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Make Every Rep Sell Like Your Best Rep Hs Edited

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Dreamforce 2008 Presentation

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Make Every Rep Sell Like Your Best Rep Hs Edited

  1. 1. Peter Grace VP Sales
  2. 2. Advanced Data Exchange Advanced Data Exchange (ADX) is a trusted electronic commerce service provider for thousands of companies across dozens of industries. We make it easy for buyers and suppliers to exchange electronic business documents and integrate them into their information systems. <ul><li>INDUSTRY : e-commerce software </li></ul><ul><li>EMPLOYEES : 60 </li></ul><ul><li>GEOGRAPHY : Global </li></ul><ul><li># USERS : 3,000 </li></ul><ul><li>PRODUCT(S) USED : SFA (UE), Jigsaw, Sales Genius, InsideView </li></ul>
  3. 3. Business Challenges <ul><li>Business has been flat for 5 years </li></ul><ul><li>Introduced a new product targeted at a new segment </li></ul><ul><li>How do we launch a product, build a pipeline & close net new customers quickly & cheaply? </li></ul>
  4. 4. How do you build a pipeline from scratch? <ul><li>Make it easy for reps to sell…. </li></ul><ul><li>Start with Leads – Jigsaw </li></ul><ul><li>Efficiently touching and qualifying thousands of leads – SalesGenius </li></ul><ul><li>Salesforce.com ties it together </li></ul>
  5. 5. Leads <ul><li>Jigsaw: Premier sales lead contact provider </li></ul><ul><ul><li>Purchased 30,000 contacts </li></ul></ul><ul><ul><li>Downloaded 9,000 contacts to salesforce.com </li></ul></ul><ul><ul><li>Going forward, download 3,000 contacts/month </li></ul></ul><ul><ul><li>Automatically integrated with salesforce.com </li></ul></ul>
  6. 6. Email Campaign <ul><li>SalesGenius: Email delivery and tracking provider </li></ul><ul><ul><li>All marketing email is sent and tracked through SalesGenius </li></ul></ul><ul><ul><li>Tracking shows: </li></ul></ul><ul><ul><ul><li>Delivery Status </li></ul></ul></ul><ul><ul><ul><li>Number opens </li></ul></ul></ul><ul><ul><ul><li>Click throughs </li></ul></ul></ul><ul><li>Over 20,000 emails sent </li></ul><ul><li>Going forward 8,000 and 10,000 a month </li></ul>
  7. 7. 6 emails in 30 days
  8. 8. SalesGenius: Steps to Success Select recipients and email content Send the email Track email opens and Website visits Access prospect details in Salesforce Call the prospect at the right time!
  9. 9. Select Recipients Each blast gets a unique Activity Name to make reporting more efficient Select contacts one at a time or by SmartGroup
  10. 10. Select Template Select pre-formatted content from templates Marketing provides CAN-SPAM compliant opt-out footer
  11. 11. Preview and Check SPAM Send test email; always know what the email will look like to the reader Preview the email Send or schedule the email
  12. 12. Launch the Genius Tracker Sort by email, SmartGroup, date, etc
  13. 13. Tracker Activity Instant notification when recipient opens the email or visits the Website One-click access to SalesForce details One-click access to Website visit replay
  14. 14. Replay Visit Click-through all Webpages visited Details about number of pages and time spent on Website In-frame snapshot of Webpages visited
  15. 15. One-click access to SalesForce details
  16. 16. Email and Website visit activity automatically copied to Salesforce Salesforce automatically creates a Hot Lead activity based on the prospect’s actions
  17. 17. Genius/Salesforce Reporting Use Salesforce and SalesGenius reporting to manage Account Managers’ productivity and success.
  18. 18. EmailTracking <ul><li>Responsiveness by title or dept of prospect </li></ul>
  19. 19. Email Campaign Tracking Template Stats Template Sent Bounced Opens % Open Visits % Visits of Opens % Visit of Sent ADX CommerceMail eCommerce Solution 502 0 20 4% 8 40% 2% CommerceMail: eCommerce via E-Mail 534 7 22 4% 1 5% 0% 100% Supply Chain Integration from ADX 1655 215 142 10% 1 1% 0% ADX CommerceMail: eCommerce via E-Mail 700 183 53 10% 1 2% 0% ADX CommerceMail Follow Up 2 726 1 76 10% 12 16% 2% Supply Chain Integration from ADX CommerceMail 1318 20 144 11% 9 6% 1% ADX CommerceMail Follow Up 1 2746 20 317 12% 64 20% 2% Electronic Integration for All of Your Suppliers 2696 167 317 13% 20 6% 1% Letter from the CEO 2789 686 271 13% 14 5% 1% Electronic Invoicing from ADX 1135 182 141 15% 9 6% 1% Electronic Invoice Integration from ADX 1579 142 253 18% 7 3% 0% ADX CommerceMail Follow Up 3 244 2 44 18% 7 16% 3% Total 16624 1625 1800 12% 153 9% 1%
  20. 20. Mike Rosenbaum VP Business Operations Peter Grace VP Sales QUESTION & ANSWER SESSION

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