In this webinar, you will learn the nuts and bolts of implementing lead scoring starting today. Learn how to: Develop a lead scoring framework for your organization. Set up basic lead scoring in Salesforce.com. Presenters: Cary Fulbright, President, SAAS Point Christopher Doran, Vice President, Marketing – Manticore Technology

1. Lead Scoring in Salesforce.com Manticore Technology Webinar Series Part One February 13, 2009 Manticore Technology, Inc. Confidential – Copyright 2009. All rights reserved.

7. Scoring Components Similarity of Lead to Target Market + Behavior lead has exhibited to indicate likelihood of purchase Build in Salesforce.com -OR- Demand Generation Solution Need Demand Generation Solution to Accomplish “ Fit” “ Interest” This Week Next Week

9. STEP II – Build Draft Framework Key “Fit” Criteria for your buyer What will populate in CRM? Points Per Attribute KEY POINT: Point Values don’t matter! – no difference between 10 point max score to 1,000 max score for fit – what matters is their relativity to one another. Criteria Data Source Max Points Industry Web Form 10 Size Web Form 10 Region Web Form 10 Title Web Form 10 Infrastructure Form/Sales 10 Budget Form/Sales 10 Timeline Form/Sales 10

11. Build “Fit” Score Example: Expanded Model Criteria Data Source Max Points High Qual Mod Qual Low Qual Negative Qual Industry Web Form 20 Automotive 20 Auto Parts 5 CPG 20 Size Web Form 10 75k-100k emp 10 40k-50k 5 50k-75k emp 10 30k-40k 5 Region Web Form 10 North America 10 Infrastruct. Web Form/ Sales 20 Salesforce.com 20 Siebel -20 Sugar -20

15. Lead Scoring in Salesforce CRM Cary Fulbright February 17, 2009

21. Q&A