Client Case Studies

Corporate Overview
www.cashedge.com

CashEdge® provides innovative, online financial applications for banks, credit unions and wealth management firms.

CashEdge serves over 175 financial institutions in North America including such leading institutions as Citibank, Royal Bank of Canada and The Vanguard Group. CashEdge has offices in New York, Silicon Valley and India.

With CashEdge, financial institutions are able to create compelling online offerings that attract customers, generate revenues, and reduce costs.

Products
Open Now-Fund Now: On-Line Banking; Automated Account Opening & Funding

Advisor View: Wealth Management; On-Line Investor Account Aggregation

Compliance View: Electronic collection of investor statements domiciled at other firms

Background
CashEdge established an objective to build a structured sales organization to sell their investor account aggregation solution to the independent advisor channel of retail brokerage firms. Before hiring any outside salespeople, CashEdge sought to first build a prospect pipeline of qualified prospects for their new sales hires to call on. Working as a direct representative of CashEdge, Dealbuilders handled the qualifying of prospects and coordinated the scheduled meetings with decision-makers and successfully filled the sales pipeline for the CashEdge new sales hires.

DealBuilders Role - Strategy Before Execution
• Designed CashEdge prospecting strategy.
• Identified lead sources for prospecting campaign.
• Developed cold call script - Redesigned CashEdge message.
• Scheduling conference calls and in-person meetings for CashEdge senior management to attend.

Dealbuilders serves as a prospector of new business for the on-line account aggregation solution that Cashedge offers to retail brokerage firms and other wealth management firms. Calls are made to the following contacts within targeted companies: VP Sales, VP Advisory Services, VP Recruiting, CTO, CMO, & CEO.
Prospects are qualified on the basis that there exists a priority interest in helping the advisory channel strengthen the relationships they have with high net worth, and institutional investors through the web. Once the prospect is qualified, an in-person meeting or conference call is scheduled on behalf of CashEdge.

Dealbuilders also qualifies prospects for a Cashedge compliance solution (‘Compliance-View’) that helps the legal and compliance areas of financial institutions comply with established SEC & NASD regulatory guidelines regarding the supervision of outside investment activities by employees and immediate family. (SEC/NASD rules; 17j-1, 407 (b), 3030 & 3040). CashEdge provides a means to collect electronically the duplicate copies of any firm’s employees’ statement of accounts domiciled away from the firm they are employed by as required by law.

Cold calls were made to the General Counsel, Chief Compliance Officers of Wall Street’s largest investment banks and brokerage firms; (CSFB First Boston, JP Morgan Chase, Morgan Stanley, and Goldman Sachs. Prospects are qualified on the basis that the manual processes involved with collection of duplicate statements through the mail are deemed inefficient, and would rather replace their current paper-based system with an electronic process that reduces operational cost, and mitigates the possibility of securities fraud such as ‘trading ahead’.

Dealbuilders also qualifies prospects for the CashEdge on-line account opening and funding solution called ‘Open Now-Fund Now’. The CashEdge account opening solution automates the new account opening process and electronically transfers funds cleared through the ACH, and into the new accounts set up through the banks’ web interface. Calls are made to the senior executives of retail banking and credit unions, and those who manage the on-line banking system for their financial institution. Meetings are scheduled on behalf of Cashedge senior management, who then assumes the responsibility for advancing the sales of Cashedge software.

In all instances when a conference call is scheduled between CashEdge and the prospect, Dealbuilders participates in each call, makes the proper introduction between the prospect and CashEdge, and sets the agenda for the call.
Each week CashEdge senior management is presented with a weekly activity report describing in detail the interaction and status of each prospect contained in the “Master Prospect Report’.

Results
Since 2003, Dealbuilders has scheduled over 500 sales meetings and conference calls with prospective clients, and has helped to generate over $11 million in new software license sales. Sales included Bank of America, Navy FCU, Northern Trust, Union Federal Bank, Patelco FCU, and Citigroup.

Corporate Overview
www.dictaphone.com
Manufacturer of digital voice recording and quality monitoring systems and solutions for contact centers and call centers throughout the United States.

Products
Freedom CTI – Digitally recording telephone conversations between agent/broker, and also used captured CTI data coming from the PBX, IVR, ACD, and VRU to be used as an index for intelligent and rapid call retrieval and playback.

Freedom – Network appliance that digitally recorded telephone conversations between agent/broker and customer. Freedom recording system digitally stored voice recordings and then forwarded them to a mapped drive on the customer’s LAN or WAN infrastructure. Freedom solution provided remote access to stored telephone conversations and enabled call center supervisors to widen their scope of agent supervision and performance measurement amongst multiple call center locations.

DaVinci Quality Monitoring – DaVinci captured CTI switch data and digital voice recordings and combined the records into a relational database (SQL Server) for retrieval and playback by call center supervisors and trainers. DaVinci quantifiably measured agent performance by data mining voice recordings and the coinciding CTI switch data to help call center supervisors develop a more holistic view of the customer’s experience in addition to measuring their agent’s performance.

The DaVinci database query returned information to supervisors such as; time to answer, number of transfers, number of rings, ANI, DNIS, time of day period, and agent workstation ID all in an effort to focus on the specific call attributes from the customer’s perspective rather than to rely solely on the limitations of a random quality monitoring process.

Background
Every Dictaphone sales territory involves extensive travel for the outside sales organization. Due to travel schedules and attending outside sales meetings, Dictaphone sales reps were often at a loss to find the necessary time required to make the number of prospect calls into enterprise accounts in order to fill their sales pipeline with qualified sales opportunites.

DealBuilders Role
From May 2003 - September 2003, DealBuilders managed a teleprospecting campaign for the outside sales force in the Northeast region. Cold calls were made to call center technology contacts, telecom managers, and those individuals responsible for agent training within the respective contact centers of the company. The objective of the DealBuilders cold call was to position Dictaphone’s products and solutions as an answer to liability recording requirements of the contact center, and, or the need to implement a quality monitoring voice recording solution for training purposes.

Meetings and conference calls were scheduled with Dictaphone prospects, and Dealbuilders participated in every conference call in order to facilitate the meeting with an established agenda, and to confirm the logical next steps in the selling process. Dealbuilders delivered weekly prospecting activity reports to each Dictaphone outside sales rep, and to the Dictaphone regional sales management. Dealbuilders also participated in the weekly sales conference calls held each Monday morning to conduct a full territory review of all the newly developed sales opportunities for each territory in the Northeast.

Results
Dealbuilders scheduled over 150 new sales meetings were on behalf of the Dictaphone outside sales force in the Northeast region. As a direct result of Dealbuilders prospecting services, Dictaphone closed a $2 million sale to MetLife, and a $1.2 million sale to New York Life Securities, and a $350,000 sale to Guardian Life Insurance.

Company Overview
www.interactiveedge.com

Interactive Edge is a data management solutions provider with a primary focus upon addressing the field sales presentation needs of the consumer products industry.

Product - XP3
Interactive Edge’s flagship product, XP3, was launched in 2003 with the goal of becoming the standard for presenting any data, any time, anywhere - directly in Microsoft PowerPoint.

Background
Dealbuilders was hired in June 2007 to make outbound calls to target prospects for the purpose of scheduling Web meetings on behalf of IE senior management, and the IE field sales organization.

Dealbuilders Role
As for the Dealbuilders telesales campaign, the target market  for IE's XP3 offering was focused upon the top 100 consumer product companies. At the start of the client engagement, Dealbuilders conducted an analysis of Interactive Edge's direct sales practices and execution, and returned a full report to IE executives. The Dealbuilders management report contained the objective data IE needed to render key decisions for allocating critical direct sales and marketing strategies that would fill the IE sales pipeline.

Once the ideal IE buyer profile was established, Dealbuilders undertook the responsibility for researching and acquiring the sales prospect contact information needed to start making outbound telemarketing calls. The telemarketing calls were made to the VP Sales & specifc product managers. Dealbuilders coordinated all aspects of the scheduling and confirming of any new sales meetings, and also participated in the sales calls with the IE sales prospect.

Each week a 'master' prospect report was submitted to IE executive leadership, and a weekly summary conference call was held to discuss the prior week's sales prospecting activities, and discuss all other sales related matters.

Results
Dealbuilders successfully arranged dozens of sales Web meetings and conference calls on behalf of Interactive Edge during its 5 month engagement.

Corporate Overview
www.netopia.com

Managed Web Hosting Services Provider. Internet broadband equipment manufacturer.

Netopia enables carriers and service providers to improve their profitability with expanded broadband service offerings focused on the needs of distributed, small and medium enterprises, small office/home office professionals, and residential subscribers.

Netopia also delivers web design and hosting services for franchised and individual businesses to help promote their business on-line.

Products
Tier II Website Upgrades – Cendant Corporation Hospitality franchisee website design and hosting services- Howard Johnson, Ramada, Days Inn, Wingate Inn, Super 8 Motel, Knights Inn, & Travelodge.

“HotSpot” - Wireless Internet access equipment and services to the hospitality industry.

DealBuilders Role
Since March 2003, the primary role of DealBuilders has been to prospect for and close new business on behalf of Netopia’s client, Cendant Corporation. Working in conjunction with the Netopia sales organization, Dealbuilders successfully sold an enhanced website design and managed hosting solution to the hospitality franchisees of Cendant Corporation.

The Netopia managed services solution helped individual franchise owners of Howard Johnson, Days Inn, Ramada Inn, Travelodge, Super 8, Wingate Inn, and Knights Inns increase their on-line reservation bookings through an website upgrade linked to powerful Internet search engines.

Sales calls were made to hotel property owners and sales management, and to property management companies that owned Cendant hotel franchisee properties. Dealbuilders managed the sales effort to all Cendant hotel properties located in Nova Scotia and Eastern Canada and throughout the entire Eastern seaboard of the United States.

DealBuilders also provided Internet sales and marketing consulting to Cendant hospitality franchisees by working directly with the regional marketing forums of the Ramada Inn, Days Inn, and Howard Johnson hospitality brands. DealBuilders regularly attended national franchise conferences sponsored by Cendant Corporation to promote the on-line business of its hospitality franchisees.

Results
During the entire 18-month engagement a total of 737 new Tier II upgrade websites were sold to Cendant hospitality franchisees in the designated territory for total revenues of $1,022,956.

Pete Ekstrom with Ramda Inn VP Marketing, Faith Taylor

Corporate Overview
www.reddot.com

Enterprise web content management and document management software solutions.

Red Dot Solutions Overview
RedDot Solutions has been recognized the world over for our powerful and intuitive approach in content management software. Companies including Federal Express, The March of Dimes, Mazda, and Starbucks rely on our solutions to reduce operational costs, increase productivity and communicate clearly over the Web.

Products
RedDot’s Extended Content Management System (XCMS)™ helps you manage all of your information in a central and secure way. XCMS lets you introduce online collaboration and business process automation securely to foster innovation and add new value to your business.

RedDot XCMS™ supports your organization as it changes, offering a set of modules that introduce a new level of control over your information. You select only the modules you need, and add others as your business evolves. With RedDot XCMS™, you manage your content and are not ruled by it.

Red Dot ‘Live Server’- Personalized delivery of web content based on log on and ID password submitted by end-user.

DealBuilders Role
From May 2004 to December 2004, DealBuilders managed a prospecting campaign to schedule meetings on behalf of the outside Red Dot sales force. The objective of the Dealbuilders prospecting service was to support certain Red Dot sales representatives in the field, and also to concentrate an effort to fill the sales pipeline of newly hired outside sales representatives for Red Dot Solutions. Cold calls were made to targeted prospects in a Northeastern regional territory.

Dealbuilders provided the lead lists and executive level contacts within enterprise accounts. The Red Dot Solutions inside sales organization also provided target prospect contact information to support a combined effort to identify potential sales opportunities within the territory. Any updates to the prospecting activity completed by Dealbuilders were made the Red Dot’s sales force management program, Salesforce.com

When a meeting was scheduled with a Red Dot prospect, Dealbuilders coordinated the calendars of both the designated Red Dot sales representative and that of the prospect the meeting was scheduled with. Dealbuilders joined in on the initial conference calls in order to set the agenda for the call, and to properly transition the prospect over to the Red Dot sales rep.

Dealbuilders attended meetings and certain product training sessions held at the company’s NYC offices. Daily follow up calls were made to the Red Dot sales management team to keep them updated on the progress made each day with the overall prospecting effort.

Results
Over the course of the engagement, Dealbuilders successfully scheduled meetings with approximately 75 new prospects, and helped develop sales opportunities and closed new sales to the following accounts:

Corporate Overview
www.investorrelations.com
Sharon Merrill Associates is one of America’s preeminent investor relations and corporate communications firms. SMA serves private and public companies in a broad range of industries, including technology, biotechnology, medical devices, financial services, manufacturing, semiconductors, pharmaceuticals and consumer products.

Their mission for these clients is to enhance their access to capital on favorable terms, capture the attention of the investment community, and generate positive attention in the business media. Founded in 1985, SMA has been executing award-winning programs and staying in daily contact with Wall Street and the media for nearly 20 years. Their principals have earned wide recognition for innovative approaches to investor targeting, as pioneers in Web-based IR, and for leadership in IR best practices as officers and board members of Financial Executives International, the National Investor Relations Institute and the National Association of Corporate Directors.

Needs Assessment
The Sharon Merrill Associates objective was to develop a structured direct sales & marketing campaign designed to draw attention to their investor relations services. In particular, SMA wanted to market their investor perception audit survey called StreetScope as a means to engaging new clients.

Not having a direct sales organization of their own, SMA sought the services of Dealbuilders to make telephone calls and schedule in-person meetings and conference calls with the chief financial officers of publicly traded companies for purposes of discussing the SMA StreetScope offering.

DealBuilders Role
During the preliminary phase of the client engagement, Dealbuilders consulted with SMA for purposes of defining the objectives, developing the strategy, and planning the execution required to fill the SMA pipeline with qualified prospects. Over the course of a two-week period Dealbuilders and SMA assembled a target list of chief financial officers. Calls were then made to the individuals on the SMA ‘Master Prospect List’.

Once contact was made with the target prospect, and a meeting was scheduled for SMA, Dealbuilders handled the responsibility for setting the SMA meeting calendar and confirmed the scheduled meetings with prospects.

Dealbuilders also participated in each of the conference calls scheduled with the SMA prospects to ensure that each call had a structured agenda, and that the SMA management was properly introduced into each conference call.

For in-person meetings scheduled on behalf of SMA, Dealbuilders would obtain directions to the meeting, and would prearrange all security clearance requirements prior to the arrival of SMA management for the meeting.

Dealbuilders and SMA held weekly calls to review the progress made each week. Dealbuilders also forwarded a weekly prospect activity report to SMA management at the close of business each Friday.

Results
Over the course of the six-month client engagement, Dealbuilders successfully scheduled over 75 conference calls and in-person meetings with companies such as Raytheon, Boston Beer, Exide Technologies, LIN TV Corp., and Allmerica Financial. As a result of the Dealbuilders scheduled meetings, SMA successfully added new clients, and achieved its objective to heighten awareness for its services within the pharmaceutical and health sciences marketplace in the New England region.

At the conclusion of their engagement with Dealbuilders, SMA also acquired a more thorough understanding of their competitors throughout the Northeast. This knowledge continues to help Sharon Merrill Associates to position their services accurately to their target market audience throughout New England.