bowery capital - sales tools playbook v33 · sales enablement: align marketing and sales processes...

B/Bowery CapitalGuide To Startup Sales Tools

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Table Of Contents

2

Insightly 6

Nimble 7

Salesforce 8

SugarCRM 9

Zoho CRM 10

Eloqua 11

HubSpot 12

Infusionsoft 13

Marketo 14

Pardot 15

data.com 16

Hoovers 17

InsideView 18

Salesgenie 19

SalesLoft 20

ClearSlide 23

Conga 24

Contondo 25

Hub Planner 26

Seismic 27

Blue Jeans 28

GoToMeeting 29

join.me

!30

UberConference 31

WebEx 32

CallidusCloud 33

Rapportive 34

Refresh.io 35

ToutApp 36

Yesware 37

Constant Contact 40

MailChimp 41

Responsys 42

Sailthru 43

SendGrid 44

Buddy Media 45

Buffer 46

HootSuite 47

Sprout Social 48

TweetDeck 49

Contactually 50

desk.com 51

Freshdesk 52

nanoRep 53

Zendesk 54

Pre-Sales Sales Post-Sales Honorable Mentions

Betty 57Boomerang 58

Bronto 59

Calendly 60

Clicky 61

DocuSign 62

Glider 63

Google Analytics 64

iQuoteXpress 65

Mitro 66

Mixpanel 67

Okta 68

Optimizely 69

Proposal Software 70

Prospect Ace 71

Socedo 72

Speek 73

TimeTrade 74

Trello 75

Tweetbot 76

VisualizeROI 77

Xero 78

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Startup Sales Tools Are Best Understood By Their Roles In The Go-To-Market Process

3

Pre-Sales

Lead Management

CRM

Tools that help with market intel & lead generation / qualification

Sales

Communication Tools

Collateral Management

Tools that help with sales team collaboration, pitching, & closing

Post-Sales

Social Engagement

Email Marketing

Tools that help with customer engagement & retention

Sales Intelligence Sales Enablement Customer Service




I. Pre-Sales /


Pre-Sales Tools Overview

5

Salesforce

Insightly

HubSpot

Eloqua

InsideView

Hoovers

SugarCRM

Zoho CRM Pardot

data.com

Infusionsoft

Nimble

Salesgenie

SalesLoft

Marketo

CRM

Tools that help with managing customer relationships

Lead Management

Tools that help sales and marketing teams generate and track more leads

Sales Intelligence

Tools that help sales teams research potential clients





CRM: Insightly

6

Company Description

!!!!Founded: 2009 Employees: 11-50 Status: Privately Held Website: www.insightly.com

Insightly is a cloud-based CRM and project management service designed for SMBs. Its intuitive workflow, good help resources, and competitive subscription pricing make Insightly a great CRM pick for smaller businesses that don't need the dizzying array of offerings from the likes of Salesforce.com or don't have the IT support required by more enterprise-targeted and traditional solutions like Act!

Product Features & Pricing

Powerful Integration with Email: Insightly offers seamless integrations with all email clients. !Get a Macro or Micro View of Your Business: Insightly’s online CRM lets you look at your business any way you want. !Go Mobile with the Solution that Works for You: The Insightly mobile app allows you to take Insightly on the road with you wherever you go.

Bowery View

PROS • Excellent social media and email integration • Security focused product • Competitively priced • Intuitive interface and workflow !

USE IF You’re a smaller business looking for an excellent but basic CRM platform that is easy to get up and running and doesn’t require a lot of training to learn.

CONS • Crowdsourced data not as reliable • Contacts have company dial instead of direct dial • Incomplete data is often given • Quality of contact information is not the best • Occasionally slow performance !

DON'T USE IF Company is in market for full-service data-cleanse. There are better, newer options on market optimized for larger enterprises.

Gratis Standard Enterprise

Monthly Price Per User

Free $7/mo Contact for pricing




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CRM: Nimble

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Company Description

!!!!Founded: 2009 Employees: 11-50 Status: Privately Held Website: www.nimble.com

Nimble is the relationship manager created to help professionals build better relationships in a noisy, multi-channel world. Nimble provides a smart way to track, engage and nurture contacts—providing context to conversations. It brings together contacts, calendar,and collaborations in one simple platform -- pulling in the most popular social channels, and linking this functionality to business contacts.


Unified Inbox: Allows communication to be in one place. !Stay-In-Touch and Mark as Important: Helps ensure that user knows when to contact a potential client. !Rules Engine: Puts user in touch with clients who have similar interests.

Bowery View

PROS • Simple layout and integrated with other software

like Gmail and Outlook • Inexpensive !

USE IF You are a company in need of a very simple CRM.

CONS • Contacts and calendar synchronization aren’t always

100% accurate • Minimal email folder customization and formatting !

DON’T USE IF You are a large enterprise in need of a CRM to manage your complex operations.

Business

Monthly Price Per User $15/mo




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CRM: Salesforce

8

Company Description

!!!!Founded: 1999 Employees: 10,000+ Status: Publicly Traded (CRM) Website: www.salesforce.com

Salesforce.com provides enterprise cloud computing solutions. Its social and mobile cloud technologies—including its flagship sales and CRM applications—help companies connect with customers, partners, and employees in entirely new ways.


Platform: Allows app creation for customers and employees. !Chatter: Drives productivity and innovation with social collaboration features !Network Data.com Integration: Ensures correct B2B data for increased growth. !App Exchange: Healthy ecosystem of SFDC-integrated apps

Bowery View

PROS • Includes bundled utilities like Chatter • Highly customizable; better suited for larger

organizations • Easy integration; works with lots of other sales and

marketing software !USE IF Company is more established and has the resources in place to take advantage of SFDC’s potential

CONS • Expensive, especially at higher tiers • Costs rise significantly with further customization • Steep learning curve !

DON’T USE IF Company is very small because it will most likely not take full advantage of this CRM's power. Other lightweight CRMs may be more efficient and affordable.

Pro Enterprise Performance


$65/mo $125/mo $300/mo

Although prices are quoted monthly, contracts are billed quarterly or annually. !SFDC also offers a contact management for $5/mo/user and a basic sales & marketing product for $25/mo/user.




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Company Description

!!!!Founded: 2004 Employees: 201-500 Status: Privately Held Website: www.sugarcrm.com

SugarCRM provides open source customer relationship management software. It enables organizations to effectively track their customers and their associated communications, drive business processes, more effectively communicate with their clients and improve understanding of their clients via a powerful set of reporting and analysis tools.


Sales Force Automation: Leverages social media to target consumers, allows real time connection with experts to accelerate deals, sales analytics for insight !Cloud or on-premise deployment !Support Automation: Support to maximize fulfillment of customer needs, ensures rapid consumer insight and collaboration between team members !Marketing Automation: Customizable customer targeting, multi-channel marketing, multi-touch campaigns, and lead tracking

Bowery View

PROS • Affordable • Easily customizable and highly flexible • Open-source; active community of developers that

participate in testing, feedback, and other activities that drive innovation and changes in the product !

USE IF You are a small business or a newer start-up.

CONS • Hard to migrate data from SFDC • Lack of features as compared to SFDC • Call center functionality is weak • Buggy (based on online feedback and reviews) !

DON’T USE IF You are a very complex organization. There are more powerful tools on the market.

Pro Enterprise Ultimate


$35/mo $60/mo $150/mo

CRM: SugarCRM


http://www.sugarcrm.com



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Company Description

!!!!Founded: 1996 Employees: 1,001-5,000 Status: Privately Held Website: www.zoho.com

Zoho CRM is a web-based CRM application, which gives a 360-degree view of a company’s sales, marketing, inventory, customer support and more. Zoho CRM empowers organizations with a complete customer relationship lifecycle management solution for managing organization-wide sales, marketing, customer support & service and inventory management in a single business system.


Sales Tracking: Allows users to target inactive leads and improve sales strategy. !Sales Force Automation: Allows tasks to be automated to capture leads from websites and improve workflow. !Social CRM: Integrates social media with sales and lead strategy.

Bowery View

PROS • Inexpensive • Email integration !

USE IF You are a small-to-medium company that requires basic functionality from a CRM, making SFDC too complex and expensive.

CONS • Template builder is too basic • Buggy with import/export of lead information !

DON’T USE IF You are a complex enterprise level company. ZohoCRM doesn’t have the nice design and scalability of larger competitors, but it gets the job done cheaply.

CRM: Zoho CRM

10

Free Standard Professional Enterprise

Monthly Price Per Organizer

Free $12/mo $20/mo $35/mo


http://www.zoho.com




Lead Management: Eloqua

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Company Description

!!!!Founded: 1999 Employees: 201-500 Status: Subsidiary of Oracle (ORCL) Website: www.eloqua.com

Eloqua provides on-demand revenue performance management software solutions that gives insights to inform sales decisions and drive revenue growth. It offers two platforms, Eloqua 9 and Eloqua 10. It empowers sales people with a suite of intelligence and productivity applications designed to help them identify opportunities and analyze critical information about prospects.


Targeting & Segmentation: Identify better quality leads using data, profiles, and preferences. !Campaign Management: Launch campaigns to support sales, events, renewals, and more. !Sales Enablement: Align marketing and sales processes to boost revenue performance. !Lead Management: Improve sales close rates when you score, assign, and nurture leads.

Bowery View

PROS • Allows marketers much flexibility in terms of data

and integration management • Easy to build out emails, landing pages, and forms • Strong and supportive user community !

USE IF You’re going to set a marketing plan early and stick to it. Planning is essential, when getting started there are lots of things that need to be thought through. Take the time to develop your processes and best practices.

CONS • There are a number of bugs • Could use more lead scoring filters • Steep learning curve • Expensive !

DON'T USE IF You’re looking for a simple solution that a small team can onboard quickly.

Basic Standard Enterprise

Monthly Price $2,000/mo $4,000/mo Contact for

pricing

Users 10 50 Unlimited




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Lead Management: HubSpot

12

Company Description

!!!!Founded: 2006 Employees: 501-1,000 Status: Privately Held Website: www.hubspot.com

HubSpot offers an all-in-one software platform that provides website management, blogging, search engine optimization, lead management, marketing analytics, email marketing, marketing automation, landing pages, and social media monitoring.


Blogging, Social Inbox, SEO: Tools to attract visitors !Calls to Action, Landing Pages, Forms, and Lead Management: Tools to convert leads into potential clients !Email, Marking Automation, Analytics, and Salesforce sync: Tools to close customers

Bowery View

PROS • Offers integrated email marketing tools • Very easy to use and has a relatively smaller

learning curve • Priced lower than competitors !

USE IF You are a small company or desire an easy-to-use CRM-style marketing automation platform.

CONS • Lead scoring isn't as robust as competitors • Does not do well as a dedicated CRM • Tech support is not free and can be expensive if

used extensively !DON’T USE IF You are an enterprise level company with a very complex marketing funnel.

Basic Pro Enterprise


$200/mo $800/mo $2400/mo

Yearly Price Per Organizer

$2400/yr $9600/yr $28800/yr





Lead Management: Infusionsoft

13

Company Description

!!!!Founded: 2001 Employees: 201-500 Status: Privately held Website: www.infusionsoft.com

Infusionsoft provides an all-in-one sales and marketing software for small businesses. Its Web-based solution offers an email marketing and sales platform for small businesses, including products to streamline the customer lifecycle, customer relationship management, marketing automation, lead capture, and e-commerce.


!Visual Campaign Builder: It’s very easy to build powerful automated marketing sequences. !Contact Management: See everything about your contacts at a glance, including contact information, marketing & sales history, orders & more. !Landing Pages & Forms: Quickly and easily build brand landing pages.

All pricing and packages are available only by request, contact information on website

for more details.

!Different pricing options based on various features included in each individual plan.

Bowery View

PROS • Agents can be created to monitor and search for

business changes (i.e., leadership change, acquisition, litigation, etc.).

• Clean interface and very easy to use. !USE IF You are looking for a sales and marketing solution that can also act as a CRM.

CONS • Steep learning curve • Reporting could be more robust • Updating data is cumbersome !

DON'T USE IF You don’t have the resources to commit to a serious ramp-up period and steep learning curve.




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Lead Management: Marketo

14

Company Description

!!!!Founded: 2006 Employees: 501-1,000 Status: Publicly Traded (MKTO) Website: www.marketo.com

Marketo provides a cloud-based marketing software platform that enables organizations to engage in modern relationship marketing. The company’s enterprise applications include Marketo Lead Management to address marketing automation and lead management; and Marketo Social Marketing, which enables dedicated social media campaigns, such as referrals, sweepstakes, and other customer engagement campaigns, as well as comprises features to add social marketing extensions to traditional marketing campaigns.


Marketing Automation: helps users make, automate, and track marketing campaigns and workflows. !Sales and Email Marketing help to engage potential clients and pique their interest. !Digital Marketing Platform records customer information to fit needs of marketing department; will lead to more efficiency.

Bowery View

PROS • Can create landing pages from templates • CRM offers native integration with Salesforce and

Microsoft Dynamics which allows for coordinated data entry from both marketing and sales input

• Can score leads with countless criteria standards • Social media capabilities provide sharing,

engagement and promotion. !USE IF Company has done research on ideal strategy of attack because results will depend on underlying market strategy.

CONS • Expensive • Bills monthly but requires quarterly or annual

contract commitments • Complicated integrations hinder complete

functionality • Customer service rating is relatively poor !

DON’T USE IF Company is not prepared to take full advantage of resources.

Spark Standard Select


$1,195/mo $1,995/mo $3,195/mo


http://www.marketo.com




Lead Management: Pardot

15

Company Description

!!!!Founded: 2007 Employees: 1,001-5,000 Status: Subsidiary of Salesforce (CRM) Website: www.pardot.com

Pardot provides on-demand marketing automation solutions for B2B sales and marketing organizations. Clients can track and score prospects, build landing pages and forms, send out targeted email campaigns and more from within one central platform. Pardot’s system integrates natively with Salesforce.com, SugarCRM, Microsoft Dynamics CRM, and NetSuite.


Integrations with external services: Get more insight into the leads that you’re attracting. !Lead Scoring and Grading: Automatically score and grade your prospects and follow up with only those meeting your ideal customer profile. !Real-time Sales Alerts: Automatically notify your sales teams of significant prospect and visitor activity. !CRM Integration: Pardot integrates natively with Salesforce.com, SugarCRM, Netsuite, and Microsoft Dynamics CRM.

Bowery View

PROS • It allows marketers significant flexibility in terms of

data and integration management • It's fairly easy to build out emails, landing pages,

and forms • The Pardot user community is strong and supportive !

USE IF You use a lot of external applications that interact with your leads. Pardot’s connectors allow flow of data between applications to be pretty seamless.

CONS • Lacks comprehensive lifecycle analysis • The product’s social media linkage is focused only

on Facebook, Twitter and LinkedIn. • Non-SFDC integrations are naturally not as tight !

DON'T USE IF Your core interest is email marketing; Pardot has a much wider scope.

Standard Pro Ultimate

Monthly Price $1,000/mo $2,000/mo $3,000/mo




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Sales Intelligence: data.com

16

Company Description

!!!!Founded: 1999 Employees: 10,000+ Status: Subsidiary of Salesforce.com (CRM) Website: www.data.com

Data.com is an online business directory of companies and business professionals that is built, maintained and accessed by a worldwide community of over a million subscribers. Formerly known as Jigsaw before it was acquired by SFDC.


Clean: Eliminates inaccurate contacts and data. !Global D&B Database: Targets new data, including company profiles. !Integration of Salesforce: Can import/export data into/out of CRM, leading to more efficient use of CRM.

Bowery View

PROS • Integrated with SFDC • Easy/fast lead generation !

USE IF • Already using SFDC (discounted price).

CONS • Crowdsourced data can be unreliable • Contacts have company dial instead of direct dial • Quality of contact information is not the best, and

data is often incomplete • Subpar coverage for non-US contacts !

DON'T USE IF Company is in market for full-service data-cleanse. Better, newer options on market.

Clean Prospector Premium


$25/mo $125/mo $165/mo




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Sales Intelligence: Hoovers

17

Company Description

!!!!Founded: 1990 Employees: 201-500 Status: Subsidiary of Dun & Bradstreet (DNB) Website: www.hoovers.com

Hoovers is a business information company, providing data on more than 65 million companies and 85 million people throughout 900 industry segments. The company offers relevant social media links and customizable news feeds. It also provides enterprise solutions, single reports, company reports, industry reports, and information technology reports.


Lead Builder: Allows users to consolidate lists based on targeted keywords. !Selection Criteria for Lead Builder: Includes salary, financial stability rating, ethnicity or minority-ownership status, home-based business, DUNS number, rate of employee growth, and ranking. !User: Work one-on-one with a representative to build lists.

Bowery View

PROS • Solid for basic company information • All information is in one place !

USE IF Company uses CRM like SFDC and is in need of a lightweight but efficient lead generator.

CONS • Not integrated with social networks • Information can be dated • Very expensive for contact information !

DON'T USE IF Company is in search of contacts that are small or not publicly traded.

Essentials

Monthly Price Per Organizer $89/mo

Yearly Price Per Organizer $899/yr





Sales Intelligence: InsideView

18

Company Description

!!!!Founded: 2005 Employees: 51-200 Status: Privately held Website: www.insideview.com

InsideView is a sales intelligence solution. It is available as a stand-alone Web application as well as integrated with CRM vendors like Salesforce.com, Oracle CRM On Demand, NetSuite CRM, Microsoft Dynamics CRM, SugarCRM, and Landslide Technologies. Its platform aggregates information about companies, executives, and related events (news, blogs, SEC filings, job listings, social network data.) This information comes from a variety of structured and unstructured sources such as Reuters, Capital IQ, Cortera, Jigsaw, NetProspex, SimplyHired, LinkedIn, and Facebook.


!Smart Agents: Monitor 25,000+ sources and get alerted about key selling trigger events such as leadership changes, new products, acquisitions, and more. !Smart Records: Get the most complete and accurate profiles by triangulating leading sources of company data (Capital IQ, Reuters), contacts (LinkedIn, NetProspex), social media (Facebook, Twitter), news, blogs, and job listings.


for more details.


Bowery View

PROS • Agents can be created to monitor and search for

business changes (i.e., leadership change, acquisition, litigation, etc.)

• Clean interface and very easy to use • Well-integrated with SFDC !

USE IF You use SFDC as your CRM, and you want up-to-date alerts on changes within companies and people you are monitoring.

CONS • Data is often inaccurate due to an apparent lack of

cleansing • The social media element, while useful, can get

overwhelming when looking at a large company !DON'T USE IF You care more about information on specific contact than updates on companies as a whole, or if you typically need information on non-US companies and executives.




BOWERY CAPITAL

Sales Intelligence: Salesgenie

19

Company Description

!!!!Founded: 1985 Employees: 51-200 Status: Subsidiary of Infogroup (Privately Held) Website: www.infoCanada.ca

Salesgenie makes it easy for sales and marketing professionals and business owners to search for targeted leads, get contact names and phone numbers, and view detailed information—all from the industry's most up-to-date and complete data provider. In addition, they provide numerous marketing and data solutions designed to help businesses reach their intended audiences more effectively.


Selection Filter: Narrows list to specifics of what user desires. !Results: Can be exported by CSV, TSV, or XLS database file formats. !Results: Can be narrowed by quick summary, management, company information, industry profile, business expenditures, competitors report, nearby businesses, address, credit score, maps and directions, historical data, public filings, 10-K filings, UCC filings, and company news

Bowery View

PROS • Results show an impressive range of data categories • Good mobile app !

USE IF Company is targeting consumers as clients.

CONS • Not as versatile for use with business contacts • Data can sometimes be inaccurate to contract

volume !DON'T USE IF Company is targeting businesses as clients or if budget is tight.

Local Regional National


$75/mo $150/mo $300/mo


$900/yr $1,800/yr $3,600/yr




BOWERY CAPITAL

Sales Intelligence: SalesLoft

20

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.salesloft.com

SalesLoft develops cloud-based sales intelligence software. Its products and services include prospect rankings, job change alerts, technology scrapers, company spend prediction and analyzers, keyword operators, company news trackers, social selling, sales triggers, and data mining.


Social Network Prospect Import: Access public profile data from prospects inside of your existing social networks. !Company-Based Search: Ensures search is conducted on a list of verified businesses. !Bulk Salesforce Upload: Allows for seamless upload of prospects to SFDC.

Bowery View

PROS • Integrated with Google search engine • Chrome browser extension that allows for in-browser

prospect searches • Synced to SFDC !

USE IF You are a small to mid-size company that uses SFDC and Google products.

CONS • Doesn’t sync with other CRMs !

DON'T USE IF Company doesn’t use SFDC as its CRM, or if the company is very large, because there are better tools on the market.

Starter Closer Rainmaker


$325/mo $650/mo $1,300/mo


$250/mo $500/mo $1,000/mo




II. Sales /


Sales Tools Overview

22

Collateral Management

Contondo

ClearSlide

Tools that help with managing sales and marketing collateral

Communication Tools

GoToMeeting

Blue Jeans

Tools that help sales teams communicate with potential customers

Sales Enablement

Refresh.io

Rapportive

Tools that help sales reps prepare for customer interactions

Hub Planner

Seismic WebEx

Callidus Cloud

join.me

Conga

ToutApp

Yesware

UberConference




BOWERY CAPITAL

Collateral Management: ClearSlide

23

Company Description

!!!!Founded: 2009 Employees: 201-500 Status: Privately Held Website: www.clearslide.com

ClearSlide provides a fully web-based service designed specifically for the communication needs of sales teams. The tool improves customer-facing interactions (web, email, face-to-face) by providing real-time visibility for both sellers and sales leaders. ClearSlide also includes analytical sales tools to track data from communications with client and team members


Analytical Sales Tools: Track communications with clients and team members !Audio: ClearSlide sets up your conference call !HD video: Offers high quality video conferencing options

Bowery View

PROS • Nice package of conferencing and analytics tools • Mobile Options included in package • New deck tracking features !

USE IF You are looking for a more comprehensive list of auxiliary tools in your video conferencing package than GoToMeeting provides.

CONS • ClearSlide's interface is relatively complex • Phone services lag behind video conferencing and

email services !DON’T USE IF You are comfortable with the services that GoToMeeting or join.me provide.


for more details.





BOWERY CAPITAL

Collateral Management: Conga

24

Company Description

!!!!Founded: 2006 Employees: 11-50 Status: Privately Held Website: www.congamerge.com

Conga is an supplementary sales tool package which offers Salesforce.com add-ons designed for fast, flexible and accurate utilization of Salesforce.com data. These products streamline the creation and distribution of Salesforce.com reports, customized presentations and documents in multiple file formats.


Elaborate Suite: Provides a variety of SFDC add-ons that simplify sifting through data. !Variety of Plans: Conga provides a large selection of pricing packages, ensuring teams of any size can find a cost-effective package.

Bowery View

PROS • Intuitive design; Grid system provides a clear view of

relevant content • Many different pricing options !

USE IF You're using SFDC on a regular basis, in which case you should see if there is a cost-effective Conga plan that fits your needs.

CONS • Analytics only compatible with SFDC Data !

DON’T USE IF You're a large team looking for a more comprehensive content management system. If that is the case, go with Contondo instead.

For Sales For 6 Month Plan 12 Month Plan

All plans based on number of number of users included in the plan. See website for full list of plans.

Small Sample Plan: 5-9 users @ $12/ Month/ User Medium Sample Plan: 25-49 users @ $10.25/ Month/ User Large Sample Plan: 100-149 users @ $9.50/ Month/ User




BOWERY CAPITAL

Collateral Management: Contondo

25

Company Description

!!!!Founded: 2011 Employees: 1-10 Status: Privately Held Website: www.contondo.com

Contondo is a web and mobile app package that allows product managers and field teams to share sales strategies and tactics using an intuitive online collaboration platform. The system syncs with LinkedIn to give awards to top performing sales members. Contondo functions as a way to maintain a live dialog between product owners and the people who sell the product.


LinkedIn Gamification: Reward top-performing sales team members with LinkedIn accolades. !Sales Hub: Share sales documents, templates, and strategies with the entire team via an online hub.

Bowery View

PROS • Collaboration platform is intuitive and easy to

navigate on screen • Content is accessible from any platform with internet

connection !USE IF You're a larger team or multiple teams working together and looking for a more comprehensive content sharing platform.

CONS • No Trial/Demo or free-condensed package available !

DON’T USE IF Your team is on the smaller side or you are looking for a more economical solution (consider Hub Planner).


for more details.





BOWERY CAPITAL

Collateral Management: Hub Planner

26

Company Description

!!!!Founded: 2013 Employees: 1-10 Status: Privately Held Website: www.hubplanner.com

Hub Planner is an online tool for those who manage resources, people, and projects on a day-to-day basis and need a software to schedule and plan time. The intuitive interface is based around a grid-style layout that provides a clear visual view of the relevant information for each team member.


Grid-Style: Grid-style interface arranges sales content intelligently and clearly. !Scheduling Software: Easily schedule and manage daily meetings and events to keep the entire sales team informed.

Bowery View

PROS • Intuitive design; Grid system provides a clear view of

relevant content • Many different pricing options !

USE IF You're a smaller team looking for a collateral management system and can fit one of the smaller plans in your budget

CONS • Not as comprehensive as other collateral

management software !DON’T USE IF You're a large team looking for a more comprehensive content management system.

Monthly Plan 6 Month Plan 12 Month Plan

All plans based on number of "resources" included in the plan. See website for variety of options per Plan

Small Sample Plan: $49/monthly/7 Resources Medium Sample Plan: $1,599/ 6 Month/ 40 Resources Large Sample Plan: $6,999/12 Month/ 100 Resources




BOWERY CAPITAL

Collateral Management: Seismic

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Company Description

!!!!Founded: 2011 Employees: 51-200 Status: Privately Held Website: www.seismic.com

Seismic is the mobile content management platform that enables companies to increase marketing efficiency and sales effectiveness. By bringing together content generation, real-time data services, powerful analytics and a user-friendly interface, Seismic’s cloud-based platform enables customers to quickly create customized, compliant materials that resonate with clients and prospects—especially important for heavily regulated industries such as financial services and insurance.


Cloud-Based: Content accessible from any mobile platform or computer. !Salesforce: Seismic is integrated as a SFDC app. !Automation: Automated systems ensure up-to-date content.

Bowery View

PROS • Cloud-based system means ease of access anywhere

for anyone • Software ensures that everyones sales presentation

date is always up to date !USE IF You're a sales team looking for a mobile yet versatile content management system.

CONS • Purely mobile/tablet software !

DON’T USE IF Having collateral management software that is purely mobile doesn't fit into your sales team’s culture, or if you’re particularly concerned with budget.


for more details.





BOWERY CAPITAL

Communication Tools: Blue Jeans

28

Company Description

!!!!Founded: 2009 Employees: 51-200 Status: Privately Held Website: www.bluejeans.com

Blue Jeans Network provides cloud-based video conferencing services that enable people to connect. The company extends high quality video communications beyond the traditional boundaries of specialized conference rooms and into the mainstream, allowing individuals and employees throughout an enterprise to interact more effectively with each other, and with their customers, partners, suppliers, family, and friends.


Multi-Vendor and Device Interoperability: Conference is accessible from web, mobile, room systems like Cisco and Polycom, and via a telephone bridge. !HD Content Sharing: Participants can share documents or videos during the conference. !Group Chat: Participants can chat during the meeting without interrupting others who are speaking or presenting. !Enterprise-grade Security: IT admins can manage users and permissions, and Blue Jeans’s cloud deployment is highly secure.

Bowery View

PROS • Works well across many types of devices • Doesn’t require expensive hardware to run • High-quality video and audio !

USE IF You have more complex conferencing needs, require a high-quality, multipoint conferencing offering, and have the budget to pay for software instead of using free tools like Skype or Google Hangout.

CONS • Limited to 25 users per conference • No free option aside from free trial !

DON’T USE IF You have a limited video conferencing budget, most meeting participants will be using already-interoperable devices, or you can get by with lower-quality free/cheaper videoconferencing options.

Product

Monthly Price Per User Ranges from $10/mo - $50/mo




BOWERY CAPITAL

Communication Tools: GoToMeeting

29

Company Description

!!!!Founded: 2003 Employees: 500-1,000 Status: Subsidiary of Citrix (CTXS) Website: www.gotomeeting.com

Citrix Online offers GoToMeeting as an HD online video conferencing tool for sales demos or Collaboration. Plans also include screen-sharing and audio features. GoToMeeting is accessible from any Mac or Windows platform and targets small businesses looking for a user-friendly straightforward web conferencing solution subsidiary.


Web tools: Share your desktop, change presenters, transfer control, chat, draw, highlight, record and more. !Audio: GoToMeeting sets up your conference call for you & provides a free VoIP option. !HD video: HDFace video feature lets up to 6 attendees to show their webcams in high definition – no special equipment required.

Bowery View

PROS • Affordable compared to alternatives • HDFaces feature performs well • Accessible from any Mac, Windows, or Android

platform !USE IF You are growing company with a need for a powerful yet simple video conferencing solution that includes real-time screen sharing. Citrix also provides a number of peripheral products that may be of interest to large enterprises that are in the market for a suite of solutions.

CONS • No iPhone or Android mobile apps available • Video conferencing component requires a separate

registration • Desktop plugin that requires frequent updates !

DON’T USE IF You only need conferencing or basic join.me-style sharing functionality. Additionally, if you are looking for the most comprehensive video conferencing tool out there, consider Blue Jeans instead.

Individual Pro

Max Attendees 25 100

Monthly Price Per Organizer $49/mo $69/mo

Yearly Price Per Organizer $468/yr $668/yr




BOWERY CAPITAL

Communication Tools: join.me

30

Company Description

!!!!Founded: 2010 Employees: 201-500 Status: Subsidiary of LogMeIn (LOGM) Website: www.join.me

join.me offers free, simple, and fast online meetings, where users can share their screens instantly with anyone, and use the audio conferencing features to explain Join.me serves as a more lightweight alternative to traditional services, like Cisco’s WebEx or Citrix’s GoToMeeting. Designed to be intuitive and accessible, join.me is simple and effective conferencing tool that you can use every day for everything from show-and-tell to formal presentations.


Massive Capacity: Allows for free, non-video conferencing with up to 250 users !Screen-Sharing Feature: Allows easy screen-sharing with anyone present in the session !Remote Computer Access: Screen-control is available as a supplementary presentation tool !Customization: Branded links are available with paid plans

Bowery View

PROS • Easy to use; nothing to download or install • Works on mobile and non-mobile platforms • Fast and simple onboarding !

USE IF You're looking for a simple, reliable and free conference call service. Best for sales-oriented startups because of screen-sharing and easy access via the web.

CONS • Not available outside the US • Max of 5 participants on the free plan • No video conferencing solution • Screen-sharing is often laggy !

DON’T USE IF Consider more powerful/comprehensive tools if your focus is enterprise conferencing or collaboration (e.g., GoToMeeting or Blue Jeans).

Free Pro Enterprise

Price Per Presenter Free $13/mo $19/mo




BOWERY CAPITAL

Communication Tools: UberConference

31

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.uberconference.com

UberConference is an online audio conferencing provider. It has PIN-free dialing into calls, and allows anyone in the call can see the names, photos, and social information (LinkedIn, Twitter, Facebook, Google+) of the others in the call from any computer. The display shows the current speaker, and the organizer has a number of helpful tools to keep the conference running smoothly. They can record calls, mute participants to get rid of background noise, and share documents and files through integrations with Box and Evernote.


PIN-free dial-ins: Users can call in to a line with or without entering a PIN, based on the organizer’s choice. !Social Profiles: Single-click access to LinkedIn, Facebook, and Google+ profiles. !Document Sharing: Use Evernote or Box to share documents with other conference participants. !Call Recording: Save conferences in MP3 format. !International Calling: Works in over 40 countries.

Bowery View

PROS • High-quality visual call management display • Integrated social media functionality • Document-sharing • Call muting and private conversations • Screen sharing for Chrome browsers !

USE IF You are a small company looking for a free conference call service and don’t need more than 10 people on a call.

CONS • Limited to 3 callers on free plan • Social networking integration may feel unnecessary

to some users • International calling only available on paid plans !

DON’T USE IF You are a large company that needs a more robust conference calling system. You are a non-US based company that needs international conferencing but doesn’t want a paid account.

Basic Pro Business

Monthly Price Free $10/mo - $20/mo Call for pricing




BOWERY CAPITAL

Communication Tools: WebEx

32

Company Description

!!!!Founded: 1995 Employees: 10,001+ Status: Subsidiary of Cisco (CSCO) Website: www.webex.com

Cisco WebEx provides cloud-based web conferencing, online meeting, desktop sharing, and video conferencing solutions. Its main product, WebEx Meetings, allows users to conduct online meetings with features such as inviting people, sharing desktop, files, and applications.


Easy Scheduling: Set up a meeting in your WebEx account or through Outlook calendar with just one click. !File and Application Sharing: Users can share their files, desktop, and applications through WebEx. !Easily Collaborate: Sketch tools allow the user to highlight parts of a shared document or application. !Chat: Start a private chat or send a message to everyone in the meeting.

Bowery View

PROS • Available across all platforms • HD Video for paid users • Toll-free phone call-in • Share applications and documents • Real-time collaboration on shared documents !

USE IF You're looking for a complete enterprise video conferencing and collaboration solution.

CONS • No HD video without paid plan • Max of 3 participants on the free plan • Storage limited to 1GB on paid and 250MB on free

plans • Not very user friendly because of all its features !

DON’T USE IF You’re a small team looking for a free simple video conferencing solution.

Basic Premium 8

Premium 25

Premium 100

Larger Group

Solutions

Monthly Price Per Host

Free $24/mo $49/mo $89/mo Call for pricing

Annual Price Per Host

Free $19/mo $39/mo $69/mo Call for pricing


http://www.webex.com



BOWERY CAPITAL

Sales Enablement: CallidusCloud

33

Company Description

!!!!Founded: 1996 Employees: 501-1,000 Status: Publicly Traded (CALD) Website: www.calliduscloud.com

Callidus Software provides sales and marketing effectiveness and management software for telecommunications, insurance, banking, and technology markets worldwide. The company offers a Sales and Channel Enablement tool, which aligns marketing and sales to provide playbooks, collaboration portals, content management, and reporting.


Central Content Repository: One central, authoritative place for reps to access content allows for easy information management. Allows setting permissions to protect sensitive information. !Mobile Sales Advisor: Reps can get content, answers, business intelligence, etc. immediately on the go. !Collaboration: Give feedback on and rate content, keeping reps up-to-date with customer and partner needs. !Deal Portals: Help reps understand where prospects are in the buying process.

Bowery View

PROS • Allows reps to collaborate and share insights and

best practices on the go • Integrates with CallidusCloud’s larger suite of

solutions for marketing automation, contract management, channel management, and others

• Integrates with SFDC !USE IF You have a large and/or disparate sales force and need to make sure that they consistently have the most up-to-date information in their hands.

CONS • Slightly older and out of date interface • Less valuable without a large and active sales force • Light on salesperson-level insights to optimize

performance (particularly in channel) !DON’T USE IF You have not yet built a large sales force or your software is primarily self-service. You do not use a compatible CRM, such as SFDC.

Pro Enterprise Performance


$50/mo $90/mo $110/mo




BOWERY CAPITAL

Sales Enablement: Rapportive

34

Company Description

!!!!Founded: 2010 Employees: 1-10 Status: Subsidiary of LinkedIn (LNKD) Website: www.rapportive.com

Rapportive provides a browser plugin to show information about contacts inside email inbox. The company enables the user to see what people look like, where they are based, and what they do; establish rapport by mentioning shared interests; grow their network by connecting on LinkedIn, Twitter, and Facebook; and record thoughts for later by leaving notes. It offers Buzz; and a Raplet platform that enables to take data about people and show it in Gmail next to email conversations.


Sales Intelligence: See where your email contacts are based, what they look like, and what they do. !Social Intelligence: View the social presence of your email contacts, from LinkedIn, Facebook, and Twitter, to hundreds of other social networks.

Bowery View

PROS • Very simple and effective Gmail plugin • Links to social profiles and allows the user to

request connections in-app • Quickly identifies if you are emailing or receiving an

email from the person you intended • Free !

USE IF You use Gmail and compose or receive a lot of email to new prospects, customers, etc. about which you want to know more.

CONS • Only works as a Gmail add-on • Little development since its acquisition by LinkedIn • Can sometimes interfere with other Gmail plugins

and browser extensions !DON’T USE IF You don’t use Gmail on the web as your primary mail client, or if up-to-date information and changes in what contacts are doing are more important to you than just quickly knowing who a person is.

Product

Purchase Price Free




BOWERY CAPITAL

Sales Enablement: Refresh.io

35

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.refresh.io

Refresh develops a mobile application that provides users with detailed information about people they’re meeting with and suggesting topics of conversation. Its mobile application connects the dots between profiles, photos, statuses, and events across social networks to deliver a complete dossier about the people the user actually meet in real life.


Calendar Sync: Syncs with your calendar to give you insights into everyone you meet. !Social Insights: Aggregates social data and connects the dots to provide context to facts and give actionable insights about the person with whom you are meeting. !Alerts: Pushes real-time alerts about the people with whom you are meeting to your mobile device. !Networking Facilitation: In-app actions like emailing profiles, connecting across networks, and contacting people are easy and quick.

Bowery View

PROS • Simple interface; latest UI update is very well

designed and easy to use • Intuitive presentation of data • Lots of functionality for adding personalized content

to profiles • Free !

USE IF Your salespeople meet with new people frequently, or if you have trouble keeping things straight about people you have already met.

CONS • Not a substitute for doing reference checks and

more qualitative background research before a meeting

• No web interface or email plugin !DON’T USE IF You are worried about bringing up a fact about a person that clearly indicates you have monitored their social media. You infrequently have live meetings.

Product

Purchase Price Free




BOWERY CAPITAL

Sales Enablement: ToutApp

36

Company Description

!!!!Founded: 2011 Employees: 1-10 Status: Privately Held Website: www.toutapp.com

ToutApp is a sales communications platform, empowering sales teams to be better, stronger and faster at closing more deals by offer a sales acceleration platform that seamlessly plugs into a sales team’s CRM and email client to streamline and track email, phone and presentations across all parts of the modern data-driven sales organization.


Lead Ranking: Scores leads and indicates those which are and are not engaged. !Contact Management: Contact management system allows easy access to all potential customers. !Email Tracking: Follow each sales opportunity knowing exactly how effective your emails are. !Gmail Functionality: Gmail extension for Chrome adds in-app features and auto-syncs with your CRM.

Bowery View

PROS • Easily share email information and data with your

entire sales team • Good email and CRM integration • Robust email tracking • Dynamic email templating and sending features !

USE IF Your primary concern is email sending and tracking features, for example if you are doing inside sales.

CONS • Other free or less expensive plans offer similar, if

less powerful, email tracking and analytics • In-house SMTP or equivalent service (e.g.,

Soundgrid) required for optimal use • Certain email clients block pixel tracking !

DON’T USE IF The advanced email analytics that can be found in ToutApp don't fit in your budget. Companies can find comparable tools for much less, though analytics capabilities will likely be weaker.

!!!

Professional Edition

Team Edition

Enterprise Edition

Price $30/mo $49/moCustom

(contact ToutApp)




BOWERY CAPITAL

Sales Enablement: Yesware

37

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.yesware.com

Yesware is one of the most common email tracking and contact management plugins and is used in companies of all different sizes. Yesware offers a Google Chrome plugin to track and analyze emails and share top performing sales template with your entire sales team. Yesware services also include Gmail and Salesforce.com integration.


SalesForce Integration: Allows sales teams to integrate with SFDC as well as other CRM solutions. !Free Plan: Even the free Yesware plan offers adequate email tracking and contact management. !Gmail Extension: Integrates seamlessly into Gmail with tracking, contact management, email templates, and reminders all available in Gmail itself.

Bowery View

PROS • Robust free version • Variety of plans for any size team !

USE IF You are a Gmail/Chrome-oriented team looking for a simple solution for email tracking and contact management

CONS • Only works with Gmail • Other email tracking software has more

comprehensive analytical tools • In our opinion, ToutApp’s email analytics are

marginally better. !DON’T USE IF Your team doesn't use Gmail or you are looking for more robust analytical tools. You are very focused on email tracking alone, in which case ToutApp is better.

Free Plan

Pro Plan

Team plan

Enterprise Plan

Custom Plan

Price Free $10/mo $20/mo $40/mo $80/mo

SpecsDifferent pricing options based on various features included

in each individual plan




III. Post-Sales /


Post-Sales Tools Overview

39

Responsys

Constant Contact

Buffer

Buddy Media

Freshdesk

desk.com

Sailthru

SendGrid TweetDeck

Contactually

HootSuite

MailChimp

nanoRep

Zendesk

Sprout Social

Email Marketing

Tools that help with mass email communication

Social Engagement

Tools that manage social media relationships with customers

Customer Service

Tools that help manage customer support requests




BOWERY CAPITAL

Email Marketing: Constant Contact

40

Company Description

!!!!Founded: 1998 Employees: 1,001-5,000 Status: Publicly Traded (CTCT) Website: www.constantcontact.com

Constant Contact is an email marketing software that allows users to design professional-looking emails in minutes with customizable templates and drag-and-drop editing and to grow their email lists. The program can be integrated with social media and includes real-time reports which allows users to review the success of campaigns online from any device using an e-signature.


Beautiful Campaigns: Fast and easy-to-use customizable templates !Audience Connection: Track your interactions with contact management so you can make sure the right people get the right message

Bowery View

PROS • Combines email campaign and social media efforts • Useful additional features such as video links, blog

content, etc. • Many email templates !

USE IF You are a smaller to medium sized company that wants to reduce costs on email marketing.

CONS • Relatively older solution with a mediocre interface • Contact emails do not directly provide Google

Analytic reports • Reporting that can be challenging to understand !

DON’T USE IF You are a larger company that can afford the more costly packages and take full advantage of the offered features. You use a lot of Google Analytics

0 - 500 Contacts

501 - 2,500

Contacts

2,501 - 5,000

Contacts

5,001 - 10,000 Contacts

10,000+ Contacts

Price $15/mo $30/mo $50/mo $75/moCall for pricing




BOWERY CAPITAL

Email Marketing: MailChimp

41

Company Description

!!!!Founded: 2001 Employees: 51-200 Status: Privately Held Website: www.mailchimp.com

MailChimp is a website that allows users to easily create email newsletters and campaigns. It offers unified customer profiles in addition to advanced reporting options.


Unified Customer Profiles: Get insight into your subscribers and keep your contacts in one place with customer profiles. Click someone's name to see his engagement, website activity, and more. !Personalization and Automation: In addition to our built-in segmentation and targeting options, you can automate triggered emails based on your subscribers' website activity. !Advanced Analytics: In addition to the reports that come with every account, there are plenty of advanced reporting options that you can access from anywhere.

Bowery View

PROS • Relatively simple setup and onboarding, particularly

for newsletters • Flexible design options • Fully responsive app with some analytics !

USE IF You are a young startup that has fairly basic email marketing needs or is focusing mainly on developing a newsletter.

CONS • Lightweight tool with limited functionality • Reports do not give real-time data !

DON’T USE IF You are a developed enterprise looking for up-to-the-minute reporting, or are focused on building a complex email marketing solution much wider in scope than newsletters.

Free Version

Growing Business Version

High Volume Sender Version

Price Free$10/mo - $240/mo, depending on exact

# of subscribers

$245/mo - $40,900/mo,

depending on exact # of subscribers

Subscribers 0-2,000 2,001 - 50,000 50,001 - 9,999,999

Emails 12,000 Unlimited 612,000 - 120,600,000




BOWERY CAPITAL

Email Marketing: Responsys

42

Company Description

!!!!Founded: 1998 Employees: 1,001-5,000 Status: Subsidiary of Oracle (ORCL) Website: www.responsys.com

!Responsys is a cloud software solution that helps companies streamline their marketing process. Customers use Responsys to deliver the right marketing to the right consumers through email, mobile, social, display, and web. The software also allows you to personalize messages and coordinate your marketing across all the different channels.


Multi-Channel Messages: Create tailored messages through email, mobile, social, and web channels. !Dynamic Message Content: Pull in dynamic message content tailored to individual audience members. !Real-Time Monitoring: See what’s happening with campaigns, from execution to conversion, through live performance reports.

Bowery View

PROS • Platform is very intensive and provides marketers

with everything they need • Streamlines large marketing processes and makes

it easy to handle • Creating personable messages on a wide scale • Tech support is very attentive and reliable !

USE IF You're a large to medium sized company with a lot of marketing spend on a lot of different platforms.

CONS • User interface is outdated • Learning curve can be high !

DON’T USE IF If you are still a small sized company or don't plan on marketing heavily across a wide variety of channels.


for more details.





BOWERY CAPITALBOWERY CAPITAL

Email Marketing: Sailthru

43

Company Description

!!!!Founded: 2008 Employees: 100-200 Status: Privately Held Website: www.sailthru.com

Sailthru provides personalized marketing communications technology to help companies engage with individual customers and optimize revenue opportunities. Through the automated analysis of large data sets, Sailthru Smart Data generates and delivers personalized, omnichannel digital brand experiences. While email marketing is its focus, the Sailthru platform empowers many other marketing channels.


Relevant and Timely Communications: Automatically re-engage older users, accelerate repeat purchases, recapture cart abandonment, offer a free trial, etc.—all at the most opportune times. !Personalized Content and Recommendations: Automatically populate all of your communications with the most pertinent content and products. !More Targeted Marketing: Use Sailthru to build dynamic, sophisticated user groups based on the extensive behavioral data available for each customer.

Bowery View

PROS • Cross-platform personalization • Understands users as unique digital consumers • Optimizes results across marketing channels • Good insights and analytics !

USE IF You are managing marketing communications for a large company with a focus on data-driven personalization on a wider scope than just email marketing.

CONS • Difficult for non-technical users • Geared towards enterprise customers with dedicated

resources (may be too expensive for early-stage startups) !

DON’T USE IF You don’t have the technical resources to help with campaign creation, or the need for deep customer-level personalization. You have a very limited budget.


for more details.





BOWERY CAPITAL

Email Marketing: SendGrid

44

Company Description

!!!!Founded: 2009 Employees: 51-200 Status: Privately Held Website: www.sendgrid.com

SendGrid is a cloud-based email infrastructure and delivery service that helps users communicate with their customers, through transactional and marketing email channels. Its features include improved email delivery, easy integration, real-time analytics and reporting, highly scalable email infrastructure, complete transactional, marketing and mobile email delivery platform, and live customer support. It also offers unified customer profiles in addition to advanced reporting options.


Scalable Infrastructure: Delivery infrastructure easily scales up or down, ensuring that transactional and marketing emails are delivered. !Actionable Real-time Analytics: Easily categorize separate email campaigns and track statistics down to the email address. Data is real-time, available via a web dashboard or customizable through APIs. !Live Customer Support: Free customer support via phone or online chat during business hours. Critical incident support 24/7.

Bowery View

PROS • Simplicity of implementation • Can add a Google Analytics ʺfilterʺ • Good support team • Flexible Web and SMTP APIs plus a simple SMTP

relay set-up !USE IF You are an early stage startup that wants a user-friendly and flexible email marketing tool.

CONS • SendGrid interface can be difficult to use when

trying to create custom email designs, particularly for someone without strong technical abilities

• Reporting tools aren’t completely straightforward !DON’T USE IF You are later stage business planning to create complex email designs and may be limited on time to request aid from the customer support center.

Bronze Silver Gold Platinum

Price $9.95/mo $79.95/mo $199.95/mo $399.95/mo




BOWERY CAPITAL

Social Engagement: Buddy Media

45

Company Description

!!!!Founded: 2007 Employees: 1,001-5,000 Status: Subsidiary of Salesforce.com (CRM) Website: www.salesforcemarketingcloud.com/products/social-media-publishing/

Publish with Buddy Media, a product within the Salesforce ExactTarget Marketing Cloud brand, is a cloud-based SaaS marketing solution that allows agencies and brands to manage their social media presence and marketing campaigns. The product helps brand build connections and maintain relationships with their customers.


Manage Content and Publishing Strategy: Publish content to fans by language, country, or by targeted distribution. !Data-driven Optimization: Optimize your publishing strategy with analytics that helps you understand what’s working and what’s not. !Multi-Channel Campaign: Run integrated campaign across Facebook, Twitter, Youtube and your website

Bowery View

PROS • Supports multiple platforms such as Facebook,

Twitter, and YouTube • Highly efficient, easy to set up and simple to

manage • Advance targeting and segmentation for content !

USE IF If you are a medium to large size enterprise that uses social media as a channel to connect, manage, and build relationships with your customers.

CONS • Expensive if you are a small company • Lacking deep analytics !

DON’T USE IF You are a startup or small size company with a limited social media marketing budget.


for more details.





BOWERY CAPITAL

Social Engagement: Buffer

46

Company Description

!!!!Founded: 2010 Employees: 11-50 Status: Privately Held Website: www.bufferapp.com

Buffer is a social media management solution that allows users to manage their social networks, by providing the means to schedule posts to Twitter, Facebook, Google+, and LinkedIn.


User-friendly: The dashboard organization is clean and simple with available social profiles on the left and analytics, schedule, and other settings clearly labeled across the top navigation. !Web Extension: The extensions are available for Chrome, Safari and Firefox. Buffer automatically shortens the link (using bit.ly) and allows users to add photos. !Rescheduling: Buffer spreads retweets out and allows you to retweet and add variety to your Buffer account by sharing other people’s tweets as well as your own.

Bowery View

PROS • Neatly organized service with easy social media

integration and posting schedules • Offers a browser extension for Firefox, Chrome, and

Safari that lets user share content from any Web page

• Ability to “Buffer” directly from Twitter !USE IF You are looking for a clean dashboard organization to complete scheduling and other tasks in one place.

CONS • Full app does not show external social media

streams - you need to use another client in conjunction with Buffer to get this functionality

• Same content shared without alterations to various platforms, so it is not necessarily optimized for each !

DON’T USE IF You are a later stage business that is either looking for a larger scale social engagement application or a fully fledged marketing automation platform.

Awesome Small Medium Large

Purchase Price Free $50/mo $100/mo $250/mo




BOWERY CAPITAL

Social Engagement: HootSuite

47

Company Description

!!!!Founded: 2008 Employees: 201-500 Status: Privately Held Website: www.hootsuite.com

HootSuite is a social media management system for businesses and organizations to collaboratively execute campaigns across multiple social networks from one secure, web-based dashboard. It allows teams to streamline workflow with scheduling and assignment tools and provides a geo-targeting functionality to reach audiences. Custom reports use comprehensive social analytics tools for measurement.


Custom Analytics: Get a better view of your social campaigns with powerful analytics tools and customizable reports that will give you a complete and comprehensive picture of your participation in social spaces. !Message Management: Hosting all of your social networks and pages in one dashboard allows you to monitor for brand mentions, schedule campaign messaging, and effectively respond to your audiences in real-time. !Security: Platform and HootSuite Teams security options, allow you to retain control over social publishing.

Bowery View

PROS • Can monitor multiple streams in one place

Completely cross platform • User gets free reports by email • Includes key social network integrations including

Facebook, Twitter, LinkedIn, and Google+ !USE IF You are a business involved in several social networks.

CONS • No thumbnail and summary previews in Facebook

in certain situations • Analytics reports can get expensive !

DON’T USE IF You are an early stage startup that does not have the resources to monitor multiple streams.

Individual Pro Enterprise


Free $8.99/mo Contact for pricing

Social Profiles 5 50-100 Unlimited




BOWERY CAPITAL

Social Engagement: Sprout Social

48

Company Description

!!!!Founded: 2010 Employees: 50-100 Status: Privately Held Website: www.sproutsocial.com

Sprout Social provides online social media management tools. The company’s web application integrates with Twitter, Facebook Fan Pages, LinkedIn, and other networks where consumers engage with businesses and brands. It also offers contact management, competitive insight, lead generation, reporting, analytics, and others.


Data Visualization and Insight: The Engagement Report provides insight on team interactions. Expose trends in social engagement by day & time and see how you stack up against profiles with similar message volume. !Collaboration: When managing tasks, you'll have complete visibility of assignments on an organizational, team, or individual level. !Mobile: A cohesive experience across multiple social networks, regardless of where you are or what device you're using.

Bowery View

PROS • Easy to use reporting tools • Incredibly powerful search and influence tools • Customizable messaging from multiple networks in

one location • Advanced message scheduling • Decent mobile apps !

USE IF You are mainly looking to monitor all of your social media channels using one tool and have a small budget.

CONS • No free version • No bulk scheduling !

DON’T USE IF You are a later stage company that needs robust reporting.

Deluxe Premium Enterprise

Price Per User $59/mo $99/mo $1,500+/mo




BOWERY CAPITAL

Social Engagement: TweetDeck

49

Company Description

!!!!Founded: 2006 Employees: 1,001-5,000 Status: Subsidiary of Twitter (TWTR) Website: tweetdeck.twitter.com

TweetDeck is a social media dashboard application that consists of a series of customizable columns, which can be set up to display the user's Twitter timeline, mentions, direct messages, lists, trends, favorites, search results, hashtags, or all tweets by or to a single user. Its features include alerts to keep up with emerging information, filtered searches, exportable timelines, real-time streaming timelines, and the option of a light or dark theme.


Custom Twitter Experience: Organize and build custom timelines, keep track of lists, searches, activity and more—all in one interface. !Efficient Searching: Create searches to track topics, events and hashtags. Refine the results with filters. !Manage Multiple Accounts: Tweet, monitor, and follow new accounts from all or just one of your accounts.

Bowery View

PROS • Sleek column design and simple navigation • Real-time engagement • Can be used as a web app, a Chrome app, or a

desktop app • Users can monitor and tweet from multiple accounts

simultaneously !USE IF You are an early stage startup focused on Twitter for customer engagement.

CONS • Limited to Twitter • When TweetDeck is full screen, pop-up notifications

can obstruct the panel view • No iOS or Android app !

DON’T USE IF You are a business that does not heavily employ Twitter for social engagement. If you rely on a wider variety of social media tools, consider HootSuite, Buffer, or Sprout Social instead.

Free

Purchase Price Free




BOWERY CAPITAL

Customer Service: Contactually

50

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.contactually.com

Contactually is a virtual email assistant that supports customer success. It automates reminders indexed in users' emails and alerts them every morning of the most critical people that they have to reach in a timely fashion. In addition, it identifies when the user emails a new lead, shows what he already knows about him, and asks a few specific questions to learn more. The response is parsed, and all data is automatically pushed to the user's CRM.


Integration: Ensures contact data syncs across platforms, without need for manual entry. For example, contacts and email are synced to Gmail bilaterally. !Versatility: Contactually works on iPhone, Android, Gmail, Outlook, Salesforce, and web. !Team Dashboard: Monitor individual and team progress when it comes to contact management. See how many contacts each colleague is sharing and how many of them they’ve contacted this week.

Bowery View

PROS • Universal address book • Can integrate with other CRM’s • Offers intelligent follow up reminders to reengage

with most important contacts • Can easily manage relationships from inbox and

prioritize and group contacts !USE IF You are an early stage startup that requires emphasis on foundational customer relationships.

CONS • Overcommitting on daily “to-do” actions can be

overwhelming on the dashboard • Buggy (based on online reviews) • Can get expensive !

DON’T USE IF You are a later stage business with a large team that requires more robust sales rep interfaces like ticketing or additional integrations.

Premium Small Business Enterprise

Price Per User $19.99/mo $39.99/mo $99.99/mo




BOWERY CAPITAL

Customer Service: desk.com

51

Company Description

!!!!Founded: 1999 Employees: 10,000+ Status: Subsidiary of Salesforce.com (CRM) Website: www.desk.com

Desk.com (known as Assistly pre-acquisition) is an advanced customer service application that includes dashboards that deliver business insights and agent performance and includes self-service support centers, which are customizable, multilingual, and easy to integrate directly into users' web sites. Its other features include a universal inbox, case management, productivity tools, advanced reporting, and mobile support.


Seamless Work: Customer service application works across all major desktop, tablet and mobile devices. !Dashboards: Dashboards deliver business insights and agent performance, allowing you to analyze, strategize and optimize your entire customer service operation. !Customer Profiles: Get a 360° view of past and present customer interactions, with detailed case histories across all key channels.

Bowery View

PROS • Clean user interface • Single, integrated strategy • Integration with GetSatisfaction, Salesforce, Google

Apps • Can add live chat to web site and engage customers

via Desk.com !USE IF You are larger business that can take advantage of the Standard Plan and requires tight integration with Salesforce.com.

CONS • Limited case management options for starter plan

companies • Limited custom reporting !

DON’T USE IF You are an small startup that would prefer more flexible customer success features, and that is unconcerned with a tight Salesforce.com integration.

Starter Regular Plus

Monthly Price Per Agent

$3/mo $30/mo $40/mo




BOWERY CAPITAL

Customer Service: Freshdesk

52

Company Description

!!!!Founded: 2010 Employees: 51-200 Status: Privately Held Website: www.freshdesk.com

Freshdesk is a comprehensive customer support software that includes a managed team inbox, efficient ticket management, customizable ticket fields, powerful automations, social customer support, smart knowledge base suggestions, integrated community forums, and built-in time tracking. In addition, the program offers a self-service portal coupled with multiple products and global support as well as agent collision detection.


Personalization: Bring in your own logo, colors and theme. You can also use your own CSS, JS, and layouts. !Insightful reports: Allows you to customize, generate, and pull any report you need, any time you want. !Ticketing: Track the progress of a ticket, from the moment it is opened, all the way through resolution and closure. Categorize issues, make sure they are filed in the right buckets, and assign tickets to other agents.

Bowery View

PROS • Easy to use • API can be connected to other apps • Multi-language & multi-time zone support

Complete portal customization • Includes customer satisfaction survey !

USE IF You are later stage developing business that wants to retain a large customer audience. You want a customer service solution without paying Zendesk’s higher prices.

CONS • Depending on the case, can be expensive, but

Freshdesk can help design a more affordable plan • Can be slow to load !

DON’T USE IF You are an early stage startup that does not need a highly customizable customer service support system.

Free Blossom Garden Estate


Free for 3 months,

then $15/mo

$19/mo $29/mo $49/mo

Annual Price Per Agent

Free for 3 months,

then $15/mo

$16/mo $25/yr $40/mo




BOWERY CAPITAL

Customer Service: nanoRep

53

Company Description

!!!!Founded: 2009 Employees: 11-50 Status: Privately Held Website: www.nanorep.com

NanoRep is a web-based software that wins customers through intelligent self-service which includes features such as an accurate, multilingual, predictive, and contextual Q&A search, 24/7 instant answers, and proactive detection of high-value customers. It also includes BI and customer analytics, which analyze top topics that lead to conversations and detects underperforming pages, products and answers. Its support agent tools offer live chat for agents and customers as well as advanced SLA tracking, rules, and queue management.


Web Self-service: Intelligent self-service helps your customers to accomplish their goals in the easiest and most efficient way. !BI & Customer Analytics: NanoRep provides real-time insights on top topics, SEO content, and drive smart marketing and campaigns decisions. !Support Agent Tools: Empower agents with our intelligent solution that learns to predict your agent's answers, making email and chat agents more productive by suggesting answers automatically.

Bowery View

PROS • Interactive and unique visual presentation • Real-time answer suggestions to agents • Easy set-up with full customization options • Powerful ticketing system !

USE IF You are large business whose services require interactive customer support.

CONS • Widget can appear disruptive on web page • More oriented for medium-large sites !

DON’T USE IF You are an early stage startup that does not need the extensive functionalities offered by nanoRep and wishes to avoid higher costs for customer service support.

Basic Pro Enterprise

Monthly Price $490/mo $990/mo $2,490/mo




BOWERY CAPITAL

Customer Service: Zendesk

54

Company Description

!!!!Founded: 2007 Employees: 201-500 Status: Privately Held Website: http://www.zendesk.com

Zendesk is a customer service solutions software that allows users to build beautiful self-service centers and offers familiar customization tools. There are over 100 apps that plug into Zendesk, so users can unite their businesses by integrating their favorite tools. In addition, Zendesk can connect with social networking site pages and provides live chat support to multiple customers at once.


Simple Phone Support: With Zendesk Voice, your agents can answer inbound or make outbound calls from their preferred browser, landline, or mobile. Voicemails are recorded and transcribed into Zendesk tickets. !Real-time Visibility into Call Activity: Zendesk Voice comes with built-in dashboards that report on call activity and call history, providing an instant view of queue activity stats like calls waiting and wait times, as well as agent performance metrics. !Global Phone Support: Support customers globally by adding national numbers with one click.

Bowery View

PROS • Brings customer conversations into one place • Offers widgets and is integrated with SFDC • Multi-brand support with linked accounts !

USE IF You are larger business, preferably with global operations, that wishes to monitor customer support.

CONS • Somewhat inflexible account packages • Strict password requirements • Steeper learning curve than competitor products • Can be considerably more expensive than its

competitor Freshdesk !DON’T USE IF You are an early stage startup that does not yet need nor has the budget for enterprise phone support.

Starter Regular Plus Enterprise Enterprise Elite


$1/mo $25/mo $59/mo $125/mo $195/mo




IV. Honorable Mentions /

BOWERY CAPITAL

Honorable Mentions

56

This section is comprised of the 20 or so additional tools we think you should know. These tools are also commonly used but may be more up-and-coming or simply peripheral to the sales process. While these

profiles are less comprehensive, give us a shout and we may graduate some to the core guide.

Calendly

Boomerang

Mitro

iQuoteXpress

Trello

Clicky

Speek

DocuSign

Okta

TimeTrade

Glider

Mixpanel

Optimizely VisualizeROI

Xero

Betty Google Analytics Socedo

Proposal Software

Bronto

Tweetbot

Prospect Ace

BOWERY CAPITAL

Scheduling: Betty

57

Company Description

!!!!Founded: 2013 Employees: 1-10 Status: Privately Held Website: www.trybetty.com

Betty is a personal scheduling assistant that allows recipients to schedule an appointment directly from an email.


Reschedule Effortlessly: Meeting attendees can reschedule events with a click, and Betty automatically updates the calendar event. !Email Notifications: Sends you and your recipient an email whenever an event has been scheduled or rescheduled. !No Hassles: Your personal calendar always remains private and you retain full control of your availability.

Bowery View

PROS • Free • Recipients can book directly from email • Extremely easy to setup and use !

USE IF You want a simple, email-based appointment scheduler.

CONS • Very new company • Unclear how long they will offer support !

DON’T USE IF You need quick responses from tech support.

Free

Purchase Price Free




BOWERY CAPITAL

Productivity: Boomerang

58

Company Description

!!!!Founded: 2012 Employees: 1-10 Status: Privately Held Website: www.boomeranggmail.com

Boomerang allows the user to schedule messages to be sent or returned at a later date. The product also tracks messages to make sure that the user hears back and allows scheduling reminders inside of Gmail.


Message Scheduling: Boomerang allows you to schedule messages to be sent or returned at a later date. Write a message now, send it whenever, even if you're not online. !Message Tracking: Track message see if recipients opened your message and make sure that you hear back !Set Reminders: Use Boomerang to send an email reminder to yourself so you remember to follow up.

Bowery View

PROS • Free version • Lives within Gmail !

USE IF You want your email efforts to be more organized and your company primarily uses Gmail’s web client.

CONS • Unlimited Boomerang emails require a subscription • Only works with Gmail !

DON’T USE IF You don’t want to pay for a rescheduling-only email product, or you do’t use Gmail.

Basic Personal Professional


Free $4.99/mo $14.99/mo




BOWERY CAPITAL

Email Marketing: Bronto

59

Company Description

!!!!Founded: 2002 Employees: 51-200 Status: Privately Held Website: www.bronto.com

Bronto is an email marketing solution that combines email, mobile and social messaging with drag-and-drop automation in one simple marketing platform that allows users to design and execute personalized campaigns.


Advanced Marketing Automation: Solutions for shopping cart abandonment, transactional email, and powerful e-commerce integrations. !Integrations: With a flexible API and customizable developer services, it is easy to integrate Bronto with a wide range of e-commerce, web analytics, and other business platforms and processes. !Technical Support: Award-winning technical support is available to ensure that you are always covered and to minimize the risk of disruption.

Bowery View

PROS • User-friendly layout • Large email volume • Feature rich !

USE IF You are a larger company that has a significant email volume but that does not have a need for wider, data-driven customer-level personalization.

CONS • Requires some expertise to set up higher

strategies, but support team is helpful • Reporting features can be difficult to use • Limited number of fields when creating emails !

DON’T USE IF You are an early startup with a smaller email volume and limited experience in email marketing.

Free Core Pro Agency

Price Free $995/yr $3,000/yr Call for pricing

Emails 60,000 120,000 Custom




BOWERY CAPITAL

Scheduling: Calendly

60

Company Description

!!!!Founded: 2013 Employees: 1-10 Status: Privately Website: www.calendly.com

Calendly is a simple scheduling software. It helps customers save time, sell more, sell faster and provide speedy customer service by eliminating email and phone tag for scheduling meetings and appointments.


Schedule Meeting with One Email: You and your invitees will love not having to trade several emails to find a meeting time that works. !Easy and Fast: Calendly’s clean, modern interface makes it very easy to use. And since you’ll no longer play email or phone tag, your meetings will be scheduled up to 70% faster. !You’re Always in Control: Your personal calendar always remains private and you retain full control of your availability.

Bowery View

PROS • Calendly is free • Easier to highly customize than competitors !

USE IF You are looking for an external scheduling solution that will reduce unnecessary email back and forth.

CONS • Detailed setup required for optimal use • Calendar entries could be smarter and more

comprehensive !DON’T USE IF You need robust solutions for managing multiple calendars, sending follow up emails, or scheduling in general.

Free

Purchase Price Free




BOWERY CAPITAL

Analytics: Clicky

61

Company Description

!!!!Founded: 2005 Employees: 11-50 Status: Privately Held Website: www.clicky.com

Clicky is a customer success app and plugin that provides comprehensive web analytics. Its features include real time reports, heat maps, on-site analytics, uptime monitoring, alerts to be notified of conversions, and more. Notably, it shows every visitor and every action he takes on the web site, with the option to attach custom data to visitors, such as usernames or email addresses.


Real Time Data: All data including reports in Clicky are up-to-the-minute real time. !Heat maps: In addition to standard per-page heat maps, Clicky also lets you view heat maps for individual visitor sessions, including segmentation. For example, you can view heat maps only for visitors who completed a specific goal. !Alerts: Setup alerts to be notified of conversions, campaign visitors, logged in visitors, and more.

Bowery View

PROS • Real time data • Reports for individual visitors • Powerful and flexible API • Unique bounce rate indication !

USE IF You are an small startup or large business that wants real time analysis

CONS • Currently no way to track multimedia views or RSS

feed subscriptions with Clicky !DON’T USE IF You are a business that wishes to especially monitor multimedia views

Free Pro Pro Plus Pro Platinum


Free $9.99/mo $14.99/mo $19.99/mo

Yearly Price Per User

Free $79.99/yr $119.99/yr $159.99/yr




BOWERY CAPITAL

Document Management: DocuSign

62

Company Description

!!!!Founded: 2003 Employees: 501-1,000 Status: Privately Held Website: www.docusign.com

DocuSign is a court-approved e-signature sales tool allowing users to sign documents electronically and send documents securely from an geographic location for a electronic signature. Additionally, users can manage documents online from any device using an e-signature.


Court-accepted: Electronic signing of important documents. !Tagging system: Shows recipients where to sign. !Handles: Multiple and sequential recipients.

Bowery View

PROS • Manage signing process efficiently without needing

signatories to physically handle a document • Varied plans and packages cater to any size of

company !USE IF You are a company operating over a large geographic area that frequently deals with contracts.

CONS • Verifying recipient's identity using phone

authentication or RSA ID Check costs extra !DON’T USE IF You are a company that does not require e-signature tools.

Individual Plan

Professional Plan

Business Plan

Max Number of Users

1 10 10

Price Per User $10/mo $20/mo $30/mo

Specs 5 Docs/Month

Unlimited Docs. Unlimited Docs. + more


http://www.docusign.com



BOWERY CAPITAL

Contract Management: Glider

63

Company Description

!!!!Founded: 2012 Employees: 11-50 Status: Privately Held Website: wwww.glider.com

Glider streamlines the contract process, and shows how many contracts are waiting on legal, stuck in negotiations, out for final signatures, and which will actually close by quarter-end. Glider allows industry leaders maintain focus on their businesses rather than babysitting contracts with an easy drag and drop interface and features for both sales team members and finance officers


E-Signature Tools: Use Glider to procure legally binding signatures from literally continents away !WorkFlow Tools: Allow your sales team to keep tabs on exactly where in the contract process a certain deal is. !Document Sharing: Allow your entire team access to the necessary documents to facilitate a smooth and efficient contract process

Bowery View

PROS • Glider is a fantastic way to bring efficiency to the

contract process • Offers a plethora of Contract process-related tools in

a single package !USE IF Glider fits in your budget and and your team engages in a variety of deals across a large geographic area.

CONS • Glider is pricey for an early start-up !

DON’T USE IF You don’t have the budget for it.

Basic Plan

Professional Plan

Enterprise Plan

Price $400/mo $2,000/mo Contact for Info




BOWERY CAPITAL

Analytics: Google Analytics

64

Company Description

!!!!Founded: 2006 Employees: 501-1,000 Status: Subsidiary of Google (GOOG) Website: www.google.com/analytics

Google Analytics is a digital analytics platform for anyone with a web presence. It generates detailed statistics about a website's traffic and traffic sources and measures conversions and sales. This tool is ubiquitous, but is included in the “Honorable Mention” section as it is peripheral to the sales process.


Advertising and Campaign Performance: Allows user to see how well the advertising is going so user can modify strategy. !Data Collection and Management: Allows users to format the data the way they want. !Sales and Conversions: Allows for company to set goals, identify best products in e-commerce, and gauge importance of different sources of marketing.

Bowery View

PROS • Easy to use • Free software, free training • Custom reports • Seamless integration with AdWords !

USE IF Company is heavily involved in e-commerce. Because it's free, every company should at least look at potentially using it.

CONS • Not real-time • Visitors can opt out • Can be confusing • Premium version is very expensive !

DON'T USE IF User has no experience in or intuition for data analysis.

Basic Premium

Price Free $150,000/yr




BOWERY CAPITAL

Contract Management: iQuoteXpress

65

Company Description

!!!!Founded: 2009 Employees: 11-50 Status: Privately Held Website: wwww.iquotexpress.com

iQuoteXpress is a cloud SaaS provider of Configuration Price Quote (CPQ) software, allowing users to generate quotes and proposals in minutes. Features include Product Configuration, E-Catalogs, Calendars, and Contact Management functions, all with easy customization options. Additionally, easily generate performance and activity reports using iQuoteXpress sales software.


Automated Sales Process: Offers an automated CPQ sales system !E-Catalog: Online e-catalog further serves to automate sales process for both buyers and sellers !Relevant Analytics: Comes equipped with sales report features, calendars and contact management tools

Bowery View

PROS • Automated CPQ sales process allows Sales teams to

work more efficiently • Users can access all relevant information and data

from any platform thanks to cloud configuration !USE IF You're a larger team looking to automate portions of your sales process.

CONS • Customers might be less willing to purchase items

from a company's online quoting software if the business isn't able to keep its data safe, and such automated CPQ systems do provide higher security risks than normal sales processes !

DON’T USE IF Your sales process does not necessarily fit an automated mold.


for more details.





BOWERY CAPITAL

Identity Management: Mitro

66

Company Description

!!!!Founded: 2013 Employees: 1-10 Status: Privately Held Website: www.mitro.co

Mitro is a password and login manager for teams that allows users to create passwords that are safe and easily shareable.


Password Sharing: Allows team members to access shared passwords. !Chrome Extension: Installs directly into Chrome, Firefox, or Safari with an unobtrusive interface that only shows up when you are prompted for username and password entry.

Bowery View

PROS • Secure, lightweight • Works on multiple devices !

USE IF You are a small business or small startup looking to simplify passwords.

CONS • Organization version of Mitro is still in beta !

DON'T USE IF You have no need to chafe passwords across your organization, or you are happy with your browser solutions.

Free

Purchase Price Free




BOWERY CAPITAL

Analytics: Mixpanel

67

Company Description

!!!!Founded: 2009 Employees: 11-50 Status: Privately Held Website: www.mixpanel.com

Mixpanel provides an API-based real-time analytics service for companies to understand how users interact with Web applications. It offers Javascript, iPhone, Android, and email analytics, as well as platform products; Web analytics solutions, including measuring the social Web, creating viral startups, visitor retention, and ruby on rails analytics; and various funnel analysis solutions. The company helps companies dive deep into product usage, conversion rates, and user retention.


Funnels: Helps see where customers are lost in the process of user interaction with website !Retention analysis: Sees if consumer still continually uses app !Analytics: Ties data to users to visualize what users do with app; can be used to target specific consumers

Bowery View

PROS • Reports actions to gauge customer interest • Very powerful in event-tracking !

USE IF You have developers in your company that can understand and analyze data from the CRM.

CONS • User may make wrong conclusions from data • Not full-featured compared to other CRMs !

DON’T USE IF You have no experience in the developer world and are an average user.

Individual Pro Premium Enterprise


$350/mo$600/

mo $1,000/mo $2,000/mo

Yearly Price Per User

$4,200/yr $7,200/yr

$12,000/yr $24,000/yr


http://www.mixpanel.com



BOWERY CAPITAL

Identity Management: Okta

68

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.okta.com

Okta is a secure, reliable, extensively audited platform that integrates deeply with on premises applications, directories, and identity management systems. Its many features include a single sign-on across all web applications, automated user management, active directory and LDAP directory, centralized deprovisioning, multi-factor authentication, and flexible policy.


Extend Active Directory & LDAP to the Cloud: Offers a complete, robust and easy to use Active Directory single sign-on integration. !Centralized Deprovisioning: Automates the end-to-end deprovisioning process for easy identity management including automated end-to-end workflow. !Extensible Identity Platform: Provides a full set of REST APIs for software developers who want to use Okta as an identity layer for their applications and IT admins who require a high level of customization.

Bowery View

PROS • Easy implementation • Reliable site • Clear dashboard • Secure access from any device, anywhere Includes

modern identity service !USE IF You are an early stage startup that is looking for an affordable and reliable customer success system.

CONS • Some app connections take more time to set up • Mobile solution needs work !

DON’T USE IF You are a large business that requires rapid app connections at all times.

Pro Enterprise Performance Enterprise Plus


$2/mo $4/mo $8/mo Contact for Pricing




BOWERY CAPITAL

Web Optimization: Optimizely

69

Company Description

!!!!Founded: 2009 Employees: 51-200 Status: Privately Held Website: www.optimizely.com

Optimizely is a website optimization platform, providing A/B, multipage, and multivariate testing that is incredibly powerful and easy-to-use. Optimizely enables users with and without technical expertise to make dynamic changes to their websites, test the variations to live traffic, gather immediate results, and make data-driven decisions.


A/B Testing: Allows companies to see and track how changes to a page affect user outcomes. !Split Testing: Uses controlled, randomized experiments to improve a website, with a particular focus on marketing.

Bowery View

PROS • Easy-to-use editor • Constant change can increase revenue and leads • No technical bottleneck !

USE IF You want an optimization tool with a simple user interface.

CONS • No mid-range price, so quota for testing may be

filled up quickly !DON'T USE IF You need more robust or advanced optimization capabilities.

Silver Gold Platinum


$71/mo $359/mo Request Price




BOWERY CAPITAL

Contract Management: Proposal Software

70

Company Description

!!!!Founded: 1994 Employees: 11-50 Status: Privately Held Website: www.proposalsoftware.com

Proposal Software offers one product to satisfy all of your Request for Proposal (RFP), Pitchbook Presentation and Sales Proposal software management needs. The "Proposal Management and Production System" (PMAPS) includes built-in database to sift through company documents and records. Seamless Microsoft Office compatibility interfaces ensure immediate user orientation and acceptance.


Suite of Apps: Proposal software offers a variety of apps under the "Proposal Management and Production System" Umbrella !Database: A comprehensive central database stores data from all apps under the PMAPS umbrella.

Bowery View

PROS • Automated CPQ sales process allows sales teams to

work more efficiently • Users can access all relevant information and data

from any platform thanks to cloud configuration !USE IF You're dealing with RFP issues on a regular basis and looking for a single package to deal with process management needs.

CONS • PMAPS package cannot be split up into individual

applications !DON’T USE IF Only one or two of the PMAPS packaged software is applicable to your company.


for more details.





BOWERY CAPITAL

Prospect Intelligence: Prospect Ace

71

Company Description

!!!!Founded: 2011 Employees: 11-50 Status: Privately Held Website: www.autopilothq.com

Prospect Ace is an end-to-end solution for marketing automation and content marketing that anyone can use. The company provides a suite of integrated, intelligent and next generation applications.


Email Verification: Ensures the legitimacy of email prospects.

Bowery View

PROS • No contract • Paid plans guarantee verified email addresses or

else your credit for that prospect is refunded • 42% reply rate !

USE IF Company is in need of new leads, and customers are typically present on social media tools like LinkedIn.

CONS • Requires Chrome to use !

DON'T USE IF You are a larger company or need a more robust product.

Plan 1 Plan 2 Plan 3

Verified Prospects w/Email

$600/mo $1800/mo $4000/mo


$199/mo $499/mo $999/mo


$2388/yr $5988/yr $11998/yr




BOWERY CAPITAL

Social Sales: Socedo

72

Company Description

!!!!Founded: 2012 Employees: 1-10 Status: Privately Held Website: www.socedo.com

Socedo helps sales and business development professionals leverage social media to discover leads and build relationships more effectively. Today, inside sales teams at B2B organizations manually build prospect lists and then cold call/email those potential buyers. Socedo automatically discovers relevant leads based on the conversations and actions they are taking on the social web.


Contacts List: Derived from user-submitted keywords !Scores And Ranks Prospects: For optimizing leads !Syncs: Data to CRMs to maximize versatility of product !Media Automation: Leverages social media to generate leads

Bowery View

PROS • Helps build warm leads via social networks to

eliminate the need for cold calling/emailing • Can sync data with CRMs like SFDC !

USE IF Company uses CRM like SFDC and is in need of a lightweight but efficient lead generator.

CONS • Less established than competitors • No free version !

DON'T USE IF Company is need of large amounts of quality leads. There are better options in the market.


for more details.





BOWERY CAPITAL

Communication Tools: Speek

73

Company Description

!!!!Founded: 2012 Employees: 11-50 Status: Privately Held Website: www.speek.com

Intuitive and quick to set up, Speek offers simple audio conference calling with a personal or business link. The phone conferencing service has a simple and instinctual interface that shows who has joined the conference call and who is currently talking. Calls can be made using either a phone (mobile or landline) or simply your computer, making Speek perfect for small group audio conferencing.


MultiPlatform: Call from either a phone, click-to-call (via custom dial-in or mobile app), or computer !Heads-up Interface: See who is the conference call and who is currently talking with profiles for Speek hosts and users !Easy Setup: Simple web-browser compatibility; easy to set up with significant free functionality

Bowery View

PROS • Very simple interface • Customer URL for joining conference calls online • Works on mobile and non mobile platforms • Ability to upload files in-meeting !

USE IF You're looking for a simple, reliable and free conference call service. Good for small startup teams focused on ease of use.

CONS • Not available outside the US • Max of 5 participants on the free plan • No video conferencing or screen-sharing • Occasional audio and dial-in difficulties !

DON’T USE IF Consider more powerful/comprehensive conferencing tools before looking at the Pro and Team Speek Plans. Not a good platform for demos.

Free Plan Pro Plan Team Plan

Price Free $10/mo Starting at $10/mo




BOWERY CAPITAL

Scheduling: TimeTrade

74

Company Description

!!!!Founded: 2000 Employees: 51-200 Status: Privately Held Website: www.timetrade.com

TimeTrade offers software that syncs the calendars of two individuals and offers open times to set up meetings, taking the headache and inefficiency out of trying to schedule a meeting time that works for all members. Additionally, users can manage and personalize meeting reminders and can choose to save previous meetings.


Calendar: Create multiple calendar "books" by subject/category !Sync: Calendar sync feature allows multiple people's calendars to sync together !Memory: Copy previously sent meeting requests as starting points for new ones

Bowery View

PROS • Takes the headache out of trying to nail down a

meeting time among large groups of people !USE IF You feel a need to automate the process of finding meeting times.

CONS • Max of 8 people can be invited to sync calendars • Plans for multiple people cost significantly more • Mobile functionality is lacking !

DON’T USE IF Your budget doesn't warrant a paid team-based scheduling tool.

Personal Plan

Professional Plan

Workgroup Plan

Price per user

Free $49/yr $99/yr

Specs Different pricing options based on various features included in each individual plan




BOWERY CAPITAL

Project Management: Trello

75

Company Description

!!!!Founded: 2000 Employees: 11-50 Status: Subsidiary of Fog Creek Software (Privately Held) Website: www.trello.com

Trello is a web-based project management application that serves as a fast and easy way to organize anything. It acts as a collaboration tool that organizes its user's projects into boards. In one glance, Trello tells the user what is being worked on, who is working on what, and where something is in a process.


Browser and Mobile Platforms: Trello supports the following modern browsers: Chrome, Safari, Firefox, and Internet Explorer. The app is also available on iOS, Android, and Kindle Fire HD. !Intuitive: The interface is easy to use and takes no time to learn. Every action is instantaneous. !Cards: Trello cards allow you to jot down information, make checklists, attach files, and more.

Bowery View

PROS • Great, visual design • Helpful in organization of projects for close-knit,

small teams • Free tier that includes most functionality !

USE IF You are smaller business with a highly collaborative team looking for a highly flexible task and project management tool.

CONS • Simple interface not ideal for large teams • Not well-integrated with calendar clients • Does not capture very complex workflows !

DON’T USE IF You are a business with individuals who prefer more complex task notation or one with an independent / non-collaboration working style.

Regular Gold

Monthly Price per User Free $5/mo

Yearly Price Per User Free $45/yr




BOWERY CAPITAL

Social Engagement: Tweetbot

76

Company Description

!!!!Founded: 2008 Employees: 1-10 Status: Subsidiary of Tapbot (Privately Held) Website: www.tapbots.com

Tweetbot 3 is a full-featured Twitter app for the iPhone. Its various features include background content fetch, drafts, customizable tab bar, push and inline notifications, power to mute, media timeline, customer services, timeline sync, wifi streaming, and easy list creation and editing.


Background Content Fetch: Fetches tweets for you in the background so you can do more reading and less waiting when you launch the app. !Timeline Sync: Use iCloud to sync timeline location and direct message read status across all versions of Tweetbot, or Tweetmarker to sync across other Twitter clients. !Push and Inline Notifications: Never miss a mention, direct message, or more. Supports system push and inline notifications while you are in the app.

Bowery View

PROS • Gesture-based browsing for user's timeline • Customizable buttons • Drafts feature allows users to meticulously craft

tweets and displays number of pending drafts !USE IF You are a business focused on Twitter for customer engagement.

CON • Limited to Twitter • Cannot schedule tweets in advance • App does not give a summary of new followers • No Windows compatibility !

DON’T USE IF You are a startup that requires advanced scheduling of tweets or does not heavily employ Twitter for social engagement.

Full Version

Price $2.99




BOWERY CAPITAL

Sales Analytics: VisualizeROI

77

Company Description

!!!!Founded: 2011 Employees: 1-10 Status: Privately Held Website: wwww.visualize-roi.com

VisualizeROI makes it easy for sales executives and marketing professionals to communicate value propositions to prospects and customers. The software allows users to create easy-to-follow graphical analyses showing any and all relevant data. VisualizeROI comes in a variety of price packages and is an asset to a wide variety of teams looking to enhance their sales presentations and value proposals.


Powerful presentation creator tool: Use VisualizeROI to create intuitive and visually appealing presentations !Link Sharing Feature: Share links with clients and customers allowing them to do their own analysis !First Call Sheet: Initial web form with several numerical or text fields is a painless way to collect data

Bowery View

PROS • VisualizeROI offers an intuitive and visually

appealing way to communicate value !USE IF You are looking for an effective way to easily visualize key sales metrics for internal purposes.

CONS • No free plan - can be expensive • Not necessary if you have a self-serve product that

doesn’t require reps to demonstrate ROI to specific customers !

DON’T USE IF VisualizeROI does not fit in your budget. Instead, make use of the Free Features downloadables to gauge potential usefulness of paying for a package.

Basic Plan

Professional Plan

Enterprise Plan

Price $400/mo $2,000/mo Contact for Info




BOWERY CAPITAL

Sales Accounting: Xero

78

Company Description

!!!!Founded: 2006 Employees: 201-500 Status: Publicly Traded (XRO) Website: www.xero.com

Xero offers accounting and bookkeeping software. Its online accounting tools manage bank reconciliation, invoicing and add-ons including Paypal, Vend, and ADP. The cloud-based platform also includes a multi-client interface and automates the classification of varies transactions.


Easy to use Accounting: Use Xero's clear and intuitive interface to take the headache out of accounting !Permission Levels: With a hierarchy of user permission levels, it is easy to keep Xero accounting secure !Easy Exporting: Created reports can be exported to Excel, PDF, and Google Docs

Bowery View

PROS • Simple yet powerful alternative to QuickBooks;

simpler to use, and comprehensive enough for most companies

• Superior UI to alternatives • Simple invoicing and estimate creation !

USE IF You are a small to medium sized team looking for a simple and user-friendly solution to accounting and bookkeeping.

CONS • Xero does not provide productivity tools for tracking

time or tasks such as inventory or purchased orders tracking

• Lacks QuickBooks’ range of integrations • Less robust reporting featured as compared to

QuickBooks !DON’T USE IF You have no need to tinker with your accounting system or you have grown past the need for simple accounting software.

Starter Standard Premium10

Premium20

Premium100


$9/mo $30/mo $70/mo $90/mo $180/mo




Thank You / Nic Poulos nicpoulos.com @picnoulos @bowerycapital !Special thanks to @peterllmccall for his integral research work on this project!

http://nicpoulos.com

https://twitter.com/intent/user?screen_name=picnoulos


https://twitter.com/intent/user?screen_name=peterllmccall

bowery capital - sales tools playbook v33 · sales enablement: align marketing and sales processes...

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