Pardot Elevate 2011: Getting More Out of Marketing Analytics with Pardot and GoodData
Accelerate Pipeline with Pardot
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Transcript of Accelerate Pipeline with Pardot
Accelerate Pipeline with Pardot Adam Blitzer SVP & GM, Pardot @adamblitzer
Derek Grant VP Sales, Pardot @derekgrant
Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Thank you To our customers, partners, and employees for
one more amazing year together.
Market Leading B2B Marketing Automation
Market Leadership • Customer Success
Magic Quadrant Challenger
Forrester Wave Leader
• Customer Success
Thousands of Companies Across Every Market
We’re Committed to Your Success
of the top ideas scheduled within next six months
70% Email A/B Testing
Publish to LinkedIn Company page
Nurture: Branch off specific link click
Nurture: Schedule extract time of emails
Nurture: More complex conditions
Multiple vanity domains for landing pages
Customizable columns in reports
7 of Top 10 Most Requested Ideas
The Way Buyers Find Information has Changed
Website
Social Media
Community
References
Customer
Today 2016 2018 2020 Year
The Traditional Role of the Sales Rep is Changing % of buying cycle complete before engaging sales
60% 85%
Sales People are Now Expected to be Marketers
Source: ITSMA Research
of prospects want to engage with a sales rep before they even decide on their short list.
70% Attract
Engage
Nurture
Convert
Making Marketing Work for Sales is Difficult
68% of companies have not identified their
sales funnel
79% of Marketing leads
are never converted to Sales
Only 46% of reps win more
than half of potential deals
10% of revenue lost per year due to Sales
and Marketing misalignment
Limited Visibility
Poor Lead Quality
Not Enough Leads
Low Lead Conversion
Missed Revenue
Target
No Processes
Disconnected Systems
Manual Processes
Misaligned Sales and Marketing
Many of Today’s Solutions Are Holding You Back
Inefficient marketing Slow sales cycles
Displeased customers
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demo, video, Q&A, etc.
How do you adapt your pipeline to marketing’s new dynamics?
Pardot: B2B Marketing Automation for Salesforce Market Smarter. Sell Faster. Delight Customers.
Follow up on the best leads faster
Give reps their own automated marketer
Engage Sales earlier in the buying process
Integrate with Salesforce CRM data
Market Smarter, Sell Faster, Delight Customers with Pardot
Better Alignment Quality Leads Pipeline Growth High Conversion
More Revenue
Source: Math Marketing / Sirius Decisions / MarketingProfs
24% faster three-year revenue growth
25% increase in Sales
qualified leads
67% improvement in
close rates
60% Increase in follow-up within 24 hours
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demo, video, Q&A, etc. Market Smarter
“We need to stop interrupting what people are interested in and
be what people are interested in.”
Craig Davis Chief Creative Officer, Worldwide
J. Walter Thompson (World’s 4th Largest Ad Agency)
Fill Your Pipeline with a Steady Flow of Qualified Leads Targeted email marketing increases click-through rates by nearly 3x
Create personalized, targeted campaigns to attract new leads Focus on top prospects with lead scoring & grading Enrich your database and remove duplicates with Data.com
Gain the Insight to Make Better Decisions Measure your whole funnel with Native Salesforce reports and dashboards
Establish accountability between Sales & Marketing
Optimize top performing marketing activities and content
Visualize the lifecycle of your prospects within Salesforce
Measure channel performance, revenue contribution & ROI
Announcing: Nurturing Studio Quickly and easily deliver intelligent, personalized interactions at scale
NEW
Design sophisticated, branching nurturing campaigns with ease
Automate personalized content marketing programs at scale
Analyze the buyer’s journey and find “hot spots” in your nurturing programs
Test your marketing flows before publishing them
Demonstration Derek Grant VP Sales, Pardot
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demo, video, Q&A, etc. Sell Faster
The Lead Funnel is Too Slow
of B2B marketers send all leads directly to Sales.
61%
The Lead Funnel is Too Slow
of those leads will be qualified.
27% However, only
Announcing: Sales Reach Empower reps with their own marketing machine to help accelerate sales
Track the online activities of every lead from anywhere
Nurture prospects using micro-campaigns
Measure collateral and template effectiveness
Engage 1:1 with top prospects through communities
NEW
Demonstration Derek Grant VP Sales, Pardot
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demo, video, Q&A, etc. Delight Customers
Use to introduce a
demo, video, Q&A, etc. Precor Video Here
Place Customer or
Partner logo in white area of
slide, centered horizontally
Doug Johns Vice President, Global Marketing & Strategy Precor