Partner Playbook 2012

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 Selling to Work For You Sell to People, Not Contacts Insideview.com/microsoft

92% prospects & customers never take a cold call or

Intelligence to Sell to People, not Contacts Make 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 Right Person Right Message Right Time Company InfoContacts

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

Find Understand Connect Social Intelligence Right Time Right Message Right Person

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 Opportunity Per 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?

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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: Reseller Deal Registration: Key Contact: Heidi Tucker, VP Global Alliances – General Overview Video: 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 channel partners on 3 continents SalesLogix

#1 Rated & Most Popular App Force.com AppExchange Social CRM Watchlist ZDNet / Paul Greenberg, January 2011 Top 100 Private Software Compan y JMP 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 Results Better conversations, higher conversions.

How to Sell InsideView | SLIDE :23 CxO’s only care about 3 things: 1. Make Money 2. Save Money 3. 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+

Marketing Find & Qualify Leads Acct Mgmt Renew & Upsell Customers Sales Engage & Convert Opportunities Insight Alerts Connections InsideView Across the Revenue Cycle

InsideView Across the Revenue Cycle - detail | SLIDE :28  bounce rates open rates lead conversion rates  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 call response rates opportunity win rates renewal rates products per customer revenue per customer renewal rates products per customer revenue per customer Marketing Find & Qualify Leads Acct Mgmt Renew & Upsell Customers Sales Engage & 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) – installation-instructions.html installation-instructions.html – Users click once in IV window to provision – Can upgrade individual users or group to TEAM – Contact: for trial, deployment and upgrade

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+PROTEAM 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 Tree Competitor Lists 4 more watchlists, up to 200 companies each 17 more standard agentsCustom 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 TEAMRequires OnBoarding/OnGoing Services Plan * CRM+Export/sync limit: 50 contacts per user per month. Company sync unlimited. ** PROExport Limit: 100 contacts. 1-4 seats. Self-service credit card payment only. CRM+Requires activation of all CRM users. Requires OnBoarding/OnGoing Services Plan TEAMRequires OnBoarding/OnGoing Services Plan * CRM+Export/sync limit: 50 contacts per user per month. Company sync unlimited. ** PROExport Limit: 100 contacts. 1-4 seats. Self-service credit card payment only. CRM+Requires activation of all CRM users. Requires OnBoarding/OnGoing Services Plan TEAMRequires OnBoarding/OnGoing Services Plan * CRM+Export/sync limit: 50 contacts per user per month. Company sync unlimited. ** PROExport 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 Success Start-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 Plan OnGoing PlanA la Carte Customer 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 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. NA Load Customer Company Reference Accounts. Incl. $1,600 Implement Industry Custom Agents 1 agent/userCustom per Plan$400/agent Development and implementation of Static Watchlist 1 watchlist/userCustom per Plan$400/seat Support coverage via and voice mail 16x5 (PDT) Incl. NA Access to the InsideView Community Incl. NA Data Services List Building $1,000 Min 1,000 to 2,500 $1.00/record 2,501 to 10,000 $.90/record 10,001 to 50,000 $.80/record 50,001 to 100,000 $.70/record 100,001 to 500,000 $.60/record 500,001 and up Quote Company Data Append $1,000 Min 1,000 to 5,000 $.25/record 5,001 to 10,000 $.20/record 10,001 to 50,000 $.15/record 50,001 and up $.10/record Greater of $1,000 or +7.5% of List Greater of $500 or +5% of List

On-Boarding: Methodology and Processes For Helping you Realize Value Quickly | SLIDE :37 Define success Measurements Today & Goal CRM Usage InsideView Usage Sales Metrics Resources & Time Define success Measurements Today & Goal CRM Usage InsideView Usage Sales Metrics Resources & Time Configuration CRM integration Sales process alignment Configuration CRM integration Sales process alignment Live sessions Rec. online info For all Users Administration Management Live sessions Rec. online info For all Users Administration Management User campaigns Exec campaigns User campaigns Exec campaigns User surveys Monthly reviews Quarterly reviews Ongoing improvements User surveys Monthly reviews Quarterly reviews Ongoing improvements Plan ImplementTrainAdoptMeasure “InsideView’s excellent training and support during roll-out has been critical to our success.” - VP Global Sales, National Accounts Sales, United Healthcare

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

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+ RegionCompaniesExecutives Africa ,000+ Asia 18, ,000+ Europe 10, ,000+ Middle East 1, ,000+ Oceania 2, ,000+ South America 1, ,500+

International Private Companies 615,000+ International private companies & subsidiaries Company contact info and URLs Support for multi-country search Executives 800,000+ senior executives (Director & above) Integration with LinkedIn (70M+ international members) News Sources 25,000+ RegionCompaniesExecutives Africa 14, ,000+ Asia 168, ,000+ Europe 355, ,000+ Middle East 11, ,000+ Oceania 45, ,500+ South America 22, ,500+

Marketing and Partner Portal Presentations Fact Sheets Videos Blog posts/ s Webinars Events Logos Case Studies Insider Summit Social Selling University | 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 FREE CRM+ / 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) 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) ✔ 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) ✔✔ 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) ✔✔ 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: , Web, Mobile Limited ✔ Insideview provides the most convenient access to sales intelligence Competition

Summary InsideView Window Executive Profiles Sync to CRM Watchlist Daily Alert Screenshots

Easy to use. Appears in every CRM record.

| SLIDE :49 Rich Executive Profiles

Data Sync into CRM

Daily Watchlist 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 REGISTER YOUR DEMOS – *From last release

Put Social Selling to Work For You Sell to People, Not Contacts