1. Project Indication Engine
Advanced Intelligence For Improving Sales
April 2013

2. 2
A Distant Early Warning System Which
Anticipates Key Buyer Behavior

3. Confronting The Challenges Of
The Ever-Evolving B2B Sales Environment
You recognize some of the current challenges in the B2B Marketplace:
• Encountering a more protracted sales cycle
• Continued and growing complexity of the regulatory and legislative approval
process
• Increased cost-control, price-sensitivity pressures
• The disintermediation of the Sales Force by electronic media
• The ever-increasing role of the CFO/Procurement departments in Sales and
Marketing buying decisions
• The omniscient corporate buyer, made so by the access to supplier data –
product specifications, product benefits, pricing, terms and conditions, etc.
We believe Project Indicator Business Intelligence can improve sales
productivity in the face of these challenges.
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4. Project Indicator Business Intelligence
LSC’s proprietary "Project Indication Engine” is a sophisticated Business Intelligence
tool that allows Marketing and Sales to "monitor" current and prospective client’s
online behavior.
LSC examines web searches, downloads, research activities, and the like to identify
those who are preparing to make a purchase / investment decisions.
In effect, this is a “Distant Early Warning“ anticipatory intelligence capability. This
allows Marketing to "score" current and prospective clients in accord with your
assessment of their importance as influencers or deciders in the sales cycle.
The scoring allows Sales & Marketing to know when and how Business Decision
Makers [BDMs] are "moving" through the relationship process. It allows Marketing
and Sales to budget more efficiently by generating better information and identifying
organizations with a high likelihood of having a need for which you are appropriate.
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5. 5
Project Indication Engine In Action

6. The Eight-Step Project Indication Engine
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7. Step One: Choosing The Target Audience
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8. Step Two: Provide Your Topics
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9. Step Three: Learning Machine
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10. Step Four: White Listing
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11. Step Five: Publisher Data
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12. Step Six: Scoring
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13. Step Seven: Project Indication
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14. Step Eight: Optional: Internal Corporate Data
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15. 15
Appendix

16. LSC Experience
 For 35 years, full service marketing
services organization
 Lead development & lead nurturing DNA
 Go-to-market strategies for healthcare
marketing and sales channels
 Database marketing and analytic-based
program design and deployment
 Campaign management and workflow
management
 Multi-tactic campaigns across all
marketing channels