Pitchbook US template

1
Reaching Passive Buyers
Rod Irwin Vice President, Salesgenie.com
November 16 2006
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Key Facts on InfoUSA

• Founded in 1972 by current Chairman CEO, Vin
  Gupta with 100 initial investment
• CEO and family owns 40 of Company
• Started as a business database company in Omaha,
  NE
• IPO in 1992
• Traded on Nasdaq under the ticker symbol IUSA
• The Company has grown organically and through
  strategic acquisitions
• 26 acquisitions since 1996
• Acquisitions helped enhance content, open up new
  distribution channels, and provide entry into new
  vertical segments
• Annual dividend of .23 cents per share paid out
  in Q1 2006

3
Who is infoUSA?

• infoUSA is a leading provider of business and
  consumer databases, data processing and database
  marketing services used primarily for sales
  lead development, new customer acquisition, and
  growing sales
• We have the highest quality proprietary data.
• We use cutting edge technology to create
  innovative products
• Salesgenie.com, Credit.net, and other
  subscription products
• We control our own distribution channels with
  over 1,400 sales and client service people
• We have a strong brand in small business and
  sales and marketing department of major
  corporations
• We invented the sales leads/mailing list industry
  for small customers

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Active Buyers vs. Passive Buyers

• Active Buyers
• Short decision time
• Price sensitive
• Research their decision via the Internet,
  friends and family, etc.
• Passive Buyers
• Longer decision time due to unfamiliarity with
  product or service
• Not price sensitive
• Loyal to the person/company who introduced them
  to the product or service

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5
Means of Reaching Influencing Buyers

• New
• Active Buyers
• Online Pay-per-Click
• SEM
• Company Website
• Passive Buyers
• Online Banner Ads
• Online Rich Media
• Dimensional Mail
• B-to-B Outbound TM

• Traditional
• Active Buyers
• Yellow Pages
• In Store Promotions
• Tradeshows
• Passive Buyers
• Print Advertising
• Direct Mail
• Television
• Radio

6
Google Media Expansion

• Passive buyer markets
• Print Advertising
• Direct Mail
• Television
• Radio

• Recent Acquisitions and Partnerships
• dMarc Broadcasting
• Fox Interactive Media
• YouTube
• EBay

7
infoUSA Online Adjustments

• Past Business Model
• Pay per lead sales model
• One time list sales
• Specific industry reliance

• New Business Model
• On-demand subscription model
• Online database access
• 24/7 deliverability
• E-mail
• CRM
• Customer analysis
• End-to-End solutions

8
Introducing Unlimited Sales Leads

• Unlimited Access - 12 top National databases.
  Automatic updates.
• Contact Manager to help manage follow-ups,
  appointments and regular contacts with customers
• Print direct to labels print you leads in
  seconds, TIME SAVER!
• ZIPMailUSA.com built in resource for direct
  mail campaign management.
• Detailed Business Credit Reports! Wealth of info.