EMC used a multi-pronged lead capture strategy at a legal technology trade show that included a post card mailing directing recipients to register for training sessions, a landing page for online registration, a survey given at their booth on mobile devices for a chance to win a prize, and QR codes on signage linking to the survey. This strategy generated 140 qualified leads from major companies before the show began through online registration and the mobile survey.

1. Cross-Media Solutions: EMC LegalTech Show Case Study

2. Lead Capture Strategy Trade Shows EMC Corporation, California EMC recently acquired Kazeon, a maker of eDiscovery software. EMC’s Information Governance division was showing at LegalTech 2011, an industry trade show. The goal was to drive traffic to the booth and capture qualified leads at the show. 2

3. 1Post Card Mailing Post card mailing directed recipients to register for training sessions and offered an incentive to participate in a survey. 3

4. 2 Landing Page Confirmation Email sent to user Confirming session registration including date, time and location Lead Capture Lead information from form is emailed to an administrator Teaser for survey at the booth A product give away is offered to take a survey at the booth. Landing Page with lead capture for training session registration. Contact information must be entered to register. Lead was emailed to the administrator and confirmation email was sent to user. 4

5. 3Survey at Booth Survey is taken on smart phone or iPad Data is collected by survey software and reported to administrator Lead Capture Email address must be given in last field of survey in order to receive Free USB Drive Survey at Booth acted as additional lead capture. User took a survey on smart phone or iPad and received a free high security USB drive. 5

6. 4QR Codes Event Signage with QR Codes Code on signs will take your smart phone directly to the survey. QR Codes Data The code on the signs will open the survey directly on your smart phone 6

7. The Results 140 Leads Generated Before the show began, EMC had collected 140 qualified leads from premier prospects such as Morgan Stanley Smith Barney, Deloitte, and IBM through registration on their landing page and the survey on the mobile app. 7

8. Want to learn more? Contact: Hawley Tremblay, Account ManagerTinhat Creative, LLC100 North Washington StreetBoston, MA 02114 Hawley@TinhatCreative.com Office: 617-259-1609