New Strategies for DrivingRevenue GrowthPardot and Data.com

Presented by Salesforce and Nuvem Consulting

Aug. 5, 2015

Welcome from our sponsorMatt Dillon, Co-Founder, Nuvem Consulting

Sponsor Snapshot - Nuvem Consulting

• Founded and HQ in Omaha

• Full service Salesforce consulting partner

• Certified Pardot consulting partner

• Services include implementation, optimization, custom app development, integration, Communities portals, mobile development

• Transform and streamline marketing and sales through people, process and technology

• Focus on giving businesses a 360-degree view of their customers, prospects and partners

Rethinking Marketing and Sales

Businesses experiencing exciting revenue growth today are using radical new approaches to engage customers and ensure the complete process from prospecting to long-term customer retention is streamlined and customer centric.

Building Your Salesforce Roadmap

We recommend clients think of the big picture when considering new sales and marketing technologies:

1. How do you achieve a complete view of your customer?

2. How do you provide a customer-centric experience through streamlined processes?

3. How do you achieve greater productivity with less effort?

4. How can you leverage other products, apps and platforms to compliment and enrich your solution through integration?

Grow Faster with Salesforce:Pardot + Data.comZach Byk

Katherine Lannom

Buyers Are More Connected to Information Than Ever Before

Website

Social Media

Email

References

Community

The Impact: Sales is less productive & it’s harder to close deals

Sources: Business2 Community, Leap Job, Ovation Sales, Group, Sirius Decisions, TopRankMarketing

of buyers want to wait to connect with a

company until they’re ready to buy

90% of cold calls result in an appointment with

a customer

2%

average sales cycle increased 22% due to more people involved

in buying process

22%on average, sales

people invest 6.25 hours to set one appointment

6.25

Current state at your company today?

1 Not enough quality leads, huge volume of sunk-cost leads in ‘lead graveyard’

Lead volume

No way to segment for industry-tailored content

Segmentation

Manual follow-up with every lead – takes days or weeks and yields few opportunities

Lead Follow-up

Multiple, disparate systems adds cost but also inefficiency

Workflow and Cost

Can’t accurately report on return on Marketing investment

ROI reporting

2

3

4

5

Industry Data17% of leads convert into

opportunities. -Bridge Group Study

77% indicate that their most compelling reason for implementing marketing automation is to increase revenue.

-Gleanster

78% of leads go to the company that responds first. -Source

Harvard

80% of Sales Leads are mishandled by Sales. -Forrester Research

Companies that excel at lead nurturing generate 50% more sales-

ready leads at 33% lower cost. -Forrester Research

Only 25% of leads are legitimate and should advance to sales.

-Gleanster Research

Lead Generation CampaignsThe Sales Funnel

80% of contacts who express an interest to buy today but do not, will do

so in the next 24 months. -SiriusDecisions

Dead Leads

Common Situation without Marketing Intelligence

Sales Funnel

How You Measure ROI?

INPUTS

Total Spend:

Leads Generated:

Cost per Lead:

$100k/yr

10k/yr

$10

How do you capture user data?

How do you pass leads to sales?

How do you follow up with non-sales ready leads?

OUTPUTS

Leads:

Cost Per Lead:

Sunk Cost:

8k

$10

$80k

20%Lead Conversion

The Sales Funnel

Lead Generation Campaigns Dead Leads

The Keys to Optimizing Your B2B Marketing Processes

Improve the Effectiveness of B2B Marketing Interactions

Improve the Quality of B2B Account and Contact Data

Both natively integrated with the #1 sales app

Salesforce Solution

Lead Generation CampaignsDead Leads

Email

Landing Pages

Forms

Google Adwords

Social Posting

Video/Event

Automated Lead Transfer

from Marketing to Sales

Engage Alerts

Lead Scoring/Grading

Activity Tracking

Closed Loop ROI Reporting

Drip Nurture

Campaigns

With Pardot, dead leads are returned to the funnel and put into nurture campaigns, where we see a 3x conversion rate.

Demo – Pardot + Engage

Click for Demo

Demo – Pardot + Engage Alerts1. Understand every interaction, so you can sell smarter.

2. View a real time feed of prospect engagement right within Salesforce CRM or on the Salesforce1 mobile app.

3. Customize the feed with activities that are important to your sales cycle.

4. Know exactly when to reach out with real time alerts.

Click for Demo

Local Customer StoriesKelly Marrs, Associate Manager – Customer Marketing, ConAgra Foods

Erik Dague, Director of Marketing, Valmont Industries

Customer Story Q&A Summary1. Pardot is a journey. You will always be finding ways to be more effective the more

data you get and the more features that are released or discovered.

2. Marketing automation is most effective when integrated with CRM

3. Pardot doesn’t take a large staff to support. Even enterprise level companies are finding success with 1-2 Pardot / integrated marketing specialists.

4. Small and mid-market businesses can use the same technologies as large businesses to gain a competitive edge

5. Features enable you to prove marketing ROI

6. Variety of use cases for managing unique partner / distributor / end customer relationships

7. Develop a strategy before your implementation – discover the capabilities

8. Assess your big picture technology needs that will compliment Pardot – Sales Cloud, Service Cloud, Pardot Communities, etc.

Thank you