Business Partner Program Overview & Discussion Alec Stern, VP Strategic Market Development

Business Partner ProgramOverview & Discussion

Alec Stern, VP Strategic Market Development

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Constant Contact Confidential

Business Partner Program OverviewPresentation Agenda

• Business Partner Program Overview

• Business Partner Lead Qualification & Flow

• Business Partner Program Resources

• Business Partner 2006 Goals & Objectives

• How You Can Help?


Business PartnerProgram Overview



Business Partner Program Success!

Sign-ups

Registered



-

20,000

40,000

60,000

80,000

100,000

120,000

140,000

Collected Revenue

Jan April July Oct Jan April July Oct

Month

BP Revenue 2004-2005



0.00%1.00%2.00%3.00%4.00%5.00%

6.00%7.00%8.00%

Percentage

Jan April July Oct Jan April July Oct

Month

BP Revenue as % Corporate

Growing At A Faster Pace Than Corporate Revenue!



Oct 1, 2005 Thru February 12, 2006

Daily BP Inquiries and Deploys

0102030405060

10/1

/200

5

10/1

5/20

05

10/2

9/20

05

11/1

2/20

05

11/2

6/20

05

12/1

0/20

05

12/2

4/20

05

1/7/

2006

1/21

/200

6

2/4/

2006

Date

# of

BP

s

Inquiries

DeploysSEON

SEONINT/WA

INTSPN JMM

SPN EMW

On average 200 BP inquiries a month and 50

deployed.

********

Jan ’06 – 267 BP inquiries and 91

deployed!



Business Partner - COA• 2005 - $330 per paying customer (2,104 paying

added)– Revenue Share (15%)– Headcount – BP team, Mktg, Eng.– Marketing Spend ($10,000)

• Est. 2006 - $210 per paying customer (4,362 paying added)– Revenue Share (15%)– Headcount – BP team, Mktg, Eng.– Marketing Spend ($100,000)

• Est. 2006 Accelerator - $180 per paying customer (5,532 paying added)– Revenue Share (15%)– Headcount – BP team, Mktg, Eng.– Marketing Spend ($160,000)



Why Business Partners?• High touch – medium volume• Offer value-add suite to their clients• Most offer assisted-service vs. self-service

model for Constant Contact• A few big business partners can make a major

impact…• Support interaction is lowered as BP’s are

calling for many accounts…

Business Partners = Leverage, Leverage, Leverage



1,500+ Business Partners To Date!



Top Business Partners

• Outsell - #1• American Booksellers - #2• Cardcommunications - #3• PAID Inc.• Fleet Feet Sports• Communication Ideas• Beyond Email• Business Know How• Chabad• Template Kit

• Advisornet• Arcesso• Mindshare• Synergy• CCMarketing• Clayground• Dogwood• Daniel Prins• SEO Consultants• Get Fused• Rich Media


Business PartnerLead Qualification & Flow



The Ideal Business Partner Lead

• Web Developer’s• Design Firms• Marketing

Consultants• Marketing/PR Agency• Franchises - Small• SMB Consultants

• Vertical Software Apps Vendors

• Associations• Chambers• ISP’s• Etc…….



The Business Partner Lead Sources

Telesales SupportSearchWord ofMouth

MarketingPromos

Lead to BP Team

Apply To Program

Become a BP

Complete Program Process

BP SellsConstant Contact!

AffiliateProgram

GeoBlitz, Ads…CommunityProgram

Low Hanging Conversion

Improvements Exist!

The Flow Works

Once We Get A BP Lead But

Worth Reviewing

(ROCS Messaging)



Business Partner Program Info



Business Partner Direct Sign-up

Completing An Inquiry Form Starts Our 3-4 Step Process To Deploy


Business PartnerProgram Resources



Co-Branded Website & URL

URL: http://www.constantcontact.com/index.jsp?pn=businesspartnername



Pre-Built CC Marketing TemplatesAvailable In BP Free Constant Contact Account

We should enhance these templates going forward.



Business Partner

Business Partner Console



Email Campaign Footer

Co-Branded Viral Benefits

Clients Welcome CC logo on Campaigns:• Over 300 million messages a month on our

customers behalf• Customers are already getting CC emails• Customers feel comfortable giving CC their

interests, demographic info, etc.• Customers know CC’s SafeUnsubscribe will not

generate SPAM and it works

“Powered By Constant Contact”

• Logo on the Bottom Of Every Business Partner and Client’s Account Emails.

• If Clicked, Goes to Business Partners Co-Branded Site for Sign-up and Revenue Credit



Campaign Consultants – Move inAvailable for Business Partner’s Customers for FREE!

Call

Convert

Assist

Customer

Move-in consultants callout to the customer towelcome and educate them

Orient customers to CC and support. Get them jump started

Work with the customer to upload a list, see a demo, visit CC Central informational site

Maximizes Business Partner Opportunity With Increased Conversion!



Business Partner Connect Newsletter, Feature Announcements and Program Alerts

Business Partner Connect - NewsletterInformation In Advance of Your Customers!


Business Partner Program 2006 Quarterly

Goals & Objectives



2006 Current Market Opportunities• Web Design Services

– Total U.S. market size – 12,500– Current market penetration – 1,200 (Mindshare, Squarepeg, etc.)– Total Int’l market size – TBD

• Marketing Consultants– Total U.S. market size – 12,600– Current market penetration – 100 (Cardcommunications, Bluepenguin, etc.)– Total Int’l market size – TBD

• Small Franchises (under 200 Franchises)– Total market size – 500 ( up to 10,000 Franchisees)– Current market penetration – 15 (FleetFeet, Abrakadoodle, etc.)– Total Int’l market size – TBD

• 2-Tier Partners (ISP’s)– Total market size – 100+– Current market penetration – 10 (Register.com, WebAssist, etc.)– Total Int’l market – TBD



2006 Overall Program Goals & Objectives

1. Dominate the Web Design/Dev, Marketing Agency/Consultant space

2. Penetrate the small Franchise space and become the leading service offering

3. Formalize and Launch a BP Lead Distribution Program and Flow

4. Become the leading service offering in the UK, Australia and Canada

5. Further penetrate the 2-tier Business Partner arena w/ large ISP’s, etc.



2006 Quarterly Goals & Objectives• Q1 2006

– 1. Increase market penetration in web design/marketing consultant market by 15% from 1,300 to 1,495 resulting in 11.96% of the total US market

– 2. Define small franchise market (tradeshow in Feb.) and determine overall opportunity

– 3. Define lead distribution program and flow– 4. Define 2-tier BP market and overall opportunity

• Requirements: Marketing spend for ads, etc. and tradeshow, marketing analysis assistance, BP program data analysis, new BP team member

• Q2 2006– 1. Dominate web design/marketing consultant space– 2. Test small franchise market– 3. Test lead distribution program and flow– 4. Define BP market in UK, Australia and Canada– 5. Increase market penetration in 2-tier BP market

• Requirements: Marketing spend for ads, etc. and tradeshows, further marketing analysis



2006 Quarterly Goals & Objectives

• Q3 2006– 1. Dominate web design/marketing consultant

space– 2. Dominate small franchise market– 3. Test in BP market in UK, Australia and

Canada• Requirements: Marketing spend for ads, etc.

• Q4 2006– 1. Invest in Market in UK, Australia and Canada– TBD


How Can You Help?



How Can You Help?

• Help define where we promote/market the BP Program– What they read – online, offline, what groups they belong to, what

tradeshows they attend, etc.

• Have a 360 degree view of our customers - many signups/inquiries are Business Partners

• When doing website LP testing consider BP testing as well – buttons, messaging, etc.

• When doing banners/ads consider a BP program mention – has worked extremely well to date!

• Look for PR opportunities to promote the BP program – a leading program in any Industry

• Add a mention on any print collateral’s we create• Etc…


Thank You For Your Support…


Documents

Business Partner Program Overview & Discussion Alec Stern, VP Strategic Market Development