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Marketing Automation

Direct Marketing

SocialMedia

Email Marketing

Search & PPC

Demand Generation

Analytics

CRM

ContentMarketing

Database Services

MobileMarketing

BusinessIntelligence

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Executive Leadership Team

Ed MallinEd’s career spans over 27 years of experience and executive leadership in the Direct Marketing, Information Technology and Database Services industry providing sales and marketing solutions to businesses. He has been a tremendous asset to Huron with its investment in LeadingResponse..

Ed entered the industry in 1984 as a Partner and President of Compilers Plus, a leading direct marketing firm in New York. In 1990, Infogroup (then, Infousa acquired Compilers Plus; Ed served as a corporate officer, Executive VP and Group President for Infogroup for 20 years. During Ed’s tenure at Infogroup, it grew from a $30 million boutique business to an $800 million public company. Ed managed 7 Infogroup Divisions, was involved in over 15 acquisitions, and was responsible for over $200 million in annual revenue. Ed also led Infogroup’s transition into the digital space, building Infogroup Interactive into a $100 million online division.

Joe McCluskey Joe is a senior level marketing/business management expert who helps clients navigate the ever changing customer experience and how newer digital channels impact customer's loyalty. Joe works closely with the product teams on solutions that "weaponize" social, mobile, web, CRM and big data / analytics channels. Joe is recognized for his ability to align digital strategies into operational systems that can deploy business information, data and analytical solutions that increase each client's ROI.

Charlie TarzianCharlie’s career spans over 25 years of experience and executive leadership in the Agency, Direct Marketing, Information Technology and Database Services industry providing sales, technology and marketing solutions to businesses. Charlie has served as President of Barry Blau & Partners, Brann Worldwide (a division of Dan Schneider Communications. In 1998, Euro RSCG acquired Brann Worldwide; Charlie served as a CEO for Euro Circle / Circle and eventually MKTG until 2009. While Charlie served in these posts as well as a partner with HealthED and Consultant at Satori, he also developed many patented technologies that serve as the basis for the Big Willow project indication engine. He has been with LSC for the last three years where he is responsible for building out product, service and data innovation.

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1980

1984

2000

2005

2011

Present

List Services Corporation (LSC) is Founded

State-of-the-art Data Center goes live, Data Brokerage division established

In-house compilation group launched, first hosted marketing database goes live

LSC adds digital services with email marketing group

Acquisition of Accession Media, merger with Last Mile Networks

LSC Digital consolidates all acquired digital brands. Launches brand new website…

Our History

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According to Sirius Decisions, 66% of the buying process is complete before sales reps are engaged

That research happens in a LOT of different locations

Who else is involved in the decision?Buying teams average 6 people for complex B2B projects

Teams swell to 20+ in large enterprise buys

Individual actions trigger resource intensive follow up to qualify the opportunity

Is there a real project at all or is this just an individual request?

The Realities in Technology Services - B2B Marketing

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We have created a way for technology services, consulting and outsourcing companies to decipher and interpret the digital behavior of their client and prospective client’s buying process

Finance

UK

IT Procure

USA

Finance IT Procure

We may have booked business within the IT department of an account, but we don’t have solid relationships in finance or procurement.

Competitive intelligence has not been centrally organized which in turn limits our ability to react to conditions happening across the family tree of our accounts

In this example, a competitor just won business at a family member of one of our accountsOur solutions move away from

depending on the actions of a single individual as an indicator of a sales opportunity, to using the analysis of all the web activities of an entire organization.

CX Roadmaps –

We build Customer Experience Roadmaps

SubsidiaryFrance

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What is PIE?

Marketing Database

Interaction Engine

UniversalBehaviors

SingleIdentity

Multi-Channel

BehavioralInsights

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Marketing Automation

Direct Marketing

SocialMedia

Email Marketing

Search & PPC

Demand Generation

Analytics

CRM

ContentMarketing

Database Services

MobileMarketing

BusinessIntelligence

APPENDIX

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We use advanced IP targeting and account based marketing with contextual alignment to reach your exact targets at the right point in time

Our technology accesses, analyzes, and reports on a data stream that by itself is significant but as part of a larger integration of data points – creates a 360° view of a company of interest – while it is happening

Capturing the Data You Care About Most:

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• IP Address - What is it?      - Every device on the Internet has a unique ID number, called an IP Address       - A typical IP address looks like this: 64.149.181.87      - IP addresses are routable locations on the Internet.         - There are a theoretical maximum of 4.3 Billion IP addresses on the Internet. (IPv4)      - 3 Billion IP addresses are currently in use.        • Host name - What is it?      - Every website and most Internet servers and devices have a host name.

      - Host names are easier for humans to read than IP addresses.      - A host name looks like this: adsl-64-149-181-87.dsl.austtx.sbcglobal.net 

      - Nearly 1 Billion host names have been collected and organized so far.

IP Addresses and Host Names

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How It Works

We map each IP address to their URL

That URL gets map to a business entity in one of the multiple B-to-B databases we host:

– We take the URL’s of interest and use our B-to-B contact databases to do a lookup against all known, current contacts in that organization and present those as qualified leads that can be integrated directly into your marketing/sales automation systems or as a prospect list inclusive of email and postal addresses

Those leads can be integrated directly into your marketing/sales automation process flow or handed off to you as a more traditional contact list

These leads will:

– Accelerate and compress your lead generation process by delivering high value leads with specific data behind them

– Give you context – you now have something relevant to talk about/message to key decision makers/influencers

While giving you:

– A leg up on your competition – you are getting in market buy signals before the traditional methods of intelligence pick them up

– A dynamic way to market on the fly – you can now tie together critical business intelligence with near real time messaging

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Organizational Criteria:

– Revenue

– Employee Size

– Industry/Vertical

– Named Accounts

• Customer Lists

• Sales Prospects

• Public Lists – Fortune 500, etc

– Location

• Country

• City and/or State

– Competitive InstallsIBM Storwize, XIV, & DS5000 & EMC Data Domain

Choose Your Target

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By Keyword:

– Give us your SEM keywords aligned against your site, a particular solution, or even a specific product

By Topic:

– Give us the topics that most closely align with your product or service, we’ll create the list of keywords and phrases matching these topics

– Think like your customer

Choose Your Topic

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Contextually aligned ads served against topical content pages mapped to customer keywords

Ads enable data collection: Organizations are identified and targeted via IP Targeting across all relevant pages

Data Analytics normalizes activity to see an entire organization's activity and the buying team across the web

How It Works

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We are technology agnostic domain experts

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