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Virtual Causeway

Inbound Lead Engine SME (6 Month) –

Premium Package

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© 2012 SAP AG. All rights reserved. 3

Who is Virtual Causeway?

Virtual Causeway is a sales and

marketing services firm focusing on

Business to Business Markets

Online and Offline Services

Technology and Strategic Consulting

Virtual Causeway Fast Facts • 11 years of industry experience • Located in Waterloo, Ontario

• Named one of Canada’s fastest growing companies by Profit 100 in 2005, 2007 and 2008

• Over 1 million leads generated!

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© 2012 SAP AG. All rights reserved. 4

Uniquely Positioned Marketing Partner

Domain Expertise

 Previous Sybase Product, Channel & Marketing Management on staff  Previous SAP/BOBJ Project, Partner, Sales Management on staff

 We understand your partners and your target market!

Sales and Marketing Performance

 Pay for Performance Methodologies

 Strong fit with SAP program methodologies and P4P

Unique combination of online lead generation expertise with

teleprospecting

Supported 100s US and Canadian SAP, Sybase and SAP Partner Programs!

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© 2012 SAP AG. All rights reserved. 5

SAP and Sybase Product Experience

SAP Product Experience

 SAP ERP Platforms

– SME and Enterprise

 BI Platforms  BI Dashboards

 Business Objects Data Integrator  SAP Crystal Solutions

 Mobile

Sybase Product Experience

 Database Management  Data Warehousing

 BI and Analytics Platforms  Modeling & Development  Mobile

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© 2012 SAP AG. All rights reserved. 6

Digital Marketing Experience

• Fully integrated inbound and outbound

marketing campaign and management system • Tele-prospecting and telesales outreach

• 200% increase in new leads; 50% increase in number of opportunities; 90 day ROI

• Website Design/Re-launch

• Fully Integrated Marketing System

• Email Marketing, Newsletter, Lead Nurturing • 50% increase in leads; 50% increase in number

of opportunities; increased close rate • Email Marketing Solution

• Lead Nurturing, Sales Integration

• 100% increase in leads; 25% increase in number of opportunities

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© 2012 SAP AG. All rights reserved. 7

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Inbound Lead Engine SME (6 Month) – Premium

Package

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© 2012 SAP AG. All rights reserved. 9

Leverage This Full Service Package to Create

Demand and Drive Awareness to Your Brand

The Inbound Lead Engine SME is designed for partners who are looking to

implement an inbound marketing program and want a guaranteed lead deliverable.

 This fully integrated marketing program is designed specifically for small to

mid-sized* companies who are looking to leverage a Marketing Automation tool and develop an digital marketing strategy.

 Virtual Causeway’s turn-key program provides inbound marketing activities,

qualified leads and target contacts all powered by Act|On's leading marketing automation solution.

 It's everything you need to get found, become a thought leader, and grow

your sales pipeline.

* This package is designed for small to mid-sized SAP partners – if you are a Large Enterprise SAP partner please see the LE package option.

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© 2012 SAP AG. All rights reserved. 10

Inbound Lead Engine SME (6 Month) –

Premium Package Overview

For North America Channel Partners only, this end-to-end, multi-touch marketing program will be executed by an SAP Certified Marketing Agency.

The following outlines program lead flow and deliverables:

 Marketing strategy and plan consultation with up to 12 hours of consultation services.  2 weeks for setup including planning and strategy development and marketing

automation implementation.

 Implement Act|On marketing automation platform to manage all inbound marketing

activities including; emails, landing pages, forms, lead qualification, lead nurturing, lead scoring, and campaign analytics and dashboards.

 Source 3,000 target contacts for program engagement, nurturing, and qualification.

– Virtual Causeway will also supplement with data from their Prospect Intelligence Database, matching partner target list against our Proprietary Data Warehouse to fill in the gaps, add new contacts, scrub any bad records, etc.

– As prospects ‘opt-in’ they would be available for future sales and marketing campaigns conducted by the partner.

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© 2012 SAP AG. All rights reserved. 11

Inbound Lead Engine SME (6 Month) –

Premium Package Overview Continued

 Inbound Marketing

– Create content to drive traffic and establish thought leadership by publishing four blog posts per month.

– Create two monthly outbound email campaigns to target new or existing prospects with conversion tactics such as events, promotions, content, etc. – Continually optimize website, and content collateral, for search engine

optimization (SEO) as measured in search-engine sourced website visits as well as search engine ranking results.

– Copywriting is executed by Virtual Causeway with content direction from partner such as; copy, direction on layout, imagery and content to drive optimal results, traffic and leads.

– Virtual Causeway will continually test and optimize keywords, content, and campaigns to maximize conversion rates and lead quality.

 Outbound Marketing

– Telephone outreach to leads generated through online campaigns to assess the market potential of the suspects and ultimately understand their lead potential. – Establish qualified contact entry points for the sales force to pursue.

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© 2012 SAP AG. All rights reserved. 12

Inbound Lead Engine SME (6 Month) –

Premium Package Overview Continued

 Additional Inbound Lead Engine SME Program Inclusions:

– Blogging Platform, Landing Page Builder & Hosting, SEO Tools, Anonymous Website Visitor Identification, Social Media Monitoring, Email Manager, Lead Management and Intelligence, Lead Grading and Lead Nurturing, List

Segmentation, Social Media, Blog and Closed-Loop, Marketing Analytics, Website, Blog, CRM integration, additional API for custom integration, etc.

 Inbound Lead Engine SME Exclusions:

– CMS and website Hosting/Management (available as add-on package).

 Continuous improvements during campaign to optimize conversions.  Weekly reporting.

 Campaign management and execution.

 Any time-sensitive leads will be transitioned to client by an agreed-upon method.  Generate measurable and repeatable results that impact the overall Return on

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© 2012 SAP AG. All rights reserved. 13

What to Expect

Inbound and Outbound Lead Generation

– Marketing strategy and plan consultation with up to 12 hours of consultation services. – 6 month Marketing Automation System Subscription to Act|On.

Qualified Leads: 55

– Qualified Leads (L3): 22 – Qualified Leads (L2): 33

Cost Per Qualified Lead: $454

Execution Timeframe: 6 months

– 2 weeks for setup including planning and strategy development and marketing automation implementation; 6 month program

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© 2012 SAP AG. All rights reserved. 14

Additional Program Information

Marketing Messaging:

– SAP Solution Specific Marketing Messaging

Marketing Assets:

– Marketing automation content, blog posts, email templates, teleprospecting call guide, target contact and account list, etc.

Marketing Offers:

– SAP Solution Specific Offer

Service Inclusions:

– Virtual Causeway will design and execute a closed inbound lead generation program targeted to drive qualified leads for any of SAP‘s Products and Services.

The following campaigns and/or solutions are eligible for this marketing

offer:

– ALL SAP Products and Services

Partner Requirements:

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© 2012 SAP AG. All rights reserved. 15

Additional Program Information

Extension Option:

– Option to extend current program for 6 months.

– Additional 6 month Marketing Automation System Subscription to Act|On. – Additional Qualified Leads: 55

 Qualified Leads (L3): 22  Qualified Leads (L2): 33

– Cost Per Qualified Lead: $272

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© 2012 SAP AG. All rights reserved. 16

Lead Generation Process

Once an inbound lead has been generated using our digital tools, content and campaigns, a Virtual Causeway specialist engages the lead, qualifies the

prospect, and subsequently executes the following:

 A lead scorecard is created, outlined in the Lead Score Card section of this

document, that fully defines the definition of an acceptable lead.

 Any time-sensitive leads will be transitioned to client by an agreed-upon

method.

 The SAP partner must notify Virtual Causeway within 48 hours of receiving

the Lead if the opportunity does not meet the qualification criteria outlined within the Lead Score Card of this presentation.

 If it is deemed unqualified, Virtual Causeway will replace it with another.  If the partner chooses to not follow up with the lead, the lead will be deemed

‘accepted’ and ‘counted’ accordingly.

 We very much become an extension of your team.

 Virtual Causeway values your feedback. We work with you to ensure the

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© 2012 SAP AG. All rights reserved. 17

Working Together

All of our programs are supported directly by our SAP Program Team and will be assigned a Campaign Manager & Project Lead. We realize you are busy, our goal is not to tax your already busy team!:

As your primary contact, the Campaign Manager is responsible for making

sure the program is on track by managing the logistics of your campaign and ensuring that service levels are met. In addition, we aim to identify areas of program improvement and make ongoing recommendations. We strive for quick turnaround to standard questions/issues.

As your secondary contact, the Project Lead is responsible for the day-to-day

logistics of the campaign including project coordination, and coaching other team members to make your program successful. Less than 24-hour

turnaround to standard questions/issues.

 Our clients are setup on our confidential client site to view weekly lead

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© 2012 SAP AG. All rights reserved. 19

Additional Add-on Services

Additional add-on services are available to supplement the Inbound Lead Engine program. All are available as standalone services.

Content Creation Add-on

– $2,000/ month – monthly commitment

– Blog Copywriting - 4 posts, 1 interview, 1 day per month

– Content Creation – 2 to 4 page download or video or webinar

Marketing Automation Add-on

– Monthly Pricing – Contacts and License - Client/ partner would manage their instance

– 90 day commitment, then 30 days notice after that period – 2,500 contacts = $450/ month

– 5,000 contacts = $600/ month – 10,000 contacts = $800/ month

– Pricing only available from Virtual Causeway (discounted by vendor

specifically for offering to SAP partners) – Discounted approximately 85% of list price.

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© 2012 SAP AG. All rights reserved. 20

Additional Add-on Services Continued

Content Management System/ Web Hosting Add-on

– Minimum 6 month commitment – $1,500 setup fee

– CMS setup, integration, initialization

– $350/ month

– Monthly Website hosting and maintenance

– Includes SEO refinements and optimization, page corrections and

updates, event setups, etc.

– Website Creation and Design is additional fee

Additional Customized Services Available

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© 2012 SAP AG. All rights reserved. 22

About Act|On – Marketing Automation

Tool

 Act|On's fresh approach to marketing automation gives you full functionality

without the complexity other systems impose on you.

 Act|On named to Forbes list of Most Promising Companies.  Marketing Automation for the Fortune 5,000,000

 Robust Functionality

– Inbound – Outbound

– Lead Nurturing

 Priced for the Small and Medium Sized Market

– Competitive Pricing

– No long term contracts – simple pricing!

– Special Promotional Pricing for Virtual Causeway and SAP partners

 User-Friendly

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© 2012 SAP AG. All rights reserved. 24

Partner Benefits Include

Exclusive 100% MDF reimbursement for this campaign.  Fast time to-market and predictable ROI.

End-to-end campaign management. Including:

– Program setup including; project strategy session, marketing automation setup and implementation, project management, data import/export, all reporting setup and delivery, and team training.

– Lead management fees includes all online optimization, SEO, blog and email deployment and calling activities including long distance fees.

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