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Sharing the Driver’s Seat in Lead Nurturing with Sales, as presented by Ramel Levin at the 2010 Marketo User Summit

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With Marketing and Sales competing for the wheel behind talking with leads, your lead nurturing could end in catastrophe. Avoid the collision …

With Marketing and Sales competing for the wheel behind talking with leads, your lead nurturing could end in catastrophe. Avoid the collision
by giving your Sales team the proper controls they need to reduce friction and create a winning nurturing machine. All it takes is knowing how
to create controls in Salesforce for Sales to lead your Marketo nurturing in the right direction. Understand how Sales and Marketing can work
together to create a winning nurturing machine and how to customize Salesforce to optimize control in Marketo.

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  • 1. Sharing the Driver’s Seat of Lead Nurturing with Sales Ramel Levin, Director of Marketing ARX © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 1
  • 2. About Established in 1987, provider of cost-efficient digital signature solutions for over 5 million users worldwide Target: Enterprise, B2B & B2C users (onsite & SaaS installations) Page 2
  • 3. With Marketing & Sales competing for With Marketing & Sales… the wheel behind talking with leads… …competing for the wheel behind talking with leads… © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 3
  • 4. …Your lead nurturing could end in catastrophe …your lead nurturing could end in catastrophe © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 4
  • 5. Ending up in places we didn’t really intend to… …ending up in places you didn’t really intend… © 2009 Marketo, Inc. Marketo Proprietary and Confidential Page 5
  • 6. Avoid the collision by giving your Sales team the proper controls via Salesforce © 2009 Marketo, Inc. Marketo Proprietary and Confidential Page 6
  • 7. How? Page 7
  • 8. #1 Start, stop, pause & resume nurturing Page 8
  • 9. #1 Start, stop, pause & resume nurturing #2 Choose tracks Page 9
  • 10. #1 Start, stop, pause & resume nurturing #2 Choose tracks #3 Auto-pilot & time bombs Page 10
  • 11. #1 Start, stop, pause & resume nurturing #2 Choose tracks #3 Auto-pilot & time bombs #4 Rotting leads Page 11
  • 12. #1 Start, stop, pause & resume nurturing #2 Choose tracks #3 Auto-pilot & time bombs #4 Rotting leads #5 Keep tabs Page 12
  • 13. Thank You! © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 13