The document discusses the challenges in the marketing to sales continuum and how marketing automation can help. It notes that traditionally marketing provides sales with leads that are often of poor quality, while sales complains that not all leads are followed up on. The document then outlines how marketing automation can help by enabling marketing to better qualify, score and nurture leads before handing them off to sales based on predefined criteria. It also discusses how automation facilitates measuring the handoff process and closing the loop between lead generation and revenue.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
b2b webinar best practices - how to effectively nurture webianr attendeesSalesfusion
Webinar from SalesFUSION and WebAttract on how to effectively manage and optimize the attendance and post-webinar conversion through nurture marketing, audience recruitment and content-driven marketing
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
b2b webinar best practices - how to effectively nurture webianr attendeesSalesfusion
Webinar from SalesFUSION and WebAttract on how to effectively manage and optimize the attendance and post-webinar conversion through nurture marketing, audience recruitment and content-driven marketing
This presentation was done to UNC-Wilmington Cameron School of Business students during their annual business week. It provided the students with a way to think about how they should be doing marketing if they take a job with a small business with low or no budget and few resources.
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLeadLife Solutions
Discover how to accelerate top of the funnel lead creation, qualification, nurturing and conversion. Also see real-world examples and learn, helpful suggestions and recommendations on all aspects of lead lifecycle management.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Using Social Behaviours as part of B2B lead generationJohn Watton
Social media presents new opportunities for customer engagement and lead generation. But to get it right requires a whole bunch of new skills that are both creative and process oriented. Find out how a behavioural marketing approach to lead generation will net amazing results, and how social media can be a key tool in a multi-channel lead generation strategy.
Beyond Revenue Performance: The Real KPIs of B2B MarketingMarketo
Revenue performance has become standard for B2B marketers with more than 3/4 of global B2B marketing decision makers measuring marketing’s impact on pipeline & revenue. Check out these slides from our guest, Lori Wizdo from Forrester, to learn what the real KPIs of B2B marketing are.
LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that ...LeadLife
As the second quarter hits, many B2B sales and marketing leaders are looking at their sales pipelines and starting to realize their year is in jeopardy. Worse, the executive team is starting to speculate where the issues lie.
It’s very likely that inadequate sales are a result of valuable time wasted on non-qualified prospects.
With 68% of companies stating they don’t have a defined Marketing-Sales funnel process and 61% sending every lead directly to sales*, it's no wonder that sales is struggling.
LeadLife and Matt Smith, strategic sales expert, and EVP for sales enablement consultants 3Forward present the four key actions you can take today to reduce these problems and turn your pipeline into profitability.
1) How to define your perfect prospect
2) Get sales and marketing working together to define a qualified lead
3) How a lead nurturing strategy will develop a digital conversation with leads early in the buy cycle
4) Why tracking lead behaviors and score based on interest can make your sales team more profitable
This presentation was done to UNC-Wilmington Cameron School of Business students during their annual business week. It provided the students with a way to think about how they should be doing marketing if they take a job with a small business with low or no budget and few resources.
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLeadLife Solutions
Discover how to accelerate top of the funnel lead creation, qualification, nurturing and conversion. Also see real-world examples and learn, helpful suggestions and recommendations on all aspects of lead lifecycle management.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Using Social Behaviours as part of B2B lead generationJohn Watton
Social media presents new opportunities for customer engagement and lead generation. But to get it right requires a whole bunch of new skills that are both creative and process oriented. Find out how a behavioural marketing approach to lead generation will net amazing results, and how social media can be a key tool in a multi-channel lead generation strategy.
Beyond Revenue Performance: The Real KPIs of B2B MarketingMarketo
Revenue performance has become standard for B2B marketers with more than 3/4 of global B2B marketing decision makers measuring marketing’s impact on pipeline & revenue. Check out these slides from our guest, Lori Wizdo from Forrester, to learn what the real KPIs of B2B marketing are.
LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that ...LeadLife
As the second quarter hits, many B2B sales and marketing leaders are looking at their sales pipelines and starting to realize their year is in jeopardy. Worse, the executive team is starting to speculate where the issues lie.
It’s very likely that inadequate sales are a result of valuable time wasted on non-qualified prospects.
With 68% of companies stating they don’t have a defined Marketing-Sales funnel process and 61% sending every lead directly to sales*, it's no wonder that sales is struggling.
LeadLife and Matt Smith, strategic sales expert, and EVP for sales enablement consultants 3Forward present the four key actions you can take today to reduce these problems and turn your pipeline into profitability.
1) How to define your perfect prospect
2) Get sales and marketing working together to define a qualified lead
3) How a lead nurturing strategy will develop a digital conversation with leads early in the buy cycle
4) Why tracking lead behaviors and score based on interest can make your sales team more profitable
A comprehensive overview of B2B lead gen using social media. Covers: skills needed, traditional marketing role, landing pages/homepages, tips and tricks, getting started, the buyers' journey,trends, strategies, lead generation, lead nurturing, content, content marketing
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
De B2B marketingwereld is drastisch veranderd. B2B kopers hebben meer dan ooit tevoren controle over hun koopproces en ze hebben tegenwoordig veel, en op een totaal andere wijze, contact met leveranciers. Daarnaast moet de huidige marketeer sterke technische en analytische vaardigheden hebben en innovatief zijn in het vormgeven van een effectieve samenwerking met hun collega’s van sales. Marketeers moeten uitzoeken hoe ze hun marketingvaardigheden kunnen uitbouwen, hoe ze hun interne marketingdiensten kunnen samenvoegen en de samenwerking tussen corporate en upstream marketing kunnen versterken, evenals de samenwerking met sales.
Jeff Linton, Marketing Manager for Act-On Software spoke to AMA Sacramento Valley members and guests on Jan. 16, 2013. He spoke about Best Practices in List Segmentation.
Confessions of a Marketing Automation Usergetinfo12345
Marketing automation is a great software tool. To make it shine for everyone, you need to build on solid marketing practices, align with people/groups and employ strong demand generation processes.
Western Union's Journey to Customer LoyaltyChicago AMA
Jennifer Ramirez, VP, Global Customer Experience for Western Union presented "The Customer Journey: Owning the Moments that Matter" at Chicago AMA's Sunrise Executive Series breakfast January 22, 2015, in Chicago.
The Chicago AMA invites you to our annual Holiday Fundraiser as part of the Chicago AMA Gives Back program. The proceeds for this year’s fundraiser will go to UCAN to help Chicago area youth. Join us for appetizers, drinks, prizes, and holiday cheer as we celebrate 2014 while giving back to our local Chicago community.
Chicago AMA Gives Back Holiday CelebrationChicago AMA
The Chicago AMA invites you to our annual Holiday Fundraiser on December 9th as part of the Chicago AMA Gives Back program. The proceeds for this year’s fundraiser will go to UCAN to help Chicago area youth. Join us for appetizers, drinks, prizes, and holiday cheer as we celebrate 2014 while giving back to our local Chicago community. Register online at www.chicagoama.org.
Unleashing MarCom's Role In Strategy1_15_14Chicago AMA
Credibility, Visibility and Accountability Unleashing MarCom’s Role in Strategy Presentation presented by Rodrigo Sierra, CMO/SVP of American Medical Association to the American Marketing Association - Chicago Chapter at Sunrise Executive Series event held at Gibson's Bar 7 Steakhouse on January 15, 2014.
Data Driven Marketing by SimpleRelevanceChicago AMA
Learn how to overcome the biggest challenge with big data marketing: you aren't using your data to personalize your marketing communications. Use frequency optimization and advanced segmentation, using the information you already have!
AMA Momentum 2013 Solstice Mobile Innovation PresentationChicago AMA
Solstice's mission is to transform the way the world does
business through mobile. They provide
capabilities to allow larger corporations to embrace the
future, while providing a competitive advantage through
mobile technology, without introducing risk in their
existing environment. This presentation covers mobile-at-a-glance and in-depth.
Nonprofit SIG: Maximizing Volunteer ImpactChicago AMA
Activating Volunteers from Supporters to Advocates was presented by ESC at the Nonprofit SIG event on July 18, 2013. ESC is a nonprofit consulting resource strengthening other nonprofits and public agencies to serve their missions.
Nonprofit SIG - Finding, Training & Putting Talent to WorkChicago AMA
Activating Volunteers From Supporters to Advocates was presented by i.c. stars at the July 18, 2013 Nonprofit SIG event. Since 1999, i.c.stars has been identifying, training, and jump-starting technology careers for Chicago area low-income young adults who, although lacking access to education and employment, demonstrate extraordinary potential for success in the business world and for impact in their communities.
Nonprofit SIG presents World Sport ChicagoChicago AMA
This presentation on "Volunteer Management" was presented by World Sport Chicago at the July 18, 2013 Chicago AMA Nonprofit SIG event.
World Sport Chicago (WSC) is an independent 501c(3) non-profit organization that teaches positive values and leadership through sport. The organization acts on the belief that sport has the power to strengthen individuals, and in turn, Chicago’s communities. World Sport Chicago promotes programs and events as well as collaborates with several community partners, public agencies and Chicago’s professional sports teams to deliver impact and change.
Are you going to drown or prosper in the “post-data scarcity” world? Presented by Justin Massa, Founder & CEO, Food Genius at the September 9th Evening With Experts event held by the Chicago AMA at 1871.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
3. The Usual Conundrum
Sales wants all
“leads” fast Marketing hits the “more”
button
Sales doesn’t follow up Marketing: “Why no
followup?”
Sales: The “leads” are
no good Marketing:
Wasted effort, poor
performance, bitterness,
Reference: Sirius Decisions despair
www.act-on.com | @ActOnSoftware 3
4. What Typically Happens
Inquiry
Inquiry Inquiries
No nurture/ Inbound Outbound
qualification 80%
Marketing Qualification
Marketing and Tele Qualification Leads
Marketing Qualified
Automation Qualified Leads (AQLs)
Sales accepts
100% Teleprospecting Accepted Leads (TALs)
everything/nothing
Teleprospecting Teleprospecting
Sales Acceptance
Qualified Leads (TQLs) Generated Leads (TGLs)
Inefficient use of
sales resources 3% - ?? Sales Qualification
Sales Generated Sales Accepted
Sales Qualified Leads
Sales Qualification
Leads (SGLs) Leads (SALs)
Poor pipeline Sales Qualified Leads (SQLs)
dynamics 10% - ?? Close
SQL Close inquiries to
417
close 1 deal
Won Business
Reference: Sirius Decisions
www.act-on.com | @ActOnSoftware 4
6. Change the Process & the Results
Marketing Responsibility
Sales Responsibility
Campaigns, Content, Programs, SLAs,
Measurement & Results
www.act-on.com | @ActOnSoftware
7. Acquisition Programs
• Build Database
• Permission-based list acquisition
• Data capture
• Attract Attention
• Tell the story
• Links, videos, and images
• Content Strategies
• Blog, website, social media
• Right target receiving relevant and engaging content
Key : Gather prospect information where ever possible
www.act-on.com | @ActOnSoftware
8. Develop & Deploy Great Content
• Develop
• Partner & co-sponsor with Industry Thought Leaders
• Capture Emergent Trends/Topics
• Repurpose Content
• Deploy
• Promote in multiple channels
• Website, social media, email
• Insist on a all to action
Create a hub of compelling and contemporary content – reuse as appropriate
www.act-on.com | @ActOnSoftware
9. Nurture Before You Sell
• Coordinated Campaigns
• Editorial Calendar – compelling content and events
• Share your story – easy to embrace and understand
• Sales and Marketing – same coordinated story
• Scoring
• Segmentation and nurturing based on actions
• Who gets what based on what they have done
• Feedback
• “Know” how they are finding you
• Constant iteration to keep content fresh
• Take advantage of repurposing content
Organizations that nurture leads see lead generation ROI of 138% versus
78% for those that don’t
Source: Marketing Sherpa
www.act-on.com | @ActOnSoftware
10. Deliberate Approach to Scoring?
Email Marketing Web Visits Webinars
• Clicked on message • How many pages did they visit? • Attendees vs. Non-Attendees
• More points for specific • Which pages did they visit: • Who visited registration page but
messages Contact Us and/or Pricing vs didn’t submit
• Do not assign score for: Support?
• “Email sent” – no action taken • How often do they visit the site?
on their part • Where did they come from?
• “Opens” • Download whitepaper or other
media?
Forms Pay-Per-Click Physical Activities
• Submitted /viewed form • Which keywords perform the • Attended a trade show / physical
• How did they respond to the best? event?
questions? • What is my cost per click? • Which mailing lists performed
• Is the data they provided valid? • Where did they come from? the best?
• Do they fit your target audience? • Which print advertising generates
leads?
www.act-on.com | @ActOnSoftware #AOWEB
11. Lead Scoring Example
Example
• You're a small software company that sells patch management software.
• You have two offices, one in Asia and one in the US, but you aren't global yet.
• Your software isn't cheap, so you need prospects with reasonably large budgets.
Registration Question Excellent Prospect Okay Prospect Bad Prospect
Job Title IT Director 5 System 3 Sales Engineer -4
Administrator
Location of United States 5 Hong Kong 4 Romania -5
Headquarters
Company Size > 5,000 4 1,000 - 5,000 2 < 1,000 -2
Industry Information 5 Computer 4 Automotive -5
Technology Software
Services
Budget > 50,000 4 10,000 - 50,000 3 < 10,000 -2
Implicit Online Behaviour Point Value
Visitor downloaded the How Do We Compare To Our Competition white paper 5
Visitor browsed company website multiple times in the past 7 days. 5
Visitor downloaded the Evaluation Guide. 5
Visitor is already a lead in the sales system. 4
Visitor clicked on company's Jobs web page. -5
www.act-on.com | @ActOnSoftware
13. Best Practices for the Funnel
Customer Retention
• Customer Focused
• Clear and concise messaging
• “Call To Action” at every touch
• Right Analytics and Metrics
• Track activity
• Reach out based on certain criteria
• Refine, adjust, and update
• Website Presence
• Track visitors – correlate to campaigns
• Unique URLs – email, social, landing pages
• Webinars – useful content that augments marketing efforts
www.act-on.com | @ActOnSoftware
15. The Art of the Handoff
• Lead definitions (what is a lead?)
• Timeframe & responsibility
• Criteria for acceptance & rejection
• Routing of leads (who gets what?)
• Well defined service level agreements (SLAs)
www.act-on.com | @ActOnSoftware
16. Using Scores to Prioritize Leads
www.act-on.com | @ActOnSoftware
17. CRM Integration – Hot Leads to Sales
www.act-on.com | @ActOnSoftware
18. Ensuring Success
• Focus
• Keep SLAs clear and brief (minimize nuances and exceptions)
• Evolve
• Adjust based on performance metrics, data and feedback
• Enforce
• Those bound by SLAs must be held responsible
• Visibility into key performance metrics for each function
• Agreement between leaders on how to manage
• Own
• Marketing and sales operations usually own maintenance
• Marketing and sales leaders sign and communicate contents
Automation helps track & measure performance
www.act-on.com | @ActOnSoftware 18
20. Start by Keeping it Simple…
Function Key Metrics
All • Waterfall conversion rates
Marketing • Lead volume/quality adherence
• Accept/reject/disqualify/promote timeframes
Telesales • Disqualify reasons (adherence and lead quality)
• Accept/reject/disqualify/promote timeframes
Sales • Disqualify reasons (adherence)
Truly successful decision making relies on a balance between
deliberate and instinctive thinking.
Malcolm Gladwell, Blink: The Power of Thinking Without Thinking, 2005
www.act-on.com | @ActOnSoftware 20
21. From Leads to Revenue… Close the Loop
• Complete campaign
New Leads
reports to measure
leads & opportunities
Leads Converted • Detailed reports
to Opportunities groups campaign by
campaign type
• Integrate Opportunity
Opportunities
to Revenue and Closed data from
SFA
Campaign Performance
by Campaign Type
www.act-on.com | @ActOnSoftware
22. Agenda
• The Situation Today
• Strategically Tackling the Funnel
• Sales Handoff
• Measurement & Feedback
• Wrap-up and Questions
www.act-on.com | @ActOnSoftware
23. Marketing Automation for the Customer Lifecycle
STAGES
LEADS LEADS OPPORTUNITIES CUSTOMERS
NAMES MQL SQL
ACTIVITIES
ACQUISITION NURTURING MARKETING TO CUSTOMER
PROGRAMS PROGRAMS SALES HANDOFF RETENTION
CAMPAIGNS
Social
Webinars
Whitepapers
SYSTEMS
CRM
Salesforce Automation
Support
www.act-on.com | @ActOnSoftware
24. About Act-On
• Our Company
• Founded in 2008 by founders of Responsys and Webex
• 140+ employees today in Oregon & California
• Our Technology
• Designed from the ground up for small marketing teams
• Simple, powerful and easy to integrate
• 3rd generation SaaS platform built to scale
• Our Customers
• 1,400+ and growing across all major vertical industries
• From Progressive Insurance and Cisco to many companies
you probably don’t recognize
www.act-on.com | @ActOnSoftware
Show the basics of setting up scoring rulesShow Profile based and behavior based scoringDrill into setting up a scoring rule
Note to Mike:Change Adeoshun’s email to: Wadeoshun at MayoClinic.comChange Company to: Mayo ClinicChange address to: 13400 Shea BoulevardChange City: ScottsdaleChange Outbound and Inbound First to: 414 days agoChange Most recent to: 2 days agoChange email sent to: 48Change opened to 28
Change David Applebaum to William AdeoshunRemove the entry bc and replace with Michael JonesUse the following company names:Mayo ClinicAlta Bates Medical GroupSan Leandro HospitalArizona Spine and Joint HospitalSutter LakesideArizona OrthopedicsCedars-Sinai Medical CenterKaiser PermanenteStanford Hospital
Single slide on the scenario – this might be options since the scenario has already been described