InsideView Customer Success Story: Adobe Software

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InsideView Customer Success Story: Adobe Software

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InsideView brings you a case study of Adobe Software and their successful integration with InsideView's services. Adobe has seen extraordinary results with the use of sales intelligence provided by ...

InsideView brings you a case study of Adobe Software and their successful integration with InsideView's services. Adobe has seen extraordinary results with the use of sales intelligence provided by InsideView including 50% decrease in time spent researching customers and a 20% increase in sales.

Learn about the extraordinary features of InsideView and Adobe's success.

Check us out at www.insideview.com to learn more or get in touch with us.

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  • 1. InsideView Customer Success Story:Adobe Software
    | SLIDE :1
  • 2. Title
    | SLIDE :2
  • 3. The Adobe Omniture
    Business Unit Story
    Two years ago, when the business world was buzzing about blogs, tweets, and an entire world of social media through which people were growing relationships, the Vice President of Global Sales at the Adobe Omniture Business Unit received a call from an InsideView sales representative congratulating him on an award Adobe’s Omniture Business Unit had recently won.
    “He really caught my attention – he seemed to know an awful lot about me,” recalls the VP. “I wanted to know how he was able to find out so much information about my company and about me, and how our sales reps could find out the same information about their targets.”
  • 4. The Adobe Omniture
    Business Unit Story
    Adobe’s Omniture Business Unit embarked on a complete revamping of their sales and marketing strategy to find out how they could use social media to their sales advantage.
    “People share their lives on Facebook, LinkedIn, and Twitter, and we wanted to figure out how our sales reps could use that information to win deals,” says Mark Stock, Senior Director of Sales at Adobe.
  • 5.
  • 6. The Adobe Omniture
    Business Unit Story
    With InsideView, Adobe Omniture Business Unit’s sales and marketing reps keep track of their prospects’ and customers’ social media presence on blogs, Twitter, LinkedIn, Facebook, and over the news. They know when a customer or prospect develops a new business challenge or opportunity, how to connect with them, and what to say to them.
  • 7. The Adobe Omniture
    Business Unit Story
    Using InsideView, Adobe’s Omniture Business Unit implemented a sales and marketing strategy that helped them reach unprecedented success. In 2010 they were recognized for their innovative sales and marketing strategy with the Sales & Marketing 2.0 Award for Best Use of Social Media For Sales and Marketing.
  • 8. | SLIDE :8
    “InsideView has helped us greatly improve our sales effectiveness using the power of social media. We use InsideView as a significant part of our customer relevance selling strategy. In doing so, we have been able to halve our research time, triple our call-to-opportunity ratio, and generate 20% more opportunities.”
    – Mark Stock, Sr. Director of Sales, Adobe
  • 9. | SLIDE :9
    Adobe Omniture Essentials:
    Industry: IT & Software
    Employees: 1200
    Salespeople: 200+
    Sell to: CMO/SVP/VP Level
    CRM: Salesforce.com
    InsideView Users: 80+
  • 10. Relevance to Prospects & Customers
    The account executives at Adobe’s Omniture Business Unit receive daily emails from InsideView with news updates for the companies they care about. While reading his daily InsideView alert one day, one of the reps noticed that a company on his prospect list had hired a new executive. The leadership change didn’t make the major news sources, and the rep wouldn’t have found the article without InsideView.
    He reached out to the new executive with a proposal for how he could impact his company using Adobe Omniture’s product. Adobe’s Omniture Business Unit won a sizable deal because one of their reps used InsideView to deliver a relevant message to a prospect.
  • 11. Integration with Sales & Marketing Automation
    Adobe’s Omniture Business Unit wanted to improve their lead management process, so they adopted a sales and marketing strategy that takes advantage of the most cutting-edge sales and marketing automation and intelligence solutions. They chose InsideView because it integrates seamlessly into Salesforce.com, and they love that they can quickly and easily manage their lead generation and qualification processes right within their CRM.
  • 12. Alignment Between
    Sales & Marketing
    With the ability to enrich the basic lead data from the marketing team using the business and social media insights the sales team wants, InsideView plays a key role in bringing the Omniture Business Unit’s sales and marketing teams into alignment. With InsideView, Adobe’s Omniture Business Unit sales teams can identify which marketing-generated leads to follow-up on, when to reach out, and what relevant business issues to focus on. In addition, sales teams can avoid spending time following up with prospects that aren’t a good fit for their products.
  • 13. Example of using a Sales Intelligence Solution
    Screenshot from InsideView
  • 14. Example of using a Sales Intelligence Solution
    Company Intelligence – Who, What and Where is the Company?
    Screenshot from InsideView
  • 15. Example of using a Sales Intelligence Solution
    Screenshot from InsideView
  • 16. Example of using a Sales Intelligence Solution
    People Intelligence – Who are the key players of the company?
    Screenshot from InsideView
  • 17. Example of using a Sales Intelligence Solution
    People Intelligence – Who are the key players of the company?
    Screenshot from InsideView
  • 18. Example of using a Sales Intelligence Solution
    People Intelligence
    People Intelligence – Who are the key players of the company?
    Screenshot from InsideView
  • 19. Example of using a Sales Intelligence Solution
    Screenshot from InsideView
  • 20. Example of using a Sales Intelligence Solution
    Social Intelligence – What is being talked about?
    Screenshot from InsideView
  • 21. Want to learn more about
    being an Insider?
  • 22.
  • 23. Check us out on our website:
    www.insideview.com
    Or:
    @InsideView
  • 24. Thank you for joining us, Good night!
    Share with your friends!