James Gunn, Marketing Operations Manager, TechnologyOne

1. Treading the path to revenue
James Gunn, Marketing Operations
November 2018
Commercial in confidence

3. ASX 200 100% SaaS
14 products
Largest
Australian R&D
centre
73% of ANZ live
in a council that
uses TechOne
60% of unis &
Tafes
50% of Federal
government
agencies
Over 30 years
14 offices
internationally

4. We go to market by industry
Government Local
government
Financial
services
Health
and community
services
Asset
intensive
industries
Project
intensive
industries
Education Corporates

5. 2008
+ + +
2013
+
My journey

6. Where we’ve come from
I need a new
factsheet
The world will
end if we don’t
sponsor this
tradeshow
Can you make
this PowerPoint
look pretty?
We don’t need
leads. We’ll just
wait for the RFP

7. Steps forward
Salesforce
integration
Program
templates &
MyTokens
Webinar
integration

8. The plateau

9. Catalyst for change

10. Building a lead process
Kick off
• Workshop
• Process planning
• Process verification
Build phase
• Marketo ⇄ Salesforce
• Lead scoring
• Testing
• Documentation
Go live
• August 2018
• Training and certification
for the sales team

11. Building a lead process
Marketing
Sales Development
Account managers
• Fill top of funnel
• Generate MQLs
• Qualify MQLs for
Account Managers
• Further qualify
• Close the deal

12. Building a lead process
Visibility Focus Accountability

13. Pipeline
Ok, how do
we measure
that?
Where is the
pipeline?
Congratulations!
You have a
pipeline target
Salesforce
isn’t doing
the job
We need an
attribution
solution

14. What’s next?
Fill the funnel
We have the process,
now we need the traffic
New website
Missing piece of the puzzle
Nurture
Accelerate passage
through the funnel
Brand refresh
A strategic partner to sales,
delivering a significant and measurable impact on revenue​