Building A Complete Lead To Cash Process Keynote: April 25, 2012
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Transcript

  • 1. Building a Complete Lead to Cash Process4/30/2012 Copyright © 2011 SugarCRM, Inc. All rights 1
  • 2. 4/30/2012 ©2012 SugarCRM Inc. All rights reserved. 2
  • 3. Tips for the SocialSale: Understand Today’s Web 2.0
  • 4. Tips for the Social SaleUnderstand Today’s Web 2.0 BuyerPresented by:Derek Grant, SVP, Sales
  • 5. Introduction I’m Derek Grant • I manage sales at Pardot • Motto: Be Brief, Be Brilliant and Be Gone
  • 6. The Social SaleHow Social Has Changed the Buying Process
  • 7. Sales 1.0
  • 8. Sales 1.0
  • 9. Sales 2.0
  • 10. Sales 2.0
  • 11. The Buyers Have Changed
  • 12. The Buyers Are Social Usage 25B 30B (Tweets) (Shares)Subscribers 175M 600M (Total) (Total) Growth 100M 250M (2010) (2010) Source: Pingdom
  • 13. Social MonitoringIdentify and Engage Social Prospects
  • 14. Listen to Social
  • 15. Identify via Social
  • 16. Participate Via Social
  • 17. Social SellingAppropriate Behavior in the Sales Process
  • 18. Social Selling - LinkedIn
  • 19. Social Selling - LinkedIn
  • 20. Social Selling - Twitter
  • 21. Social Selling - Facebook
  • 22. Contact Information PardotDerek Grant 950 East Paces Ferry RdSVP of Sales Suite 3300derek.grant@pardot.com Atlanta, Georgia 30326@derekgrant 404.492.6848 877.3B2B.ROI www.pardot.com
  • 23. It’s All About Activities
  • 24. WE ARE CHANGING 1,667% increase in app downloads from 2009 to 2010More YouTube video uploaded in 2 months than all newnetwork content combined since 1948 iTunes users downloaded 16 billions songs in Q1 201121% of American adults read an eBook last year - and readalmost 10 books more than non-eBook readers Car-sharing revenues in North America will hit $3.3 billion by 2016Gartner is forecasting $22.1 billion in SaaS revenue by 2015 powered by ©2012 Transverse LLC V1.1
  • 25. MORE THAN FORMAT, ACTIVITIES THEN NOW powered by ©2012 Transverse LLC V1.1
  • 26. MORE THAN STYLE, ACTIVITIES THEN NOW powered by ©2012 Transverse LLC V1.1
  • 27. THE BILLINGEVO EVOLUTION THE BILLING LUTIONIndustry Vertical Solutions Subscription Economy Customer Economy$10 Million + $4 Billion + 49% of SMBs cost to implement contracted billings billed by activity Billing 1.0 Billing 2.0 Billing 3.0• Robust • Cloud-based • Builds on Billing 2.0• Expensive • Affordable • Designed for activity-based• Not cloud-based • Solution for simple business models• Accessible to large recurring payment problems • See customers’ activities in businesses and management real-time • Accessible to all businesses • Allows for additional revenue streams and business insight powered by ©2012 Transverse LLC V1.1
  • 28. ELEMENTS OF ACTIVITY-BASEDBILLING PERSONALIZATION COMPLEXITY ENTITLEMENTS ACTIVITY MANAGEMENTsubscriptions REVENUE OPPORTUNITIES powered by ©2012 Transverse LLC V1.1