Welcome to the Insights Quarterly Newsletter! 
This past quarter witnessed one of the most enjoyable events in our company's history your PACnet 07 Annual Client Conference.  This year featured exciting presentations from industry experts, tactical presentations including peer-led best practices and Paciolan-led product roadmap and training sessions.  If you could not attend the event or wish to review the content, please head to your Community Portal for immediate viewing. 

Extra Priority Points Fuel a Huge Gain for Jayhawks' Football Season Ticket Sales
by James Kim, Paciolan

It was an uphill battle for the University of Kansas (KU) to repeat their last year's successful football season ticket sales. Unlike last season, the Jayhawks did not enter the new season at the heels of a big bowl game win. Compounding their struggles were loss of their key players and their powerhouse basketball program competing for their fans' mindshare. To overcome these challenges, KU came up with an innovative solution: extra priority points.

Innovative Incentives
KU offered the following incentives to drive their football ticket sales:

• 10 extra permanent points* per season ticket purchased (instead of the usual five)
• 10 extra permanent points* per Family Plan purchased
• No limits to points earned (instead of the usual 20 point limit)

* Priority points added to the fan’s Williams Fund account

This offer was made available online only for two weeks to help reduce the cost of sending and processing paper applications. To further increase the appeal of online orders, KU offered a $25 discount on order fees and an additional $10 discount if they paid via e.Check (saving significant amount of money on credit card fees).

To promote this offer, KU:

• Sent graphically rich emails to past single and season ticket buyers announcing the offer and reminding them as the deadline approached
• Placed prominent banners on their athletics’ website
• Circulated press releases

Big Win
With their high powered incentives, KU sold more than 11,500 season tickets including over 300 new season orders. Since Williams Fund membership was required for this promotion, their donation membership revenue also soared. Given their huge success, KU extended their special points offer for two days.

“Offering unlimited priority points was terrific in generating a large number of season ticket sales. Importantly, most of these tickets were sold online, reducing the huge burden for our box office staff. It was a perfect idea. There were no costs for these extra points and they served as a great incentive for our fans to use them for better season seating both for football and basketball,” said Charlette Blubaugh, Assistant AD of Ticket Operations.

Repeating Success
If you have not started on your football renewal campaign this season and you need assistance with your campaign ideas, please contact your Client Partner.

The Denver Center for the Performing Arts Leverages the Internet to Sell VIP Packages
by Craig Ricks, Paciolan

The Denver Center for the Performing Arts (DCPA) strives to offer their patrons the highest quality entertainment experience in the city. To deliver a truly premium experience, DCPA offers a series of VIP Evenings for patrons to enjoy an elegant dinner in the Donald R. Seawell Grand Ballroom followed by a show in the best seats in the house. With high demand performances such as Wicked and The Little Mermaid, DCPA sells up to 700 VIP packages per evening, creating a meaningful lift in revenues.

"We are always looking for ways to earn more revenue while providing a truly unforgettable experience. With a highly competitive entertainment market in Denver, we found that our VIP Evening packages differentiates us from other entertainment options and offer an experience that our patrons crave," states Jim Hipp, Assoc. Director of Information Services, DCPA.

The DCPA employs a strategy to offer all events online, and the VIP Evening Series is no exception. All VIP Evening Series events are available for purchase at www.denvercenter.org/vipevenings, driving up to 30% online adoption for high demand events. The DCPA marketing team heavily promotes these series with targeted email campaigns to their database as well as leveraging strategic partnerships with Black Tie Colorado and AllAboutDenver.com. By offering the packages online, the DCPA streamlines the process to buy tickets and make a donation through a single transaction. This enables both the box office and the development department to reduce phone calls by leveraging their Internet sales channel to automate the transaction.

By offering these VIP evenings, patrons gain access to the best seats in the house that might otherwise be unavailable, and enjoy an exquisite entertainment experience. With this powerful offering, the DCPA captures new ticket buyers and donors to up-sell season ticket packages and increase donor contributions.

The DCPA also generates incremental revenue by selling sponsorships for the VIP Evening Series. Fidelity contributed a significant amount of revenue to be the title sponsor for the VIP Evening Series for 2007. Additionally, DCPA sells co-sponsorships to the tune of $15,000 per VIP event. With an average of 10 VIP events per year, this program has contributed significantly to growing incremental revenue.

"At the end of the day this program is truly beneficial for everyone. Our patrons get to enjoy a premium experience, our sponsors get exposure to Denver's most affluent audience, and we generate more revenue through the bundling of the VIP package online. We are extremely pleased with the success of this program and look forward to growing it in the future," states Anita Edwards, Web Services Manager, DCPA.

Paciolan 2006 "Heroes Awards" Recap
by Shaw Taylor, Paciolan

During the closing luncheon of PACnet, we announced the inaugural class of the "Paciolan Heroes Awards." The Heroes awards recognize extraordinary client achievement through the use of Paciolan solutions in 2006. In each category, three finalists where nominated and a winner was named the Innovator of Year, the Rookie of the Year, and the Star of the Year.

The Innovator of the Year recognizes leading clients that implement groundbreaking programs and processes while leveraging Paciolan solutions to transform their business. This award placed 3 finalists; Boston College, the University of Hawaii and this year's winner, the University of Oklahoma for the successful launch of their Sooner Loyalty Program. This unique program showcases Oklahoma's innovative approach of engendering fan loyalty by tracking and rewarding attendance for 9 sports with data electronically captured via Access Management. Points are accumulated over a fan's lifetime and calculated into the current priority point system to allow fans another opportunity to obtain critical points. First year results have seen dramatic growth in attendance at a number of sports including wrestling and volleyball. Oklahoma has integrated online ticket transfers and the Ticket Marketplace to ensure ticket consumption and subsequently complement the attendance base component of its priority point system.

"The Sooner Loyalty Program dramatically redefines and strengthens our relationship with our fans from donors to students to the general public," stated Billy Ray Johnson, Assistant Athletics Director of Ticket Operations at the University of Oklahoma. "More people now attend our lower-demand events to have better access to the higher-demand events - a real win-win for all.

"The Rookie of the Year recognizes leading clients that leverage the full suite of Paciolan technology and quickly embrace the "venue enablement" model. This award placed 3 finalists; Roy Thomson Hall / Massey Hall, the Portland Trailblazers and this year's winner, the Rushmore Plaza Civic Center. Rushmore went live in January 2006 after implementing Paciolan's ticketing, access management, retail outlet point of sale, and email marketing products. Rushmore increased online ticket sales 50% after their first year of operation, successfully implemented event presales, optimized marketing promotional activities, and implemented promotional codes to offer incremental benefits to targeted fans. Additionally, their 'live' date coincided with their largest single event of the year, the Black Hills Stock Show and Rodeo, which spanned two weeks in January 2006. "We're excited about our success during our first year using Paciolan's products and services", said Vicki Koch, Business Manager at the Rushmore Plaza Civic Center. "We successfully sell the majority of our ticket inventory online, which enables us to build stronger relationships with our patrons.

"The Star of the Year recognizes leading clients that not only define the high watermark of online tickets sold, but also fully implement Paciolan products and best practices. This award placed 3 finalists; The New York Mets, Louisiana State University and this year's winner, PMI's Ticket Star. Ticket Star is a regional ticketing distributor in Wisconsin which offers services for local clients including the Resch Center. Ticket Star holds the Paciolan client record for most tickets sold online in a 15 minute period -- 12,255 tickets sold for their client, the Green Bay Packers. Ticket Star complements high-ticket volume with fully-implemented access management, 7 retail outlets, effective usage of email marketing and more. Additionally, the company reaps the benefit of offering promoters greater all-around flexibility with their concert and event management functionality and by providing sponsors with improved activation opportunities. "With the huge demand created by increasingly bigger names performing at our venues, we need to ensure that our ticketing infrastructure performs", said Brendan Bruss, Chief Administrative Office of PMI, owners of Ticket Star. "Paciolan repeatedly handles our event onsales without fault helping us to get our fans and promoters to return to Ticket Star again and again."

"Our pledge to this generation of winners and all of our customers is to provide them with the technical infrastructure that enables them to build solid relationships with their fans," said Jane Kleinberger, Chairman of Paciolan. "Our ultimate goal is to make every Paciolan client a "Paciolan Hero."

New t.Gen Enhancements Available for Museums, Zoos, Aquariums and Attractions
by Shaw Taylor, Paciolan

The new general admission release, v6.83 is now available for Museums, Zoos, Aquariums and attractions. This new release offers venues the tools to better serve members, generate incremental admission and donations, and attract new visitors.

"The launch of these enhancements represents our commitment to the market and allows us to support our clients that have shown us their loyalty for so long. We are extremely pleased to support this market for years to come with ongoing innovation and services," said Dave Butler, CEO, Paciolan.

Paciolan worked closely with a Client Advisory Team (CAT) who was instrumental in shaping the requirements and new features in the v6.83 release. We extend our sincere thanks to the members of this CAT team including; Sally Holt, American Museum of Natural History, Matt Murphy, Museum of Fine Arts Boston, Chuck Spleidt, National Aquarium in Baltimore and Kurt Koller, Pacific Science Center. By working closely with our client advisors, we were able to create the following list of enhancements that are now available:

• Member Admission Scanning
• Member Entitlement Tracking
• Online Member Pricing
• Online Membership Sales
• Online Miscellaneous Item Sales
• Membership Integrated with Fund Development
• PCI Compliance

*Please see below notes for a description of each enhancement

Member Admission Scanning

t.Gen Member Admission scanning takes advantage of the latest in wireless handheld technology to quickly speed your members through the admission process. Members no longer have to wait in line for tickets; they just show up at the point of admission to have their membership card scanned and their admission quantities recorded. The system verifies membership and benefit status in real time.

Member Entitlement Tracking

t.Gen Member Entitlement Tracking completely automates the process of issuing and tracking member benefits. Routine benefits (such as daily admission) and special entitlements (e.g., Exhibit Preview Events) can be configured and tracked by membership level. Member entitlement tracking is fully integrated with both online and back-office sales channels as well as Member Admission Scanning!

Online Member Pricing

e.Gen recognizes your most valued patrons online. Members will be able to securely access special member events or pricing online by entering their member number and password.

Online Membership Sales

e.Gen supports online membership sales completely integrated with the back office. Patrons purchase a membership online and get immediate access to online member benefits.

Online Miscellaneous Item Sales

In addition to single-event tickets, combination tickets, and memberships, e.Gen supports the sale of non-ticket items such as audio guides and exhibit guides. Now your patrons can purchase exhibit admission and a guide in a single online transaction completely integrated with the back office.

Membership Integrated with Fund Development

t.Gen is integrated with the latest releases of t.Fund and t.Patron. This makes available all of the latest features in those products including Membership Integration and online donation processing.

PCI Compliance

t.Gen and e.Gen are fully PCI compliant and integrated with the latest version of t.Credit. In addition to PCI compliance, the latest version of t.Credit provides a new lower cost high-speed credit card processing option.

Learning Center Series
by Ted Geiss Paciolan

As the second quarter of 2007 nears, the Learning Center Series will mark its first anniversary. Thank you for making this weekly event a success!

With your positive encouragement, the Learning Center Series continues to provide supplemental instruction to the various Paciolan products and most importantly access to Paciolan staff who help you better understand the ever growing functionality of our products.

Even if you cannot join the weekly Learning Center Series sessions, we are delighted to share with you the Learning Center Series Archives. The archives hold all of the past sessions. All you have to do is go to Paciolan Support On-Line (PSO) and click on the Learning Center Series Archives. Here, the archives have been re-designed to help you quickly find past sessions based on Paciolan products by category. Click on the category and then the topical title. At your finger tips, these pre-recorded online training sessions allow you to review important topics anytime at your leisure.

Here at Paciolan, we believe the Learning Center Series, the Learning Center Series Archives, and the expertise of our team, set us apart and continue to make you a success!

Over the next few months, we have innovative topics that are designed to help you get the most out of your Paciolan system. The topics were based on the feedback we received from you. And best of all, there is no cost to attend! To participate, simply click on the topic of interest and register online.