1. INCREASE ROI BY IMPROVING YOUR TEAM'S ADOPTION AND USE OF INSIDEVIEW Rob Pannoni, Director of Education Services Kathy Tennant, Strategic Customer Success Manager InsideView

2. AGENDA Introductions Assessing Usage – Categories of usage – Breadth vs depth – Tying Interventions to usage patterns Improving Usage – Internal marketing – Pre-use setup – InsideView training – Building InsideView into sales processes/initiatives ROI Measurement Strategies – Pre/Post performance – IV users vs non-users – Cost-benefit – Stories Slide #2 InsideView

3. ALL USAGE IS NOT CREATED EQUAL Using Intelligence features and Connections leads to more improvement in sales outcomes compared to using Data features

4. BREADTH VS DEPTH OF USE BREADTH

5. BREADTH VS DEPTH OF USE BREADTHDEPTH

6. DISCUSSION: What’s Going on in this Account? Slide #6 BREADTHDEPTH

7. STRATEGIES FOR IMPROVING USAGE Internal Marketing – Portal: Easy to find how-to’s – Email blasts InsideView Training – Initial, refresher and turnover Pre-use set up – Watchlists – Personal Connections – Team Reference Accounts Build Into Sales Processes/Initiatives – Sales Team Meetings – New Hire Training – Sales Methodology Training Slide #7

8. PORTAL EXAMPLE Slide #8

9. STRATEGIES FOR IMPROVING USAGE Internal Marketing – Portal: Easy to find how-to’s – Email blasts InsideView Training – Initial, refresher and turnover Pre-use set up – Watchlists – Personal Connections – Team Reference Accounts Build Into Sales Processes/Initiatives – Sales Team Meetings – New Hire Training – Sales Methodology Training Slide #9

10. IMPACT OF TRAINING Slide #10

11. IMPACT OF TRAINING Slide #11 Training Topic

12. STRATEGIES FOR IMPROVING USAGE Internal Marketing – Portal: Easy to find how-to’s – Email blasts InsideView Training – Initial, refresher and turnover Pre-use set up – Watchlists – Personal Connections – Team Reference Accounts Build Into Sales Processes/Initiatives – Sales Team Meetings – New Hire Training – Sales Methodology Training Slide #12

13. ROI MEASUREMENT STRATEGIES Pre/Post performance IV users vs non-users Cost-benefit Stories Slide #13

14. PRE/POST PERFORMANCE BaselineInsideView New Results Slide #14 Measure the same group of reps before and after introduction of InsideView Q: Did the baseline performance change during the time period?

15. IV USERS VS NON-USERS Slide #15 Q: Do IV users perform better or do better performers adopt IV? Compare heavy IV users with non-users

16. COST-BENEFIT Slide #16 Based on ASP, how many incremental deals would it take to bring in more money than you spend on InsideView? Can you show that you brought in at least that many deals? Q: Did you account for indirect costs?

17. THE POWER OF STORIES Slide #17 Share user success stories Carnegie Mellon 2007 Q: Are these successes generalizable and repeatable? Research shows that stories are more persuasive than data

18. Slide #18 CASE STUDY: AVERAGE PERFORMANCE INCREASE Active InsideView Users vs Non-Active Users