:

a story of
growth and opportunity


May 20th, 2013
Business done right:
5 year CAGR at ~ 26%
International revenue growth at 100% annual clip
98% customer retention*
Quality certification / supplier certification /
supplier KPI / customer scorecards
Outstanding leadership
Comprehensive website / social media efforts
IP technology


*excluding Q1 2013 key client loss
Current Growth / Marketing Strategy: Organic
enterprise growth focus
Sales approach via account executive model
International expansion via acquisitions


Q: What about future acquisitions? Domestic and Intl?
A: Opportunities for not just print service
acquisitions but
Expansion offerings in complementary businesses with
potentially higher profit margins (ex: SaaS)
Focus on growth of higher profit margin offerings (ex:
eStores, creative services, other?)



Q: Market presence? Physical and online? PR, ads, trade shows,
social media, blogs, etc
A: Where do we advertise? Any non-traditional PR?
Any programs trolling web for commentary on INWK?
A: Trade shows consider content and inbound marketing
conventions
Why not at PSDA last week?
Other convention ideas for H2 2013: DMA 2013, Inbound,
Content Marketing World
A: Social media no presence in at least 3 months! why? Great
opportunity to expand brand ubiquity
Need to use key firm advantages to expand reach exs: data-driven
marketing, customer acquisitions, outsourcing benefits, ROI via
mailers, ecommerce initiatives, etc. not JUST print!
Presence on Twitter: 2 handles, streamline to 1
Facebook, LinkedIn: presence but not active usage
Vimeo, Tumbler: started in Sept 2012, 7+ months since used
Q: Any channel or target segment delineation?
A: Good potential with enterprise vs. mid-market tiered
structurehow do we reach them now?

INWK.com has different page treatment no enterprise links
to blog or contact us, no testimonials why different?


InkChaser seems targeted at order-by-order / mid-market
and below customer base
Website has excellent content, needs UI update
SEO utilization to increase exposure to this segment?
IW WORKS
Iw-works.com is more Gen-Y friendly why not more
integrated with INWK.com?


Q: How does B2B company in a B2C world
differentiate?
A: Be THE B2C print /
communications experts for our clients
Plenty of print and outsourcing providers, but no
one standing alone as voice of print channel
Research, stats on reaching consumers / acquisitions,
ROI data
Great opportunity to partner with knowledge experts
academics, industry thought leaders, etc.
B2B pitch: move from behavior-driven providers
to needs-based providers



Q: Other product / service offerings to
expand revenue?
A: SAAS usage for PPM4 solution
opportunities




INWK: the competitive landscape



10K Listed Competitors
-What are they doing?
-How are their margins?
-How can we differentiate further?
2 years in red, 46%
shed in stock price
52% share price drop
since IPO, but turning
around rising P/E
Shows SAAS
opportunities
Weak web and social
presence; brand
confusion with
LogicSource
Mostly Euro presence
more staid corporate
approach
Appears as most direct competitor;
need to differentiate PPM4 beyond
OneMarket; younger / less established
INWK: customer retention / CRM
Customer retention impressive not much
better than 98%!
How are they incentivized to stay loyal?
Whats the CRM solution?
Customer scorecards is a great ideaothers in use?
On-site implementation / account managers relationship
ambassadors and should be empowered as such
Customer PPM4 UI and performance
reporting: key tools for customer communication
and retention
Ensure client satisfaction ratings stay high
Use customer base to parse out next BD ideas /
market demand research


INWK trading stopped, shares shed 25%
A painful lesson in revenue diversification
Top 10 clients ~ 30% of revenue
Focus for H2 2013
Generally narrow margin / somewhat
commoditized business: other options???
Any value to decrease operating costs with a
few key suppliers in increasing COGS %
concentration?







Revenue Growth ~ focus beyond enterprise growth:
Opportunities for higher net margin acquisition businesses
Concentration on top-line growth for current higher net margin
offerings
Out-of-the-box usages of current technology SaaS?
B2B strategy ~ from behavior / positions to needs driven
segmentation and targeting
Identify and hone pitch for differentiating INWK from the rest
B2C print channel expertise
Become THE voice for consumer reach, conversion, retention and
satisfaction
Re-focus on social media / ubiquitous brand presence
CRM ~ focus on satisfaction, feedback loop beyond customer
scorecards
Empower account execs as brand and relationship ambassadors