Curious about what's new in Salseforce Spring ‘13? Appirio Sr. Consultant and Salesforce MVP Rhonda Ross walks through the latest and greatest features in Spring ‘13 and what they mean to your business.
Highlighted features include:
* Chatter enhancements (e.g. find in Group feed, enhanced People)
* Mobile features (e.g. Touch and Chatter for iOS and Android)
* Forecasting (e.g. quarterly forecasts and partner portal opportunity forecasts)
* State/Country picklists
#askSAP Analytics Innovations Community Call: Innovation in Core BI Solutions...SAP Analytics
Where is SAP BusinessObjects BI headed, and how will your organization benefit?
See how SAP is delivering on its commitment to innovate its business intelligence (BI) applications. With SAP BusinessObjects BI 4.2 now available, now is a perfect time to explore what this new release has to offer and hear about announcements made at SAPPHIRE NOW 2016.
Webinar: Manufacturing on the Ground and in the CloudConfigero
In case you missed it: Here's the webinar presentation "Manufacturing on the Ground and in the Cloud," featuring 20-year manufacturing industry veteran and current CEO, Stephen Walker and Salesforce Platform AE, Jonathan Fritz. Learn from Stephen about industry-specific business challenges, evaluating solutions, why they chose Salesforce over alternatives, how fast and easy implementation was and the immediate business impact they realized. To learn more, or to request a demo from Salesforce and/or Configero, please contact us at info@configero.com.
Curious about what's new in Salseforce Spring ‘13? Appirio Sr. Consultant and Salesforce MVP Rhonda Ross walks through the latest and greatest features in Spring ‘13 and what they mean to your business.
Highlighted features include:
* Chatter enhancements (e.g. find in Group feed, enhanced People)
* Mobile features (e.g. Touch and Chatter for iOS and Android)
* Forecasting (e.g. quarterly forecasts and partner portal opportunity forecasts)
* State/Country picklists
#askSAP Analytics Innovations Community Call: Innovation in Core BI Solutions...SAP Analytics
Where is SAP BusinessObjects BI headed, and how will your organization benefit?
See how SAP is delivering on its commitment to innovate its business intelligence (BI) applications. With SAP BusinessObjects BI 4.2 now available, now is a perfect time to explore what this new release has to offer and hear about announcements made at SAPPHIRE NOW 2016.
Webinar: Manufacturing on the Ground and in the CloudConfigero
In case you missed it: Here's the webinar presentation "Manufacturing on the Ground and in the Cloud," featuring 20-year manufacturing industry veteran and current CEO, Stephen Walker and Salesforce Platform AE, Jonathan Fritz. Learn from Stephen about industry-specific business challenges, evaluating solutions, why they chose Salesforce over alternatives, how fast and easy implementation was and the immediate business impact they realized. To learn more, or to request a demo from Salesforce and/or Configero, please contact us at info@configero.com.
Cloud for Analytics (a.k.a. SAP ORCA - "Project Orca") is a cloud-based offering from SAP that's slated to arrive in the fourth quarter of this year (2015)
Salesforce Spring 17 features for Higher Ed, HEDA best practices and Free appsBuyan Thyagarajan
This deck talks about key features in spring 17 for Higher Education Salesforce users, HEDA best practices and Free apps and plugins which would make life easier.
#askSAP Analytics Innovations Community Call: Reimagine Analytics for the Dig...SAP Analytics
http://sap.com/predictive - New digital technologies allow companies to reimagine business models, rise to disruptive market entrants and squeeze more productivity from less resources. Companies embracing digital transformation by investing in advanced analytics are winning. They create more revenue, greater market valuations, and growing profitability.
SAP BusinessObjects Predictive Analytics is a game changer in the predictive space by helping you create, deploy, and maintain thousands of predictive models that anticipate future outcomes and guide better, more profitable decision-making across your digital enterprise.
Unleash the Potential of Big Data on SalesforceDreamforce
Salesforce hosts billions of customer records on Salesforce App Cloud. Making timely decisions on this invaluable data demands a new set of capabilities. From interacting with data real-time to leveraging a fluid integration with Salesforce Analytics, these capabilities are just around the corner. Join us in this roadmap session to see what the near-future of Big Data on Salesforce App Cloud looks like and how you can benefit from it. Watch the video now: https://www.youtube.com/watch?v=a-wFfdfGgvM
#askSAP Analytics Innovations Community Call: SAP Analytics 2019 Strategy and...SAP Analytics
Whether it’s growing a loyal customer base, pressure from innovative competitors, or retaining top talent, there is no shortage of strategic decisions to make by businesses today. SAP is tackling these challenges head-on by delivering the Intelligent Enterprise, and SAP Analytics is the glue that connects all the pieces together – from data right through to intelligence. Whether through new cloud technologies, existing on-premise investments, or every possible hybrid combination, SAP Analytics enables businesses to make faster, more confident decisions. In this webinar you will learn about what's ahead in 2019 for SAP Analytics. Visit www.sap.com/asksap to view the recording.
#askSAP: Journey to the Cloud: SAP Strategy and Roadmap for Cloud and Hybrid ...SAP Analytics
www.sap.com/businessobjects-cloud. The momentum of customers moving to the SAP BusinessObjects Cloud is rapidly accelerating – and so are the innovations being introduced by SAP. New features and functionality for cloud and on premise with SAP BusinessObjects Enterprise offer hybrid use cases that organizations can take advantage of as they embark on their journey to the cloud. View the webinar reply at http://webinars.sap.com/asksap-webinar-series/en/home#section_3.
Jason Young's session on integrating any existing web app into Salesforce. Lessons learned bringing http://dayback.com to the Salesforce App Exchange. Here is the link to the starter kit Jason references in the presentation: https://github.com/seedcode/canvas-starter-kit
Enjoy!
#askSAP Analytics Innovations Community Call: SAP Cloud for Analytics SAP Analytics
www.sap.com/cloud-for-analytics - Hear directly from SAP executives Gerrit Kazmaier (Head of Engineering, Cloud for Analytics) and Ivo Bauermann (Global Vice President EPM and Finance Solutions) as they preview what’s coming next for SAP Analytics and how you will benefit – including how SAP Cloud for Analytics is expected to redefine SaaS Analytics and power the analytical applications of the future.
During the session, moderated by SAP Global Innovation Evangelist Timo Elliott, you will:
•Learn how to address your cloud analytics challenges,
•Hear about our latest roadmap for SAP Cloud for Analytics
•See the solution in action
AppExchange for Developers: Monetize your App in the Cloud WebinarSalesforce Developers
It's an App-centric world, and the Salesforce AppExchange is the destination for platform apps. Join us for an overview of what you, the developer, need to know about the AppExchange. This webinar will help developers understand how to work with apps, and it will also help entrepreneurs understand how to publish on the AppExchange.
After attending the webinar, you will understand:
:: which types of apps you can find on the AppExchange
:: the three different kinds of packages you can install in your org
:: how to create a managed package
:: what the Security requirements are for publishing an app
:: how to extend an app
:: what additional resources there are about AppExchange.
Companies using SAP BusinessObjects Analytics solutions have achieved significant improvements and savings. For a deeper look, read the October 2016 Forrester Consulting study, “The Total Economic Impact™ of SAP BusinessObjects Analytics: Cost Savings and Business Benefits,” commissioned by SAP.
For more, please visit: http://bit.ly/2g00ntG
Wanna build a killer app? Don't you wish there was a way to bolt past the competition, avoid the normal pitfalls, and fast track your time to market? CodeScience has worked with top ISV partners on leading-edge commercial solutions, with war stories to prove it. Not “Lightning Ready?” Self conscious about your backlog? Unsure about the right milestones or stakeholders for the Salesforce ecosystem? No problem. With tips from the premier PDO to crack your SaaS MVP, your ISV app will be launched ASAP. If you need help breaking that last sentence down, then this session is for you! Presented at DF16.
eVerge Group offers a variety of implementation packages for Oracle Eloqua. We are excited - both as an Oracle Platinum Partner and Eloqua users - to deliver Eloqua to clients that need both lightweight flexibility of a cloud solution and also a robust platform to provide quality content and messaging to their customers. Contact us for more information at services.evergegroup.com/EloquaContact.
Cloud for Analytics (a.k.a. SAP ORCA - "Project Orca") is a cloud-based offering from SAP that's slated to arrive in the fourth quarter of this year (2015)
Salesforce Spring 17 features for Higher Ed, HEDA best practices and Free appsBuyan Thyagarajan
This deck talks about key features in spring 17 for Higher Education Salesforce users, HEDA best practices and Free apps and plugins which would make life easier.
#askSAP Analytics Innovations Community Call: Reimagine Analytics for the Dig...SAP Analytics
http://sap.com/predictive - New digital technologies allow companies to reimagine business models, rise to disruptive market entrants and squeeze more productivity from less resources. Companies embracing digital transformation by investing in advanced analytics are winning. They create more revenue, greater market valuations, and growing profitability.
SAP BusinessObjects Predictive Analytics is a game changer in the predictive space by helping you create, deploy, and maintain thousands of predictive models that anticipate future outcomes and guide better, more profitable decision-making across your digital enterprise.
Unleash the Potential of Big Data on SalesforceDreamforce
Salesforce hosts billions of customer records on Salesforce App Cloud. Making timely decisions on this invaluable data demands a new set of capabilities. From interacting with data real-time to leveraging a fluid integration with Salesforce Analytics, these capabilities are just around the corner. Join us in this roadmap session to see what the near-future of Big Data on Salesforce App Cloud looks like and how you can benefit from it. Watch the video now: https://www.youtube.com/watch?v=a-wFfdfGgvM
#askSAP Analytics Innovations Community Call: SAP Analytics 2019 Strategy and...SAP Analytics
Whether it’s growing a loyal customer base, pressure from innovative competitors, or retaining top talent, there is no shortage of strategic decisions to make by businesses today. SAP is tackling these challenges head-on by delivering the Intelligent Enterprise, and SAP Analytics is the glue that connects all the pieces together – from data right through to intelligence. Whether through new cloud technologies, existing on-premise investments, or every possible hybrid combination, SAP Analytics enables businesses to make faster, more confident decisions. In this webinar you will learn about what's ahead in 2019 for SAP Analytics. Visit www.sap.com/asksap to view the recording.
#askSAP: Journey to the Cloud: SAP Strategy and Roadmap for Cloud and Hybrid ...SAP Analytics
www.sap.com/businessobjects-cloud. The momentum of customers moving to the SAP BusinessObjects Cloud is rapidly accelerating – and so are the innovations being introduced by SAP. New features and functionality for cloud and on premise with SAP BusinessObjects Enterprise offer hybrid use cases that organizations can take advantage of as they embark on their journey to the cloud. View the webinar reply at http://webinars.sap.com/asksap-webinar-series/en/home#section_3.
Jason Young's session on integrating any existing web app into Salesforce. Lessons learned bringing http://dayback.com to the Salesforce App Exchange. Here is the link to the starter kit Jason references in the presentation: https://github.com/seedcode/canvas-starter-kit
Enjoy!
#askSAP Analytics Innovations Community Call: SAP Cloud for Analytics SAP Analytics
www.sap.com/cloud-for-analytics - Hear directly from SAP executives Gerrit Kazmaier (Head of Engineering, Cloud for Analytics) and Ivo Bauermann (Global Vice President EPM and Finance Solutions) as they preview what’s coming next for SAP Analytics and how you will benefit – including how SAP Cloud for Analytics is expected to redefine SaaS Analytics and power the analytical applications of the future.
During the session, moderated by SAP Global Innovation Evangelist Timo Elliott, you will:
•Learn how to address your cloud analytics challenges,
•Hear about our latest roadmap for SAP Cloud for Analytics
•See the solution in action
AppExchange for Developers: Monetize your App in the Cloud WebinarSalesforce Developers
It's an App-centric world, and the Salesforce AppExchange is the destination for platform apps. Join us for an overview of what you, the developer, need to know about the AppExchange. This webinar will help developers understand how to work with apps, and it will also help entrepreneurs understand how to publish on the AppExchange.
After attending the webinar, you will understand:
:: which types of apps you can find on the AppExchange
:: the three different kinds of packages you can install in your org
:: how to create a managed package
:: what the Security requirements are for publishing an app
:: how to extend an app
:: what additional resources there are about AppExchange.
Companies using SAP BusinessObjects Analytics solutions have achieved significant improvements and savings. For a deeper look, read the October 2016 Forrester Consulting study, “The Total Economic Impact™ of SAP BusinessObjects Analytics: Cost Savings and Business Benefits,” commissioned by SAP.
For more, please visit: http://bit.ly/2g00ntG
Wanna build a killer app? Don't you wish there was a way to bolt past the competition, avoid the normal pitfalls, and fast track your time to market? CodeScience has worked with top ISV partners on leading-edge commercial solutions, with war stories to prove it. Not “Lightning Ready?” Self conscious about your backlog? Unsure about the right milestones or stakeholders for the Salesforce ecosystem? No problem. With tips from the premier PDO to crack your SaaS MVP, your ISV app will be launched ASAP. If you need help breaking that last sentence down, then this session is for you! Presented at DF16.
eVerge Group offers a variety of implementation packages for Oracle Eloqua. We are excited - both as an Oracle Platinum Partner and Eloqua users - to deliver Eloqua to clients that need both lightweight flexibility of a cloud solution and also a robust platform to provide quality content and messaging to their customers. Contact us for more information at services.evergegroup.com/EloquaContact.
Discover the best practices and considerations for engagement marketing success!
For digital transformation to be achieved, businesses need to think about their wider business strategies considering the people, processes and technology required to leverage an effective results-focused marketing strategy.
This event from Marketo and digital consultancy partner, SuccessFlow, follows the trend of many marketers investing into marketing platforms with no digital strategy. Doing this can lead to wasted time and budget, and there is often limited ability to track success of your marketing automation investment.
Prepare for Marketing Automation: 5 Tips to Maximize ROIG3 Communications
View this webinar on-demand at: http://dg-r.co/AutomatedROI
Getting started with marketing automation may seem complicated, but with a little preparation, you’ll see results right away. In fact, 44% of companies achieve a positive ROI within only six months - with a 28% average overall return.
This quick start crash course will give you a 5-step strategy to prepare your organization for adopting marketing automation and help you accelerate your return on investment.
In this webinar, you'll learn:
The three “Must Dos” to get started;
Setting up your pilot lead management program;
Core competencies your team will need;
The 5-step process for creating your first automated program; and
Optimizing and maximizing results with metrics that matter.
‘El nuevo marketing: más técnico y data driven que nunca' - Víctor López, Iberia Cluster Application Leader en Oracle, sobre los puntos clave del 'nuevo marketing' y la importancia de entender, gestionar y analizar el flujo de información que se puede extraer de cada usuario o cliente.
Según Víctor López, es "fundamental unificar datos y conocer al cliente", haciendo referencia tanto al impacto positivo en el revenue de una compañía como a la capacidad de mejora de la relación con el cliente, que lleva a un mayor engagement.
Commission crowd the top ten factors a self-employed sales agent considers wh...CommissionCrowd
We’ve spent a lot of time talking with professional freelance sales agents over the last few years. They’ve given us some really interesting insights into what they look for in an opportunity and we’d like to pass on all of this invaluable learning to you as a Company looking to recruit the best self-employed sales professionals.
Not all self-employed sales agents are created equal just like no two sales opportunities provide the same value and benefit. However, there are common factors that can help you present your opportunity and your company so you stand out in a way that matters, from your competition.
You’ll Learn
- The most important factors self-employed sales professionals consider when searching for a new opportunity
- Ideas and examples of how to incorporate each factor into your opportunity
Lifetime VIP Member Bonuses
In addition to the above insights you will also receive:
- A personal review of your opportunity including suggestions (if applicable) to ensure you’ve covered all the basis
- A copy of the presentation
Why are we holding this?
Agents tell us time and time again that they are looking to work with Companies who understand and respect the way they work. This series has been developed to give Companies a head start in their recruitment once the CommissionCrowd platform goes live.
2017 digital engagement webinar marketing360 - gelb consultingEndeavor Management
This presentation highlights things every healthcare marketer should know about how to measure healthcare marketing ROI, how to design a healthcare marketing dashboard the right way, and what’s possible in today’s digital age.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Similar to Marketing and Sales: A Lesson in Marriage Counseling (20)
Our Virtuous Cycle is about empowering workers to deliver a better Customer Experience, and improving the Worker Experience by treating employees like customers
Google for Work vs. Office 365: Which is right for your company?Appirio
Which subscription-based suite of cloud tools is right for your workforce? Here we’ll examine a few key differences and compare basic features. Appirio's Guide to Going Google: http://bit.ly/1S6ONda
5 Ways to Empower Your Customers with Intelligent Self-ServiceAppirio
Creating powerful self-service sites and communities with rich, relevant content is not that difficult. In the infographic below, we illustrate 5 ways you can use intelligent search to solve the common causes of dissatisfaction, so you can deliver the self-service experience your customers expect.
SunShot Catalyst is an open innovation program that aims to catalyze the rapid creation and development of products and solutions that address near-term challenges in the U.S. solar marketplace. Learn more: http://bit.ly/1ITZt9M
Learn more about the new customer service: http://bit.ly/1t5cpPQ
The landscape of Customer Service has changed. Customers expect more than ever out of their experience - if you can keep up with them, your new customer service center will be both a loyalty powerhouse and a major profit center.
Infographic - The State of the Employee PortalAppirio
Working with the International Association for Human Resources Information Management (IHRIM), Appirio launched The 2013 Appirio Employee Portal/Social Intranet Survey in June of 2013 to collect and share information from IHRIM’s 6,000+ member community on how emerging cloud, mobile and social technologies are influencing organizational attitudes and investment in a new generation of Social Intranets rooted in enterprise collaboration and anytime, anywhere access.
To entire survey whitepaper can be downloaded here: http://bit.ly/17AmpYH
Cloud, mobile and social technologies are dramatically changing the way consumer goods companies and retailers operate and interact with consumers. In this eBook, we look at 10 real-life case studies of how companies like L’Oreal USA, Brown Forman, Starbucks and 1-800-Flowers are using cloud, mobile and social technologies to reimagine their operations, consumer and partner relationships. Get inspired by their stories and get started on your path to the cloud!
Appirio: Reimagine Your Business With the CloudAppirio
Appirio applies new ideas and cloud technology to help enterprises become more efficient and agile, freeing companies from the inflexible technologies of the past and enabling them to take advantage of new ways to engage customers and employees. Our professional services are supported by our Cloud Enablement Suite, which includes our assets, experience and collective intelligence from across thousands of projects and our global CloudSpokes development community
Appirio commissioned a third party online survey to gauge perceptions of social media in business.
The online survey was hosted by Itracks, a leading expert in online market research and the patent holder for online qualitative applications.
This survey focused on the personal perspective of executives, managers and individual contributors at companies with more than 100 employees – not necessarily decision makers of social investments.
There were 303 respondents, representing various industries.
Case Study - Appirio as the Serverless EnterpriseAppirio
Glenn Weinstein, Appirio's Chief Technology Officer, describes how the midsize company runs its entire IT without any infrastructure. No servers, no networks, no hardware - just 100% reliance on public cloud computing.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
18. Learn more about Appirio – Thank You!
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Editor's Notes
More often than not, Marketing & Sales are operating in complete silos. As part of my job, I go in and evaluate marketing and sales processes and how they align or help each other. But most of the time, I spend mediating between the two groups. There’s a lot of “He said, she said” between the orgs and they actually begin to look a lot like a married couple.
There’s an extreme “Us and Them” mentality between the two groups when in reality, both groups do in fact have the same ultimate goals- making your company successful, driving revenue, and staying at the forefront of your customer’ minds. With that in mind, in order for both groups to be successful at the SAME goals- they need to be working together.
Marketing and Sales Alignment is one of those buzz terms that gets thrown around but rest assured it’s real. And when it’s woven into your company’s culture, you are remarkably more successful and actually happier. Over the course of my consulting on Marketing Automation and Operations, there’s a distinct difference in the happiness, the willingness, and the attitude of the companies who have truly adopted Marketing & Sales Alignment- or ONE TEAM. Happier employees mean better employee retention, better output, and an all around happier environment. So it’s not just revenue that should be driving your Marketing & Sales Alignment initiatives, it should be your culture and the well—being of your employees as well.
Here are some staggering statistics that show how common it is for a wedge to be driven between marketing and sales.
Bottom line is marketing owns more of the sales cycle than every before. This means sales needs to know what marketing is up to, what they’re promoting, what the messaging is and marketing needs the support from sales to make sure they’re selling the right message and that they’re positioning sales for success with pre-qualified and well-informed leads.
And now we get to the marriage counseling- I literally hear these arguments and REGULARLY from marketing and sales executives.
You Don’t Understand my Needs- there’s a statistic out there from Sirius Decisions that only 10% of sales reps think their marketing counter parts are sales saavy. What this really means is that 90% of sales reps thinks their marketing counter parts actually have no idea what goes on in the sales cycle, they don’t provide sales with useful content in the sales cycle, and that sales ends up actually doing marketing’s job by recreating a lot of the resources they need.
You don’t appreciate all that I do- marketers tend to feel that they’re looked at the arts & crafts center. That no one actually knows what they’re doing and how much work goes into a lot of their activities. And that sad truth is it’s true- but it’s simply because sales has no consistent visibility into the marketing activities that are going on. It may be that a marketing member sends an email summarizing all of the month’s activities & accomplishments and that’s a start but email is a very risky way to rely on your sales reps getting information. You need a more consistent communication structure.
I’m Tried of cleaning up after you- if I had a dollar for every time I heard a marketing executive complain about how sales abuses their CRM, they have no respect for data, or they don’t even bother entering things into the CRM- well let’s just say that I wouldn’t be giving this webinar. In my experience, very few organizations are using their CRM as optimally and as efficiently as they could be- most times it’s a glorified rolodex and your reps are dragging their heals with interacting with it at all. The result is marketing is left with incomplete and unreliable data. That costs money… because marketing will have to find a way to either re-capture that lead, subsidize the missing data of that lead, or worst case scenario, marketing captures an existing lead but they’ll embarrass the company by treating the lead as a new lead when in reality, sales may have been working off their business cards with that lead for the last 3 months. Visibility.
You’re spending too much money- this goes back to the visibility issue. Sales sees marketing’s budget and doesn’t understand where the money could possibly be going. Again, it’s critical that sales gets a line of sight into marketing activities for them to really appreciate the marketing contribution.
Terminology simply means you’re speaking the same language which is why it’s the first place to start. What you see here are the fundamental building blocks of the lifecycle and a great place to start when it comes to agreeing on terminology.
Once you’re speaking the same language, now you have to lay down the ground rules on how the groups will interact and work together.
With terminology and rules of engagement established, now you can get into architecting the lead lifecycle stages. At the most basic level, your lifecycle should look like this one. Get yourself a whiteboard and begin asking the following questions:
Start basically, ask your teams “Where do leads come from?” And “where do they feed into?” “What happens to them once they’re in the system?” These are the keys to get that conversation started and I guarantee you you will begin to identify gaps, bottlenecks, and blackholes.
What most folks miss here is closing the loop. You cannot just have a funnel- it does not account for leads flowing back into the process but a lifecycle allows leads to recycle back through.
This is where the ball gets dropped most often- the hand off.
There are some key pieces to think about when designing the hand-off. First, what is the mechanism they prefer? What are the SLAs that are reasonable but also in line with best practices? Once you’ve connected with a lead how will I as marketing know that?
Remember that no lead should sit in any stage for too long so you need to have mechanisms to move them through, or prompts to remind sales people to stay active. You should run reports regularly to see how long leads/contacts are staying in certain stages and work to see if you have a bottle neck there. I have worked with certain companies who did this very exercise and actually justified hiring more inside sales reps because of it, they then saw their lifecycles shortening and they saw their conversions and revenue numbers go up. Bottlenecks are deadly but silent so look for them.
If you do not nail this hand-off process or the feedback loop- you will spend more money recapturing leads or at least leads’ attention that are already in your system.
Reporting- somehow my favorite and lead favorite topic. It’s a necessary evil but it’s also a means to an end.
You need to be able to measure your marketing & sales alignment effectiveness. These numbers will tell you where you’re being successful or where there’s room for improvement.
It’s not secret that unless you have someone on staff where this is your full time job, you may need to consider an MA or BI tool for this type of in-depth reporting. But the reports are worthless without process and compliance from all of the players so that keep that in mind.
CRM is historically a sales platform. Well the marketing world answered that with a huge up tick in the marketing automation market. There are plenty on the market and they can be insanely powerful if implemented correctly.
The marketing automation tool is the marketing platform that integrates with the CRM to make sense of everything. Here you can see how they each platform manages/collaborates on different parts of the lifecycle. You can see an increase/decrease arrow to represent where bulk of the responsibility should lie.
And make sure you’re using the platforms for what they’re best at. MA kills it at… while CRM is the master of….
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