As a growing business, you want to take advantage of the latest technology to get every competitive advantage possible. And nowhere in the front office is this more true than with marketing automation. But with so many solutions available – from email marketing to enterprise-class applications – how do you know what is the right one for your business? emotive – the cloud based, mobile app platform for the enterprise – recently faced the same dilemma. And now you can benefit from their experience to help you make what can be a business-critical decision. In this highly-informative Webinar sponsored by Dell Cloud Business Applications, you’ll learn: • What business challenges emotive faced that compelled them to evaluate marketing automation solutions • How they navigated the complex marketing automation marketplace to find the right solution • Why they selected Pardot marketing automation from Dell – and what it means to their business. When: Thursday, October 25, 2012 1 PM EDT/10 AM PDT

1. Key Factors in Selecting a
Marketing Automation
Solution – A Customer
Perspective
• Dell Cloud Business Applications
• October 25, 2012

2. Agenda
• Introduction
• Guest Speaker – Scott Crawford, VP Sales, emotive
• Host – Bill Odell, Dell Cloud Business Applications
• Q&A
• Helpful Resources
2 Dell Cloud Business Applications

3. Asking a Question
To ask a question, open the Questions bar in your control
panel, type your question and submit it anytime during
the presentation
This Webinar is being recorded and a replay link will be
emailed to all registrants
3 Dell Cloud Business Applications

4. Today’s Webinar Panelists
Presenter: Scott Crawford
VP Sales and Business Development
@crawfdog
Host: Bill Odell
Sr. Marketing Director
@bodel
4 Dell Cloud Business Applications

5. enabling new systems of engagement for the mobile enterprise

6. emotive – the end to end solution to mobilize the enterprise
Your mobile applications Your enterprise applications
emotive client emotive cloud emotive connect
• native device access • geo scale data cache • service based integration
• web development model • message management • mobile data objects
• push application messaging • user, data, app management • security
Emotive Confidential – Do not copy, repurpose, or distribute

7. customers leverage emotive to build the following mobile apps
contextual emotive pushes messages and
tasks to your device based on your
applications current context
emotive apps leverage the cloud
cloud to carry out data consolidation
applications and heavy computation
composite emotive combines tasks from
multiple systems of record
applications into enterprise mashups
Emotive Confidential – Do not copy, repurpose, or distribute

8. emotive charter customers
• Supply Chain ISV
– Mobile sales. Salesforce (live)
– OEM with Application (in test)
• Real Estate Investment Firm
– Site inspections. Force.com
• Development Platform ISV
– Project tracking and alerts. CollabNet.
• Large Insurance Firm
– Policy management. ACORD.
• eProcurement ISV
– Invoice tracking. Custom .NET application. BizTalk.
• Global Apparel Manufacturer / Retailer
– Logistics. SAP, Tradecard, GT Nexus
• Global Construction Equipment Manufacturer
– Logistics. GT Nexus
• emotive
– We’re 100% mobile. Sales, service, operations.
– Mobile apps for Salesforce, Basecamp, Zendesk, emotive operations
Emotive Confidential – Do not copy, repurpose, or distribute

9. global apparel manufacturer: mobilizing logistics
• Use case scenario
– Receive Shipment
Information
– File Damaged Shipment
report
– GT Nexus drives the business
process
• Benefits for customer
– Tracking of shipment status
Scan Barcode Photograph Record Location – Can save millions $ in re‐
and capture notes routing and avoiding hold
Damage
ups
– Visibility into exceptions in
real‐time to take action
– Collection of data quickly on
site and with less error
Emotive Confidential – Do not copy, repurpose, or distribute

10. real estate asset manager: mobile management for property assessors
• Use case scenario
– Property List Lookup
– Displays as Maps view
– View property details
– Photo of Property
– Site survey
– CapEx notification
(push)
– CapEx Adjustment
• Benefits for customer
Property List Site Survey CapEx Adjustment
– Real time access to site
data and GPS routing
– Reduced out of hours
work for assessors
– Collection of picture
data on site
– Better user experience
Emotive Confidential – Do not copy, repurpose, or distribute

11. planned task offerings by business function
Functional Area Tasks
Sales Forecast update, customer status
Marketing Competitive win/loss, real‐time feedback, closed loop
Supply Chain/Logistics Location and status, real‐time adjustments
Finance Cash, AP, AR, etc
Human Resources Employee lookup, vacation/sick request
Resource Planning Scheduling dashboard
Business Intelligence Executive dashboard, metrics alerts
Asset Management Plant Management status
Inventory Management Supply dashboard
Shipping Transport Dispatch or real time location
Claims Status, escalate, fraud
CRM Severity 1, customer impact analysis
Emotive Confidential – Do not copy, repurpose, or distribute

12. Business Challenges
• limited resources
• leverage automation to reduce manual tasks
• leverage scalable automation
• acquisition targets
• developers
• IT executives
• partners
• line of business
• end to end process
• inquiries
• qualified leads
• opportunities
• closed deals
• track and convert – measure along the way

13. Business Challenges
• form management
• trial
• contact me form
• lead scoring
• lead nurturing
• integration with SFDC
• identifying and track suspects
• turn into prospects
• turn into leads
• turn into opportunities
• close business
• grow business

14. Requirements of Marketing Automation Solution
• marketing automation space is crowded
• enterprise solutions require deep expertise
• simple email systems (no lead scoring/drip nurture)
• point solutions that could be cobbled together if we had
the time and resources
• marketing automation Solution needed to have:
• straightforward:
• form management
• lead scoring
• drip campaigns / nurturing
• out‐of‐the‐box
• integration with salesforce.com
• integration with third‐party tools (Google Analytics)
• easy to learn and use ‐ limited resources

15. Why Dell
• familiar with Dell
• developing partnership
• one‐stop‐shop for cloud applications for SMB companies
• one contract to acquire both software and services
• Dell’s bundled services and tight partnership with Pardot
• limited resources
• knowledgeable support to match solution
• Dell and Pardot focus is on making SMBs successful
• commitments from both
• clear that we would continue to support the partnership
• monthly payments through Dell ‐ manage cash

16. Implementation Process
• short window
• company launch just weeks away
• could not afford extended implementation process
• we needed to get up and running right away
• initial deliverables
• form and page integration
• analytics integration
• out‐of‐the‐box lead scoring
• integration with Salesforce (strong suit of Dell and Pardot)
• availability
• incredibly flexible
• knowledgeable
• easy to work with
• actions matching commitment ‐ they want us to succeed

17. What’s In The Future
• deploy email drip and nurturing campaigns
• include collateral
• refine lead scoring
• leverage Pardot additional capabilities
• MEASURE
• we are starting with educated guesses
• measuring progress
• QUICKLY adapting as we learn
• REQUIRES
• nimble
• scalable
• low overhead

18. The Dell Cloud Business
Applications Advantage
18

19. Complete Front Office Automation Solution
Maximize Customer Lifetime Value
Marketing Sales Finance Service
Leads Opportunities Quotes Orders Invoices Collections Support
Up-Sell/Cross-Sell
Boomi
Accounting/ERP
Integrations
Dell Services
• Complete best-of-breed solution from a trusted provider
• Single point of contact for all implementation, training,
support, and vendor management
• Start where it makes sense for your business and add as you
grow
19 Dell Cloud Business Applications

20. Rapid Time to Value, Customer Success
Comprehensive services from a trusted partner
Pre-packaged
End-to-end support Flexible Financing
implementations
• Turnkey implementation • Single point of contact • Monthly billing
packages for Salesforce for all assistance • Pay by credit card
• Best practices consulting • Support portal and • Financing through
community Dell Financial Services
• Training, tutorials, and
knowledge libraries
20 Dell Cloud Business Applications

21. Q&A
21

22. Helpful Resources
emotive
www.emotive.com
Dell Cloud Business Applications Website:
www.dellcloudapplications.com/solutions/marketing-automation
– White Paper: Automate Lead Scoring and Nurturing for
Better Lead Conversion
– Marketing Automation Demo
– Marketing Automation Buyer’s Guide
22 Dell Cloud Business Applications

23. Thank you
Dell Cloud Business Applications
1-877-857-2364
www.dellcloudapplications.com