| © Copyright 2009 Dow Jones and Company Marsh & Dow Jones Salesforce.com Integration Clare Hart President Dow Jones Enterprise Media Group

© Copyright 2009 Dow Jones and Company Agenda 1.Challenges 2.Prospecting 3.Account Management 4.Summary – Enhancing the Marsh CRM Investment

© Copyright 2009 Dow Jones and Company Selling Has Never Been Harder  Tight economy keeps doors closed and budgets small -41% reps under quota, revenues from existing customers down last year *  Sales process is getting longer and more complex -54% companies fail to turn leads into a meeting more than half the time -Over 50% report it takes 6 or more calls to close a deal -27% of all sales cycles taking 7 months or more to close (continued increase every year from 2003 when 19% took 7 months or more) -Number of deals closing declines – 30% forecast deals are lost and 22% end in no decision  Rapid shifts in business landscape make it hard to keep up -Mergers, reorganizations, layoffs * Statistics from CSO Insights Sales Performance Optimization 2009 report

© Copyright 2009 Dow Jones and Company Level and Speed of Change Create Further Challenges and Opportunities  Mergers, reorganizations, layoffs impact all stages of sales cycle -Heightened risks for decision makers -Decision makers get laid-off -Projects get put on hold -New management different priorities -Lowest price wins  How do you find the companies that will invest now?  How do you build the breadth of relationship that protects your deal?

© Copyright 2009 Dow Jones and Company How Dow Jones Can Help  Fill the revenue pipeline -Identify new customers and cross-sell opportunities  Increase effectiveness – by speeding up the sales cycle and outmaneuvering the competition -Focus on customers most likely to buy -Find opportunities earlier in prospect’s buy cycle -Connect to a range of decision makers faster -Work smarter with information where its needed -Differentiate with timely intelligent conversation  There are companies who are buying, let Dow Jones help you find them now!

| © Copyright 2009 Dow Jones and Company Workflow diagrams & design concepts

| © Copyright 2009 Dow Jones and Company Current Prospecting Workflow

| © Copyright 2009 Dow Jones and Company 88 Future Prospecting Workflow with Dow Jones and Salesforce

| © Copyright 2009 Dow Jones and Company Current Account Management Workflow

| © Copyright 2009 Dow Jones and Company Future Account Management Workflow with Dow Jones and Salesforce

| © Copyright 2009 Dow Jones and Company Summary Enhancements you can Leverage Today. Factiva NewsDow Jones Company Information Factiva Radar

| © Copyright 2009 Dow Jones and Company Summary Enhancements that are optional ConnectionsAdvanced Trigger Technology (Future) Dow Jones Consulting Services Integration

| © Copyright 2009 Dow Jones and Company Appendix (all design concepts)

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Next

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Next

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Next

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Prospecting Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Account Management Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Account Management Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Account Management Workflow with Dow Jones and Salesforce Back to diagram

| © Copyright 2009 Dow Jones and Company Future Account Management Workflow with Dow Jones and Salesforce Back to diagram