Dave ElkingtonCEO / Founder

High Velocity Road Tour 2013

About us

• History Founded in 2004 $40m+ in venture investment 250+ employees 100%+ annual revenue growth

• Industry Leadership SaaS provider of the year Top 100 private companies Leading research published in HBR Key patents in web communications &

analytics

customer success

Research

Click-to-Call™

PowerDialer™

PowerText™

PowerStandings™

Neuralytics™

Products

Inside Sales

Revolution

“We’ve got to think differently”

“Your goal isn’t to buy players, our goal should be

to buy wins”

“System has worked for years”

“Winning = getting runs”

Thinking-by-numbers is the new smart

Summer 2011

Inside Sales Market

Inside Sales Industry Growth 2013

2011 2012 2013 202002468

101214

Outside Sales Inside Sales

Mill

ions

3x Growth

1.3%

3.9%

BLS.gov & 2013 Market Size Study

2008 2009 2010 2011 20122.002.252.502.753.003.253.503.75

Outside Sales Inside Sales

Mill

ions

Original 2009 Market Size Study

15x Growth

Inside Sales Industry Growth 2009

0.5%

7.5%

Retail vs. Non-Retail Sales

2011 2012 2013 20140%

10%

20%

30%

40%

50%

60%

70%

19.8% 19.1% 18.8% 18.9%20.4% 20.5% 21.0% 21.1%

59.8% 60.4% 60.2% 60.0%

Outside Inside Retail

Reps by Selected Industry

Man

ufac

turin

g

Trans

porta

tion

Softw

are

Teleco

mm

unica

tions

Financ

e

Techn

ical S

ervic

es

Man

agem

ent C

onsu

lting

Adver

tising

/ PR

Educa

tion

Health

care

0

100,000

200,000

300,000

400,000

Inside Sales Employees Outside Sales Employees

Inside Sales same as Outside Sales

Inside Sales larger than Outside Sales

Sales Department Comparison

2011 2012 201345%

47%

49%

51%

53%

55%

49.3%48.2%

47.3%

50.7%51.8%

52.7%

Outside Sales Reps Inside Sales Reps

US Total Growth of Inside Sales

2011 2012 2013 2014 2015 2016 2017 2018 2019 20200.0

0.5

1.0

1.5

2.0

2.5

3.0

3.5

Non

-Ret

ail I

nsid

e Sa

les

Reps

(Mill

ions

)

42,400 New Inside Sales Reps Per Year

Sales Revolution

Inside Sales

“We … proved that [inside sales] could win a high close rate at one-third the cost and in one-third the amount of time as the traditional

selling model.”Mark Benioff

Sales Automatio

n 2.0

Sales Revolution

– Why?

• 1/3-1/2 Cost & Time• Customer Empowerment• Employee Preference

Run a salesteam by the numbers –Not Intuition

Original Lead

Response Managemen

t Study

200,000+

Lead Profiling• Age: 33• Gender: Male• Ethnicity: Caucasian• Interests: Design, art• Personality: Expressive• Family: One child• Height: 5’ 8”• Weight: 155 lbs

Contacting a Lead

• Who?• What?• When?• Where?• Why?• How?

Optimal Amount of Contacts• 8 Dials• 6 Web visits• 3 Voicemails• 3 Emails• 3 Social Media• 1 Text or Fax• 24 Total

Results Measureme

nt

Join The Wave

Image: 7.5” x 8.6 @ 96dpi

Questions?