Outreach Best Practices Deck

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Your Guide for Getting Reviews

CONFIDENTIAL 10 reviews 50 reviews The Basics Your product needs You’ll see incremental improvement in your Satisfaction (X-axis) and Market Presence (Y-axis) with each review. Bottom Line: The more reviews, the better! Check out our Grid Scoring Methodology here in a category to be listed on the Grid comparison, to be included in the Grid report for that category, and be eligible to earn badges. to see exceptional growth in traffic to your page and leads (our data shows another large jump at 100 reviews).

CONFIDENTIAL Outreach Best Practices ● Reviews resulting from a campaign you run will be denoted as being sourced “Direct from vendor” on our site. This is the categorization we must apply when a vendor does its own outreach so that site visitors know a particular review resulted from the vendor’s own efforts. ● You should be reaching out to your entire customer base. Our Community Guidelines state that we reserve the right to remove reviews if we find evidence that a vendor solicited only positive reviews. ● Communications such as a review campaign are subject to FTC regulations, so you will need to bear those in mind should you run your own campaign. ● If you choose to have G2 run your campaign, contact your customer success manager to get started. G2 will gladly run a review campaign on your behalf . All we need is a list of your customers (first names and email addresses) and we will send out the requests for reviews, with no additional work required from your team. If you’d prefer to run your own campaign, please keep in mind: DO THIS Use an email verification tool to assess the health of your customer emails. It’s important to make sure to remove old email addresses to avoid high bounce rates when you launch the review campaign.

CONFIDENTIAL G2-Managed Review Campaign Email Templates The templates we use when running review campaigns for vendors. Outreach Best Practices

CONFIDENTIAL FIRST EMAIL: “Review PRODUCT, get a $25 Amazon card!” Outreach Best Practices

CONFIDENTIAL SECOND EMAIL: “RE: Looking for your feedback on PRODUCT” Outreach Best Practices

CONFIDENTIAL THIRD EMAIL: “Last chance to get a $25 Amazon card!” Outreach Best Practices

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Running Your Own Review Campaign

CONFIDENTIAL Step 1: Prep your customer list Target a wide base of your customers (different industries and company sizes, older and newer customers, etc.) to get the best representative sample. Outreach Best Practices If you choose to run your own campaign, here’s a step ‑ by-step guide to running a successful review campaign Confirm that your target customers have complete LinkedIn profiles (with photos, connections, and a current employer listed). This increases the credibility and trustworthiness of the reviews. Don’t target only your best customers to reach out to. Having only glowing, 5-star reviews actually makes you look less credible; serious buyers want to see balanced, authentic insights to help guide their decisions. DO THIS Create a spreadsheet with contacts’ first name, last name, and email address; use this for tracking completed reviews later.

CONFIDENTIAL Outreach Best Practices Hi NAME, Thanks for being a customer of PRODUCT. Because we value authentic feedback on our product and service from customers like you, would you be willing to write a short review of PRODUCT on G2? G2 is an independent review site where over one million professionals like you are sharing their opinions on the software they use. It’s similar to Glassdoor, TripAdvisor, etc., but for the software and apps people use at work. To say thank you for taking the time to share your feedback, G2 is offering a $25 Amazon.com gift card to the first 20 PRODUCT users who complete a review. The gift card is from G2, and your eligibility to receive it is in no way conditioned on the content of your review. You can submit your review here (LINK to landing page). It takes just a few minutes, and you’ll need to sign in with your LinkedIn account so G2 can validate your identity. Let us know if you have any questions, and thanks in advance for your constructive feedback! DO THIS Draft and send your first email. Step 2: Craft your email(s) Your email should contain: A link to your landing page. We provide you with a custom landing page featuring your existing reviews and a link that goes straight to your review form, streamlining the review process for your customers. A thank-you offer. We’ve found that offering a small reward motivates users to write reviews. The rewards provided through your contract with G2 should be offered as a thank you for the reviewer taking the time to share their authentic feedback, not as an incentive for writing a positive review. See our Community Guidelines for more. If you aren’t offering a reward, setting a deadline for when reviews must be submitted will help create a sense of urgency and drive higher response rates. A method of confirmation. If you want to track which customers submitted reviews, include instructions for your customers to let you know that they completed a review.

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices If you’d prefer to run your own campaign, please keep in mind: Subject Lines: ● Email 1: Review [Product], get a $25 Amazon card ● Email 2: Re: Looking for feedback on [Product] ● Email 3: Last chance - Review [Product], get $25 Amazon card When to Send? ● Do not send on Mondays. (if you really really need to, make it for the afternoon) ● For Tuesday through Thursday, send between 1pm-4pm ● For Friday, send mid-morning ● Try to vary your times (ex. 3pm, 11am, 1pm for a full campaign) MON TUE WED THU FRI Week 1 1st email 2nd email Week 2 3rd email DON’T DO THIS Don’t send your emails out on Mondays !

CONFIDENTIAL Outreach Best Practices Step 3: Follow up with up to 2 reminders 2x We recommend sending up to 2 reminders after your initial email. People’s inboxes are so full that it’s easy for a single email to fall through the cracks; sending multiple gentle reminders increases the odds that at least one of your messages will get opened. Leverage Your Email Marketing or Marketing Automation tool: Using your own email marketing or marketing automation tool will allow you to see who clicked and opened each email send. You can also track bounce rates to and remove any contacts who unsubscribe. We see the highest conversion rates from the first email we send, followed by email two and then three. If you’re hitting your review targets after just one or two emails, you can adjust accordingly and omit sends if needed. Q A Hi NAME, Just wanted to remind you that we’d still like to hear your feedback on PRODUCT – do you have a few minutes today to submit a review on G2? Don’t forget, the first 20 reviewers will earn a $25 Amazon.com gift card. The gift card is from G2, and your eligibility to receive it is in no way conditioned on the content of your review. You can submit your review here (LINK to landing page). It takes just a few minutes, and you’ll need to sign in with your LinkedIn account so G2 can validate your identity. Thanks! We recommend allowing for 2-3 days between each reminder email When should you send the follow-ups? DO THIS Draft and schedule up to 2 reminders (in your email marketing tool or in your calendar).

CONFIDENTIAL Hi Robin, Thanks for sharing your feedback on PRODUCT with a review on G2! We really appreciate you taking the time to let us know what we are doing right and what we can improve on. Thanks! Outreach Best Practices DO THIS Use your customer spreadsheet to track reviews as customers report them as complete. Step 4: Track campaign performance & thank reviewers ● Monitor your reviews to see what your customers are saying in an independent, open forum; reviews are a great source of authentic feedback on your product/service. ● As the vendor, you have the option to comment on reviews to address any points made; just make sure to clearly identify yourself as an employee and be helpful and respectful. ● Track the reviews that come in on a spreadsheet and distribute rewards along with a thank-you message.

CONFIDENTIAL Vendor-Run Review Campaign Examples Email examples from vendors who ran their own review campaigns. Outreach Best Practices

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Example 1 - Highfive Hi [[First Name]], We’re so excited that we are partnered together and we want to thank you for your support of [[Product Name]]. Because we value authentic feedback on our product and service from our customers, would you be willing to write a short review of [[Product Name]] on G2? G2 is an independent review site similar to Glassdoor and Yelp, but for the software people use at work. To say thank you for taking the time to share your feedback, G2 is offering $25 Amazon gift card to the first 20 [[Product Name]] users who complete a review using this link. It takes just a few minutes, and you’ll need to sign in with your LinkedIn account to validate your identity. Please feel free to share with other members on your team if you think they would like to leave comments and receive a $25 gift card as well. Review [[Product Name]] Let me know if you have any questions, and thanks in advance for your feedback! Cheers! [[Marketing Person]] VENDOR RUN REVIEW CAMPAIGN EXAMPLES

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Example 2 - UltraEdit It’s no secret that we here at [[Company Name]] value our users’ feedback. And to show our appreciation, we’re partnering with G2 to give away a $25 Amazon gift card to the first 20 users who publish a review of [[Product]] on G2, one of the best tech review platforms out there. How can you leave a review? It’s simple: 1) Log into G2 using your LinkedIn account. 2) Be one of the first 20 users to leave a [[Product]] review. 3) After verification, G2 will send you a $25 Amazon gift card! That’s it! All it takes is a rating and a short comment to make yourself eligible to win a $25 Amazon gift card. [Leave a review] *Note: If you’re in a country other than the USA, UK, Canada, Italy Germany, Spain, or France, you will receive a Visa gift card instead. VENDOR RUN REVIEW CAMPAIGN EXAMPLES

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Example 3 - eFrontPro Dear [[Name]], If you love [[Product Name]]], now is the time to prove it! We’d like to ask you to head on over to G2, one of the best business software review and comparison platforms out there, and leave us a review. As a thank you, you will receive a $25 Amazon Gift Card for your published review directly from G2. The process is simple: log in to G2 with your LinkedIn account and be one of the first 20 people to write a review for [[Product Name]]. G2 will send you an Amazon Gift Card for $25 (or equivalent). If you’re in a country other than the US, UK, Canada, Germany, or Spain, you will receive a VISA gift card for the same amount. [Write a Review] VENDOR RUN REVIEW CAMPAIGN EXAMPLES

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Additional Ways to Gather Reviews

CONFIDENTIAL Brian H. @brianh Follow The search for #B2Bsolutions is made easier with #B2Breviews. Write your review of [PRODUCT] on G2 here: [link to custom landing page/G2 profile] Cindy W. @cindyw Follow We’re collecting reviews! If you use [PRODUCT], share your experience and write a review on G2: [link to custom landing page/G2 profile] Outreach Best Practices Ask for Reviews on Social! Tim W. @timw Follow If you use [PRODUCT], we want to hear from you! Share your thoughts with peers by writing a review on G2: [link to custom landing page/G2 profile]

CONFIDENTIAL CONFIDENTIAL Outreach Best Practices Plan Internal Company Competitions Create an Internal Competition to See Who Can Bring in the Most Reviews A friendly competition between teams within teams is a great way to gather reviews. Give a prize to the winner at the end of each month, quarter, or half. This can be a fun way to get your team involved and increase your reviews on G2.

CONFIDENTIAL Outreach Best Practices Set Up Challenges in Influitive to Encourage Customer to Write Reviews G2 has an Influitive integration. You can use this documentation to set up the initial integration. Once configured, make sure you connect to G2 when creating a challenge by adding the API stage .

CONFIDENTIAL Thank You