Research Report Email Marketing

Research Report Email Marketing 2013

Content I. Market Trends II. III. M&A Activity Company Profiles 2

Mergers Alliance Market trends

Source: Chiefmartec Interactive landscape 4

Email marketing 5

Interactive marketing Interactive embeds Itself in the mix Interactive marketing includes Social Media, Email marketing, Mobile Marketing, Display advertising and Search Marketing By 2016, advertisers will spend as much on interactive marketing as they do on television advertising today Investment in search marketing, display advertising, email marketing, mobile marketing, and social media will near $77 billion and represent 35% of all advertising, by 2016 In the next three years, how do you think marketing's effectiveness will change compared to today for each of the following channels? Created social media Mobile marketing 55% 51% 37% 39% Growth of interactive media spend is fueled by: Interactive marketing effectiveness Interactive channels will generate better results over time. Increased measurability Bigger interactive teams Because of larger teams, programs can be expanded Excitement about emerging media Customer obsession Marketers offer customized experiences across customers preferred touchpoints Forrester projects that by 2015 smartphone adoption will grow 150%, and 82 million consumers (in the US) will own a tablet Online video 50% 37% Email marketing 43% 46% Paid placement in social media 41% 48% SEO 40% 54% Display advertising 35% 40% Paid search listings 30% 57% 0% 20% 40% 60% 80% 100% Increase Stay same Decrease N/a Source: December 2010 US Interactive Marketing Executive Online Survey Source: Interactive marketing forecast 2011 to 2016 Forrester 6

Email marketing in Interactive Mix Email marketing is one of the most powerful marketing tools available today. It is easy, affordable, direct, actionable, and highly effective Most Email Service Providers (ESPs) are increasingly making use of more sophisticated campaigns and tactics instead of focusing on short term gains (boosting open & click rates) Blending email and social media marketing utilizes the strengths of each channel, and also strengthens the capability and value of each individual channel in ways that cannot be achieved by managing these capabilities seperately Integration of Social and Email allows ESPs to email a promotion to a high-value customer and, with the click of a button (ideally, a button embedded in the email), customers disseminate the same promotion, with the customer s credible endorsement, to dozens, hundreds or even thousands of individuals in that customer s social network Roughly 80% of marketers indicated that social sharing extends the reach of email content to new markets and increases brand reputation and awareness. Currently, the most important factors in marketing success are delivering value to empowered customers, fostering long lasting relationships with customers and capturing the value by measuring marketing effectiveness 84% Average Deliverability Rate Track and analyze related activity Email Marketing Statistics 24% Average Open Rate Attract New Email List Subscribers Create and send your email 13% Average Click Through Rate Engage with an extended social network Share your email across social networks 24% Average amount of time typical Marketing departments spend on email marketing Source: icontact 2010 Email Marketing Benchmarking Survey, Eloqua 7

How is the budget spend? Types of emails sent: The vast majority of emails sent are used for retention or customer acquisition purposes. It is expected that the share of emails sent to acquire new customers will increase slightly Customer retention email campaigns have highest conversion rates, therefore companies spend more resources on these programs Transactional emails, such as order confirmations and account updates, hardly generate additional sale, thus little marketing budget is spend on these programs Question: What methods do you currently use to acquire email marketing addresses? Which method of email acquisition produces your most valuable email subscribers? website social media in-store, point of sale append email address call center website banner ads paid search email list rental co-registration QR Code mobile ads or co-registration SMS text Opt-in Code Purchased on CD Not sure 0% 10% 20% 30% 40% 50% 60% millions 1.600 1.400 1.200 1.000 800 600 400 200 Forecast: US Email marketing Spend, 2009-2014 0 2009 2010 2011 2012 2013 2014 Retention email Acquisition email Transactional email Retention email spend: budget spend on emailing existing customers Best ways to drive revenue from retention campaigns: Email acquisition Birthday mail Review Solicitation Replenishment Program Re-permission Both the method through which email addresses are obtained, as how careful acquisition programs are shaped, determine the successfulness of an acquisition campaign The most valuable subscribers to your email program actually come from previous customer interaction moments (website, in-store contact, customer contact centers) Current email acquisition methods do not correlate with tactics that produce most valuable subscribers Currently Used Delivers most valuable subscribers Source: US Interactive Marketing Forecast 2009 2014 Forrester Interactive marketing forecast 2011 to 2016 Forrester http://www.clickz.com/clickz/column/2184428/how-to-drive-revenue-from-retention-email-marketing 8

US & Worldwide market The global size of the email marketing market is approximately 2.3 bn (2011) This amount for the email marketing industry as a whole, representing less than 6% of total direct mail expenditures of 38,6bn, recorded in 2011 and a mere 0.7% of total global advertizing expenditures of 342.7bn The US market for online marketing is, with annual spend of 24.5,slightly larger than the European annual online marketing spend millions Forecast: US Interactive Marketing Spend, 2011-2016 70.000 60.000 50.000 40.000 30.000 20.000 10.000 0 2011 2012 2013 2014 2015 2016 Social Media Email marketing Mobile marketing Display advertising Search Marketing 30 25 20 15 10 5 0 Online ad spend in bn Europe vs United States 2010 2011 Europe US Source: http://www.email-marketing-reports.com/basics/why.htm Net Marketing Will Take 18% Of Budget By 2012 Forrester Interactive marketing forecast 2011 to 2016 Forrester 9

Trends three themes Three major themes are dominating the development of email marketing It becomes more common for ESPs to run both regular welcome programs, and coordinate content over multiple channels (email, website, etc) In particular Social Media integration has proven synergy benefits ESPs focus on integration of mobile Specifically targeted campaigns In addition, the quality offered by ESPs becomes one of their main selling points. Customers are increasingly focused on quality account management offered by ESPs Please Rank how important the following venor offerings are to you 1 = most important, 8 = least important Vendor Offerings Average Rank Good Account management 1,96 Integration with other online tools 3,73 Automation of next-best action 3,85 Support for your database record 3,96 Professional services 4,54 Support for channels outside of email 5,01 International campaign support 5,89 Proprietary offices around the world 7,05 What are the biggest email marketing challenges you expect to face in the next two years? Integrating email with other channels 57% Leveraging dynamic content 50% Leveraging segmentation 43% Managing email frequency and cadence 38% Increasing open en click-through rates 38% Finding new email subscribers 36% Creating and managing email content 35% Retaining current email subscribers 34% Having adequate staffing resources 31% 0% 10% 20% 30% 40% 50% 60% n=74 Source: The Forrester Wave: email marketing vendors Q1 2012 Forrester 10

Email marketing multi channel integration (i) Multi-channel Integration Nearly every enterprise marketer uses email marketing as the workhorse of her interactive mix. But spend on email marketing delivery, analytics, integration, and creative nears just $2.5 billion by 2016 because of its low CPMs One of biggest challenges is integrating email marketing with other channels More email will be sent Launch new interactive programs For every action on every separate channel, you notify your clients/followers/relations via email. For example: for every entry on a corporate blog, an email is sent to its followers The more channels marketers embrace, the more email programs they ll need to support them Create calculated campaigns Further email delivery growth will come as marketers spend to get more specific about what they send to whom and when Upgrade email analytics ESPs start spending more to send the right message to enrich customer lifetime value. Email marketers are investing in analytics as part of a larger focus on customer relationship management (CRM) and customer intelligence Source: Interactive marketing forecast 2011 to 2016 Forrester 11

Email marketing multi channel integration (ii) New Trends, New Behaviors. How does a marketing agency adapt? ESPs that understand how to integrate the various channels through which a message is spread, are on the right path ESPs only offering one or a few services are going to be left behind by the other agencies who can offer a one-stop-shop approach for their clients Generalist specialists Employees at generalist marketing agencies and ESPs that are trained in several areas of marketing are able to accomplish a lot more and a lot faster Teams that are well-rounded will have an easier time working to put strategy in place and managing it over time Measure New Metrics Across channels, the holistic agency will have to track new metrics like content reach, traffic, search rankings, social media shares, link-backs, and or leads/sales Source: Optify 12

Email marketing social media The emergence of social media has transformed the way people communicate online, and particularly how companies market their products and services to their target audience Businesses use social media in their email marketing campaigns because social media has the capacity to reach a large audience very quickly, providing an opportunity for a company to share content, increase their online following and enhance their brand credibility Social media complements email marketing because it provides additional channels for sharing information and engaging readers Facebook Facebook Twitter Linkedin Twitter YouTube Linkedin YouTube Sharethis Sharethis Digg Digg Myspace Myspace Foursquare Yelp Other Other How are marketers currently integrating social media? How are marketers currently integrating social media? 91% 84% 91% 48% 84% 34% 48% 34% 15% 15% 13% 13% 12% 12% 4% 3% 10% 10% 0% 20% 40% 60% 80% 100% 0% 20% 40% 60% 80% 100% Objectives for integrating email and social media Use email to promote presence on Twitter, Facebook and other social channels Enable recipients to share email content with their social networks Use email to launch a referral/viral marketing campaign in social media Integrate user-generated content/reviews into email marketing campaigns Leverage agency services to build an integrated social media program Other 5% 17% 35% 48% 63% 71% 0% 20% 40% 60% 80% Source: http://www.marketingprofs.com http://wsiwebvision.com/ 13

Email marketing effectiveness social media Change in results from combining social media marketing with email marketing according to email and online marketers in North America (June 2010) Social media sites that produced the best email marketing results according to email and online marketers in North America (June 2010) Signif icantly better Facebook 28% 80% Twitter 10% 71% 29% 21% Somewhat better Linkedin 8% 48% 6% 11% 33% Neutral Not any better Youtube Company's blog Company's online community 8% 6% 4% 20% 38% 43% Note: in the past year, respondents were asked if you used social media together with email marketing to get better results this last year, how much better were your results? Did not use SMM with email marketing / Not applicable Other 5% 33% Don't know 3% 0% 20% 40% 60% 80% 100% Used Produced best result More than half of email and online marketers (53%) said that combining social media marketing with email marketing generated either significantly better or somewhat better results Facebook and Twitter were the most commonly used sites in integrated email-social campaigns, and Facebook integration produced the best results. Source: http://www.emarketer.com/ 14

Email marketing mobile Over the course of 2011, the number of smart phones sold became larger than PCs sold The amount of customers reading their email on mobile device is increasing too It is crucial to the success of your campaign that the email content is suited for both PCs and mobile reading Mobile email will account for 10 to 50% of email opens, depending on your target audience, product and email type. ESPs are developing mobile apps to manage and track mobile campaigns Simultaneously, campaigns are tailored to be mutually suitable for PC and mobile ESPs start to automatically display campaigns in a mobile friendly way when viewed in a mobile browser Mobile Commerce How did you receive the message(s) that led to the purchase? Email 56% Text Message 41% Facebook Shopping related app (ebay, 32% 35% Twitter Telephone Location-Based Social Networking Non-Shopping related application 20% 18% 15% 11% 0% 10% 20% 30% 40% 50% 60% Source: http://www.emailmonday.com http://www.electriceasel.com/ 15

Changing Market targeting and analytics Targeted Emails Email marketing becomes more focused. Specific messages are sent to specific groups. Email badges become smaller, and frequency of email sent goes up (both per sub group as well as a total, as a campaign is targeted differently to multiple groups) Analytics emails Email marketers are investing in analytics as part of a larger focus on customer relationship management (CRM) and customer intelligence Only 13% of consumers say that the ads they see are relevant to their wants and needs, and even fewer find direct mail and email marketing relevant With increasing importance of delivering the right message to the right person at the right time, a larger portion of the email marketing budget will be spend on analytics over the next years Also, with the increase of the amount of email sent, spend on delivery expenses also increases relatively faster than spend on creation and integration million What is the email marketing budget spend on 2.000 1.800 1.600 1.400 1.200 1.000 800 600 400 200 0 2011 2012 2013 2014 2015 2016 Creative Integration Analytics Delivery Source: Interactive marketing forecast 2011 to 2016 Forrester The intelligent approach to customer intelligence 2009 - Forrester 16

Dutch email marketing market The Netherlands In The Netherlands, the total spent on email marketing campaigns during 2011 was 177 mio. Driven by the highest ROI among online marketing instruments, the email marketing market in the Netherlands is expected to increase to 360 mio in 2016 (CAGR of 15.3%) The growth of the email marketing market will outperform the expectations for the online marketing spend as a whole. Whereas the total spend on online marketing amounts 1.1 bn in 2011, it is expected to grow 10.2% annually to 1.7bn in 2016 The Netherlands are one of the leading European countries on online advertising. Dutch companies are the fifth largest spenders on online advertising in Europe Email 400 350 300 250 200 150 100 50 0 CAGR 10,2% CAGR 15,3% 2011 2012 2013 2014 2015 2016 1.800 1.600 1.400 1.200 1.000 800 600 400 200 0 online marketing 6.000 5.000 4.000 3.000 2.000 1.000 0 Total online ad spend ( m) email marketing spend online marketing spend Source: PWC Entertainment & Media Outlook 2012-2016 Adex 2011 Online advertising in Europe Net Marketing Will Take 18% Of Budget By 2012 Forrester Deloitte & IAB 17

Future role of email marketing Email marketing is one of the dominant marketing instruments in the mix, and will remain to be so 97% of marketers are using or planning to use email marketing this year The use of email marketing is growing, and is expected to see an 11% CAGR (globally) over the next five years Reasons for increasing use of email marketing: A current email renaissance Turn on more and smarter programs to boost sluggish sales; Shift money to email from direct mail; and Improve email effectiveness by linking it to other channels like search or user-generated ratings and reviews Growth in marketing due to the social inbox Further decline in email marketing costs although already low, budget-strapped companies will rely more on email Source: Interactive marketing forecast 2011 to 2016 Forrester Eloqua 18

Dutch email marketing landscape Software Development Lead Generation Email Service Providers 19

M&A Activity

M&A (i) A selection of recent interesting deals in the email marketing market are: Date Acquirer Country Target Country Pre-deal Pre-deal Pre-deal Sales EBIT Revenue EBITDA EBIT Multiple Multiple Pending ORACLE INC. US ELOQUA INC. US 55,1-3,9-2,5 12,0 n.s. Oct-12 EXACTTARGET INC. US IGODIGITAL LLC US 1,8 n.a. n.a. 9,2 n.a. Oct-12 EXACTTARGET INC. US PARDOT LLC US n.a. n.a. n.a. n.a. n.a. Oct-12 IZURIUM CAPITAL ADVISERS EUROPE LLP GB EMAILVISION HOLDINGS LTD GB 66,9-11,6-23,3 0,3 n.a. Sep-12 EMAILVISION HOLDINGS LTD GB PREDICTIVE INTENT LTD GB n.a. n.a. n.a. n.a. n.a. Aug-12 IPO ELOQUA INC. US 58,3 n.a. n.a. 1,5 n.a. Jun-12 CONSTANT CONTACT INC. US SINGLEPLATFORM CORPORATION US n.a. n.a. n.a. n.a. * n.a. Jun-12 TERADATA CORPORATION US ECIRCLE GMBH DE 22,0 0,9-0,3 n.a. n.a. May-12 TWITTER INC. US RESTENGINE LLC US n.a. n.a. n.a. n.a. n.a. Apr-12 MARKETO INC. US CROWD FACTORY INC. US n.a. n.a. n.a. n.a. n.a. Mar-12 IPO EXACTTARGET INC. US 157,0 n.a. n.a. 0,8 n.a. Feb-12 VOCUS INC. US ICONTACT CORPORATION US 37,0 n.a. -4,6 3,4 n.s. Jan-12 CONSTANT CONTACT INC. US CARDSTAR INC. US n.a. n.a. n.a. n.a. n.a. Dec-11 VERTICALRESPONSE INC. US ROOST INC. US 0,9 n.a. n.a. n.a. n.a. Dec-11 STERLING INFOSYSTEMS INC. US ACXIOM INFORMATION SECURITY SYSTEMS INC. US n.a. n.a. n.a. n.a. n.a. Nov-11 BATTERY MANAGEMENT CORPORATION US MARKETO INC. US 17,7 n.a. n.a. 2,1 n.a. Sep-11 EXACTTARGET INC. US FRONTIER DIGITAL BR n.a. n.a. n.a. n.a. n.a. Aug-11 HUBSPOT INC. US ONEFORTY INC. US n.a. n.a. n.a. n.a. n.a. Jun-11 HUBSPOT INC. US PERFORMABLE US 74,0 n.a. n.a. n.a. n.a. Jun-11 LYRIS INC. US COGENT ONLINE PTY LTD AU n.a. n.a. n.a. n.a. n.a. Jun-11 EMAILVISION HOLDINGS LTD GB SMARTFOCUS GROUP PLC GB 16,3 2,2 1,1 1,8 25,8 Feb-11 CONSTANT CONTACT INC. US BANTAM NETWORKS LLC'S ASSETS US n.a. n.a. n.a. n.a. n.a. Source: Zephyr BlueMind 21

M&A (ii) Date Acquirer Country Target Country Pre-deal Pre-deal Pre-deal Sales EBIT Revenue EBITDA EBIT Multiple Multiple Jan-11 TERADATA CORPORATION US APRIMO INC. US 59,8 n.a. 2,4 6,5 164,8 Aug-10 EXACTTARGET INC. US MPATH GLOBAL AU n.a. n.a. n.a. n.a. n.a. Jul-10 STRONGMAIL SYSTEMS INC. US CONVERSA MARKETING LLC US n.a. n.a. n.a. n.a. n.a. Jul-10 RESPONSYS INC. US ESERVICES GROUP PTY LTD AU n.a. n.a. n.a. n.a. n.a. May-10 CONSTANT CONTACT INC. US NUTSHELLMAIL US n.a. n.a. n.a. n.a. n.a. May-10 LYRIS INC. US INTAFACE MARKETING AR n.a. n.a. n.a. n.a. n.a. Mar-10 EXACTTARGET INC. US COTWEET INC. US n.a. n.a. n.a. n.a. n.a. Feb-10 TA ASSOCIATES US ECIRCLE GMBH DE 18,6 5,0 4,6 n.a. n.a. Dec-09 STRONGMAIL SYSTEMS INC. US EMAIL ADVISOR LLC, THE US n.a. n.a. n.a. n.a. n.a. Dec-09 VIRID INTERATIVIDADE DIGITAL LTDA BR ZARTANA MARKETING DIRETO BR n.a. n.a. n.a. n.a. n.a. Nov-09 TCMI INC. US EXACTTARGET INC. US 18,2 n.a. n.a. 2,6 n.a. Sep-09 ACXIOM CORPORATION US DIRECT MARKETING SERVICES UAE n.a. n.a. n.a. n.a. n.a. Sep-09 EXACTTARGET INC. US KEYMAIL MARKETING LTD GB n.a. n.a. n.a. n.a. n.a. Jun-09 STRONGMAIL SYSTEMS INC. US POPULARMEDIA INC. US n.a. n.a. n.a. n.a. n.a. May-09 LYRIS INC. US FACULTAS LTD GB n.a. n.a. n.a. n.a. n.a. May-09 BATTERY MANAGEMENT CORPORATION US EXACTTARGET INC. US 20,4 n.a. n.a. 2,6 n.a. Mar-09 E-MARK SOLUTIONS BV NL OSWALD & RUBY BV NL n.a. n.a. n.a. n.a. n.a. * Jan-09 WEST END VENTURES PLC GB DOTMAILER LTD GB 3,1 1,0 0,9 2,6 8,9 Jan-09 ONLINE MARKETING GROUP BV NL MAILMEDIA BV NL 5,0 n.a. n.a. n.a. n.a. Oct-08 SELLIGENT SA BE OPTIZEN BE 2,6 1,7 1,7 n.a. n.a. Jun-08 PROTUS IP SOLUTIONS INC. CA GOT CORPORATION CA 4,1 n.a. n.a. n.a. n.a. Sep-06 BAY PARTNERS LLC US ELOQUA CORPORATION CA 19,5 n.a. n.a. 0,5 n.a. Average 3,5 66,5 Median 2,6 25,8 N 13 3 Source: Zephyr BlueMind 22

Growth Potential The email marketing market is expected to grow further: Foreign investors The M&A activity within the email marketing market has been an Anglo Saxon play mostly. These players have been looking into expanding to Europe, by opening up local branches. Meanwhile, a number of these foreposts have been closed, and it is expected that globally active, acquisitive email marketing companies will re-enter Europe by acquiring local companies for their expertise, clients and network Domestic market A number of markets show a high number of fragmented players in the email marketing field. Consolidation activity in the market is expected Strategic Partnerships A number of companies have developed specialized technology that enables its clients to target consumers in specialized ways. We foresee companies forming partnerships over these technologies Dutch Market The market in the Netherlands is characterised by many, relatively small, players. There is no single market leader. There has been a price war, initiated by big international players that entered the Dutch market. We expect a shake-out that causes small players to be liquidated, and several M&A transaction in the near future Source: BlueMind 23

Company Profiles

Ematters Company www.ematters.nl Location: Amsterdam, Netherlands Management: Wouter Theijsmeijer, Ruben Niet Sector and activities Status and Situation Ematters started as an email marketing agency, intending to become one of the top players in email marketing After becoming the top 3 email marketing agency in several annual lists, Ematters developed additional services to anticipate to the cross-channel development in the market Ematters intention is to become number 1 digital marketing company Wouter is chairman of the DDMA search committee Financials Ematters is a full service Digital Marketing agency The company started as an email marketing agency and a reseller of email marketing software, later developed to digital marketing agency, offering several services Today, the company offers services in email marketing, search, and display advertising Ematters uses email marketing SW of Tripolis Turnover EBIT 2012 2 m na Employees 20 * Figures estimated by BlueMind Corporate Finance 25

Measuremail Company www.measuremail.com Location: Dordrecht, Netherlands Management: Martijn Groeneweg, Ronald Dubbeldam Status and Situation Measuremail has invested heavily in updating its email software over the last years The founders of Measuremail have developed a new SW tool ( MailMerk ) that identifies unauthorized emails sent from clients accounts (i.e. phishing mails etc) SW is operated in separate entity Shareholders would consider sale of the company Sector and activities Financials mail is a full services email service provider (ESP), active in the Netherlands and Belgium Measuremail has developed proprietary SW for its email services The company offers 3 products: Measuremail 7 Campaign Cloud Delivery Service (Relaying) Specialties: integration (a.o. KANA and Magento, advanced API available ) and deliverability Measuremail handles relatively many transactional emails for its clients These are typically complicated email processes that differ widely in follow up actions Measuremail aims at servicing entire email processes for its clients In addition to its products, Measuremail provides consultancy services to its clients 2012 Turnover 2 m EBIT na Employees 18 * Figures estimated by BlueMind Corporate Finance 26

Online Marketing Group Company www.omg.nl Location: Utrecht, Netherlands Management: Edwin Basten, Marcel Misdorp Sector and activities OMG is an Online Direct Media bureau, that focuses on lead generation and maintaining high-value relations with clients and customers OMG provides its clients with high-value consumer email addresses, which enables them to send highly targeted emails The company has collected a large email addresses database (3-step opt-in) with rich demographic details to every entry Clients are able to target specific groups of leads through OMGs database B2B: CPM > 100,- B2C: CPM > 500,- Status and Situation OMG is focusing on traditional retail clients to increase the use of email marketing in their mix The company has developed a specialized tool (MailMaps) that enables local retailers to target only customers that are in the same geographic area Provides a channel next to the traditional door-to-door leaflets Potential marketsize of 1b The company considers making a move into the French market Financials Turnover EBIT Employees 30 2012 7 m * Figures estimated by BlueMind Corporate Finance na 27

ecircle Company www.ecircle.nl Location: Utrecht, Netherlands (HQ: Munchen, Germany) Management: Volker Viewer (Germany) Status and Situation Founded in 1999 in Germany Acquired by Teradata, global leader in Integrated Marketing Management (IMM) software ecircle is active in Germany, France, Italy, Spain, Netherlands, Denmark, Finland, Sweden, Poland and the US The company is about to become the largest European player in the field ecircle is considering expanding through acquisitions Sector and activities Financials ecircle is a full-service digital marketing solutions provider and a provider of email marketing solutions Developing email marketing software Mail marketing services, including Consulting services Email Audit Turnover EBIT 2011 40 m na ecircle is member of DDMA (Dutch Dialogue Marketing Association) and holds several pan-european certificates and memberships ecircle typically focuses on the largest customers in the market Employees 400 28

E-mark Company www.e-mark.nl Location: Haarlem, Netherlands Management: Ubbo Maagdenberg, Eric Verhage Status and Situation Ubbo founded E-mark in 1999 In 2008, he sold the company After developing specialized database software tools, Ubbo needed a company that could handle volume for this tool. Recently, ESP Zoomio was acquired E-mark is owned by TTP Capital (PE) TTP Capital & E-mark would consider acquisitions / strategic alliances in email marketing Sector and activities Financials E-mark is primarily a SW developer for email marketing In addition, E-mark provides services in the field of email marketing. Services include advisory and consultancy. The company is essentially a SW manufacturer that distributes to the product to its clients Currently the company is working on a switch to service based income model, into performance based Turnover EBIT 2012 4,0 m n.a. Employees 25 * Figures estimated by BlueMind Corporate Finance 29

DM Interface Company www. dm-interface.nl Location: Almere, Netherlands Management: Wiebe Barkey, Johan de Nooij, Pieter Stroop Sector and activities DM Interface is a cross media solutions bureau, focusing on communication automation. DM Interface is the first Dutch certified Selligent service provider, is ISO 9001 certified, partners with RPost, Xerox, Emtex, and is revolutionising communication in the financial world with the digitalisation of policies and pension statements through mobile, apps and epdf s. DM Interface current specialty is handling complex, multi-item (e)mailings to subgroups of clients, including mail, mail for mobile, print, sms, epdf s and Apps with a core competence of marketing automation. Customers are typically Blue Chip companies, with a stronghold in the insurance and pension sector (Achmea, PGGM), the automotive sector (Mercedes-Benz), and mobile, with the Royal Dutch telecom provider KPN. Status and Situation DM Interface has shifted it s business model from a straightforward email- and print service provider towards full marketing automation projects including reusable software building blocks. Also. Many Selligent-customers use DM Interface for consultancy and services. The automation of complex campaigns, including interfacing with client systems, plus the execution of all output, provides a lock-in for further growth with these companies. The company, has grown the past years with an average of 25%+ and is now the country s leading communication automation and crossmedia bureau. Financials Turnover 2012 6 m EBIT 20% Employees 40 * Figures estimated by BlueMind Corporate Finance 30

Tripolis Solutions Company www.tripolis.com Location: Amsterdam, Netherlands Management: Joost Nienhuis, Bas Kuntz Status and Situation Founded in 1999 Offices in the Netherlands, Germany, Spain, Turkey, Central America,Chili, Argentina, Hong Kong, Singapore and Shanghai ISO 9001:2008 and ISO/IEC 27001:2005 certified Tripolis is market leader in email volume sent via their platform in the Benelux Sector and activities Financials Tripolis is a technology developer in email marketing software The company develops software that enables third parties to design, run, measure and evaluate email marketing campaigns Tripolis not only develops the email marketing software, but also logistically handles email traffic over their platform for their clients Email marketing SW is sold to third parties via partners, either VAR or Full Service Partners Users pay via a yearly license, and in addition CPM based on fair use Tripolis globally innovative product is Dynamic Mail, a solution that fills in email frames at the moment it is opened, allowing to present the latest information, tweets, offers etc depending on the device (including app store) and geo location the email is opened Tripolis operates from 3 Hubs on the European, Latin America and South East Asia continent. Future roll out plans include Russia In addition, Tripolis has a branch in China, overcoming potential barrier issues 2012 Turnover 3.5 m EBIT ~20% Employees 40 * Figures estimated by BlueMind Corporate Finance 31