Powering the B2B Revenue Cycle

Phil Fernandez, President and CEOApril 2009

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Buying Has Changed Forever

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

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Be Everywhere Nurture Score Collaborate

Marketing

Marketing and Sales Must Change Too Sales

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

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Marketo Revenue Suite

Inquiry Capture

Prospect Database

Life-Cycle Automation

Scoring and Insight

Lead Nurturing

Reporting and Analytics

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The Marketo Business

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

Target Market• 44,000 Target Companies

• $823 Billion Marketing Spending

• $16.4 Billion Addressable Technology Spend (IDC)

Business Model• SaaS • Annual Subscription• $30K Average ARR

Sales & Marketing• Marketing-Driven Inside

Sales Process

• $1.5M Annual Quota

• $6,000 Total Acquisition Cost

Revenue & Growth• Year 1: $1.6M GAAP

Revenue

• Year 2: 500% Growth

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Over 180 Successful Customers

Select Customers

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

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Acteva Books $2 Million in New Revenue with Marketo

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

COMPANYLeader in online event registration

CHALLENGEReduce marketing spendIncrease lead flowImprove productivity without increasing staff

WHY MARKETOLead management functionality and flexibilityCampaign management speed and ease of useFast time to value

“Marketo’s power, usability and agility helped us quickly launch the Acteva Referral Program. Results include $2 million in incremental gross revenue and partner satisfaction that is priceless.”

— Ed Lemire, Executive Vice President, Acteva

RESULTSSaved $400,000 by reducing cycle timesBuild campaigns 4-5 times fasterBooked $2M in new revenueAchieved 350% ROI

© 2009 Marketo, Inc. Marketo Proprietary and Confidential