1. Name Job Title Twitter Demand Generation presented by: Liz Woodbridge Account Director

2. who is Reed Elsevier? BusinessInformationScience & Medical Legal, RiskInformation & Analytics 3. RBI global portfolio Advertising Finance Construction Electronics Manufacturing ASIA Computers Construction Gifts Leisure Manufacturing Marketing Svcs Construction Business Leads Media Retail Agriculture Business Construction Finance Manufacturing Road Transport Social Services Marketing SvcsAerospace Agriculture Chemicals Computers Property Science REX US EUROPE UK 100% B2B 4. mardevdm2 global business & vision

A division of Reed Elsevier worlds second largest listed professional media company with revenues of $8B, 50% of which is generated online

Reed employs approx. 35,000 people in 50 countries

mardevdm2 is one of the worlds leading providers of business information & marketing services

mardevdm2 mission: to solve clients prospecting, lead generation and business development needs by leveraging:

• A range of highly responsive named B2B contacts

• An unrivalled online community of B2B decision makers

• Our worldwide brand portfolio

• Expertise in quality marketing services

5. who is mardevdm2? Mardev DM2-DecisionMaker

10M business decision makers around the globe

50M business decision makers primarily in US and Canada

Primary data services provider

Primary list rental provider

UK-based

US-based

Direct and verified sources

Direct and 3 rd -party verified sources

Automation and analytics partners

Research and agency partners

6. *UK only data coverage; All other files represent worldwide decision makers International DecisionMaker databases FilePrimary Industries Postal E-Mail Bankers Almanac International Trading Bank Execs & Offices 69,938 --- Biobase Biochemistry, Clinical, Neuroscience 652,434 495,113 Community Care* Social Services Professionals 47,464 27,503 Compendex Mechanical, Civil, Electrical Engineering 1,080,408 650,206 Computer Weekly* IT, Computer Specialties 59,465 50,500 DecisionMaker Global Europe, Asia, South America, Other Intl. 3,976,742 1,023,786 DecisionMaker UK* Cross-industry British Businesses 6,579,159 1,405,610 Embase Pharmacology, Biomedical, Drug/Chemical 1,043,087 730,746 European IT Email CEO, IT, HR, Marketing, Finance Execs. --- 152,531 Geobase Geography, Marine, Environmental Science 322,613 225,783 IBIS Academic/Library Higher Education, Corporate, Medical Educ. 1,312,417 822,280 ICIS Chemical Business Chemical Manufacturing & Distribution 4,243 2,853 7. U.S. DecisionMaker databases Postal E-Mail Telemarketing Building/Construction 1,618,000 361,000 1,340,000 C-Level 4,250,000 716,000 3,280,000 Canadian 394,000 48,000 328,000 Career Women 1,330,000 149,000 1,035,000 Electronics 1,544,000 386,000 1,260,000 Energy & Utilities 770,000 357,000 551,000 Engineering 2,877,000 794,000 2,230,000 Finance 4,090,000 628,000 3,110,000 Fortune 1000 1,270,000 282,000 913,000 Hospitality 487,000 121,000 418,000 Human Resources/Training 655,000 88,000 542,000 IT 7,190,000 1,370,000 4,800,000 Management 9,099,000 1,650,000 7,350,000 Manufacturing 5,807,000 1,085,000 4,700,000 Professionals at Home 4,720,000 --Research/Laboratory 696,000 274,000 551,000 Sales/Marketing 2,990,000 520,000 2,180,000 Small Business 7,095,000 980,000 5,250,000 Supply Chain945,000 183,000 835,000 Transportation 529,000 84,000 450,000 8. Quality B2B Data DECISION MAKER 60 million contacts worldwide 50 million US records (Decision Maker US) 10 million UK records (Decision Maker UK) 15M US email addresses 2M UK email addresses Rebuilt 3x per year Complete Global coverage Marketing IT Reed Events Creative Service Partners RBI Online Reed Insight (Research) IBIS WorldwideAcademic& Library File IngeniumPublic Sector Database global reach and resources 9. industry-leading data sources 10.

Meet prospects where they are in they buying cycle

Achieve deep prospect & customer insight for targeting

Identify your most desirable prospects

To listen and be heard by building valuable relationships with customer or groups

Raise the brand above the noise of the competition

Effective multi-channel marketing for touchpoint

Do more with less & scale up operations

Simplify management, tracking & reporting

Maximize ROI & deliver incremental revenue

addressing client challenges 11. complete marketing process management Quality Global Data Campaign Management

Batch & Blast Communication

Segmentation Marketing

Event-triggered Marketing

One-to-one Personalization

Real-time, Multi-channel Marketing

Tactical Metrics

Segment Analysis

Conversion Metrics

Pipeline and Influenced Revenue

Marketing Effectiveness Contact Management

Data Profiling

Data Cleanse/Append

Data Acquisition

Real-time Data Mgmt

Segment/Permission Mgmt

Lead Management

Lead Management

Lead Scoring

Lead Routing

Lead Nurturing

Real Time Lead Alerts

12. the new evaluation process: self education Responding to offline Campaigns Watching a video Information Requests Reading youremail campaigns Visiting the website Sales Marketing 13. where B2B marketers are spending Mardevdm2 directly supports92% of these marketing initiatives 14.

Multi-channele-marketing (SEO/PPC/ Social/email/ e-nurturing)

Automated campaigns

Microsite: Build, Design, Optimize & Hosting

Behavioural Tracking & Scoring

Real time email/tele-marketing link up

Real time rpts

Extensive B2B Data

Media, DigitalAudience

Data cleansing, management

Data enhancement& profiling

Predictive Modelling to identify new prospects

Cold data supply

Strategy & Planning

Campaign/Media Optimisation

Campaign Endto end process design

Getting Sales onboard

Graded Lead Definition

Lead Scoring

Lead Flow Management

Creative services

Content Origination

Content Re-purposing

Content library

Event Hosting

Event Management

Lead Creation & Management

Lead Scoring & Nurturing

TM scripting and set up for pre-sales qualification

Lead Analysis & Optimisation

Real time Reporting/ Dashboards

LEAD MEASUREMENT & ROI REPORTING ENGAGING CONTENT AUTOMATED LEAD GENERATION PACKAGES LEAD GENERATION CAMPAIGN ADVICEAUDIENCE DATA integrateddata & marketing services platform 15. integrated demand generation platform CRMCommon analytics platform across all marketing channels Segmentation, Profiling, and Analytics Individual Marketing channels marketing email sales email chat direct mail advertising keyword search telemarketing landing pages Web forms Event-based, multi-step, multi-channel automation Marketing Automation Command & control Marketing Intelligence Dashboard 16. Evaluate Purchase Learn Justify Interest Customer Buying Process $$ Inquiry MarketingQualified Lead (MQL) SalesAccepted Lead (SAL) Suspect SalesQualified Lead (SQL) define opportunities to accelerate sales Marketing validates quality of interest Marketing nurtures to sales ready Sales validatesand accepts ownership Sales validates BANT criteria Sales closes revenue opportunity 17. moving up the lead value chainLead Definition Lead Generation Process # of leads Lead Characteristics Sales Opportunity ready to buy - Largely sales force task Low Hot Pre-qualified lead some information known about purchasing requirements- High degree of interaction required with prospects, integration of online and offline channelsto identify prospective need. May include email, online, telemarketing, direct mail. Medium to Low Warm Prospects indicated definite interest

Search

- Permission marketing

High to Medium Warm Profiled Suspects higher propensity to purchase

Segmentation, modelling of databases

richer demographics or information

High Cold to Lukewarm Suspects - Lists with some demographics High Cold 18. solution objectives

Integrated marketing activity

• Address customer needs based on their online behavior and where they are in the buying cycle

• Focus on increasing/improving ROMI

• Ensure measurability and accountability

• Utilize technology to ensure we produce reactive, transparent, fully optimised campaigns

19. strategic campaign workflow example NURTURE PROGRAM Pass to Field Sales Nurture

FURTHER QUALIFICATION

Budget

Authority

Need

Timescales

TRACKING & SCORING

Monitor level of interest based on :

Email opens

visits to microsite

Downloads

Reading/Posting on Blogs

Telemarketing DYNAMIC MICROSITE Whitepapers Case studies Competitions Blogs Forums Webinars Podcasts RFQ SEO/PPC Social Networking Online inventory Gold Leads Silver Leads Bronze Leads Emails & Newsletters Advertising 20. Deeper, intelligent insight Increased productivity Higher response rates Right message, right time Actionable decisions closed loop marketing Triggered Automation Reporting & Analysis Digital Profiling Targeting & Segmentation Personalized Campaigns 21.

We can reach REAL Business and IT Decision Makers

Depth of our B2B contact info facilitates targeted & personalizedmulti-touch campaigns

Unrivalled data hygiene = accurate campaigns

Strictly best practice across data, demand &lead generation, working with industry experts

We can run closed loop, integrated campaignsOR work with existing 3 rdparties

We use pull & push, online & offline strategies to maximizelead delivery & ROI (incl. social media)

Certified Eloqua demand generation specialists

Accredited security & business continuity policies

why partner with mardevdm2? 22. thank you Liz Woodbridge account director mardevdm2 [email_address] www.mardevdm2.com020 8652 4515