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For more information around Cloud Services, visit our website:
http://sforce.co/1ZuutDV
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
CNX16 - Nine Ways to Track and Empower Social Media SuccessCloud_Services
Learn how Salesforce effectively and efficiently takes customers of all types, ranging from Financial Services and Pharmaceuticals to Retail and Manufacturing, through a journey to Social Maturity and realized ROI. This interactive session will educate you on 9 dimensions of maturity that will help your company reach new heights of social media success. Leave the workshop understanding where your company is on the Maturity Scale and knowing what the next tactical steps are in order for you to drive your social media analytics of success.
For more information around Cloud Services, visit our website:
http://sforce.co/1ZuutDV
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
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A contact center enables agents to communicate with consumers via various communication channels. Businesses should carefully decide the bundle of the channels for the success of operations. Here are the factors to consider to choose the channels for your contact center.
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Orchestrating a Successful CRM ImplementationSalesforce.org
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A contact center enables agents to communicate with consumers via various communication channels. Businesses should carefully decide the bundle of the channels for the success of operations. Here are the factors to consider to choose the channels for your contact center.
Looking for a new contact center outsourcer is rarely as simple as it sounds. That’s why we’ve pulled together our top “How To” procurement tips so you don’t have to spend hours hunting down the resources.
Business case:
How to make a profitable business with industry-specific intellectual property (IP) on top of Microsoft Dynamics CRM (For CRM Services partners, not yet an ISV)
Success factors: how to become a Top Performer with profitability > 75%
Accelerate CX Innovation with an Open Development PlatformNICE inContact
Find how you can get more from your CCaaS investment with greater ROI when you accelerate customer experience and drive innovation with an open development platform.
This presentation was presented at #CustomerAnalytics Conference, Chicago 2014 by Maruti Peri, VP Sales.
BRIDGEi2i helps businesses extract each ounce of loyalty in today's “Age of the Customers” as customer loyalty keeps fighting an uphill battle with increased product choices and proliferation of prospective client information. To know more about BRIDGEi2i Customer Intelligence Solutions, visit http://www.bridgei2i.com/customer-intelligence.html
NICE inContact - Transform Customer Service NICE inContact
Hear this roundtable discussion as best practices are explored on how to empower your agents to better help your customers have an effortless experience when interacting with your company.
Design Led Customer Experience the Dell Way Harvey Sipel Harvey Sipel
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Have you ever heard of building a house without a blueprint? Crazy. The same goes for updating or implementing new CRM software without a blueprint.
To see strong ROI and user adoption from your investment, you need a CRM Solution Blueprint — an action plan to drive the success of new technology.
Mastering The Data Trifecta: How To Inject Campaigns With Flawless DataG3 Communications
Watch this #COSeries webinar on-demand here: http://dg-r.co/2nLzv28
What if the data powering your campaigns was 90%–or even 97% accurate?
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Optimize Omnichannel Campaigns In 2018: How To Reach Every Buyer In Every Cha...G3 Communications
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• Increasing telemarketing conversions;
• Improving email click-through rates;
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Outlines the contact management requirements to facilitate demand generation campaigns, the current state of the contact database and systems and the proposed actions to ensure achievement of demand generation goals.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
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2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
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1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
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Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
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What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
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Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
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Contact Management Plan
1. NA Geo Marketing Contact Management Plan
July 24, 2008
Purpose
CA will maintain contact data to facilitate communications with and analysis of prospective
purchasers of its IT software solutions.
Objectives
• Provide timely and accurate contact records to Geo Marketing team for marketing
communications.
• Maintain a minimum of 5 contact records / campaign area / account (depending on
account size). Currently for seventeen priority campaigns and 2,646 Enterprise Accounts
this would be 225K campaign contact. A typical contact is associated with one or two
campaigns. Therefore, there should be a minimum of 150,000 unique contact records.
However, there are over 27K sites – 8K unique Account Names (per Master Data team)
or over 105K sites – 18K unique Org Names (per CIDB Enterprise Account list) and it is
likely that additional contacts will be required for at least some of these Site / Org
Names.
• Analyze contact behaviors and identify trends. This would include aggregate account
contact behavior, responses to marketing campaigns including survey questions, and
existing solutions.
• Provide reports to the Geo Marketing team regarding contact coverage of target accounts
and contact behaviors
Gap Analysis
A gap analysis of all Enterprise Accounts was completed in June ’08. The analysis revealed the
following
• Nearly 1,700 accounts on average have insufficient contacts in 12 priority campaigns
(five new campaigns have no contacts).
2. 3,000
2,500
952
2,000
>3 Contacts
1,500 1 - 3 Contacts
1,016 0 Contacts
1,000
500
680
0
Accounts
• There are a very large percent of executive level contacts and very few director level
contacts. Director level contacts are the ones that are most associated with pipeline
forecasts and we should have a plurality of director titles.
# of Contacts / Job Level
50.0%
45.0%
40.0%
35.0%
30.0%
Email
25.0%
20.0% Phone
15.0%
10.0%
5.0%
0.0%
Exec Dir Mgr User Admin ?
• We need at least 190K additional campaign contacts for ideal minimum coverage - likely
more to replace invalid / inappropriate contacts
Contact Sources
The following are sources of contact data.
• Unscored contacts (from SF.com, ca.com, etc.) and contacts not properly identified as
Enterprise Accounts in the CIDB. Addressing these issues could result in a significant
number of usable contacts.
• Geo Marketing program inquiries from online marketing programs, direct mail programs,
face-to-face events, telephone and email surveys
• New contacts identified by Teleprospecting
• New contact discovery by third parties
Contact Discovery
3. The approach used by CA in the past for this was to contract with one provider to conduct calls
into target accounts. Subsequent campaigns into the contacts shortly after the project revealed
almost 50% of the contacts were invalid (e.g. bad phone, no longer employed) or inappropriate
(e.g. not responsible for solutions in that area). Call campaigns can cost from $5 - $8 per contact
and can be time consuming. Alternate tactics should be considered that can accelerate contact
discovery and mitigate the risk of one vendor’s results being poor.
A tactic to accelerate contact discovery is to conduct a target title keyword / responsibility match
against existing vendor contact databases. Title keywords must be fairly specific to the solution
area to avoid extensive overlaps across multiple solution areas. At the Director level on average
it appears that they can be responsible for up to two solution areas depending on company size.
Title keywords / areas have been gathered from the NA Geo Marketing Planners and will be
updated with input from Field Sales and Marketing.
A tactic to mitigate the risk of poor quality data from one vendor is to engage multiple contact
providers based on their geographic (e.g. Canadian) or domain (e.g. Federal government)
focus/expertise.
Contact Discovery Vendors
Below are the vendors considered for contact discovery.
Initial Total
Dicovery Contact Completion
Vendor Type Cost Delivery Time
Boardwalk Call $8.80/contact 1 week 8 weeks
Winn
Technology Call $6.60/contact 1 week 5-6 weeks
SimplyDirect Call $5/contact 1-2 weeks 5 weeks
BAO Call TBD TBD TBD
SMA Call $8.50/contact 2 weeks 8 weeks
Winn DB
Technology matching $0.45/contact 2 weeks 2 weeks
DB
BAO matching TBD TBD TBD
DB
Jigsaw matching $60K/yr 2 weeks 2 weeks
DB
Ziff Davis matching TBD TBD TBD
The following vendors/projects are in progress or are being evaluated.
• Winn Technology – A pilot project was conducted in May/June ‘08 Title keyword
matching against the Winn Tech database resulted in 293 contacts in 17 campaigns for
102 Enterprise Accounts. However, the keyword matching approach resulted in less
than one contact per account and only about 60% - 70% of the contacts were valid. The
conclusion is that the database title keyword matching approach is not viable with Winn
4. Technology and we will need to use the call-based discovery approach which is more
costly.
Winn is currently calling into 10 enterprise accounts with no contacts to deliver
approximately 500 contacts across all 17 priority campaigns by July 28. If the quality of
these contacts is good, we will expand the call-based contact discovery on August 4. We
should receive contacts in 100-200 accounts each week until Sept 5.
Depending on available budget, we may need to limit the project to top NCV Focus areas
or fewer Enterprise Accounts. The Area Marketing VPs are providing their preferences
for this.
• Jigsaw contact title matching – Jigsaw claims to have a robust and accurate database of
700K IT contacts in North America. We have provided them the same list of 100
accounts as Winn Tech and they are matching our title key words against their database
to see if they have better success with this approach. We will have the results back from
this on June 21.
If the Jigsaw pilot is more successful than the Winn Tech title keyword matching pilot
was, we may engage with Jigsaw for all of our accounts. However, it is likely that we
will still need to conduct call-based discovery on our accounts using another vendor.
• Federal account contact discovery – By August 15 we will have new contacts from a
call-based contact discovery project with SimplyDirect in 224 Federal accounts for the
following campaigns.
5,000 – across all 17 campaigns
1,000 – Infrastructure Management (INV)
1,000 – Workload Automation (WKM)
1,000 – Identity and Access Management (IGN)
500 – Service Management – ITIL (SRT)
500 – Service Management – ITAM (SRI)
We will receive 5,000 Federal contacts from SimplyDirect by July 23 and they will send
us 50 accounts each week with 1,000 contacts each week through August 15.
• Canadian account contact discovery – We are negotiating with two Canadian firms to
conduct call-based contact discovery project for our 189 Enterprise Accounts and roughly
30 Child Accounts (e.g. government ministries) in Canada. Them Concept will conduct
the discovery in Quebec and SMA will conduct the discovery in the remainder of
Canada. The number of contacts and timeframe are TBD.
SMA and Them Concept provided draft proposals in mid-July and are awaiting our
decision on moving forward with a project of 120 accounts for SMA and 80 accounts for
Them Concept.
5. • BAO – BAO indicates that a title keyword match against their database would likely not
yield large numbers of contacts and does not have a standard cost for this. We provided
BAO Enterprise Accounts and the title keywords for our 17 priority campaigns to match
these against their database. They were able to match 110 contacts to out title keywords
in only 2 of the accounts. They did not indicate to which campaigns the contacts match,
and this information has been requested so we can evaluate the contacts.
• Ziff Davis – Ziff Davis indicates that they are developing a service to provide contacts
from their database that meet their customers’ specifications. However, this service may
be months out.
Vendors generally guarantee 90% accuracy of their contacts and will replace those that are not
valid within a reasonable time. Some vendors continue to market to and update those contacts
and can provide an update when needed.
Contact Discovery Verification
CA will use its teleprospectors to verify a statistically significant sample of new contacts. If the
contacts are of good quality, Relationship Marketing will load the information to the CIDB.
See the separate Contact Vendor Process for more details.
Data Warehouse
The data will be hosted by third-party until CA has the ability to host the data itself.
Contact Records
Contact records will contain the following data.
•Enterprise Account ID
•Enterprise Account Name
•Site Name
•Company Name
•First Name
•Last Name
•Title
•Job Area
•Address, City, State/Province, Zip and Country
•Email Address
•Phone Number
•Date Last Updated
•Campaign Code
Contact Maintenance
The accuracy and validity of contact data degrades rapidly over time as contacts turnover at
companies and change responsibilities. The contact data must be rigorously updated to ensure
that it is valid and the contacts are appropriate for the indicated solution area.
6. CA will re-verify contact data quarterly via marketing campaigns, teleprospecting and trusted
vendors with whom the CIDB team will develop a data exchange process.
Vendors that constantly maintain their data are online social network / contact providers such as
Jigsaw and LinkedIn, online publishers/marketers such as Ziff Davis, CMP, and IDG and
telemarketing / survey companies such as SimplyDirect, BAO and MarketOne.
Reports
The following reports are requested to help audit and manage the quantity and quality of
contacts.
CIDB Heat Map – shows contact counts (good email, good phone, good address, > 2 years no
activity, scored, not scored, etc.) for accounts with the following selection criteria.
• Region (AP, EMEA, LA, North America)
• Area (West, Central, Canada, Northeast, Mid-Atlantic, South)
• Country (Canada, United States, etc.)
• Job Area (Academic-Student, Customer Services, Data Communications, Database
Management, Datacenter, Development, Financial, General IT, General Management,
Human Resources, Internet Applications, IT Operations, Legal, Network, Project
Management Office, R&D, Security, Service Desk, Service/Support,
Software/Applications, StorageSystems/Servers, Telecommunications)
• Job Level (Administrator, Executive, Director, Manager, User)
• Account Type (Commercial, Enterprise, Federal)
• Score (AGN, AIC, INV, MGN, PGN, SRI, WKM, etc.)
• Enterprise Account ID (exclude EAID, include EAID, include Inferred EAID)
CIDB Contact Activity – shows contact activity (e.g. touches and responses) during 30, 60, 90
and 120 day periods for accounts with similar selection criteria as the Heat Map report
CIDB Contact Performance – a quarterly report that shows the correlation of contact
performance with role, title, behavior, score.
CIDB Contact Reconciliation – shows initial balance of contacts (by campaign), contacts added
by source and contacts removed by category (opt-out, expired, invalid) and the resulting new
contact count
Salesforce.com Contact Report – shows unique contact counts for accounts with similar selection
criteria as the Heat Map report
Cost / Budget
The cost to fill the coverage gaps for all17 priority campaigns via a call-based campaign ranges
from $60K - $80K per campaign with a total of $1.2 MM. We can adjust the cost to meet the
available budget by targeting just the top NCV Focus Areas and/or the top Enterprise Accounts.
We may be able to provide contacts for those campaigns / accounts not included in the call-
discovery project via less expensive title keyword matching if a suitable vendor is identified.
7. See the separate Contact Discovery Gap Fill Plan for specific contact discovery costs for each
campaign area.
Work Plan and Timeline
See the separate Contact Management Work Plan for specific tasks and deliverable dates.