe 355,000+ 530,000+ Middle East 11,000+ 18,000+ Oceania 45,000+ 62,500+ South America 22,500+ 13,500+

Marketing and Partner Portal

• Presentations• Fact Sheets• Videos• Blog posts/emails• Webinars• Events• Logos• Case Studies• Insider Summit• Social Selling University

www.insideview.com/partnerportal

| SLIDE :43

Sales Objections

“Too expensive”• What is the value of one hour of a sales rep’s time? Is it more than $100?• How much time do your reps spend researching instead of selling?• Eliminate spend on other list purchases or data suppliers (like Hoover’s, Jigsaw).

InsideView consolidates all into one.• If your competitors have InsideView, can you afford not to?

“Data is inaccurate”• All data is inaccurate. Best in class is 70%. InsideView strives for 80%. • We use technology to improve accuracy – compared to “static” databases • We aggregate and validate against multiple sources.• We offer ways to notify us of inaccurate data to we can fix it quickly.

“Don’t need intelligence for all my people, just managers”• InsideView fuels solution selling in the 10 minutes before a call. • What is the value of a rep being 100% prepared and confident they are going to win the

deal?

“We’ll wait until our CRM deployment is complete”• How many deals will you lose between now and then?• InsideView is available via web browser, tablet, and smart phone.

| SLIDE :44

Compete.Win.

1. InsideView delivers all in one “sales intelligence”– Competition offers static business card “data”

2. InsideView is more accurate - multi-source validation. Real-time aggregation.– Competition is single source, manually updated.

3. InsideView is a premium records: decision-makers and “real” companies.– Competition has 90% staff level contacts and 95% of

company records < 5 employees.

Complete FREECRM+ /

PRO

Only InsideView is Designed for Sales

Performance

Detailed Company Profiles ✔ (Basic Info) ✔ ✔ ✔ ✔ InsideView provides detailed info for most companies with 25+ employees

360° Contact (Social Media Profiles)

✔ (Bus card info only) ✔ (Bus card & LinkedIn only, not integrated)

✔ (Bus card & LinkedIn only, not integrated)

Limited ✔ Only InsideView provides rich profiles for decision-makers (Director & above)

Create Target & Lead Lists ✔ (Very limited filtering) ✔ ✔ ✔ ✔InsideView provides unique filtering

capabilities to get to the most relevant leads.

Relevant

Alerts on Key Business Events

✔ (Basic Alerts) ✔ (Basic Alerts) ✔(Basic) ✔

InsideView monitors key business events and selling triggers across the largest #

of sources

Customizable Event Monitoring

✔ (low recall) ✔ Only Insideview helps monitor company / industry-specific business events

Access to Existing Social Connections

✔ (LinkedIn only) ✔ (LinkedIn only) ✔ ✔Only InsideView taps into Individual

Social Networks including LinkedIn and Facebook

Discovery of New Business Connections

✔Only InsideView leverages personal ,

Team and Reference Customers’ Social Networks

Social Insights for Companies & Contacts

✔ (link only, no feed) ✔ (link only, no feed) ✔ ✔Only InsideView delivers insights from

Blogs, Twitter, and LinkedIn for both companies and contacts

Integrated

Native CRM Integration Salesforce.com only✔ ✔

✔ ✔ Sales Intelligence from InsideView is built into leading CRMs

Sync to CRM Salesforce.com only✔ ✔ ✔ Native integration to leading CRMs for

fast & easy export of lists into CRM

Alerts: Email, Web, Mobile Limited ✔ Insideview provides the most convenient access to sales intelligence

Competition

• Summary InsideView Window• Executive Profiles• Sync to CRM• Watchlist Daily Email Alert

Screenshots

Easy to use.

Appears in every CRM record.

| SLIDE :49

Rich Executive Profiles

Data Sync into CRM

Daily Watchlist Email Alert

| SLIDE :51

Be the first to know…Watchlists for prospects, customers, competitors and key people

insideview.com/microsoft

What’s New

• Connections Set Up*• People Watchlists*• Activity Feeds*• New People Tab• More UK Sources• DemoBuilder• UK Pricing• Community Games• www.insideview.com/quicklook• REGISTER YOUR DEMOS – www.insideview.com/dealregistration

*From last release

Put Social Sellingto Work For YouSell to People, Not Contacts