Case Study: Increasing Sales and Marketing Effectiveness with Mobile -- Deirdre Mahon, Vice President, Marketing, Rainstor, with Usman Muzaffar, CTO, Selligy

2. Increasing Sales and Marketing
Effectiveness with Mobile
Deirdre Mahon
RainStor VP Marketing
deirdre.mahon@rainstor.com
Usman Muzaffar
Selligy CTO
usman@selligy.com

3. Where Big Data & Archive Come Together
Network EDWApps Tape

4. Team, Locations & Sales Cycle
Team:
HQ: San Francisco
(Sales; Marketing)
Denver & Dallas
(Sales & Services)
NYC
(Sales; Services)
UK HQ:
(Engineers; Support
& Services)
London:
(Sales Direct &
Indirect)
Geographically Dispersed Sales Team
Hybrid - Direct & Indirect Model
Technical Sale, Long Cycle / POC

5. Problem
• Digital-Disconnect
• Corporate Memory
• Efficiency is King

6. Problem Solved
• Digital-Disconnect
Moving leads from Discovery to Qualified Op
• Corporate Memory
Capture Quickly and Accurately & Share
• Efficiency is King
Always Seeking the Easy & Fast “Button”

7. • Timely Updates
• Accurate Reporting =
Better Forecasting
Lead to Opportunity Conversion
Timeframe to POC
# of Calls / Meetings
Account Activity w Influencers,
decision-makers …
• Intuitive
• Fast Roll-out

8. • Timely Updates
• Accurate Reporting =
Better Forecasting
Lead to Opportunity Conversion
Timeframe to POC
# of Calls / Meetings
Account Activity w Influencers,
decision-makers …
• Intuitive
• Fast Roll-out

9. Near Real-time Insights

10. Activity Tracking on Key Accounts

11. Activity Tracking on Key Accounts
On the road real-time
Opportunity Updates
Tracks:
Meeting notes; Call
notes; Set follow-ups;
Create Opportunity;
POC update…

12. Success
• Weekly Management Meetings
• Bi-Weekly Funnel Review
– Highly productive
– Reliable & Accurate
– Avoid Hours of Manual Effort & Chasing Reps
“This Saves me hours of work in the evening. I don’t need to comb
through notes and jog my memory - I simply use Selligy to log all
activity on my iPhone while running to next meeting”
Anthony Brooks-Williams, SVP Sales, RainStor

13. Thank you
Deirdre Mahon
RainStor Vice President
deirdre.mahon@rainstor.com
Usman Muzaffar
Selligy CTO
usman@selligy.com