1. Technology Sales Leads www.tsleads.com Sales Productivity Services for IT Companies ROI Management Presentation

2. Technology Sales Leads www.tsleads.com About TSL Founded in March 1999 by: –David English ( Formerly at IBM, USA) –Mike Kelly ( Formerly at IONA Technologies, Ireland) Investors: BDO Simpson Xavier and Enterprise Ireland USA & EMEA Operations 55 Staff Multi lingual ( 7 languages ) Blue Chip client base(7 / 20 Top Technology Corporations). Focused on helping IT companies sell.

3. Technology Sales Leads www.tsleads.com Our Clients

4. Technology Sales Leads www.tsleads.com ROI Management – The Goals Close any obvious sources of ROI leakage –e.g. leads not followed up, long term leads not nurtured. Identify and test other potential sources of leakage –e.g. focusing on weak segments ; working with weak channel partners. Report on current ROI. Benchmark this against industry standard ROI. Identify areas for potential improvement. Continuously tighten up the process. Ultimately, continually increase the ROI.

5. Technology Sales Leads www.tsleads.com ROIM = Tracking + Performance + Productivity TRACKING PERFORMANCE PRODUCTIVITY

6. Technology Sales Leads www.tsleads.com Closed Loop Management Mainly focused on the “Tracking” element only. –Tracks & Nurtures Leads –Tracks overall lead value –Reports on lead status Doesn’t go far enough into the sales cycle. Ignores “Performance” and “Productivity” elements of ROI. No in-built methodology to improve performance over time. Often just glorified spreadsheets.

7. Technology Sales Leads www.tsleads.com ROI Management – Lead and ROI Focused Tracking –Tracks and nurtures leads –Tracks overall and sponsor lead value –Reports on lead status Performance –Identifies which reps & channel partners are performing.Identifies which reps & channel partners are performing. –Evaluates performance against industry standard benchmarks. Productivity –Identifies segments where leads are coming from.Identifies segments where leads are coming from. –Identifies why you win or lose deals. –Identifies sources of “leakage” of ROI. –Proposes potential solutions to these problems. –Consistently finds ways to improve sales and marketing productivity.

8. Technology Sales Leads www.tsleads.com 100 % 80 % 60 % 40 % 20 % 0 % Money Authority Need They are doing something Verified Contender Fit Jointly Engaged in Sales Process Competitive Selling Activity Differentiation of product offering Proposal Acceptance Compelling Business Case Signed Contracts Sales Activity Cold Sales Prospecting Activity Qualified Selling Activity Sales Pipeline Value Factoring ROIM Suspects Cold targets Probability to Close LEAD GEN

9. Technology Sales Leads www.tsleads.com Best Practice in ROI Management TSL has specialised in this area longer than most other companies in EMEA. TSL both develops and learns best practice in this area by working with so many of the top technology companies. Many of the earliest practices come from our Boston office. The US still has the most developed market for this area. Only TSL can bring all of these benefits to your company – generating best practice for you. With TSL you get “tomorrow’s paper today”!

10. Technology Sales Leads www.tsleads.com Enterprise Prospecting Solutions for IT Companies 10 High Street Soane Point TSL House Boston, MA 02110 6-8 Market Place Burrin Street, USA. Reading, RG1 2EG Carlow, Ireland 877 258 7703 0800 085 4005 1800 200 499 www.tsleads.com

11. Technology Sales Leads www.tsleads.com SAMPLE REPORTS

12. Technology Sales Leads www.tsleads.com Segment Analysis Leads are coming from Directors of Operations and Customer Service at larger companies. Drop Segments 1 and 3 for next Quarter. Return to Slide

13. Technology Sales Leads www.tsleads.com Channel Partner Analysis Return to Slide