Enterprise

Acme Supplies

Brian L PackAugust 25, 2016

(Good afternoon, morning, evening) my name is (rep name) and Im a Business Growth Advisor from OnPath Business Solutions. Thank you for spending some time with me today. As you may know OnPath is a leading customer acquisition provider and weve been helping businesses achieve their goals for over thirty years; through our unique blend of solutions including call center and digital services. (which well dive into later on in the discussion)

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Todays AgendaA bit about meOur companyA little about youOur solutionsNext steps

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Id like to briefly stage our conversation today.Are there any specific things youd like to address?2

A Bit About Me

Brian.pack@onpath.com801-879-9273www.onpath.comBrian L PackVP Business Development16 Years Inside Sales programsDozens of successful campaignsMarried with 5 childrenMy passion is to help you achieve your goals

You personal introduction and experience in this field

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Our History : 30 years of Customer Acquisition

1980Direct Mail1995EstablishedCall Center2008ORCCA AwardWinner20108M Calls Milestone2010Established Digital Offering

2015Digital Team Expansion

Our RootsWe have a long history of supporting organizations in their ability to attract and interact with their customer base. Over 30 years ago we got our start as a direct marketing agency sending out marketing materials in the mail! However we have been able expand from those humble beginnings and adapt to the changing times as demanded by the marketplace. Our goal is to be where your customers are. Today this is online and over the phone but in the near future this could look very different. Our promise is that we will continue to adapt and work hard to meet your customers wherever they might be!

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Our Company by the Numbers

492employees400+call center reps

2countries

6locations

200Mreached byphone80Mreachedonline

So Id like to give you a snapshot of our organizations by the numbers492 company employees (digital team, managers, accounting staff, support and call center)400 call center reps2 countries (US and Canada and soon the Philipines)6 locations: Barrie, Toronto, cornwall, Ottawa, Montreal, Salt Lake City Utah (and 2 languages French and English)Weve connected with 200 million and counting over the phone!Weve reached over 80 million online!5

PositivecustomerexperienceYour Success is at Our CoreYourperformanceSuccess

Why do we exist as a business?

At the core of who we are and why we do what we do is you and your success! We are here as your lead gen and growth advisors to help support your company and its projects. At the core of who we are is to ensure that your prospective or current customers walk away with a positive experience and that your goals are met (whether these goals are to sell a product, generate a lead, gain a donation, find a new member or to just get information to/from the marketplace)

We treat our role as to become an extension of you and your organization! And we will treat your project and your customers as if it were our very own project and our very own customers!6

Industries Weve Served

AssociationsTV/InternetFundraisingFuel ServicesHome ServicesTelcoBankingTechnologyITMany, Many More

ConsumerProducts

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Being in this for over 30 years weve amassed an impressive resume in a multitude of industries. Due to contractual agreements with many of our clients Im unable to share their names but to show you our experience weve been involved in some of the following industries and then some

Banking and Finance; 2. Association membership acquisition, 3. Fundraising, 4. Solar Power, 5. Home services (home security and home warranty), 6. Telco, 7. TV/Internet Companies, 8. Technology Companies, 9. IT, 10. Fuel services and many, many more!

Why do many of these industries like technology and banking choose us? Because of our desire to make their experience and their customers experience a positive one. We are not in this business to just get you a sale or a lead. We truly want to integrate into your organization and work as if we are an extension of you, your mission and company goals; this is why our clients keep coming back!7

Its all aboutYOU

Thats enough about me and our organization; Id like to go through some discovery questions and get to know you and specifically more about the project you have that might need our assistance..8

DiscoveryCompany

ExperienceProjectSuccessYOU

Id like to spend some time discussing your organization and this specific project. The goal is to better understand your value systems and specifics to this project. One of the first questions we as a team have to be able to ask ourselves is 1. Do we understand the company and its mission and 2. Would we purchase this product/service if we were the prospective buyer? Okay lets get started

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Discovery : Your CompanyTell me about your company?What is your mission?What drives your organization?

Company

ExperienceProjectSuccessYOU

Tell me about your organization; what makes it tick? Why does it exist? Whats its history? etc

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Discovery : Your ProjectTell me about this product/service?Whats the price point?Who is the target audience?What are you hoping to accomplish?

Company

ExperienceProjectSuccessYOU

Alright now lets talk specifically about the product or service youre hoping to pitch. Have you done this before? Is it a new product? Who is your target audience? What do they care about? Whats been your past performance? Whats the key value proposition with your product vs a competitor? Who are the competitors?11

Discovery : The ExperienceHave you outsourced before?Have you worked this project before?How did you perform in the past?What were the challenges?

Company

ExperienceProjectSuccessYOU

Now lets speak for a bit on your experience level with this process. Have you ever outsourced before? How was the experience? What has you speaking with us today? What is your budget for this project? What is the necessary CPA for this to make sense? 12

Discovery : Your SuccessHow will you evaluate our success?What KPIs matter to you?What would make you walk away?

Company

ExperienceProjectSuccessYOU

Okay so now lets speak for a bit about how you define success with this. What KPIs matter? (installations, sales, leads, warmed up contacts?) What do you value the most in a outsourced partner like us? What would cause you to be unhappy? (besides poor performance lol)?13

By the end of 2016, companies will spend over$449 billionannuallyfor marketing services

Thank you so much for going through that exercise. As an organization we occupy a space that is widely tapped into. Often times its more cost effective for you to outsource many of the features of your sales and marketing services rather than do them in house. (my old company saved money when they closed their ISR team and used our organization to generate lead). So whether youre new at this or a novice; just wanted you to know that youre not alone! 14

Market Statistics : Call Center

response rate for lead generation calls

web leads notcontacted by agents

25%average

73%

52callsper day, per rep

18dialsto connectwith a prospectMarketers who identified TM as the most effective lead nurturing channel

90%

Telemarketing seems to be as old as time; and its a lot of work. 90% of marketers surveyed say that it is the most effective method of reaching people. For a while many thought the phone is dead; but it really isnt! Now that doesnt mean it isnt work; it takes on average 18 dials to connect with a prospect. Most organizations do not have the time, resource or know how to manage the amount of effort that goes into using the telephone to find prospects; yet its still one of the most effective methods; and weve been doing it for a long time!15

Market Statistics : Online Marketing

use search engines prior to purchasing a product

online shopping penetration rate

89%

66%

310millionLinkedInusers

433million

1.65billionTwitterusersFacebookusers

now while telemarkting has been around for quite some time; digital marketing is still relatively new and open territory. Its interesting to not that over 89% of the population will research something online before purchasing! Thats powerful! Which is why we made a conscious decision to add digital marketing to our portfolio of services several years ago. People are online and its only growing. While we can find people over the phone; we can find more by comining our digital programs as well!

I shared these quick market statistics to let you know that what you are seeking in a lead generation partner a common thing; companies spend billions to get outside help and as you can see statistically speeking utilizing telemarketing and digital resoruces is important if you want to find yoru prospects. So what makes us different. Lets talk about our services and what we do16

Our CapabilitiesCallCenterDigitalClient SuccessAdvisor

YourGoals

Alright so as an organization we support our clients with both call center and digital marketing efforts. To help make you successful myself and a designated account manager will work directly with you to create tailored messages and programs that help achieve your target CPA and customer experience.17

Our CapabilitiesData & analyticsCustom ITdevelopmentDNCscrubbing listScript devand R&DConversionoptimizationStrategydevelopmentProductdevelopmentAffinityCallCenterDigitalClient SuccessAdvisor

YourGoals

Lets take a look at this

In our digital programs we work to optimize the conversion strategies; basically making sure were capturing the leads with the right message wherever they are! We help build the strategy and messaging. We also have the capaicity to develop products (VoIP and Long Distance, Identity protection) and weve worked for years in the affinity world supporting membership groups growth by also selling value added products into those bases

From a call center side we help scientifically create a message the yields the desired result. Through our technology were able to replicate and scale the absolute best agent presenation and deliver that consistently like no other call center can! We adhere to all state and federal laws, we can purchase lists, we can DNC scrub these, we can build custom reports and extracts (say you want to import dirclty into yoru CRM e.g.) and we are a data driven call centerwe report the truth about performance not try to fluff it up and we work to create proper honest messaging to getyou the best of what is possible. We never guarantee performance but what we do guarantee is that whatever is possible; well get!18

Call Center Experience

400+highly-trained &motivated agents54Mcallsmade1.46Mminutes spenton phone1.2Mpeoplereached6offices

https://www.lds.org/youth/article/truth-lies-and-your-self-worth?lang=eng

As stated earlier were not new to this game; we have many employees across several offices and weve made millions of dials and growing!19

Call Examples

Lets take a listen to one of our calls!

Tell me your thoughts about this call and how the rep performed? Would you want this person to represent you? Do you feel like the call was well handled? Did the agent answer and listen to the customer? Did they shy away from asking for the sale?

What have been some challenges youve faced when running a call center? Wouldnt you have wanted to take your best agent and bottle them up and replicate them!

What you just listened to was a series of prerecorded sound files being ran by a live agent in a real call with a real live prospective customer. VAS or Voice Assitant Solutiosn is a tool that allows us to replicate best call experience. This is not a robo call, a live person is really listening. Its just that we took our best agent, had them record the scrpt and all the common responses and then a rep ran the callwhy would we do that? Why not just speak live?21

Call Examples

Lets take a listen to one of our calls!

Tell me your thoughts about this call and how the rep performed? Would you want this person to represent you? Do you feel like the call was well handled? Did the agent answer and listen to the customer? Did they shy away from asking for the sale?

What have been some challenges youve faced when running a call center? Wouldnt you have wanted to take your best agent and bottle them up and replicate them!

What you just listened to was a series of prerecorded sound files being ran by a live agent in a real call with a real live prospective customer. VAS or Voice Assitant Solutiosn is a tool that allows us to replicate best call experience. This is not a robo call, a live person is really listening. Its just that we took our best agent, had them record the scrpt and all the common responses and then a rep ran the callwhy would we do that? Why not just speak live?22

VAS : Consistent, Scalable & PredictableBest voice and best script delivered every time Script adherence Overcomes regulatory issues Eliminates rogue agentsProcess driven

Have you ever listened to a call center agent that made you cringe?What about one where you thought man can I replicate that personImagine if it were possible to scale, and predict the presentation to deliver a consistent messageWould that be of interest to you?23

250years of combinedexperience80M+businesses &consumers reachedonline$15Mad spentonline

We are Digital Marketing Experts

2M+inbound links

50K+hours spent onkeyword bidding

JJ NOTE: Cover the details of each steps in the notes / presentation. Keep the slide simple. This could also happen on a series of slides, adding a step each way (so it wouldnt be animated, but it would build slide-by-slide.24

How Digital Marketing Works

ATTRACTCONVERT

Matt wants to buy a printerENGAGEMatt searchesthe internetMatt picksJoes websiteMatt requestsa quoteJoe getsa sale

$

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JJ NOTE: Cover the details of each steps in the notes / presentation. Keep the slide simple. This could also happen on a series of slides, adding a step each way (so it wouldnt be animated, but it would build slide-by-slide.25

Pay for PerformanceHow it works:Only pay for the results (form submission, application, etc.)Well run ads on AdWords, Bing and social media without any cost to youWe fund all online ad channelsBenefits:Result-driven vs. budget-drivenDedicated team

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AffinitySelling value add products into a customer base while also securing new members or solidifying current membershipProduct DevelopmentCreating products that provide value, Identity Theft, Long Distance and VoIP (many of which are used in above mentioned affinity programs)Q/AMore consistent service that allows end user to ensure that all calls are audited prior to passing over to our customerList ProcurementWe have existing relationships with major list providers and can go to work to purchased these on your behalfScript DevWhether you have a script or not oru script development team will make sure to combine our experience to write and delvier the best message that represents your product and brand to the marketplaceDNC List ScrubbingWe follow all CRTC and FTC DNC lawes. We can assist you to ensure that your calling list meets the standardsCustom IT DevelopmentAs we work with clients we develop new functionality. Most of the time you just get the benefit of this learning. If there are specific custom things youd like done we can work with you to develp these features like custom reports, custom imports into CRMs etc.Data and AnalyticsWe provide a way to generate large amounts of information about your industry and the marketplaces reaction to your products and services. We can customize this information into useable reports so that you and we can make data driven decisions

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Our Client Success Process

DiscoveryLaunch MeetingAccount Manager AssignmentFeedback & UpdatesTest LaunchMessage CreationTeam TrainingLive LaunchOngoing Updates & Modifications

Our Digital Marketing Solutions

OurOfferingsConversion optimizationEmailmarketingSocialmediaDigitalstrategyInbound marketing & paid trafficSearch engineoptimization

Contentmarketing

Marketingautomation

Case Studies

Digital Case Study : Affirm Financial

INDUSTRY:Financial ServicesBEFORE:350 applications a month at $80 CPA

AFTER:4,000 applications a month at $45 CPA

DURATION:One YearOBJECTIVE:Looking for application volume and approvalsMANDATE:Acquire new credit card customers and loan applications across the Canadian market

Company Affirm FinancialIndustryFinancial ServicesProject length1+ YearMandateAcquire new credit card customers and loan applications across the Canadian marketObjectiveLooking for application volume and approvalsHours spentNot applicableSuccess storyCanadaDirect started generating applications for loans and credit cards, the initial volume was 350 applications a month at $80 per application. Through conversion optimization, focused marketing approach, we were able to achieve 4,000 applications a month while reduce the cpa to $45Campaign approachTo improve conversion, we spent many hours studying competitors, and reviewing the accounts. Unlike other agencies, we have a dedicated team that monitors and modifies the account to achieve the results we want.

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Call Center Case Study : CDTEL

INDUSTRY:Consumer ServicesBEFORE:367 new customers a month at $115 CPAAFTER:751 new customers a month at $77 CPA

DURATION:Two YearsOBJECTIVE:Looking for people to purchase and use CDTEL telecommunication servicesMANDATE:Acquire phone service customers

In addition to an obvious increase in new monthly customers and lowering of the CPA; we were able to utilize our VAS technology to mitigate a few additional problems for this organizationIncrease in back end customer retentionImproved compliancy and consistent delivery of chosen message (reduced legal issues and complaints due to poor agent communication skills)Client was able to reduce the number of people to manage the outsourced campaign because the scripts didnt need to be audited due to the fact that they are pre recorded and delivered consistentlyMaintained more consistent results (not as much up and down or variance)Less immediate fall out (live had immediate cancels at 20% higher than VAS)

Live- .31 SPH gross and .28 SPH netVAS-.33 SPH gross and .32 SPH netLive charge was around $33 per hour and VAS charge was about $25 per hour (better performance and lower cost)31

Call Center Case Study : FiveStrata

INDUSTRY:Home ServicesBEFORE:367 new customers a month at $115 CPAAFTER:751 new customers a month at $77 CPA

DURATION:One YearOBJECTIVE:Looking for home service customer appointments (solar, warranty,security)MANDATE:Call verify digital consumer opt in leads for home service products

In addition to an obvious increase in new monthly customers and lowering of the CPA; we were able to utilize our VAS technology to mitigate a few additional problems for this organizationIncrease in back end customer retentionImproved compliancy and consistent delivery of chosen message (reduced legal issues and complaints due to poor agent communication skills)Client was able to reduce the number of people to manage the outsourced campaign because the scripts didnt need to be audited due to the fact that they are pre recorded and delivered consistentlyMaintained more consistent results (not as much up and down or variance)Less immediate fall out (live had immediate cancels at 20% higher than VAS)

Live- .31 SPH gross and .28 SPH netVAS-.33 SPH gross and .32 SPH netLive charge was around $33 per hour and VAS charge was about $25 per hour (better performance and lower cost)32

Case Study : FinancialINDUSTRY:Financial CPA (Cost per Lead)$44/Lead

DURATION:Five YearsOBJECTIVE:Get verbal authorization from clients, send sales lead to D&HMANDATE:Upsell credit monitoring services or identity theft alerts

Performance:.56 Sales/Hr6000 Sales/Mo

Company Affirm FinancialIndustryFinancial ServicesProject length1+ YearMandateAcquire new credit card customers and loan applications across the Canadian marketObjectiveLooking for application volume and approvalsHours spentNot applicableSuccess storyCanadaDirect started generating applications for loans and credit cards, the initial volume was 350 applications a month at $80 per application. Through conversion optimization, focused marketing approach, we were able to achieve 4,000 applications a month while reduce the cpa to $45Campaign approachTo improve conversion, we spent many hours studying competitors, and reviewing the accounts. Unlike other agencies, we have a dedicated team that monitors and modifies the account to achieve the results we want.

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Why Choose OnPath?

ComplianceIntegrationScalabilityAgilityTechnologyExperience

Im almost done with my presentation. So why choose OnPath to run your customer acquisition campaign?

Because we are customer acquisition experts.

Our robust technology provides wide range of customer acquisition products.

Our highly motivated staff and digital experts will represent your brand effectively.

We respond to rapid changes in the market; we can tweak your campaign even at short notice if needed.

Our solutions are scalable; we will tailor a solution that fits your budget and needs.

We offer you integrated solutions: call center, digital marketing, direct marketing and affinity marketing - each with their own dedicated, knowledgable teams.

If youre looking for a contact center solution this is important to you, we are PCI compliant. 34

Questions?

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Questions?35