Putting the Pieces Together: Jigsaw


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There are many pieces to the Data Cloud puzzle. Just 1 hour with us will teach you everything you need to know about how Jigsaw will clean up your dirty data, fill in incomplete info, and give you a massive new source of leads, contacts, and accounts.

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  • Before we get started, I need to make mention of our Safe Harbor statement and that you should not make any stock trading decisions based upon what you hear in our session today.
  • At Jigsaw, our vision is to transform the world of data using these same principles.Today, we have one of the largest, most accurate business & contact databases available…over 23 million peopleAnd it’s sourced by our massive community of 1.4 million people who collectively add over 36,000 names every day.But they also keep it accurate as data changes, with over 12,000 updates to old records every day.
  • beyond just being 100% complete – everything you see on the business card Jigsaw has 70% direct dials in addition to the corporate switchboard # and we have 1.5M+ unique business titles No title classification or bucketing The exact title that shows on the business card All of this proves to be very powerful for prospecting and hygiene as well as a key differentiator for us in the market today
  • Jigsaw has a massive community that is adding and updating our data file to the tune of 300,000 updates/month In addition to the community we have technologies built that are constantly monitoring the file for additional management tasks and finally we have native application sharing that allows data to be shared to the Jigsaw file seamlessly
  • Just as Wikipedia, Twitter, and even Salesforce has shown us…there is a better way to manage data
  • Our most popular product is Jigsaw for Salesforce. Why is this so popular? Well delivering sales with clean business lead & contact data directly within their CRM means – you get into accounts, and close them, faster.A Sales application is only as useful as the customer information in it, and sales teams typically struggle to get and keep a single, up-to-date picture of valid customer and prospect data.With Jigsaw for the Sales Cloud, a community of 1.4 million sales & marketing professionals continually updates, fleshes out and adds to a 22 million business contact database with over 36,000 new contacts per day – to turbo-charge your pipeline and find influencers faster.With real-time clean data from Jigsaw, your sales reps waste less time struggling to find influencers & decision makers.
  • ProspectingWith Jigsaw for Salesforce – you simply use the data. It is all right thereNo more loading data by the admin to get data for the sale and marketing team to use – huge efficiency gainsUsers are empowered to build their own pipeline rather than being delivered data to work from
  • HygieneTypical Discoveries across all of our clients show us that: 90% of CRM’s have incomplete data – in regards to how Jigsaw defines complete 74% need updates – outdated title, missing email, etc… 21% are dead or inactive.This is a very powerful metric that our model – the community model – allows us to captureThis is where you leverage the information from another user by NOT campaigning to an inactive record – thus saving you money and time 7% duplicates – based upon the way sales and marketing data is captured and the multiple sources – duplicates are inevitableJigsaw can impact all of these – in real time – allowing the admin to manage the hygiene process and act as a data steward instead of doing the hygiene activities
  • Control & visibilityNow that you have data coming if for your users and automatic hygiene process in the application – you need to hve full control over what happensJigsaw for Salesforce allows you to have complete control over what and how your data is interacted with& out of the box reports and dashboards show you the health of your data as well as the impact Jigsaw is having on your data
  • Putting the Pieces Together: Jigsaw

    1. 1. Putting the Pieces Together: Jigsaw<br />Administrators<br />David Hughan: salesforce.com<br />Kyle Young: SAS 70 Solutions, Inc.<br />Jason Paquette: Kaseya<br />
    2. 2. Safe Harbor<br />Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.<br />The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site. <br />Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.<br />
    3. 3. How Many of You HaveData Quality Issues?<br />
    4. 4. Who Has Stale – Out-of-Date Data?<br />
    5. 5. How are Stale Records Impacting…<br />Sales/Prospecting?<br />
    6. 6. Who Has Incomplete Data?<br />
    7. 7. How are Incomplete RecordsImpacting…Retention?<br />
    8. 8. How are Incomplete Records Impacting…Growth?<br />
    9. 9. Agenda<br />What is Jigsaw?<br />How Can Jigsaw Help You With Your Data?<br />Jigsaw For Salesforce Demo<br />Introduction of Customer Panel<br />Q&A<br />
    10. 10. What is Jigsaw?<br />
    11. 11. Jigsaw: Business Data Powered by the Cloud<br />Largest, Most Accurate Database<br />23 million+ B2B contacts<br />Crowd-sourced business data<br />1.4 million+ community members 36,000new contacts per day<br />Real-time updates12,000+contact updates per day by community<br />
    12. 12. The Crowd is More Precise<br />70% <br />Direct Dial Numbers<br />100% <br />Complete Contacts<br />10x<br />More Titles<br />Director of…<br /> Marketing…<br />Viral Marketing…<br />Interactive Marketing…<br />Social Media…<br />Community…<br />Name<br />Title<br />Dept<br />Email<br />Phone<br />Address<br />Ext. 3415<br />
    13. 13. And the Data Stays Clean…Automatically<br />Jigsaw Community<br />Native App Sharing<br />Data Quality Engine<br />1.4 million + members<br />300,000updates/month<br />Automated data processes<br />1.2 Millionupdates/month<br />Open API’s for enterprise app data sharing: <br />300,000 adds/month<br />
    14. 14. How does Jigsaw help drive great CRM data?Prospecting, Hygiene, Adoption & Control!<br />
    15. 15. Good Data is the Lifeblood of Sales & Marketing<br />Business <br />Cards<br />Marketing Lists<br />Sales Reps<br />Web Forms<br />Critical for Prospecting<br />Required for Customer Analysis<br />
    16. 16. 70% of CRM Data is out of Date <br />within 12 Months<br />Finding the Decision Maker is Hard<br />2009<br />2010<br />12 incorrect calls a day wastes 20+ hours a month<br />1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.<br />Unfortunately, Good Data is Hard to Find & Maintain<br />
    17. 17. The Cloud Shows Us a Better Way to Manage Data<br />Crowd Sourced<br />Real Time<br />No Software<br />xxx<br />xx<br />Real-time Updates<br />Instant data change notifications<br />Fast, Low Cost<br />50% of software<br />deployments in the cloud*<br />Millions of Contributors<br />12,568,906 users made…<br />395,177,595 edits to…<br />20,676,516 articles<br />*Source: Shaugatuck Technology 2010 Cloud Business Solutions<br />
    18. 18. Jigsaw Data Cloud: The Leader of Crowd-Sourced Business Data<br />Prospect<br />Complete<br />Clean<br />For Salesforce<br />Select<br />
    19. 19. Jigsaw Data Services: Cleaning Data for Use Anywhere<br />Jigsaw Data<br />3rd Party Data<br />Your Custom Data<br />Data Services<br />Data Warehouse<br />CRM<br />Custom Lists<br />MSP’s<br />Marketing Apps<br />
    20. 20. Turbo-charge Your Pipeline <br />Live feed of 24 Million business contacts<br />Find Influencers Faster<br />32,000 contacts added daily by 1.4 million users<br />Improve Productivity with Clean Data<br />Continuous checks for account & contact accuracy<br />Crowd-sourcing provides higher quality data, that stays more accurate, at a lower cost<br />Jigsaw for Salesforce: Automatically Clean Your CRM Data<br />
    21. 21. Jigsaw For Salesforce Demo<br />
    22. 22. With the Cloud, You Just USE Your Data<br />Cloud Data<br />Cloud CRM<br />Instant source of 22M+ new leads<br />Unlimited, free research into 4M+ new accounts<br />Reps are productive with clean data<br />Efficiency gains for Administrator with seamless prospecting<br />The power to reach the right contacts the first time.<br />Eric Johnson, Vice President, Commercial Excellence<br />
    23. 23. Typical Discoveries When Cleaning Data<br />Average Dirty Data Found in New Customers:<br />Robert Johnson<br />(415) 536-2283<br />90%<br />74%<br />21%<br />7%<br />✓<br />Incomplete<br />Need Updates<br />Dead<br />Duplicate<br />
    24. 24. Complete Control & View of Health of Data<br />Measure the Health of Your Data - real-time analytics show how much data is clean, how much needs updating, and <br />how much it matters to your bottom line.<br />
    25. 25. Clean Data Leads to Higher Adoption<br />What are you doing to ensure your team is using Salesforce to the fullest?<br />Investing in Clean data makes CRM easy to use for your sales and marketing teams<br />Jigsaw for Salesforce provides your team with fresh leads providing incentive to log into your CRM<br />
    26. 26. Customer Panel Discussion<br />
    27. 27. Jason Paquette<br />Director of Sales Operations, Kaseya<br />
    28. 28. On-Premise & SAAS-based Software to automate IT Administration tasks for IT Departments, IT Service Providers, and even the “accidental” computer guy.<br /><ul><li>Founded in 2000
    29. 29. Private company, self funded, no outside capital, no debt
    30. 30. 440 Employees & Growing (230 users on SFDC, 140 Sales & Marketing users across the globe)
    31. 31. ~40% Growth for YoY Growth through Recession
    32. 32. Approaching $100M Revenues, profitable for years
    33. 33. Approaching 4,000 customers on 6 continents, deployed on approximately 2M endpoints</li></li></ul><li>IT Departments & IT Service Providers using Kaseya<br />
    34. 34. Before & After Jigsaw<br />Life Before Jigsaw<br />Life After Jigsaw<br />Buy lists, e.g., Sales Genie, InfoUSA, etc.<br />Manual list building searching online<br />Market to those lists<br />Prospecting calls still had to research each name/company for possible fit<br />Buy more lists<br />Project to cleanse/update data<br />Buy another bigger list<br />Much easier to identify who we should be talking to at a company<br />Very easy to get that name into salesforce.com<br />Can now validate/complete (in real-time) the existing names in our database for role, contact info<br />
    35. 35. Kyle Young<br />Salesforce/Jigsaw Administrator,<br />SAS 70 Solutions<br />
    36. 36. About SAS 70 Solutions:<br />Founded in 2002<br />One of the 200 largest CPA firms in the United States<br />Specializes in SAS 70 audit, PCI DSS validation and ISO 27001 certification<br />~300 clients based primarily in the United States<br />
    37. 37. Before…<br /><ul><li>Contact info was harvested primarily through press releases and form submission through our website
    38. 38. Used search engines to identify e-mail naming conventions and guess contact e-mails
    39. 39. Manually maintained all contact information
    40. 40. Occasionally, utilized third parties for lists or data scrubbing</li></li></ul><li>After…<br /><ul><li>Jigsaw’s search capabilities allow users to quickly add contacts/info on their own
    41. 41. Contacts updated daily with new information
    42. 42. Administration burden greatly reduced
    43. 43. Dashboards provide real-time insight into the status of contacts
    44. 44. “Dead” contacts are segregated in the system</li></li></ul><li>Questions?Post to Chatter Feed for Session<br />
    45. 45. Question & Answer<br />David Hughan<br />Director of Services<br />Matt Jeffries<br />JFS Implementation Specialist<br />Jason Paquette<br />Director of Sales Operations<br />Kyle Young<br />Salesforce & Jigsaw Administrator<br />
    46. 46.
    47. 47. How Could Dreamforce Be Better? Tell Us!<br />Log in to the Dreamforce app to submit<br />surveys for the sessions you attended<br />Use the Dreamforce Mobile app to submit surveys<br />OR<br />Every session survey you submit is a chance to win an iPod nano!<br />