Harte-HanksMarket Intelligence

Demand Generation and Targeting Solutions for the business technology market

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About Harte-Hanks Market Intelligence

A leading provider of actionable market intelligence to information technology and telecommunications industry since 1969

Headquartered in San Diego, California

A division of Harte-Hanks (NYSE:HHS), a worldwide direct and target marketing company

We identify and track technology installations, purchase plans and key decision-makers at business, government and institutional locations throughout North America, Europe, Latin America and Asia-Pacific

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Industries we serve

Computer Hardware

Computer Software

IT Services

Security

Networking

Storage

Telecommunications

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Industry leaders rely on us…

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…to drive measurable business results

• Shortening sales cycles

• Finding companies with known need and budget, looking to spend soon

• Connecting with critical contacts that drive the purchase process

• Enhancing CRM view with intelligence that significantly improves sales

• Improving the effectiveness of marketing programs

• Executing lead programs that deliver specific and qualified lead flow

• Targeting campaigns toward businesses that are most likely to buy

• Identifying cross-sell and up-sell opportunities based on technology needs

• Providing market insight

• Advanced budget planning via customized addressable market segments

• Identifying untapped markets and “green field” accounts

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Our vision

To be the premier provider of indispensable market intelligence and insight that drives our

customers’ sales and marketing results.

We do so by:

• Serving the needs of B2B sales and marketing professionals

• Delivering actionable intelligence and insight

• Offering our services at competitive costs resulting in increased sales and marketing ROI

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Actionable intelligence and insight

IT Purchasing InsightIT Purchasing Insight

Detailed information on buying intentions across

Hardware, Software, Networking, Storage,

and Telephony

Propensity Scores that measure likelihood

to buy

Decision MakersDecision Makers

Business and Technology

Decision Maker Contacts

Functional Responsibilities

Email Addresses

Installed TechnologiesInstalled Technologies

Hardware, Software, Networking, Storage,

and Telephony propensity installs, and

competitive data

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Cloud Computing

Software-as-a-Service

Infrastructure-as-a-Service

Platform-as-a-Service

Communications

Phone System Extensions

Long Distance Carrier

Mobility/Wireless

Phone System Maintenance

Smartphones

Unified Communications

ACD

Voice Activated Response

Voice over IP

Routers

Virtual Private Network

Internet Service Provider

ISP Contract Expiration

WAN Network Service

WAN Optimization

ATM/Frame Relay

METRO/SONET/MPLS

Communications (continued)

Network Service

Network Lines

Wireless LAN

Computer Hardware

Desktops

Laptops

Windows 7 Operating System

Workstations

Servers

Server Series

Other Server

Server OS

Network/Desktop Printers

High Volume Printers

Uninterruptible Power Supply

Computer Software

Storage Management Software

Business Intelligence Software

Development Software

Asset Management Software

Computer Software (continued)

Enterprise Management Software

Collaborative Software

CRM/SFA Software

Document Management Software

Enterprise Application Integration

Enterprise Resource Planning

Database Management Software

Data Center or Data Warehouse

Outsourcing

Server Maintenance

Capacity Planning

Data Center Management

Systems Integration

Application Support

Programming Services

Software Integration

Document Management

Disaster Recovery

Storage Management

LAN/WAN Design/Integration

LAN/WAN Management/Support

Outsourcing (continued)

Unified Messaging

Network Convergence

Security

Data Loss Prevention

Messaging Security

Security Appliance Expansion

ID/Access Software

Storage

Direct-Attached Storage

Network-Attached Storage

Storage Area Network

Tape Library

Virtualization

Desktop Virtualization

Server Virtualization

Storage Virtualization

Other

Data Center Move/Renovation

Compliance Initiative

Electronic Medical Records

The technologies we track

As of Q4 2010

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Direct Interviews

AdvancedAnalytics &Modeling

MultipleData Sources

Our methodology

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Actionable technology insight on the businesses

and decision-makers accounting for the vast

majority of IT spend.

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Our solutions

Target Marketing

Target Marketing

MarketAnalysisMarket

Analysis

DemandGeneration

DemandGeneration

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Demand Generation SolutionsGet you closer to you next customer. Faster.

Telemarketing and Email Lists:• 350 technology selectors

• Key contacts

• Email campaign blasts

Sales Opportunities:• Daily Feed

• Synch to Technology Area & Territory

Sales Appointments:• Seeded with our Targeting

• Script Development & Program Execution

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Highly targeted direct marketing, telemarketing and email marketing lists

• Information Technology professionals and key decision makers responsible for purchasing, implementing and authorizing technology products and services within their company.

- Contacts categorized into 21 key functional areas for ease-of-use

• More than 350 selectable technology fields including:

- Personal Computing, Systems and Servers, Software, Peripherals, Storage, Network Infrastructure, Managed Services, E-Business, Network Services and Telecommunications Equipment.

• Includes company firmographic information (size, industry, location, HQ or branch)

• Available as 12-month rental, unlimited use

• Option to license email addresses or have Harte-Hanks execute email marketing campaign on your behalf

• Fueling marketing awareness programs • Creating demand generation programs

for specific technology needs• Identifying prospects with

complementary or competitors’ installed technology

Use for:Use for:

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“BANT-qualified” technology sales leads identified via in-depth surveys with purchase decision-makers

• Available for 77 key technology initiatives

• Each sales leads includes:

- Discovered IT initiative with budget, time frame and Decision Maker contact information

- Installed technology, IT budgets and preferred vendors

- Additional IT and Line of Business Contacts

- Company firmographic information

• Delivered via on-line service that sends alerts directly to seller’s inbox or smartphone.

- Configurable by sales territory so seller’s only receive the alerts specific to their territory

- Gives sellers the ability to research over 700,000 businesses for pre-call planning

• Also available in a spreadsheet for importing into your CRM/SFA system

• Identifying businesses in the buy cycle for your technology product or service

• Reducing missed sales opportunities by insuring a steady, consistent flow of high quality leads

• Improving seller’s knowledge of prospect’s initiatives, budget and business drivers

• Shortening sales cycles by identifying prospects that are sales ready

Use for:Use for:

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End-to-end fully customized demand generation solution including:

• Powered with Ci Tech Leads & Ci Pipeline Opportunities for Target List

• Email Campaign to Target Market

• Complete Program Management

• Dedicated Tele-Prospecting Agents

• Comprehensive Reporting

• Daily Lead Delivery to your CRM System

• Combine with Aberdeen benchmark studies to further qualify leads

• Sales appointment setting• Event Registrations• Trial Offers• Delivery of Product Information• E-mail Opt-ins• Contact Discovery • Lead Nurturing • Channel marketing programs

Use for:Use for:

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Our solutions

Target Marketing

Target Marketing

MarketAnalysisMarket

Analysis

DemandGeneration

DemandGeneration

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A comprehensive database of 4+ million business locations representing 90% of annual IT Spend including:

• Full contact information on 6+ million technology key decision makers with emails

• Company firmographics

• Installed technology and vendors

• IT budgets estimates

• Installation and Purchase Likelihood Scores (ILS/PLS) for key technologies

• Available at site and enterprise levels

Available in relational database (RDF) andflat file formats

Available for U.S, Canada, Europe and Latin America

12 month license or single-use

Optional match and append service available

• Enhancing current customer/prospect files with detailed technology profiles and new contacts

• Identifying prospects or “look-a-likes” based on over 40 key technologies

• Market analysis including segmentation, sizing and market share

• Developing a deeper understanding of customers and prospects with more precise customized analytical models

• Fueling lead scoring algorithms based on technology need and purchase likelihood

Use for:Use for:

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Powerful New Indicators

InstallationLikelihood Score

InstallationLikelihood Score Predicts the likelihood that a

particular technology is installed at a business location

Use to segment & target for awareness, nurturing of

brand messages

PurchaseLikelihood Score

PurchaseLikelihood Score

Predicts the purchase likelihood for a particular technology at a

business location

Use to target lead generation programs, campaigns,

seller efforts

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How we differ

We Focus on:

WHAT businesses spend, not what they earn- $500-$600 billion in IT spend annually

WHERE it is spent- The 4 million locations that comprise 90% of the IT market

WHO spends it- 6 million contacts that matter most – those that drive IT transactions & investments

WHEN and WHY they are buying- More than 10,000 technology sales opportunities discovered monthly – across 77 IT Market Categories – including technology initiative and purchase time-frame

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Proven

Based on over 40 years of experience in serving technology industry leaders

We have a

For helping you succeed

Unparalleled

Into business need, buying trends and installed technology footprint.

Harte-HanksMarket Intelligence

Get closer to your next customer today.

1-800-854-8409www.citdb.com

citdb@harte-hanks.com