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AnnualBusinessPlan

FY15-162ContentsSocialAnalyticsMarketSize&TrendsFY15-16KeyLearningsFY-18visionFY15-16PlanEmergingMarketsPlanDevelopedMarketsPlanFinancialsQuestionsSocialMediaAnalyticsMarketSizeForecast(2015-19)Source:MarketsandMarketsAnalysisSoftware&ServicesMarketisexpectedtogrowfrom$620.3millionto$2.7billionby2019Freemiummodelisthewaytogo–IBMreleasedWatsonasafreemiummodelMobileledasmobiledatatraffictogrow300%by2017SME&EnterprisesbothneedtoadoptforscaleSocialMediaAnalyticsMarketSizebyComponent&Region(2015-19)Source:MarketsandMarketsAnalysisLocalizationkeyforAsianadoptionMobileuntappedandkeydifferentiatorMEA&APACshowhighestgrowthratesAdoptionratesofanalyticsplatformslowinAPAC&MEAinSMEsSocialMediaAnalyticsMarketSizebyUser(2015-19)Source:MarketsandMarketsAnalysisKeyDriversforAnalyticsAdoptionSMEsEnterprisesMobilereadyLocalizationtoindustry&countryAbilitytodrivesalesandcustomerexperienceEasytouseUI/UXTrainingAbilitytomeasureROIondigitalUncoverpatternsandinsightsontargetcustomersIntegrateanalyticswithinorganizationEmbracedatadrivenmarketingImprovecustomerexperienceGlobalProductsAsianProductsRadian6SysomosVisibleTechnologiesSocialBakersQuintlyFalconSocialHootsuiteAlterianBrandtologyWebfluenzNolimitAwesometricsMediawaveMobilereadyNoNoNoNoNoYesYesNoNoNoNoNoNoIndustryFocusEnterpriseEnterpriseEnterpriseSME&EnterpriseSME&EnterpriseSME&EnterpriseSME&EnterpriseEnterpriseEnterpriseEnterpriseSME&EnterpriseSME&EnterpriseSME&EnterpriseLocalizationNoNoNoYesNoNoNoNoNoNoIndonesiaonlyIndonesiaonlyIndonesiaonlyPredictiveAnalyticsNoNoNoNoNoNoNoNoNoNoNoNoNoMarketsGlobalGlobalNA/EuropeGlobalNA/EuropeNA/EuropeGlobalGlobalSEAsiaIndiaIndonesiaIndonesiaIndonesiaPricingStrategyPaidonlyPaidonlyPaidonlyFreemiumPaidonlyPaidonlyFreemiumPaidonlyPaidonlyPaidonlyPaidonlyPaidonlyPaidonlyCurrentProductsLocalizationkeydifferentiatorOpportunityinbeingmobilereadyFreemiumstrategykeytoachieveuseradoptionSuccessfulproductsusedAlliancesaskeyuseracquisitionstrategyChineseProductsJunQuanBenGuoGoonieKnowlesysHongMaiAdTimeMYYAHylandaSocialTouchSCRMMiceMobilereadyYesYesNoNoYesYesYesNoYesYesIndustryFocusGOV&SME&EnterpriseGOV&EnterpriseGOV&EnterpriseGOV&EnterpriseGOV&EnterpriseGOV&EnterpriseGOV&EnterpriseSME

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EnterpriseLocalizationChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyPredictiveAnalyticsNoNoNoNoNoNoNoNoNoNoMarketsChinaChinaChinaChinaChinaChinaChinaChinaChinaChinaPricingStrategyPaid

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onlyCurrentProductsLocalizationkeydifferentiatorOpportunityinbeingmobilereadyFreemiumstrategykeytoachieveuseradoptionSuccessfulproductsusedAlliancesaskeyuseracquisitionstrategyKeyLearningsCustomerIntelligence&PredictiveAnalyticsGreateremphasisonanalyticstotrackcustomerintelligenceandpredictbehaviourMobile,Mobile,MobileMobilepromotions,locationspecificpostswillbecomethenew-normalwiththeneedforanalyticson-the-goMore&MoreVideoVideoisgoingtobeamassivedrivingforceformarketersandhencesignificantneedforvideoanalyticsLocalizationCustomersexpectcontenttobelocalizedandsowilltheneedforanalyticsplatformstomeasureandreportFY15-16KeyLearningsKeyHighlightsof2014-15Ver.1launchedinSep’14Web&ResponsiveplatformProductLaunchIntroduced3pricingplans,Free,Premium&EnterprisePricinginlocalcurrencyforIndia,Indonesia&SingaporePricingLocalizedplatformversionslaunchedinChina&IndonesiaPlatformLocalizationKick-startedallianceswithagencies.AskMe&SingtelindiscussionsAlliancesTriedmultiplemarketingchannelsforuseracquisitionPPC,EDMs,Events,Affiliatemarketing&SocialMarketingTrieddifferentgeographiesthroughPPC––US,UK,MiddleEast,PhilippinesGeographiesAssembledteamforAlliances,Marketing&ProductTeamCurrentOrgStructure–SEA&ChinaCEOProductManagerDevTeam(Mobile&Web)UI/UXDigitalMarketingHeadMarketingManagerCreativeAgencyAllianceManagerIndia1AllianceManagerIndia2AllianceIndonesiaCustomerSupportProductManagerDevTeam(Mobile&Web)UI/UXEngineerMarketingManagerAllianceManagerCustomerSupportMarketingExecutiveToBeHired(India&SEA)(China)KeyHighlightsofOrgStructureSeparateAllianceManagersforEnterprise&AgencyAlliancesResponsibleforpartnershipswithkeyaccountswhohaveSMEclientsAlliancesDedicatedDigitalMarketingTeambasedinSingapore,India&ChinaUpsellingkeyfocusarea&KPIofteamMarketingSeparateweb&mobiledevelopmentteamsoutofIntelligrapeDedicatedUI/UXengineersfordesignProductOutsourcedteamof2fordesigningfreshcreativesforPPCmarketingcampaignsCreativeTeamIn-houseteamof2forhandlingcustomerqueries,complaints,accountissuesetc.CustomerSupportProductAnalysisThoughtBuzzSocialBakersQuintlySproutSocialFalconSocialHootsuiteCrossNetworkAnalyticsYYYYYYInfluencerIdentificationYYYYNYMobileOptimizedYNNNYYInstagramAnalyticsYYNYNYYouTubeAnalytics&PublishingYNNNNYContentAnalyticsYYYYYYSocialMediaTrendsYNNNNNLocalizedforAsianmarketsYNNNNNLeadgenerationYNNNNNPublicPageMonitoringYYYNNNMobileAppYNNNYYPricingFreemiumFreemiumPaidOnlyPaidOnlyPaidOnlyFreemiumProductAnalysisChineseProductsTanBaoJunQuanBenGuoGoonieKnowlesysHongMaiAdTimeMYYAHylandaSocialTouchSCRMMiceCrossNetworkAnalyticsYYYYYYYYYYYInfluencerIdentificationYNYNNNNYYYNMobileOptimizedNNYNYYNNNNNContentAnalyticsNYYNYNYYYYYSocialMediaTrendsNNNNNNNNNNNLocalizedforAsianmarketsChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyChinaonlyLeadgenerationYNNNNYYNYYNEmotionAnalyticsYYYYYYYNYYNMobileAppNYesYesNoNoYesYesYesNoYesYesPricingFreemium&PaidPaid

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onlyProductAnalysisProductswhichhavemobileappsseegreateradoptionSeenasthoughtleadersintheanalyticsindustryMobileLocalizationnotdonebymostproductsduetofocusonUS/EuropeLocalizationkeyinAsiaforSMEadoptionLocalizationNocompetitoroffersimage&videoanalyticscurrentlyGrowthofvideo&imagewouldgenerateenormousneedforanalyticsImage&VideoAnalyticsFreemiumproductshaveseenlargestscaleofadoptionPricingonlyinUSD,nolocalcurrencyoptionPricingMarketingAnalysisIndiaIndonesiaSingaporeUSAUKMiddleEastPhilippinesPerformanceMarketingYYYYYYYEDMYNYYNNNSocialAdsYYYNNNNEventsNNYNNNYAffiliateMarketingNNNYNNNActivitiesdonefromOct–Jan’14WantedtoidentifyCPAsoneachchannelforeachmarketMonitoruseracquisitionnumbersfromeachchannelIdentifyrightchannelsforemerging&developedmarketsMarketingAnalysis-PPCRegionCostConversionsCPAIndia–Search1,98012815.5India–Display3891920.5India-Total2,36914716.1

Indonesia-Search8366812.3Indonesia-Display7573720.4Indonesia-Total1,59310515.1

Singapore-Search260832.5Singapore-Display1000Singapore-Total270833.75WorksbestforemergingmarketsduetolowCPAs(16$vs.40$)ConversionstoPremiumlowforemergingmarketsbuthighfordevelopedmarketsBetterconversionsthroughlocallanguageadsandlandingpagesinIndonesia&ChinaNeedfreshcreativesweeklytodrivemoreclicksandconversionsMarketingAnalysis–OtherChannelsWorksforbothemerginganddevelopedmarketsEDMpromotionsresultinhighestopenandclick-throughratesEDMsEventstobeusedasplatformsforbrandawarenessandPRNottobeusedasuseracquisitionchannelsEventsFacebooktobeusedforbrandawarenessandwidereachTwitternotyettestedthoroughly.CurrenttrialsuggestsnotakeychannelforacquisitionHighCTRsonLinkedInlimituse.TobeusedinshortburstsduringmajormarketingcampaignSocialAdsKeyLearnings–FY15-16MassiveopportunityinmobilefirstanalyticsMobileapptobekeydifferentiatoramongcompetitorsMobileKeyUSPinAsiaLocalizationdrivesuseracquisitionLocalizationBuilt-inmachinelearningtothrowuprecommendationstousersTrackeveryuserclickonplatformtoprovideacontextualexperiencePredictiveAnalytics/MachineLearningMaketheplatformadailydriverforusersFeaturessuchastrends,notifications,socialsaleskeytoachievethisDailyDriversUsePPCasmaindigitalchannelforuseracquisitionTweakchannelusagebasedonmarket(developed&emergingmarkets)MarketingKeyLearnings––FY15-16KeytargetmarketsChina,India,Indonesia&SingaporeGeographiesNOISEAnalysisNeedsOpportunitiesMobile&self-servicedashboardsEnterprise&FreeproductsdisparateVideo&ImageanalyticsMarketingstillbeingoptimizedLocalizationofplatformsCPAisstillhighandorganicsignupsverylessStickinessofusersislowImprovementsStrengthsLocalizationandmobilefirstanopportunitytoacquireandretainusersClientssignupwithbignameplayerssuchasMicrosoft,IBMetcforsocialanalyticstoconsolidatedataApartfromHootsuitenootherbigplayerintheSMEspaceinSEAsiaHootsuiteoranewplayerincreasesfootprintinAsiathroughlocalizationAlliancepartnersdon’tdeliverthenumbersweexpectEnterpriseMobilityAppsTrendsSpendingonmobileenterprisebusinessappswillmorethandoublefrom$26billionin2012to$53billionin2017accordingtoStrategyAnalyticsInthethirdquarterof2014,businessescontinuedtoadoptbusinessapps,with107%quarter-over-quarterand731%year-over-yearAppcategoriesthatreportedthegreatestamountofgrowthquarteroverquarterincludebusinessintelligence,securebrowserandsocialbusiness3YearsVision(Jan2018)Mission2018DailydriverforfilesyncDailydriverforsales&leadmanagementDailydriverforProjectManagementDailydriverfornotes&taskmanagementBecomingadailydriverledtomassiveusergrowthandstickinessFreemiummodelMobilefirstwithmoreusersonmobilethanweb/desktopAdoptionbybothEnterprises&SMEsMission2018TomakeThoughtBuzzadailyhabitforusersMobile-ledMobileapp,responsivewebsitetobefocusratherthanwebSocialSalesBecomethego-toplatformforuserstodriveleadsfromsocialTrendsBecomethego-toplatformforuserstogetreal-timetrendsfromanysocialplatformImages&VideoBecomethego-toplatformforuserstomeasureimages&videoMission2018-StrategyTomakeThoughtBuzzadailyhabitforusersGoMobileGoAlliancesGoLocalIntelligentPlatformDigitalMarketing&SalesEngineGoMAILMobileAlliancesIntelligentLocalJan2018––ProductFlavoursVideo&ImageAnalyticsMobileappsforiOS&AndroidAbilitytobuyindividualfeaturesAction-basedpricingRegionalRoll-outFY16––China,India,Indonesia&SingaporeFY17––MiddleEast,Malaysia,Japan,Korea,PhilippinesFY18––ANZ,Vietnam,ThailandSME/EnterpriseSplit55%SME45%EnterpriseMission2018-UserAcquisitionRegionTotalUsersFreePremiumEnterpriseIndia290,000269,70017,4002,900China350,000336,00010,5003,500Indonesia110,000106,7002,2001,100Malaysia55,00052,2502,200550Philippines12,00011,640240120Singapore8,0007,520320160Thailand10,0009,8002000Australia60,00054,6004,2001,200Japan35,00032,9001,400700Korea30,00028,800900300Vietnam5,0004,950500MiddleEast80,00075,2004,000800TotalUserBase1,045,000990,06043,61011,33094.7%4.2%1.1%UsersfromEmergingmarkets––87%UsersfromDevelopedmarkets––13%PremiumconversioninEmergingmarkets––4%PremiumconversioninDevelopedmarkets––5%%UserswhouseplatformonMobilemajorly––75%%UserswhouseplatformonWebmajorly––25%Mission2018-ProductLaunchmobile&tabletappwithnotificationsIncorporatevideo&imageanalyticsIncorporatesocialsalesandtrendsbasedonindustry,location&communityFY15-16ImprovepersonalizationbyincorporatingmoresignalssuchascommunityBuildactionorientedplatform(eg.,pushouttweetsbasedoncertainsocialtrends)AllowuserstopurchasesinglefeaturesratherthanplansLaunchAPIs&SDKstopositionThoughtBuzzasplatformsimilartoSalesforceImproveandprovideaPredictiveAnalyticscapabilityEnterpriseconnectorstoCRMs,otheranalytictoolsFY16-17FY17-18TomakeThoughtBuzzadailyhabitforusersJan2018––DigitalMarketing&SalesStructurePerformanceMarketing,Alliances&Organictoaccountfor68%ofnewuseracquisitionsTargetCPAinPerformanceMarketing––8$/userforemergingmarkets&20$/userfordevelopedmarketsTargetCPAforAlliances––2$/userOrganicgrowthtobedrivenbycontentmarketing&brandingTargetMobileAdsCPAfordevelopingmarkets-$3/userforemergingmarkets&$7/userfordevelopedmarketsEvents––5%EDMs––2%AffiliateMarketing––2%MobileAds––20%Referrals––3%PerformanceMarketing––28%Alliances––25%Organic––15%Jan2018––OrgStructure&HeadcountCEO(1)AllianceHead(1)AlliancesSEA&India(4)AlliancesJapan(1)AlliancesKorea(1)CustomerSupportHead(1)SupportTeam––SEA(5)MarketingHead(1)DigitalMarketingTeam(4)OfflineMarketing(2)MobileMarketing(3)ProductHead(1)UXTeam(3)Web+MobileTeam(6)Web+MobileTeamChina(8)COO(1)AlliancesAU&NZ(1)MobileMarketingChina(2)AlliancesChina(3)UXTeamChina(2)DigitalMarketingTeamChina(3)AlliancesMEA(1)SupportTeam–China(3)Jan2018–KeyHighlightsofOrgStructureSeparateteamsforallfunctionsEnterpriseAlliances&AgencyAlliancesseparateChinaOutsourcedteamsforbothChina&outsideCreativeDesignProductlocalizationtobeoutsourcedtoqualifiedtranslationagenciesPlatformLocalizationDependingonmarketsizeanddemandalliancemanagerscanfulfilbothEnterpriseandAgencyalliancesrolesAlliances(SEAsia,India&ME)ProductHeadtobemobileexpertasfocusisonbeingmobilereadyDedicatedUXteamsforbothweb&mobileProductSWOTStrengthsWeaknessesLocalizationofplatformandbetterpricingEnterprise&FreeproductsdisparateExistingclient-basetotargetMarketingstillbeingoptimizedMobilereadyCPAisstillhighandorganicsignupsverylessTTNecosystemStickinessofusersislowOpportunitiesThreatsLocalizationandmobilefirstanopportunitytoacquireandretainusersClientssignupwithbignameplayerssuchasMicrosoft,IBMetcforsocialanalyticstoconsolidatedataApartfromHootsuitenootherbigplayerintheSMEspaceinSEAsiaHootsuiteoranewplayerincreasesfootprintinAsiathroughlocalizationAlliancepartnersdon’tdeliverthenumbersweexpectSWOT15-16Plan15-16KeyObjectivesFreePremiumEnterpriseTotalUserBase60,41658,6032,115268India37,60436,3321,119153China11,14310,84128517Indonesia8,5678,481788Singapore3,1023,0068610LaunchlocalizedplatformsinIndonesia&ChinaReleaseMobileAppforiOS&Android5EnterpriseAlliancesTargetCPA–8$/userLaunchVideo&ImageAnalyticsTargetFreetoPremiumConversion––3.5%FY15-16ProductPlan15-16ProductPlanCreateSingleplatformforone-clickupgradestoEnterpriseAndroidmobileapp&revampedwebsiteIntegrationofPinterest&LinkedInAutosocialsalesleadsbasedonkeywordsfromTwitterCompleteintegrationofNudgespotforautomatedEDMsFeb––Apr’’15iOSappSocialTrends&salesleadsbasedonindustryIntegrateversion1ofimage&videoanalyticstotestinreal-worldImplementplatformwidetrackingofeveryuserclicktobuildmachineintelligenceMay––July’’154015-16ProductPlanLaunchimage&videoanalyticsforentireuserbaseStartworkonPredictiveAnalyticsmoduleBuildplug-insforSalesforce,GoogleAnalytics,SugarCRMEnhancementstoexistingfeaturesAug––Oct’’15Userauto-recommendationmodulebasedonindustrybenchmarksExistingfeatureenhancementsStartworkonAPI&SDKfordevelopersNov––Jan’’1641FY15-16GeographyRoll-out15-16GeographyRoll-outChina––Q1FebIndia––Q1AprilIndonesia––Q3SepProductalreadysoftlaunchedinChinaandhasactiveusersIndialaunchtocoincidewithmobileapplaunchIndonesianlocalizationintesting,betacompleteKeyHighlights43FY15-16EmergingMarketsPlan15-16KeyPillarsofStrategyEmail/DatabaseMarketingEvents/PR/WebsiteAdsMobileAdsPerformanceMarketingContentMarketingBrandingAlliances15-16KeyPillarsofStrategy––PerformanceMarketingGoogleLocalizedadsforChina&IndonesiaTargetCPA–12$UsetoolssuchasSEMRushtooptimizeDailytrackingandoptimizationbydedicatedteamMobileAdsUsein-appbannernetworksforlowerCPMsTargetCPMvariesduetonostandardad-unitVerticalspecificnetworkstobeusedduringmajorlaunchesSocialTobeusedforbrandawarenessonmobileduetohighCPAsCustomaudiencetargetingonFacebooktoreachcommunitymanagers,socialmediaexecutivesLinkedIn&TwittertobeusedonlyduringmajorcampaignsTousePinterestadsforhighlightingimage&videoanalyticsObjectives–Useracquisition&Brandawareness15-16KeyPillarsofStrategy––ContentMarketingExternalChannelsChannels––Quora,LinkedIn&SlideshareParticipateinanalytics&socialmediafocuseddiscussionsTracksignupsthroughuniqueURLsQuora––30postsLinkedIn––15postsSocialMediacommunitiesReachtargetaudienceofcommunitymanagers,socialmediaexecsChannels––SocialSamosa,Kaskus,Yourstory,e27,TechinAsiaetc.Partnershipforpublishingarticles(freeORpaid)OwnAssetsUseownassetsasanextensionofactivitiesonotherplatformsBloggingakeyKPIforeachteamincludingproductContentcalendartobecreatedforteamObjectives–Brandawareness&ThoughtleadershipSlideshare––eachmemberofmarketing&allianceteamhastomake1deckintheyearAdstoberuninshortburstsTobedrivenbyMarketing&Anshul15-16KeyPillarsofStrategy––BrandingObjectives–Brandawareness&ThoughtleadershipEventsPartnerwithpublisherswhocangiveaccesstomultipleeventsAimistoachievevisibilityDistributebusinesscardsizedcollateraltoattendeesencouragingsignupsAllianceManagerstodrivethisasawarenessofbrandiskeytoformingAlliancesWorkshopsConductworkshopswithpartnerssuchasSocialMetric,SocialSamosa,KompasstoreachouttoagenciesOwnworkshopssmallandtailoredforAlliancepartnerstodriveadoptionTargetis10workshopsfortheyear––Singapore(2),India(4),China(4)AimistoestablishThoughtBuzzasaknowledgesourceforanalytics15-16KeyPillarsofStrategy–BrandingObjectives–Brandawareness&ThoughtleadershipOfflineBrandingTargettorun?orfullpageadsinbusinessdailiesorbusinessmagazinesineachmarket–1percountryTheseadscaneitherbelaunchorientedorchallengeorientedAdvertorialsinindustrymagazinesforourtargetalliancepartnersTobedrivenbyAlliance&MarketingteamAlliancePlan15-16KeyPillarsofStrategy–AlliancesSMEAgenciesEnterpriseTargetUsersChinaIndiaIndonesiaSingaporeTargetMarketsTelcos&ISPsAgenciesTradebodiesAggregatorsPublishersTrainingOrganizationsGovernmentAgenciesPublicBoardsTargetAlliancePartnersSMEGrowthinIndia––UntappedOpportunityIndianSMEsectorhasgrownatarateof4.5%forthelast5yearsCloudadoptiontogrowatCAGRof20%between2012and2016accordingtoAssochamEnterpriseapplications,analyticsandmobilesolutionswouldplayanimportantroleinachievinggrowthaccordingtoSAPKeyPointsforAddressingSMBSegmentKeyPointsforAddressingSMBProductLocalizationNecessaryforgrowinginemergingmarketsClearValueSMEsneedtoseeclearvalueotherwisetheywontuseourplatformCustomizedPricingStrategiesDriveadoptionofsolutionsTraining&SupportKeytomakeSMEclientsbecomeactiveusersStrategy/GTMforTelcosTargetSMEclientsoftelcosbasedonsocialmediamaturityRevenuesharemodelbasedonpaidsubscribersTrainingofsalesforce&jointmarketingthroughcollateralsBilling&systemintegrationkeyPositiontelcosasvalue-addproviderstoSMEsOpenupanewrevenuestreamfortelcosPossibilityofAdditionaldatarevenueStrategy/GTMforAggregatorsTargetSMEclientsofaggregatorsbasedonsocialmediaactivitySystemintegrationkeyforfriction-lesssignupsforSMEsProvidetrends&automatedsalesleadsbasedonindustry&locationTrainsalesforcetobeabletoenableSMEstosignupPositionaggregatorsasvalue-addproviderstoSMEsOpenupanewrevenuestreamSMEsbecomestickyclientsofaggregatorStrategy/GTMforOtherPartnersDrivenbyOutboundsalesIdentifyvaluepropositionforeachpartnerFreetrialPremiumaccountstoagenciesIndonesiaSMESectorCloseto56millionSMEsITspendingabout$9billionin2014withlessthan1%towardsanalyticsorBIM&E,BFSI&ManufacturingtopsectorsforITspendingSource:TheJakartaPostCloseto56millionSMEsStrategy/GTMforIndonesiaSectorswhichspendthemostonITAgencies,communitymanagersTargetAudience15-16KeyPillarsofStrategy––KeyTrendsforMobileMarketingMobilerepresents35%ofTOTALDAILYMEDIAconsumption85%ofmobileusersare““visuallyengaged”withnativeadspresentedinthestreamofcontent15-16KeyPillarsofStrategy––KeyTrendsforMobileMarketing15-16KeyPillarsofStrategy––KeyTrendsforMobileMarketingContenthastobeshare-worthyInsightfulmessagingwhichresonateswithconsumersClearvalueproposition15-16KeyPillarsofStrategy––MobileAdsCPMComparisonIndia300x2506,696,774$0.58320x50245,434,851$0.26480x320488,501$0.17216x3655,911,130$0.17320x48014,642,069$0.14300x505,816,984$0.12120x2030,734,505$0.07168x287,772,393$0.07Indonesia300x501,289,748$0.38168x283,061,861$0.38300x2501,795,662$0.35320x5060,764,425$0.13320x4802,302,029$0.13216x3612,676,741$0.07480x320482,636$0.03USA320x4808,242,756$2.97300x25034,985,519$0.67216x36679,365$0.51320x50413,835,746$0.29320x48317,058$0.28300x506,352,202$0.20768x1024493,119$0.15728x9020,012,614$0.121024x768544,902$0.04Singapore320x508,165,090$0.19300x5057,576$0.07216x3665,148$0.05300x250974,932—728x90967,564—320x480297,224—FY15-16DevelopedMarketsPlan(USA&Singapore)15-16KeyPillarsofStrategyEmail/Database&MarketingContentMarketingContextual&PredictiveAnalyticsPerformanceMarketingWebsiteAdsEvents/Tradeshows15-16KeyPillarsofStrategy–Email/DatabaseMarketingObjectivesBrandAwareness&UseracquisitionUsecustomdatabasestotargetspecificcities,companiesSendcustomisedEDMsAlreadytryingoutwithLead411InfluencerMarketingWorkwithinfluencernetworkssuchasTapInfluencetoincreasevisibilityandawarenessNeedtomonitorreachandawarenessforROI15-16KeyPillarsofStrategy–WebsiteMarketingObjectivesBrandAwareness&UseracquisitionTargetlistofsocialmediafocusedwebsitesRunadsforlimitedperiodSponsorarticlesorpublishcontentRunemailcampaignsfortheiraudience15-16MarketingPlan––SingaporeFocusonacquiringusersthroughown/partnereventsratherthanPPCduetohighCPAsPartnerwitheventssuchasWebWednesday,MobileMonday&SOLOMOtodriveadoptionandawarenessBusiness-cardsizedcollateraltobedevelopedasgive-awaysforeventsandmeetingsOrganizeworkshopsthroughpartnerssuchasHappyMarketer,Socialmetric,EconsultancyFY15-16UserAcquisitionMonthlyUserAcquisitionTargetsFeb-15Mar-15Apr-15May-15Jun-15Jul-15Aug-15Sep-15Oct-15Nov-15Dec-15Jan-16TotalUserBase60,4161,8914,5677,88110,95714,64019,39723,97130,23137,42444,88752,86560,416India37,6047101,5703,0304,6886,4309,29912,32816,30821,14826,69132,23437,604China11,1439512,4573,7814,6565,9987,0267,5788,6309,3999,71910,56311,143Indonesia8,5671403305908511,1561,6512,3173,2064,4395,7997,1768,567Singapore3,102902104807621,0561,4211,7492,0852,4392,6772,8923,102AlliancePlanOrgStructureTargetOrgStructure(July2015)CEOProductManagerDevTeam(Mobile&Web)UI/UXDigitalMarketingHeadMarketingManagerCreativeAgencyAllianceManagerIndia1AllianceManagerIndia2AllianceIndonesiaCustomerSupportProductManagerDevTeam(Mobile&Web)UI/UXEngineerMarketingManagerAllianceManagerCustomerSupportMarketingExecutiveToBeHiredABPHighlights15-16ObjectivesUsertarget––133,150users,6%PremiumPeopleHiresmartandcutevensmartlyAssignDRIs(DirectlyResponsibleIndividual)foralltasksCreateacultureofgrowth,executionandagilityProductMergeOmnioGwithSelfserveandprovideasingleplatformMobileandtabletappforAndroid,iOSCustomerIntelligencegatheringtobeautomatedIntroducevideo/imageanalyticsAlliancesGetatleast2alliancesineachmarket–IN,SG,IDandChinaAlliancesshouldaimat90%freeand10%premiumusersExecuteatleast2telcoalliancesMarketingAchieveaverageCPAof12$acrossPPCand3$acrossalliancesEDMprocesstobeautomatedbasedonuseractions(Nudgespot)BuildthoughtleadershipthroughcontentmarketingDevelopamodeltolinkeverymarketinginitiativedirectlytofree/premiumusersDevelopinfluencersthroughblogmint,#fameFinancialsAppendixA-KPIsKPIsSales&MarketingPipelineatthebeginningofthemonthNumber&valueofproposalssentduringthemonth%ConversionInboundLeadreceivedNeworders(number&value)bookedduringthemonthDeliveryDeliveredrevenueClientsatisfactionindexEmployeeEmployeeSatisfactionIndexOperationalUtilization%(deliveredrevenueasapercentageofcapacity)RevenueperdeliverystaffGrossGrossMargin(NetRevenue––DeliveryStaffSalary)FinancialGrossRevenueNetRevenueEBITDAOCFCapexGetfromwenchyiBudgetVSActualFinancialsDatasiftKeyMetricsTotaltracksaccessingDatasift-176TotalclientsaccessingDatasift––23AccesstoTwitterandWeibodataLocationspecificdataSentiments,demographicsandinfluencersTrendsbasedoncity,countryandglobalUserinfosuchasKlout,Bio,Followers,Followingetc.Topics,TopHashtagsInterestandtastegraphsforbehaviouridentificationHowdoweuseDatasiftKeyLearningsfrom14-15ContentmarketingisacriticalpieceforbuildingbrandawarenessPositionTBsimilartoHubspot,Jiveetc.LeadstomoreorganicsignupsleadingtolessCPAsContentMarketingProductUXmakesahugedifferenceinmakinguserssticky>FeaturesFocusonmobileandthenwebCollectuserintelligencethroughautomatedtoolsandformstoreleasecontextualfeaturesValuepropositionforeachAlliancepartnerhastobeclearIntegrationwithpartnerITsystemskeyforexecutionFocusonAlliancepartnerswhichcanbringin>1000usersAlliancesPPCMarketingDailytrackingandoptimizationExecuteplansinshortburstsandadaptFocusoncampaignsandregionswhichgivebetterCPAsLocalizeadswhereverpossibleTostaycompetitiveinthemarketvis-à-visRadian6,SysomosIfweofferresultsbasedpri