Web Trends - Marketing Performance Management

7/30/2019 Web Trends - Marketing Performance Management

1/33

Marketing

PerformanceManagementThe essenTial Guide forWeb-smarT markeTers


2/33

Marketing PerformanceManagementThe essenTial Guide for Web-smarT markeTers

Cmo, Cfo W roi, rtp ..................................... 08

mt btt a t m roi ........................................... 14

mt C m rc ......................................... 20

W ky, t mt st lcg .................................. 26

e- mtg G G wt itgt ...................... 30

P sv: aw t mt Tg Cg

Qtyg y st' ectv y t s o ............ 37

Gtg o l Tcg t t o s .............39

Gttg stt ug W aytc

t ipv y e- mtg .............................................................. 41

expt aw y Qt

t sc, W st e- mtg .................................... 43

ug y W st t Tgt dt

Cttc y ac ............................................................ 45

sgtg Ppct wt y e- mtg Cpg ...... 47

e- mtg sct l: Cv rt ............ 50

Tcg t Wtc .......................................................................... 55

at rc ............................................................................. 60

at t expt ................................................................................... 61

at WT / BtoB mgz ............................................... 62


3/33

Forewordby GreG Drew, CEOPreiet,WebTre

Thereyigtht,ifyoucmeit,

youctmeit.Butitoywiworof

mrketig,thekeytotmigthebetittomeit:ittomeureit.

T ct ct tw ty ptty,

wc wy, t t tg, t w t qy t t

ct. T w c p, t t p, ct t y

. Cmo t t: v xctv cty p

ct tt t w w t t tg ttgy.

o tg gwg, wt t w ct t w

ctvty, cccy c ctc. Wy? bc w

cct tc tt q vt t v t c

p -ctg. uq vt- tc t y

cct, ty t tp tg.

Y c vg vt tt t tp tt

t vt t ct wt w ytc t g

t pt t t vt v. bc t g

jt t w ytc. W ytc vvg t mtg

Pc mgt (mPm), wc c g,

gg, yzg ptzg roi. it t g

tp wt ct cg t t v.

0


4/33

lt t t cpt mPm, w y c vg

tgt tc, ctt ky Pc ict (kPi),

ct tp c y gzt.

ThestrogFoutio:ItegrteMetricT t g c mPm, tgt tc t y

ctty vy tg ttv. it ptt t

t y v c gg t cct c y

gzt, t t y cpg pp t pp

t ptz y tg p.

Y py v t cpg t p tc : c, ,

vtg t t t zzyg. a pptt

xpg, wc t p w y gt w. i

vy y gzt g tg cpg

wt t yt, v gt t vy y.

itgt tc ct t pc t v y

tp c t g ctt tc w y

c tz y tc pt y tt t.

TheCerView:CoitetKPIm gzt cg ky Pc

ict t t tgt t .

Ctt kPi t pt, c ct

t v, c ct. hwv, t t

cv t t yt tt cpg

ty, g kPi ctt. Y pv y-t-

t pc tt t y t w

gzt t ty tp y t.

TheCutomerFocu:RetiohipMrketigst g t w t tgt ct

ctvy. ut w, w t gy gggt. Tt

gg t cgt tw w v t p

t gt g t t gt c t t gt t tg

t gt y gttg gt t vt tt, w

jct, tvt, pc.

sg -z-t- g t pv t t t c

. i t ct tg cpg tt t, y

t t t tt y ct t y gt t. T y pct tp tg pw

t cctg wt t w t . rtp

mtg t g tp-c t w t

cpt ct p ct q gt t

tgt cpg t tt.

a y tg t g, c w y gzt

ppc w ytc mtg Pc mgt.

a y tg vtg t t ct t ct

ppc? a y t pc ct t cty pv t?

a y tgtg y t, g ctt kPi, vpg

tg tp wt y ct? i , y c

tt w tg w.

EjoytheGuieWT p t pt t mtg Pc mg-

t g wt p, btb mgz, w t

t p cp t gt t t

y ty t vp wg tgt tg ttgy

t cp. Wv c t t xpt c t ty

c tg t c cv btb mgz t p

tgt t v tc gt pct t.

06 07:MaRKETInGPERFORManCEManaGEMEnT COnTEnTPaRTnER:BtoB MaGazine


5/33

amrketigccoutbiityhrie

corportepriority,CMOCFOhvefou

themeveworkigcoeytogethertoefie

mrketigobjective,etermieivetmet

provethevueofmrketigtothe

compybottomie.

it g t t wy tg t t wt

t tg cty tg roi.

htcy, tp w t v tw

Cmo Cfo, mc G, c ct t idC

Cmo vy c pctc. o t tg , y

c ctvty vtt , t

c , y c t, gt ct

pg. it t , h t y. W w w wtg

tw jt t w wc .

CMOs, CFOs Work onROI, RelationshipsbyKate MaDDox, BtoBMgie

augut,2006

0


6/33

10 :MaRKETInGPERFORManCEManaGEMEnT 11COnTEnTPaRTnER:BtoB MaGazine

Tt cg, , t t cc wt

t tg ct tg t gt, c

gty p t p roi.

T t pptty t t t c

w t g [Cmo Cfo] c, G .

W ptg tct c-g pc

cpy t cpy, Cmo Cfo t w y

t pv tg ctv. i v vy tg

tp wt y Cfo, mty etgt, VP-tg

t Ttx, vp ttg t qpt

cct cpt cp.

etgt, w j Ttx 2002, g

cvt wt s VP-Cfo C s y t

t w t v cc tp.

i vy t qt: Wt w t t t

gt a y pt c? etgt . it g c t

ttg tg vc t t wt i

cttg t t t t tg p.

at Ttx, c t tg pg y

xctv ctt, wc etgt s .

W vy, vy tgt p, etgt . h t vp

tg t tc t gg pc,

cg ct t pt , ct p , t

pptt t .

h vw pg gt t tc ty wt

tg gp qty wt s t t

t xctv ctt.

lt y, idC w Ttx Cmo bt Pctc w t

tg vpt.

s cctty y t cc tp: bg

t cct tg p-t, t ptty, t

t gt- tty g t tc tg

t .

i xpct tg t cctty g t

tct wt ty g t v pt

gwt, .

autoekccoutbiityTcy stt, VP-ww tg t tw cpy

at, w cy wt Cfo, a Ct, tg

vtt cctty.

stt Ct t j at, wc tw t

g cpt gt t, t t y g.

W t w t t tg, t ptg tct

w t gt t cy g, stt .

mtg vtt c jty y stt

Ct, wt vw xctv c t gzt.


7/33


W t vy c-t, stt , ptg t

t vpt tg tt ty

c t pctc.

i wg t vp tg tc cc pg gt

t, stt cv ct p t

c ptt, wt t tt c pt.

o t tg tt c g t t t

qtttv tt t g t tg, t w

ct , .

stt Ct t wt t tg t vy qt

wg t g t c t tg ctxt.

W v vy tp, stt . W y v

tg vc c, y pt tt t

t t.

m t t t, w c t wt y tyg

t pt vw, ty pt t p y

cv t g t .

at tw cpy sy, tg vtt c

tty y J C, c pt-Ceo.

f , v t pv t Ceo, t Cfo t y

v , hy r, ct-cpt tg

t sy. hwv, , W w cy wt c t

p tt. s i w c t pt t

ytg .

r w cy wt t ct, tg t t

gg c qt t g v ct gt

t tg ptt tc t xt qt.

W t ctct wt gc, wt w gttg

v t tp wt gcy pg pt,

g w t w roi, .

sy VP-c w wt t tg ptt t

tc t pctc tg pg y ty ctg,

cg c c idC.

o t w tc sy ttg t tc q t

cv. W v t w g wy w

w cttg t t , q t t, r .

Cpt tg t w w w pptg t

tt .


8/33

Mrketerhveubttiyimprovetheirbiity

tomeurectoROIt,butoyjutover

thir(36%)hvecooritetheirmrketig

ccoutbiityprogrmwiththeceiviio

orcro-fuctiotem,ccorigtothethir

uanaMrketigaccoutbiitysurvey.

a qt t p c t t t

wt t tg ptt.

T vy, t t wc w pt t t 2006 ana

mtg acctty f nw Y t t, w

pc cjct wt mtg mgt aytc

(mma) t ana tg cctty t c.

T vy, cct v w-p p cvt

ap my, gt p 101 -v

t/ana .

1

Marketers Better

Able to Measure ROI:ana sTudY shoWs ConfidenCe in QuanTifYinGresulTs, buT Problems PersisT in CollaboraTion

byCarol Krol, BtoBMgie

augut,2006


9/33


ug tt y , msn w t pct t tc

tg pjct t wt 2% t ct v gt. a

g w w w w g g j, Yg . nw, i c

t t t wt t ct t w t vtt.

att ic C. pt tg cctty

pg w. att tg w t pp-

t-pp pg cp, P az, tt VP-

tg ttgy, t gt.

mtg pg w cpt g t att, az .

W xg t pg g, yg, `Y gy v t

c wt y gg t t gzt, .

az t pc gt t j cg t t

cpy. nw, pp cgzg tt w v vy g

t , .

T ana vy c tw -c cp

ct t- t w ty c

t pct t pct 10% cg t tg gt

v gt cc- t t t

vy p.

f gzt tpt, 64% t cp

ct t v c-ct t vv

tg t; t 40% pt cpt

tw tg c.

Cp ct t t gt t y cct,

mma n . T pg c-

ct t, t ty v ct gt wt

C-ct cpt t t ptt pct

t [tg cctty] pc, J n, xc

VP-c ct c t mma. a cptv tp wt

c ptcy ptt.

mtg ctt G W, g pt emm Gp,

g t cct tw tg c

y g.

W g t gg cg, . T gwg

ct tw c tg. fc gg

t t wt tg .

mma c pvt w ct t

t t ty t qty t ctt t t tt

. i t y vy, w ty c t

pct 10% ct tg pg, y 15.6% pt

y. Tt p y t 30% t y vy.

fty-v pct pt ty t

tg cctty pg.

it y t t t y, e s, Coo mma. W

t ty gttg t tppg pt.

T Yg, roi tg ct mct Cp. msn

v t t c, g t t

wv t tg cctty pg.

msn t c cpy mw bw t p vp

g tcq g msn tg t. i c t g

y t, Yg .


10/33


11/33

2121

Whiemrketigperformcemeuremeti

highpriorityformrketer,mycompieretiotivetigheviyithepeope,techoogy

proceeecerytohetheicreig

moutoftyiforMPM.

sv ct t ct t g pty tt t

pcg tg t ytc.

lt w, t act nt avt

ty tt cctty t n. 1 pty

tg xctv.

i dc, t C mtg oc Cc pt tt

t t gt vpt pty Cmo t pvt tg ytc cpty.

a mc, ctg Veg mtg

vy tt w 54% cp g tg

pc t tp t pt, wppg 86%

ty t wt t ct tt tg

pc tcg.

Measurement Calls

for More ResourcesbyKate MaDDox, BtoBMgieapri2006


12/33


o t p tg tg t accg

t vy y WT, y 9.7% cp v tp -

t py ct t w tg y. T t v

g py ct t y, p t t pt-t

ct tc t.

sy, t tw cpy, t v ct

t g tg pc. T, t t

c p wt ctv, ct-ctv wy t t t.

i v tw tg i q t pg w

cv, hy r, ct cpt tg

t sy.

i vg ct p g pg cctg

c, w c ctvt cpg.

r sy w wt pg pt tt c g

c tcg c t g w

pcc cpg.

f xp, t y sy pt wt Cio gz

cpg t v w ct sy

tp ty .

a pt t ptp, Cio pv ctv xct,

gt , ct ctt, vt ppt, ptg

ptzt.

Becerogor t ptt tg wg wt pg

pt c t c g tc t

cpg c.

i y ttg t p t tct c ct wy,

c w w vg t ct, y v

t ctz tt t qt p t t t gt

qt, .

T tc cv, sy cty t sc.c

tw. it t y pc vpg tg

c t gzt. T tg t

ty t t, r .

mc G, c ct idC Cmo avy rc

pctc, tcgy cp gg t vt

c mPm, cg pp, pc tcgy.

T t tg pt ct ctv tt

cp vtg tg pc t,

.

accg t idC Cmo Tc mtg bc ty

agt, 72% tcgy cp v tg

pt p g tg pc

pc t t gzt.

T ty tt t xt 12 t, 38% cp

p t py tg t pc, 19% p t

py mPm yt 12% p t xp t tg

pt t.

o cpy tt vt mPm pp, pc

yt Pt ic., wc pv ctc gg

gt cpt.


13/33


f cpy t z Pt, wc tvy , t

t v ct tg t ct,

dw P, ct tg pt t cpy.

h ptt pp w ct t g

tg pc.

i cpy, tg t v

ptt, P . Y t gtg 30,000 t,

y gtg w t; c vy v.

Pt sc.c tw Crm, eq Cp.

gt rgl ic. t c pt t

tg t.

hwv, P , W v ct tt wt t t t .

o Crm yt c y c, t w v t

c t t t yt t .

T t t cc, gp ct t gt,

t ct t t gt t t

gt pp.

it t g t jt v t t tcgy. ot t c

ptt t xct w, P .

l Ptt, pt-Ceo Veg mtg, , o

t ggt p [wt t] tt cp t

v g pc tcg tc.

Priority/procegpaccg t t Veg vy 126 tg xctv,

t gp tw wt cp ty tg

pt t ct pc pc t tc t g.

f xp, 71% cp pty t y cg

xtg t, t y 50% v pc pc t

tc t.

a, 47% cp cg v pty, t

y 19% v pc t tc t; 39% cg

wt xtg ct pty, t y 9% v

pc t tc t g.

T Veg vy t wc tc ty

xpct t ty v pc pc t tc t.

it tt 48% xpct t roi v

cpg t t v pc g t, cp

wt y 9% cp tt xpct t roi

v cpg v pc t t. T g

43% t xpct t roi cpg.

a, 24% cp xpct t w

v pc pc t , 24% xpct t

w t t v pc pc; t g 52%

t xpct t tc w.

T vy tt 72% cp t xpct t

t v t v ct , 76% t

xpct t tc ct wt.

W v wt ctc tc ct t

v, Ptt . it pg w w cp

g t t.


14/33

Mrketigexecutiveviewthewebcetr

totheirbuieereicreigweb

peig,butmotytheytihveroom

forimprovemetimeurigtheperformce

ofwebmrketig,ccorigtoreport

fromWebTre.

T pt, 2006 WT Cmo W-st rpt, w

vy t 250 tg xctv. T

vy w cp g-tc, tcct,

c vc, p vc, , t c t t. m t t cp pt w

-t- t.

mt cp w c pg w tg t y,

wt 35.5% cg pg 10% t 25%; 26.0% cp

cg w pg y 25% t 50%; 21.6% cp

cg w pg y t 50%.

27

Web is Key,but MeasurementStill LackingbyKate MaDDox, BtoBMgie

apri2006


15/33


Ty w t t t cctv wg

w tg t, ttg tcg. ug t

c, ty gv t t vg c 5.5%.

T vy t tg c ct t yzg

w tg pc.

oy 9.7% cp v tp -t py ct

t w tg y; 15.7% v g -t py

ct t y; 25.5% w y t pt-t

pty g py; 26.4% t t pt-t

pty tp py.

a, 15.7% cp t p y w tg y,

6.9% tc y t gcy ctt.

i w tg t ptt, vg t p g

pt-t g p w t ct ty

cg t, P . T g w , cp

pg t vt tg tc.

W , Wt y g t roi -t wt

y gzt t c t cctty t tg

ct 2006? 49.0% t ty vtg t

tg xtg py.

a, 46.9% t ty g tc t

py pc vw cpt; 25.5% ty

g ct yt; 19.4% ty g

t gcy ctt t pv y vc.

n cp t vy p t c w pg t

y pt t tg t, 16.9% p t p w

gt t t y.

m t (56.6%) t vy t w cty

t t tg ttgy w c t wt

t xt 12 t.

hwv, t t t gv t cp g

w t c t g t pc w tg.

Ty v [t] t gg , t t t

g pvt t t, J P,

VP-tg t WT, tcgy cpy tg

pc t.

W t w , hw w y cty t y

gzt ty t w tg pc?

56.4% ty tc t t w t

pvt; 23.6% w tg t cty

w tt t pvt; 4.9%

tg t cct t. oy 15.1%

tg t w tgt t t gzt.

mtg xctv w t t w wg

t tt w tg t, ttg tcg.

o c 1 t 10, wt 1 g w wg 10 g

xpt wg, tg xctv gv tv vg

c 6.3%.


16/33

Itegrtioofe-mimrketigmegewith

othermeichehbecometoppriority

forb-to-bmrketerthiyerbecueiththe

potetitormticyicreerepoerte.

b Pc, xctv ct, tg t Vz, t

tcct gt pyg tgt x p

c - tg t -t- cpg.

Vz ct c - t

-t- tt tg ttgy, Pc , g tt t

tcct cpy ppt t t

wt vtg, cg ct , TV, pt -

tg t.

Pty bw t ttgy g wt . W tt wt

t , t w t t wy t v t, mttw

swy, VP-cpt tg t Pty bw. f xp,

31

E-mail Marketing GainsGround with IntegrationbyCarol Krol, BtoBMgie

apri2006


17/33


s Vb, yt t ft rc, g

tgt gg tp pty. T t y

- tgt wt t c, t cp tt

c tt ccy w tt [tv]

cptt, .

itgtg cpg ccy q, g t tg,

gg ppc p t cv wt w

wt t. dpt t ct w tt tg

v cv vc c c, t v

cv ty t p t vc t ct

pg w g t pc.

Pc tt wt w t cy w w

. W ctv t tgy,

ggt t ggg, . o xp

ct w t t . o, t

t tg t vt, Pc , c t

t tt w. bt t t w xty w Vz

tg.

T v tw - tgt wt t c

t t g t tgt w.

C bggtt, c- Cmo exctTgt, -

tg pv, tt g t tp t t y w

t ttpt t tgt t - tg

cpg wt w ytc. Tt, ccg t exctTgt, w

gv cp w tc: t c.

swy Pty bw t cpt

tg cpg tt p t c .

Pty bw -, ct c g tg

t pt t ct ppct t Tgt lp ,

wc v tpc.

W pt t 26-pg pct tg ct t

tp ct ppct, w vt, swy

. oc w v t ctt, w t v tt tg

t cpt t t, -wtt -

tg. W t t y tc t

ctcy, . Tt ctt pt t t w t.

et & Yg t t tt tg cy

tgt ppc wt t - tg. it -

t tgt wt t , cg ct ,

t t tgty wv t tctv t t

cpy t, mc l P, tt ct, t

tg t et & Yg.

bt Pc P w pt t btb ntmtg

bt nw Y.

i xp - tg tgt, P pt

cc t t oct gy xctv

g c t y wt v t t - t ct

ppct. Tt w w p y c -.

W ct t v tt w - t, t c

t ct w t, . T w t

tt gt t t t w t t t t t t

cc. dct vtt, wc c gtt

w t w t w c t gt

, w t t t c t g.


18/33


W cp vc v t, t

w g t pc wt c vc v pt

pc, swy . Tt t tt wy t t t.

hwtt-Pc C. t t wt ptct

ppc t tgt t. it w t t -

p t, w vy c ct t, t tc

tt cc - w t tt c y -.

at et & Yg, pttv c tg cp

t g . W t t t t t

wt wv , wt pc wt w pg,

P .

T t y t w tg, P . otw, t

g c wtt pttg t .

Karen J. Bannan contributed to this story.


19/33

PROBlEMsOlVEd:

Pbm: Qutifyigyouriteeffectiveeifyouot

eoie.

S:Getccurtepictureoftheroeyouritepy

iyourecyce,thecrftyouruccemetricrou

thtroe.

y ec a, Jy 2006

T p c t g: bc t zz

t w y y w tct, t tcy

w t, ytc v t vc

pv t c tt t qt tct

w gctg t cpx t w py cyc,

ptcy t -t- t.

W tt tcy tg, y -t- cp t tgg

wt w t ptz cct w c tt t

pc . f -t- cp, t t

gt cpty w v tc

c ty c gy qty wt pctg w

cvt t . i t c, t pc t

tg t t t c t :

Problem Solved:

Answers to MarketersTough QuestionsBtoBMgie

37


20/33


l cv t, t t t tc t

cpt ;

f ct p (CPl) y tg vc (.g., yw,

);

rct gtv ttt, p- t cc pt

t t .

f y cp, tg, cpt t t t w

ty. i gy pcz c t gg,

tc, t t y py qc t ppct tyvttg p v, t pv g-t t

ppt g xt cyc tt vv tp v

c-. sc t t y, tt c tg t

qty. bt t tt t vg t t

vpg t.

o ppc t t ct vy c wt

cc-t t t y p t t t cyc. W

tg :

Wt tt t gzt vtg t t?

hw t t wt pt t cyc ty vtg?

Wt ct ty vtg wt pp?

Wt p pt t c t t pv t c

t c?

oc w v w t t qt, qtyg t t

y: W c t t vtt, c g t

c tt c pc, p- pt-

p pc tt t g tg vy.

PROBlEMsOlVEd:

Pbm:Geertigoieetrckigthemto

offiee.

S:Thereremyvibeoutiotoytht

owmrketertocorreteoieetooffiee.

y e h, Jy 2006

o c t ccg tt -

wt ycy gt q c ( qc

tt)-wt c t.

Wtv t w-p t, t - p, c

q c tct. s t cvt, t

q c c y ct wt t g c.

dpg w y tg, y t t t q c c t t ptc yw

g c (c c g, , pt t ) tt

gt t . T w y t ptz y tg

ttv t t y t ct-ctv c.

s cct ct tw v Crm

c c cgg w g wt q cg.


21/33


hwv, xtg pc w q cg. a g

t q c c g t w c , y

t c y cc v t v

.

T t t y t ctg t .

ot t c tg q p , q

pt cp t, vy. T , wv,

cg t c wt c. f xp, q p

q t c ct gt t t gt qt

t t wc g gt t . Wt cp, y

g pp t t xt tp ptg t cp. a

wt vy, t cg tg qt v

pvg pppt ctv t gt pp t t t t

t cpt vy.

s, pg y tg g, c

t t y v t pp.

PROBlEMsOlVEd:

Pbm:Gettigtrteuigwebytictoimprove

mye-mimrketig.

S:Optimiigtheitegrtiobetweeyoure-mi

mrketigwebyticptformebeyouto

moreefficietytrgettriggere-micmpigbe

owebitecicktremt.

y e oG, ap 2006

T t ppc py t tt .

ly t gw cy t pt g -

tg tctc. lc y cpg, pv t roi t

v t t xt. by tgtg y g, t t c

c g.

sometcticyouctrythtcombiee-mimrketigwithweb

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22/33


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23/33

4COnTEnTPaRTnER:BtoB MaGazine

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24/33

47COnTEnTPaRTnER:BtoB MaGazine

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25/33


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ct .


26/33

1

E-mail Marketing

Secrets and Lies:Conversion RatesbyKaren J. Bannan, BtoBMgie

Jue2006

E-mimrketigexpertofteythtit

otthecick-throughoropettitictht

mtteromuchyourcoveriorte,which

trteitoreveue.JiePopick,CEOof

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HoyGriofe-mimrketig.

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cretegoowiforyourcompy,Popicki.Thekeyitomke

ureyouotcrewitupbybetryigthttrut,hei.


27/33


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ct. Y v t vy c xpct.


28/33

Technologies to Watchhere are some Good beTs When deCidinG

WhaT To inVesT in for The suCCessfulfuTure of Your ComPanY

byeriC ButterMan, BtoBMgie

Jue2006

33%

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t iT gt.


29/33


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t $10,000.


30/33

8 :MaRKETInGPERFORManCEManaGEMEnT COnTEnTPaRTnER:BtoB MaGazine

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31/33


addITIOnalREsOURCEs

atheworwieeeriwebytic,

eigthewyitoMrketigPerformce

Mgemet,WebTreofferfurgeof

euctioreourcetohepeureyourog-

termucce.Beuretocheckthemoutt

webtre.com

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g, wt pp, c t t c tg

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worlDwiDe ConferenCeS anD SeMinarS: WT gy

cct t -pt ty cc ww

ct t 15,000 pp 60 ct c 6

ctt. Wtc w t t w w w xt.

weBtrenDS uSer GrouPS: Wt gp t 25

ct, t y pptty t t wt cg t

pctc. Cc cty y.

traininG anD ConSultinG ServiCeS: WT

g ct c, tg c ttgc

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c y gzt cct y t vtt.

aBOUTTHEEXPERTs

Carol Krol pt t BtoB. b nw Y,

cv ct tg, c tg - tg.

Karen J. Bannan qt BtoB ctt. s wt

xtvy BtoB ntmtg ct e- mt

igt wtt.

eriC ButterMan BtoB ctt. b nw Y, wt

t tg tcgy, g t tpc.

Kate MaDDox s rpt t BtoB. b l ag,

cv gc, vtg tg xctv.

MarK orGan Ceo tt gt tw

pv eq Cp.

elaine oGorMan VP-ttgy t - tg t

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Wt h.

Ben Perry ct p c pg t c g

tg pv Ppct.

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ttgc cct pctc.


32/33

aBOUTWEBTREnds

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ty xpt c t t g vtc t.

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nw Y, nY 10017

212-210-0467

[email protected]

www.t.c

62


33/33

weBtrenDS

851 sW 6t av., st 700

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