The presenters discussed various prospecting tools and techniques used at their respective companies. At Procuri, they utilize tools like OneSource for data augmentation, email marketing automation, and analytics to qualify leads generated from their website. At Corporate Express Europe, they developed a standardized approach using Salesforce to generate targeted leads, qualify them through telemarketing, ensure consistent follow-up, and measure success. Both emphasized the importance of automation, metrics, and continuous improvement of prospecting processes.

1. Top Ten Prospecting Tools Ryan Martin, salesforce.com Michele McMahon, Procuri Sharon Jolly, Corporate Express Europe Track: Sales Executives

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3. Today’s Agenda Top Ten Prospecting Tools – Ryan Martin (Manager, Corporate Sales) Procuri’s Prospecting Machine – Michele McMahon (Director, On Demand Operations) Corporate Express Europe’s Prospecting Machine – Sharon Jolly (Project Manager) Q&A

4. Ryan Martin Manager, Corporate Sales [email_address]

5. 10.) Account Intelligence – by OneSource … puts the business information you need into the CRM you use every day. OneSource offers a unique breadth and depth of ready-to-use information on over 3.2 million public and private companies and seven million executives worldwide.

6. 9.) Jigsaw for AppExchange … puts millions of business contacts within reach in seconds, all with complete data of Email and Direct Phone, Name, Title, Company, and Address. Jigsaw data is built and maintained by hundreds of thousands of members.

7. 8.) Account Prospecting Funnel Cold (300 Accounts) Accounts (5000 Accounts) Researching (40 Accounts) Qualifying (10 Accts) Import from OneSource Initiate first conversation Determine sales exec & current system Qualify OPPTY! Bad Fit Disqualify Developing Opp. 3-12 months?

8. 7.) Email Templates Short & Sweet (2-3 sentences) Simple (text only for a personalized feel) Industry specific (include customer references!) Mini case study (highlight 3-5 value points) Quick Question (drives a response!) Start at the top and get referred down Targeted/Consistent Messaging!

9. 6.) HTML Email Tracking Reports Prioritize to work smarter , not harder! HTML Email Status Emails Opened Yesterday: Name Sum of # Times Opened John Doe 77 Bill Smith 61 Jennifer Wornat 8 Pat Burney 4 Peter Scott 4 Tom Madden 2 Aaron Ross 1

10. 5.) Advanced Call Scripting … guides reps through their interactions with customers. The interactive scripts are easy to create and customize, and provide coaching tips to help qualify leads and troubleshoot support issues. FREE! through the AppExchange

11. 4.) Account Profile Information Capture all critical data points through-out the prospecting cycle: Ensure that nothing slips through the cracks Keep your reps focused where there is the greatest potential

12. 3.) OrgView – by DreamFactory … allows any salesforce.com user to rapidly build, view, and drill down on highly graphical Organization Charts. FREE! through the AppExchange

13. 2.) Alignment & Incentives Prospecting role is on the Sales Development Track (avg. tenure of 10 months) Mapped regionally - 1 EBR: 5 AEs in the field Strategic relationships which “farms” our future AEs Compensation: 50% leads generated 50% resulting revenue (ensures QUALITY!) Seat thresholds to maintain focus on larger deals Monthly SPIFFS to keep the competitive spirit alive!

14. 1.) Team Dashboards – Track the Right Metrics! Leverage Team Dashboards to drive the right behavior , & help your “B” reps become “A” reps!

15. Michele Houde McMahon Director of On Demand Operations [email_address]

16. Procuri, Inc. On Demand Supply Management Solutions HQ in Atlanta, Georgia Named to INC 500 Fastest Growing Companies, 2006 360 customers, representing 18,000 users across 120 countries Recently acquired TrueSource 55 Sales, Marketing and Executive Management Enterprise Salesforce.com Users

17. Salesforce.com is the backbone of Procuri’s B2B Sales & Marketing Functions, Process & Technology Data Hygiene Org Charting Prospecting & Data Augmentation Email Marketing & Web Analytics*

18. #10 – Set Concrete Process & Define Your Goals Resulted in 100% increase in converted leads from inbound leads Influenced 75% increase in total won deals Tip: Define publishable, metrics-driven goals that are attainable and tied with compensation. Goals Set and Publish Concrete Goals & Define the Prospecting Process for your company Automate the process It is a Numbers Game Measure Conversion Rates and Impact to Revenue Tools Salesforce.com Web-To-Lead & Auto Assignment Dashboards and Reporting Salesforce.com Activity Management Lead Ranking Results

19. # 9 – Lead Ranking Lead & Proposal Ranking Get agreement on what is a “lead”, a “prospect”, a “qualified lead” Utilize lead ranking to understand viability of leads Don’t pursue business you can’t win Lead management is the process of identifying potential leads, converting them to (demand generation) and sales (opportunity management). –- Gartner, Inc. Lead Criteria Weighting Score Is there interest? Person of power wants to meet? (Manager or Higher) No (0) Yes (30) Person with no power wants to meet? No (0) Yes (2) Is there an evaluation? Defined project with a project team? No (-5) Yes (15) Can we win? Adequate budget for number of users? No (-10) Yes (10) Low end competitors involved? No (5) Yes (-10) Scope of project includes more than one module? No (0) Yes (10) On Demand delivery model is acceptable? No (-50) Yes (5) Competitor's products installed and happy? No (0) Yes (-10) Total = Minimum 10 to proceed

20. #8 – Be Opportunistic & Capitalize Results 70% of qualified leads generated from website 99% same day follow up Highest lead conversion is from following up with a web visitor that downloads collateral 12% of web visitors convert to a qualified lead 60% of qualified leads turn into a sales opportunity Goals Drive inbound via web activity Maximize inbound activity Rapid Follow Up – Same Day! Tools Web Analytics to understand behavior Email AutoResponders (Salesforce.com) Phone Call Qualify, Classify and Route

21. #7 – No Cold Calling Streamline prospecting by augmenting and gathering data via website, OneSource and behavior We capture 15 fields of data on Procuri.com, and augment 8 fields automatically via OneSource Goals Strategic Prospecting Target Account Profiling Tools Strong Database built via web-to-lead Email marketing automation Target Account Programs (OneSource) Lead Segmentation Results

22. for Prospecting Dowload Collateral Form OneSource Augmentation Enriched Lead OneSource Automated Single Sign On Access to Reports Prospecting

23. #6 – Build Your Database & Keep It Clean TIP: Data quality must be viewed as a business issue and approached in a structured manner. Data quality initiatives are multifaceted, and there is no single key to success. -- Gartner, Inc. Results 100% reduction in duplicate records Ongoing data hygiene to maintain data 75% of leads augmented via OneSource Increased accuracy understanding marketing ROI Goals Build updated, maintained database of complete, accurate prospect and customer information, which can be used for prospecting purposes, segmentation forecasting Tools Ringlead – data de-duplication OneSource – data augmentation Manpower - elbow grease Dashboards – force adoption Sales & Mktg – standardize and train users

24. #5 – Procuri.com – our #1 SalesPerson Contact Us forms convert at nearly a 20% Download collateral forms convert at 40% rate Web is highest lead source 10 Best Websites Goals Maximize your 24/7, intuitive, knowledgeable sales person – your website! Utilize your website to educate your visitor, guide their experience, and “qualify” your prospects Tools Knowledge Center that gives-to-get Web-to-lead via Salesforce.com Email Marketing to drive to your website Web Analytics for web behavior Blogs, e-newsletters, etc Results

25. #4 – Automate! Automate! Automate! TIP: Process Definition and automation are key to effectively executing new strategies that cut costs and increase revenue. – Gartner, Inc. Automation overall contributes to streamlining overall processes Goals Let technology streamline prospecting Automate the right things Get your process right first Tools Email Marketing Web-to-Lead Auto-Responders Web Behavior Visibility Drip Cycles Results

26. Automate – Email Marketing Who opened the email? Once? Seven time? Who Forwarded it? Those are your hot prospects & Best Campaign

27. #3 – Visibility is Key Time saver to automatically chart decision makers Building salesforce.com as central repository Free on AppExchange Goals Find tools that make prospecting easier Encourage data maintenance in Salesforce.com Tools OrgView by DreamFactory Results

28. #2 – Metrics – if you can’t measure it, don’t do it Results By measuring Google AdWord Buys we are able to achieve a level spend across regions By monitoring a batch of keywords against competitors for organic rank and modifying the website, we increased clickthroughs 60% per week Goals Understand conversion rates of prospects to leads, to qualified opportunities, to won/lost business Create pipelines that fill pipelines (Target Account, Nurtures, Appointments, Sales) Tools Salesforce.com’s Campaign Management Google Adword Campaigns & Search Engine Optimization Integration with systems

29. #1 – Adjust, Execute, Measure. Repeat. TIP: According to MarketingSherpa data, only 28.7% of online marketers have Web analytics data at their fingertips…..marketers who frequently check their analytics reports tend to get around 25% higher conversion rates than everyone else. Understand what works, what doesn’t Continuously improve and streamline processes Pilot new programs….. The definition of insanity is doing the same thing, and expecting a different result. - Albert Einstein

30. Prospecting – What’s Next? Pilots & Evaluations Inside View – Pilot contact prospecting system Salesforce Google AdWords (Formerly Kieden) – Evaluating AdWord Effectiveness TotalContracts – Integration to Procuri’s contract management system Salesforce.com’s Partner Portal – Evaluation of Salesforce.com Partner Portal Networking Tools – Evaluating Leverage Technologies Chat

31. Sharon Jolly Project Manager [email_address]

32. Corporate Express Corporate Express Europe stats: Parent company: Buhrmann Group HQ in Amsterdam, Netherlands 3,700 employees / 114 sales offices / 14 distribution centers 13 countries and 13 partners, total coverage 26 countries Turnover of € 948 million in 2005 No. 3 B2B office products distributor in Europe 400 Salesforce.com users INDUSTRY: Business Services & Distribution EMPLOYEES: 16,550 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Marketing Automation, Service & Support, App exchange # USERS: 4,500

33. Corporate Express & Salesforce.com Corporate Express worldwide has around 4,500 Salesforce.com users across North America, Australia and Europe Corporate Express Europe has around 400 salesforce.com users in 9 countries Partners Next rollouts Pilot team Salesforce live CE-Opco’s Map key:

34. Key Challenges “ Focus on Mid Market is a logical step for Buhrmann, to utilize their distribution network, although the market needs a different approach” - Frans Koffrie, CEO Buhrmann

35. Key Challenges Lack of systematic lead management processes Requirement for targeted leads Duplicate leads existing from various lead sources Limited communication between Marketing & Sales on leads Lack of standard tools available to qualify leads Varied and inconsistent methods of follow up with prospects Leads were sometimes dropped into a great “black hole” Low visibility of activity and results

36. The Solution: Develop standard approach to develop mid market 3. No “black hole”: Targeted & Consistent messaging developed Consistent follow-up with leads No dropped leads 4. Measure success: Sales rep visits and creates opportunity in salesforce.com Consistent metrics for campaign, telemarketing, sales 1. Lead Generation: Obtain targeted leads Lead capture De-duplicate leads 2. Lead Qualification: Telemarket & qualify leads Telemarketer makes appointment for sales reps Sales Rep continues lead qualification Solution: phased rollout of standard approach to 5 countries in 2006

37. Targeted lead generation Profile our best customers Obtain targeted leads Lead capture & assignment Capture lead information Create new campaign Set up lead queues Ensure data quality De-duplicate leads Currently piloting Demand tools The Solution: Lead Generation Example telemarketing lead queue

38. Consistent tools Customized telemarketing script Adapted salesforce.com screens Telemarketing Qualifies lead Makes appointment & converts lead Sales Team Sales rep updates information from telemarketer Sales manager coaches The Solution: Lead Qualification Example custom lead screen Example new event screen

39. Consistent & targeted messaging Consistent messaging for follow-up contact Built into salesforce.com as templates Follow-up Everyone in sales team knows what, when, where & how to follow up No dropped leads “ Buckets” ensure capture of leads The Solution: No “black hole” Excerpt invalid leads report Example email template Example mail merge template

40. Customizable reporting To develop daily telemarketing metrics, we used: Workflow rules A custom object The Solution: Measure Success Consistent metrics We built reports and dashboards in salesforce.com to track results: Campaign effectiveness Telemarketing Sales dashboards Activity Funnel Wins/losses Example custom object

41. The Solution: Measure Success B. Telemarketing dashboard elements: Examples of consistent metrics: A. Campaign effectiveness dashboard elements: Addresses remaining to call # Conversions # Appointments And more… # Call hours / day # Appointments / day Average call time per call And more…

42. The Solution: Measure Success Examples of consistent metrics: C. Sales dashboard at 4 levels (roles): European directors Country directors Sales manager (excerpts below) Sales rep

43. Results Face to face selling time for sales reps has increased by approximately 30% Dramatic increase of visibility and focus for Sales and Executive management Decreased cost to serve our sales department Lessons learned Listen to and uncover best practices throughout the process Set up regular and open communication channels Be flexible enough to allow continuous improvement Next steps Potential use of salesforce.com app - Advanced call scripting Email marketing using salesforce.com; potentially through salesforce.com partner Eloqua Results

44. Ryan Martin Michele McMahon Director, On Demand Operations Sharon Jolly Project Manager QUESTION & ANSWER SESSION Manager, Corporate Sales

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