1. The Power of Brand Advocates for B2Bwww.zuberance.comblog.zuberance.comtwitter.com/zuberance

2. 2 Acquiring Customers Top B2B Concern Top 5 B2B Marketing Challenges Source: Forrester, MarketingProfs

3. 3 Brand Advocates, Definition Highly-satisfied customers who pro-actively recommend brands or products without being paid to do so. ►Beyond like, love, or loyalty: Advocacy

5. Highly Influential

6. Massive reachBusiness Value

7. 5 84% B2B Buyers Trust Word of Mouth WOM Most Trusted Source for B2B Buyers Source: Forrester

8. 6 WOM #1 Driver of Sales in B2B 54% B2B Buyers Say WOM Influences Purchases Source: Keller Fay for Jack Morton

9. 7 B2B Buyers are Active Advocates Executives Talk More …about More Brands … and Advocate Often Average # WOM Conversations Weekly Average # brands cited weekly % Conversations that include recommendation Source: Keller Fay for Jack Morton Worldwide

10. 8 B2B Buyers Most Socially Active Social Technographics® Groups by Social Activity Participation

11. 9 WOM Advocacy is Hot in B2B Tactics B2B Marketers Currently Using or Planning to Use in 2011 Source: Forrester

12. An Army of B2B Advocates 10 % B2B End-Users Highly Likely to Recommend Source: Zuberance customer data, among end users surveyed

13. 11 One Account, Thousands of Advocates

14. 12 5X More Valuable than Ave Customers $565,000 Value of one Advocate for enterprise software company Advocacy Value 3X Spend Value 2X Spend Value Sources: Deloitte; Owen, Brooks Ave Customer Brand Advocates

18. Advocate Stories

19. Advocate AnswersAdvocacy  Word of Mouth All Advocate Apps

20. Activating Advocates 14 Within First 90 Days… “How likely are you to recommend our brand or product?” 30% 50% Write reviews or testimonials 30% Share or publish content and/or offers 13% Answer prospects’ questions Source: Zuberance-powered surveys 10X Average “Return on Advocacy” (Average across all Zuberance customers. Results vary.)

21. 15 Advocate Channel vs. Trad. Marketing In-Bound Clicks Conversion Rates CustomerAcquisition Costs Per 100K Emails 70K 25% $100 2.5% $25 6K Advocate eMail BrandeMail AdvocateChannel OnlineMarketing AdvocateChannel TraditionalMarketing

22. 16 Intuit Turns Advocates into Marketing Force Intuit building “Advocate Army” of 500K Brand Advocates Advocates creating & publishing online reviews Ave. star rating 4.8 of 5 stars 50% Advocates sharing offers with social networks 230% in-bound click rate from offers shared by Advocates “Energizing our Advocates is game-changing for Intuit sales & marketing.” – Laura Messerschmitt, Intuit Marketing

23. Start Energizing Your Advocates Now!Learn more:www.zuberance.comblog.zuberance.comtwitter.com/zuberance