Virtual Causeway company overview - January 2010

2. WHO WE ARE
A sales and marketing services firm with a focus on:
• Technology Companies in North America
• Customer Relationship Management
• Demand Generation Performance Improvements
Ultimately enabling technology companies
to bridge the gap that allows targets and
prospects to become your customers

3. PROFIT HOT 50
In September, 2005,
Virtual Causeway
was Named as One of
Canada’s 50 Fastest Emerging
Growth Companies by
PROFIT Magazine

4. PROFIT 100
In June, 2007,
and again in June 2008,
Virtual Causeway
was named to the PROFIT 100
Ranking Canada’s Fastest-
Growing Companies by five-year
revenue growth, the PROFIT 100
profiles the country’s most
successful growth companies.

5. OUTSOURCING
Definition: When a company transfers responsibility
for a business process to a supplier, usually on a
long term basis
“By outsourcing, you limit distractions – gaining efficiency in the
parts of your business that really matter” Fortune Magazine

6. WHY OUTSOURCE?
• Consistency
• Domain Expertise
• Scalability
• Expansion – instant ‘on’
• New Market Penetration
• Resources
• $$$
• Time
• People
• Infrastructure

7. VIRTUAL CAUSEWAY
VALUE PROPOSITION
• Technology Focus
• Cost
• Flexibility
• Customer Service
• Founded by ex-Sybase employees/mgmt

8. VIRTUAL CAUSEWAY
VALUE PROPOSITION
Virtual Causeway Focus Areas
• Enterprise Technology Systems, Technology Hardware,
IT Solutions/Services
• Targeting Verticals such as; Financial Services, Healthcare,
Manufacturing, Pharma, Retail, Telco, etc.
Employees
• Post Secondary Education
• Reps with up to 15 Years Tele-Experience
• University Relationships
CRM Experience
• Salesforce.com, Siebel, Goldmine, ACT, etc.

9. FACILITY LOCATION
• The Virtual Causeway headquarters location and contact center is
located in the City of Waterloo, Ontario, Canada
• Waterloo is the driving force behind Canada's Technology Triangle
(CTT)
Operation Facility
• Virtual Causeway also maintains sales offices in:
• The Boston Area
• The New York City Area
• The Washington DC Area

10. ABOUT VIRTUAL CAUSEWAY
Three Core Businesses Centered Around
Demand Generation Excellence
– Marketing Services
• Creation, Qualification & Ranking of Suspects and Prospects
• Event Recruitment
– Business Development Services
• Development of Prospects through Appointment Setting
– Market Research Services
• Data Collection via Telephone or Web-Based Surveys

11. MARKETING
Solutions & Services
• List Building/Database Cleansing
• Event Recruitment
• Lead Qualification & Ranking
• Inbound Service Hotlines
• “Rapid Response Prospect Care”

12. BUSINESS DEVELOPMENT
Solutions & Services
• Lead Generation
• Appointment Setting
• Channel Recruitment
• Customer Profiling
• “Integrated Prospect Care”

13. MARKET RESEARCH
Solutions & Services
• Phone and Web Survey Execution
• Pre-Screen Appointment Setting
• Survey Design and Testing
• Data Reporting (SPSS/Excel)
• Basic Data Analysis
• Panel Recruitment and Maintenance

14. SERVICES
Marketing Business
Services Development
Market Research

15. THE ANATOMY OF THE PIPELINE
Universe
• The pipeline is a metaphor used by
sales and marketing departments Target Audience
when describing the lead process-from
lead generation to lead qualification
and lead closure.
• It is a way of describing the process of
winnowing down a target audience to
a very specific portion of this audience
that will actually purchase goods and
services.
• The objective of the pipeline is to
increase a company's customer base
through a predictable rate of closure, Installed Base
and a predictable rate of expense or
Return on Investment.

16. THE ANATOMY OF THE PIPELINE
• Client Responsibility (or Universe
Define audience
Virtual Causeway can assist)
Target Audience
– Define target market
– Deliver ongoing marketing Deliver marketing
campaigns
• Reference, success stories
• Email, direct mail
• Seminar, web cast, demo
Sales process
– Sales process
Installed Base

17. THE ANATOMY OF THE PIPELINE
• Virtual Causeway’s Universe
Expertise List development
Target Audience
– Joint list development
Push suspects to marketing
– Qualify prospects for
marketing/sales activities
• Seminar, web cast, demo
or appointment Score prospects, drive to sales
– Score prospects and drive
to sales
Deliver prospect DB
– Deliver prospect DB for Installed Base
ongoing marketing and
sales efforts

18. THE ANATOMY OF THE PIPELINE
• Seamless Program Universe
Define audience
Target Audience
List development
– Ongoing sales
development Deliver marketing
Drive leads to marketing
– Joint management
Score prospects, drive to sales
– “Instant-on” capability
Sales process
– Shared risk
Deliver prospect DB
Installed Base

19. THE IMPORTANCE OF LIST
BUILDING & LEAD GENERATION
• Contact Lists are the Key to Successful Marketing Programs
• Avoid a “Drought” Improve Lead Quantity and Quality
• Contact Generation = Healthy Sales Funnel

20. CLIENT LIST (Partial)

21. CASE STUDIES
Client Project Description
List Development
Lead Generation
‘Business Development’ Customer Profiling
List Build/Lead Generation
Event Coordination/Registration
‘Lead Generation and Event Registration’ Market/Industry Research
Global Research Projects
Multiple Languages and Time Zones
Survey Execution: Phone & Web Based
‘Global Market Research’

22. CONTACT INFO
William Clark (Co-Founder)
VP, Sales/Business Development
bill@v-causeway.com
978-372-5062
Rick Endrulat (Co-Founder)
COO/President
rick@v-causeway.com
519-886-1600 x622