how salesforce.com uses salesforce to manage marketing campaigns
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How Salesforce.com Uses Salesforce to Manage Marketing CampaignsMarketing Professionals
Micheline Nijmeh, Sr. Director Integrated Campaigns, salesforce.com
Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breachof our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Agenda
Introduction
Campaign Strategy
Audience Segmentation
Campaign Set up
Execution
Measurement
Traditional marketing modelPipeline focused
Salesforce MarketingCustomer-Centric Driven
WebsiteEvents
Demand generationLead management
ReferencesBloggers
Twitter/FacebookPress
AnalystsLaunch eventsAdvertising
Salesforce communitiesSalesforce Ideas & Blogs
Twitter/Facebook
Salesforce @ Salesforce Marketing Salesforce CRM is used throughout the process
PR/ARManagement
CampaignManagement,
Workflow ManagementBudgeting
CommunityManagement
End-to-End Campaign ManagementCentrally Manage Campaigns Across Channels
Marketing Funnel
Web
Search
Offline
Events
Budget
Creative
Improved Visibility & Effectiveness
Case Study:Lotus Notes Replacement Campaign
The ApproachDevelop Strategy
Director, VP of IT (and above) Large enterprise accounts
Regions: EMEA, JP, AMER, APAC
Target Audience:Market Opportunity
• Huge legacy installed base
• Big compelling event- IBM de-supporting 7.x on April 30,
2011
• Most customers are retiring Notes
“Market activity trends indicate that a significant number of customers –more than currently active Notes 7.x customers – have already decided to go off maintenance.”
TechTarget, August 2009
The ApproachBuild Go-to-Market Plan
Website• Landing Pages• Customer Login
Page• Home page
promos
Online• Social Media• Keywords• Display Ads• Webcasts
PR/AR• Media releases• Briefings• Industry events
Collateral• Video• Email• Editorial
Calendar• Social Objects
Sales Enablement• Scripts• Qualification
Questions• First Call Decks
Customers• Customer reference
Videos, quotes
• Budget• Positioning• Offer
The Approach:Budget Management
Campaigns SetupCentral Location for Campaign Details
Lead Source / Offer Type
Parent Campaign
Media Costs
Direction for Sales. follow-up
Summary info
Qualification questions
Next Steps
Email template
Marketing Request AppAssign and manage editorial, design and web projects
Web promotions Marketing collateral E-mail production & execution Design request Database list segmentation Web content Translation Social Media Editorial Calendar
Create a Campaign Chatter GroupCentral location for Campaign Information
Closed Loop Marketing
Landing Page/ Response Capture
OpportunityCreation
QualificationResponseCapture
Web
Search
Offline
Events
Inbound Sales
Outbound Sales
Marketing Nurture
Existing ContactExisting
LeadNew Lead
Web code: Do we know you?
Lead Follow-Up Process
24 Hour Turn-Around policy
Lead Statuses:
– Open Working Archived or Converted
Minimum of 2 Responses(E-Mail and Phone) prior to Archiving
Once Archived, the Lead continues to be touched through the House List drip campaign
Campaign Performance ManagementMarketing and Sales Dashboards
Marketing Metrics:– Responses by channel– Leads Generated– Leads Converted– Pipeline Created– Share of Conversation– Sentiment
Sales Metrics:– Opportunities Created– Opportunities Closed– Top Sales Reps– Top Account Executives
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