View the webinar with Mark Roberge, VP Sales at HubSpot and Josh Porter, Director of Customer Experience at HubSpot (and formerly of Performable) to see how the two products work and talk about the power of using both products together: http://www.hubspot.com/hubspot-performable-demo/

1. Product Demo
June 30, 2011
Mark Roberge Joshua Porter
VP of Sales, HubSpot Director of UX, HubSpot and Performable Co-founder
@markroberge @bokardo

2. Agenda
 Why HubSpot Bought Performable?
 Performable Feature Demo
 Using HubSpot/Performable Together

3. #1: Grow with our Customers
Outbound
Marketing
• Direct Mail
• Cold Calls
• Trade Shows

4. #1: Grow with our Customers
ToFu
Adoption
• Social Media
• SEO
• Blogging

5. #1: Grow with our Customers
MoFu
Adoption
• Landing Pages
• Lead Nurturing
• Email Marketing
• Lead Intelligence

6. #1: Grow with our Customers
Advanced MoFu
Adoption
• Multi-Channel
Marketing Automation
• Life Cycle Analytics
Convert Leads Faster and
at a Higher Rate

7. #2: HubSpot/Performable Customer Success
5 employees 100 employees 304k employees
Increased search traffic Increased organic traffic by Vertica optimizing
700% 150% over 3 years tracking of assists in
Doubled number of daily Generated 430 leads over 6 free-to-paid trial process
leads generated month period
7

8. #3: Continue to Build the Best Product Team
8

9. Agenda
 Why HubSpot Bought Performable?
 Performable Feature Demo
 Using HubSpot/Performable Together

10. Marketing Automation: Beyond the Inbox and Website
B2B Technology Decision
Makers Media Participation
• 90% Participate in Video
• 80% Participate in Blogs
• 80% Participate in Wikis
• 69% Participate in Social Networks
• 53% Participate in Podcasts
KnowledgeStorm study of B2B Technology
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11. Marketing Automation: Beyond the Inbox and Website
78% of business people use their
mobile device to check email
Source: AT&T March 2011
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12. EVENT: Active Lead Mentions Your Competitor on Twitter

13. ACTION: Nurture the Lead. Notify the Sales Team.
Customer gets targeted Sales team gets a
email on competitive notification on the customer
comparison points activity for follow-up
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14. Marketing Automation: Beyond the Inbox and Website
1. When a lead in your sales pipeline mentions your competitor
in Twitter, email the lead your competitor product matrix and
notify the sales rep assigned to the lead
2. Depending on whether a lead engages with your free trial or
not, alter the lead nurturing flow
3. If the point of contact at a current customer indicates he/she
left the company on Facebook, notify your account
management team.
4. If a lead clicks through to a landing page but does not
complete the form, nurture the lead with related content to
re-engage their interest.
5. If a lead downloads your mobile application but does not
proceed through the setup tasks after 24 hours, email the
lead more detailed FAQs and instructions

15. 360 View of a Lead’s Engagement with Your Company

16. 360 View of a Lead’s Engagement with Your Company

17. The Assists Report (Influencers)
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18. Time to Completion Report
18

19. Revenue Attribution
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20. Life Cycle Analytics Examples
1. What is the ROI of my social media efforts?
2. Which white papers in my lead nurturing campaigns
increase the likelihood that a lead buys our product?
3. When leads follow us on Twitter, how many of them
purchase within 1 month? 3 months? 6 months?
4. As a sales person about to call a lead, how has that
lead interacted with our website, email, sales team,
mobile, customer support, and social media
campaigns?
5. How much revenue last quarter came from leads that
subscribe to our blog?
6. Should I allow my free trial leads to call our customer
support line? What is the LTV of those leads that end
up buying?

21. Landing Pages

22. Agenda
 Why HubSpot Bought Performable?
 Performable Feature Demo
 Using HubSpot/Performable Together

23. Performable + HubSpot Integration Roadmap
Q3 2011 Q4 2011 2012+
Independent Apps,
Priced Separately
• Two Leading Apps
• Lead-Analytics data
captured simultaneously,
posted to both
seamlessly
• Same Killer Support
• One Vendor to Love
• Low price lock-in even if
future price increases

24. Performable + HubSpot Integration Roadmap
Q3 2011 Q4 2011 2012+
Independent Apps, Basic Integrations,
Priced Separately Priced Separately
• Two Leading Apps • Two Leading Apps
• Lead-Analytics data • Single-Sign On Experience
captured simultaneously, • Same Killer Support
posted to both
seamlessly • One Vendor to Love
• Same Killer Support • Low price lock-in even if
• One Vendor to Love future price increases
• Low price lock-in even if
future price increases

25. Performable + HubSpot Integration Roadmap
Q3 2011 Q4 2011 2012+
Independent Apps, Basic Integrations, Unified
Priced Separately Priced Separately Application & Sale
• Two Leading Apps • Two Leading Apps • Technical integration
• Lead-Analytics data • Single-Sign On Experience • Varying levels of
captured simultaneously, • Same Killer Support Performable capabilities
posted to both
seamlessly • One Vendor to Love exposed in HubSpot
• Same Killer Support • Low price lock-in even if offerings
• One Vendor to Love future price increases • Expect price changes &
• Low price lock-in even if richer feature integration
future price increases in higher end offerings

26. Integrated Flow: Writing a Blog Article
1. Choose Blog Topic 2. Write Article Optimized for Search & Social
Keyword Grader Blog
Assist Analytics Social Media
3. Add CTA to Blog
CTA Builder
4. Create LP Test
Landing Pages
6. Measure article influence 5. Nurture leads based
on revenue on prior interests
Assist Analytics Lead Nurturing
Blog Analytics
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27. Next step:
Talk to an expert
Assess your inbound
marketing program
Compare to your competition
www.HubSpot.com/IMA