1. LEVERAGING MARKETING DATA TO
GAIN MORE REVENUE
Frank McSwain Jr.
Director of Global Channel Sales
Net-Results
@NetResults #SugarCon

3. Net-Results by the numbers…
+80 partners
+13,000 end users
83% Growth YoY

4. Net-Results: helping you crush it
New leads captured by Net-Results: real-time data sync
with Sugar. New tasks automagically created for Sales.
Know exactly what your prospect wants before you even
have a conversation.
Stop wasting time on tire kickers - let marketing build
mindshare until your prospects are sales ready.
Real time lead alerts notify sales when timing changes
for your leads….so you can strike while the iron is hot!

5. A new lead has been exploring your
website and reviewing content
signaling an intent to purchase…
Stage 1

6. Learn about leads before you meet them
Get your free trial
Form submitted…
anonymous visitor
now has an identify
Net-Results captures
web activity of
anonymous visitor
Google
AdWords drives
traffic to website
Sugar integration
Stage 1

7. Sync with Sugar for actionable insights
Get your free trial
Stage 1

8. Alert sales of Marketing Qualified Leads
Reach out to prospect – they
requested free trial
High
Contact prospect Not started
1
Stage 1

9. HELPING YOU CRUSH IT…
LEAD CREATED IN SUGAR (IN REAL
TIME) THAT YOU WERE NOT
PREVIOUSLY AWARE
TASK AUTOMATICALLY CREATED IN
SUGAR

10. 15 minutes before your call with your
new lead… how do you prepare?
See what insights Net-Results has for
you before your conversation…
Stage 2

11. Check out what your lead has been up to…
Stage 2

12. Gauge interest and purchase readiness
Stage 2

13. Determine the value of your lead
Stage 2

14. HELPING YOU CRUSH IT
IMPROVE SALES EFFECTIVENESS:
TAILOR YOUR SALES CALLS TO THE
NEEDS OF EACH UNIQUE LEAD.
KNOW WHAT YOUR PROSPECT
WANTS BEFORE YOUR CALL
BEGINS.

15. Yes
BANT process completed. Put lead on the fast
track and close the deal!
No Move to MQL in Sugar
“Give me a few months
to get the budget.”
Is your lead ready to purchase?
Delivers relevant content
Sales alerted when lead
is ready to purchase
Targeted nurture
campaign triggered
Stage 3

16. Adjust lead score manually within Sugar
Stage 3

17. HELPING YOU CRUSH IT
FOCUS YOUR ENERGY ON LEADS
READY TO BUY NOW
LET MARKETING DRIVE PURCHASE
INTENT BY KEEPING YOUR
SOLUTION “TOP OF MIND” FOR MQLS

18. MAP thinks prospect is ready to buy
Stage 4

19. HELPING YOU CRUSH IT
PROACTIVELY RE-ENGAGE WITH
PROSPECT WHEN TIMING CHANGES
FOR THEIR PURCHASE DECISION