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S2 A001 Keane 091707



Full session information and video available on successforce.com.

Full session information and video available on successforce.com.



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S2 A001  Keane 091707 S2 A001 Keane 091707 Presentation Transcript

  • Sales and Marketing United Track: Sales II – Advanced Strategies Chitra Nayak, salesforce.com Scott Keane, salesforce.com Nancy Kamerer, salesforce.com Christy Cooper, Preferred Offices Liberty Carras, Drive Performance Media
  • Safe Harbor Statement “Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2007. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  • The Sales and Marketing Void Marketing Sales “Why isn’t Marketing “I need more “How many leads do I accountable for whether quality pipeline need to deliver so Sales I make my number?” from Marketing.” can make their number?” “I don’t have the “I can’t see what resources to happens to leads follow-up on after I give them every lead.” to Sales.” “I don’t know what campaigns Marketing is executing or how “Why isn’t sales following to follow-up.” up on these leads?”
  • How to Bridge the Gap  Plan how much is needed to hit target and 1 who will generate it  Manage the process end-to-end 2  Execute marketing campaigns with sales fully 3 “on-board”  Measure for success 4
  • Generating the Plan Start with Your Target for Closed Business Close Conversion $ Closed Pipeline Leads Rate Rate Business Required from Required from Target Each Source Marketing Bus Dev / Telemarketing Sales Marketing Alliances
  • Need to Plan Ahead… Feed it when (and where) you need it Pipeline Generation vs. Close Timing Must Be Considered Quarter pipeline is closed Q1 ’06 Q2 ‘06 Q3 ‘06 Q4 ‘06 Q1 ‘07 Quarter Q1’06 30% 40% 20% 10% - pipeline is generated Q2’06 - 25% 40% 25% 10% Critical to build in a lag for timing of pipeline creation & close Pipeline Coverage a Key Factor to Consider  By Region Need to ensure enough pipeline  By Product coverage based on close rates  By Industry
  • Marketing Must Play End to End Where Marketing Must Deliver Value  NOT JUST ABOUT RESPONSES & LEADS Generate Many Marketing  Focus on quality leads that generate pipeline Leads groups stop here  Qualify leads prior to delivering to Sales Convert Leads  Cultivate “cold leads” to Pipeline  Provide competitive “Sell against” support Close the  Enable maturation through webinars, events Business
  • Marketing-Sales Integration Needs to Be Tight Convert to Account Qualify by Buy-in from Marketing pipeline Exec closes sales prior contacting campaigns lead to launch developed If no opportunity,  Ensure  Generate net archive lead alignment & new names Added to resources Marketing  Drive high  Educate sales house list pipe-to-spend qualification team Visibility. Credibility. Accountability.
  • Arming Sales with Tools for Follow-up Recommended Next Steps Email Templates Campaign Information Campaign-Specific Follow-up Email Qualification Questions Personalized via SFDC Links to Offers Drive to Free Trial or other Offer
  • ead type and lead source/channel impact ikelihood of conversion significantly Lead Scoring Get Sales to Focus Sales Reps on the High Quality Leads Lead Offer CS Lead type Total=109K leads created Q207-Q108 WW* Sign-up Demo Online Contact Events Form Center Content Me Form Website Internet Lead source Search SEM Internet Search – Organic Email Marketing Online Ads/Banners Conversion: Data not available Low Medium High oes not include low volume categories: order ctr, customer/partner referral form, splash page, partner interest form offer types
  • Cultivation is Key to Leverage Sales Efforts Help to bring prospects further along the funnel  Target offers based on where prospects are in the buying cycle  Develop cultivation/nurturing strategy to engage with those not yet ready to buy  Allow Sales the ability to focus on “most likely to close” Source: Lead Generation for the Complex Sale (Brian Carroll)
  • Marketing Campaigns Managed to Assess Pipeline Success # of Leads Total Pipeline Generated Generated by Campaigns Top # of Opportunities by Opportunities Pipeline Value Generated Leads and Opptys by Week and Month Current Lead Follow-up Status
  • SR Dashboards Important to Ensure Effective Lead Follow-up Qualification Leads untouched in 48 hrs # of Leads Untouched Leads Being Worked by SR Public Shaming for SRs who Break the Rules
  • Key Metrics for End-to-End Success Marketing Pipeline ($) Marketing Pipe-to-spend ($) 4Q06 1Q07 2Q07 3Q07 Marketing Lead Conversion Rates (%) Marketing Close rates (%)
  • Moderated By: CHITRA NAYAK VP, Marketing Strategy & Operations salesforce.com SCOTT KEANE Sr. Director, Marketing Operations NANCY KAMERER Director, Sales Development CHRISTY COOPER Sr. Director, Sales & Marketing LIBERTY CARRAS VP, Sales
  • All About Preferred Offices Preferred Offices Executive Suites provides flexible office solutions and a wide range of support services to accommodate the needs of businesses of all sizes. • INDUSTRY: Real Estate • EMPLOYEES: 29 • GEOGRAPHY: Washington DC, Virginia & Maryland • # USERS: 25 • PRODUCT(S) USED: SFA, Service & Support, 4 downloaded AppExchange applications
  • Uniting Sales and Marketing Optimize Capture Measure Improve Lead Cultivate Increase Drive Higher More Results Quality Leads Efficiency Close Rates Information Salesforce for Google Adwords Dashboards and Reporting Advanced Call Scripting Lead Scripts Opportunity Scripts Account Scripts Integrated landing pages Workflow – Time & Activity-based
  • All About DRIVE Performance Media As one of the world’s premier digital advertising networks, DRIVE Performance Media is leading digital advertising to a whole new level. We provide media only from the top 250 web publishers. And we provide the best possible access to the highest quality audiences-to the marketers who understand their value. By combining strategic media buying, world class technology and truly consultative sales and service, DRIVE gives marketers the ability to target any audience, any time, with higher relevance than ever before. • INDUSTRY: Advertising • EMPLOYEES: 90 • GEOGRAPHY: Global • # USERS: 60 • PRODUCT(S) USED: Enterprise Edition, Service & Support, 1 downloaded AppExchange applications
  • Uniting Sales and Marketing Event Marketing Media Sponsorships/ Building Ideal Product Opportunity and Media Packaging & Customer Client Profile Segmentation Management Insights Measurement Feedback Custom Forecasting Mapped w/in Strategic Account Planning Dashboards, Reporting & Call reports Product Division Globally