The document discusses the integration of marketing and sales through a collaboration between SugarCRM and Act-On, highlighting the challenges of working in silos and the benefits of a unified system. It presents a solution to enhance customer acquisition and retention by leveraging a complete suite of tools, resulting in increased productivity and reduced sales cycles. Additionally, it showcases results from a case study where an integrated technology platform supported significant business growth.

1. OSSCube Presents
Marketing and Sales:
Together at Last
June 18, 2015

2. Our Speakers
Amit Yougesh Tugnait
Project Manager
OSSCube
John Bernard
Executive Vice President
OSSCube

3. • Missing revenue targets
• Losing customers to competition
• Running over budget
• Cost of sales too high
• Teams working in silos
Barriers to Success

4. • Marketing and sales doing their own thing
• Poor lead quality
• Low conversion rates
• Lack of follow up
• Low Sales Productivity
• Two sales reps calling the same prospect
Symptoms

5. Marriage of Marketing & Sales

6. Increase Total Customer Value

7. Customer Acquisition Solution

8. Notional Architecture

9. Our Partnerships

10. Sugar 7 - Next Generation CRM
• Enterprise ready – IBM case study
• Recognized by Gartner as a Visionary Leader
• Fastest growing CRM solution

11. Sugar7 - Next Generation CRM
INNOVATION FLEXIBILITY VALUE
• Modern and immersive user experience
• Consistent interface across all devices
• Integrated collaboration tools to break down silos
• Single pane of glass to provide 360° view

12. Sugar7 - Next Generation CRM
INNOVATION FLEXIBILITY VALUE
• Broadest range of deployment options on-premise or cloud
• Easily integrates with 3rd party data sources
• Most highly customizable platform based on open technologies
• Seamlessly scales with the needs of your business

13. INNOVATION FLEXIBILITY VALUE
• Simple, predictable pricing with no hidden fees or forced upgrades
• Industry’s most innovative, robust CRM at an affordable price
• Fuses the simplicity, mobility and social aspects of a consumer app
for all customer-facing employees
• Reduce TCO by 50% or more!
Sugar7 - Next Generation CRM

14. 2008 2009 2010 2011 2012
2013
2014
2015
Act-On
founded
to create new
technology that
helps marketers
drive business.
Beta customers
give market validation.
Engineers write lots of
code fueled by spicy
food and beer.
Commercial
traction
with over 100
customers. Venture
capitalists invest
Fastest growing
company
in marketing
automation with over
500 customers.
Wins Rising Star Award
in Oregon.
Over 1,000 customers
and over 100 employees.
Acclaimed
by Forbes, Inc. 500
and Deloitte 500.
Almost 2,000
customers and over
200 employees.
Recognized as leader
by Forrester Research
Wins Inc. 500 and
Deloitte 500 awards again.
Over 3,000 customers
and 400 employees.
Act-On Marketing Automation

15. Act-On Marketing Automation
• Stay engaged with your audience!
• All-In-One Integrated Marketing Suite
‒ Helping marketers to tie inbound, outbound and
nurturing programs together for greater ROMI
‒ Create, manage, and report on multi-channel
marketing programs
 E-mail, web, mobile and social
• Out of the box SugarCRM integration
• Monthly contract – no long term commitment

16. How?
Act-On Marketing Automation
• Email
‒ Personalized, relevant and on any device
• Forms & LP
‒ Optimize to capture
• Website Prospector
‒ From anonymous to known
• Events
‒ Webinars
‒ Trade shows

17. Nearly two centuries of helping businesses build their relationship platform
• The world’s largest commercial database
‒ 30,000 data sources
‒ 5 million updates per day
• One of the largest, most accurate
contact databases
(Dun & Bradstreet NetProspex)
‒ More than 240 million company records
‒ Our patented DUNSRight™ data quality
process
Dun & Bradstreet

18. Missing, incomplete, or outdated
information
Fresh and complete information
Limited or no company research
Company research, industry
research, and talking points
Not enough new prospects
Find new prospects and upsell
current customers
25%
Sales
Opportunity
Growth
19%
Higher team
Attainment of
Sales Quota
33%
Shorter Sales
Cycle
23%
Sales
Production
Boost
21%
Increase in
CRM
Adoption
Dun & Bradstreet
Results:

19. OSSCube Develops an
Integrated Solution for
Boardroom Events

20. The Problem
• Company is growing rapidly
• Applications are not scalable or integrated
• Technology platform was not available to
support business growth initiatives

21. The Journey
• Migrated to SugarCRM and Act-On
‒ From Zoho and HubSpot
‒ Integrated Survey Gizmo
‒ Integrated web forms
‒ Utilizing D&B for data validation
• Developing portal for extracting value from data
and P2P communication
• Scalable and seamless integration

22. Notional Architecture

23. The Results
• Extensible technology platform to support
business growth
• Increased productivity
• Able to launch new practice area
‒ Monetizing data

24. What Can We Do for You?
Modernization
Mobilization
eCommerce
Big Data &
Analytics
Cloud

25. www.OSSCube.com
Info@OSSCube.com
1-888-967-7282

26. Extra Slides to Delete

27. The Problem
• Decentralized software solutions prevented
integration of marketing and sales
• Specific issue for marketing with crm
• Specific issue for sales and customer value
• Specific issue for data source enrichment
[figure showing many disjoint applications, CRM,
marketing, data warehouse, ERP, survey, web]

28. A Complete Customer Acquisition and Retention
Solution
Seamlessly integrate best-of-breed applications
• Marketing automation – Act-On
• Customer relationship management – SugarCRM
• Data quality and enrichment – Dun and Bradstreet
• Other 3rd party applications
The Solution

29. A Complete Customer Acquisition and Retention
Solution
Seamlessly integrate best-of-breed applications
• Act-on out of the box integration with SugarCRM 7.5
Professional

30. Increase Total Customer Value
• Complete customer acquisition and retention
solution
• Seamlessly integrate best of breed applications
‒ CRM – SugarCRM
‒ Marketing Automation – Act-On
‒ Content Management - Drupal
• Dynamically adapts content to audience
‒ Improved conversion rates
‒ Shorter sales cycles

31. Case Study:
Boardroom Events

32. A Complete Customer Acquisition and Retention
Solution
Seamlessly integrate best-of-breed applications
• Customer Relationship management – SugarCRM
• Marketing automation – Act-On
• Data quality and enrichment – Dun and Bradstreet
• Web content management
• Enterprise resource planning (ERP)
• Other 3rd party applications and tools
Increase Total Customer Value

33. Notional ArchitectureAct-On
A Complete Customer Acquisition and Retention
Solution
• Transparent pricing
• Easy to use
• Seamless integration with tools you already us
• Faster productivity