Accelerate Pipeline with Pardot

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Accelerate Pipeline with Pardot Adam Blitzer SVP & GM, Pardot @adamblitzer Derek Grant VP Sales, Pardot @derekgrant

description

Meet Pardot, your new sales and marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation and get the right leads to the right people at the right time. Move leads through the funnel and close the ROI loop faster and more efficiently.

Transcript of Accelerate Pipeline with Pardot

Page 1: Accelerate Pipeline with Pardot

Accelerate Pipeline with Pardot Adam Blitzer SVP & GM, Pardot @adamblitzer

Derek Grant VP Sales, Pardot @derekgrant

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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.

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Thank you To our customers, partners, and employees for

one more amazing year together.

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Market Leading B2B Marketing Automation

Market Leadership • Customer Success

Magic Quadrant Challenger

Forrester Wave Leader

• Customer Success

Thousands of Companies Across Every Market

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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

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The Way Buyers Find Information has Changed

Email

Website

Social Media

Community

References

Customer

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Today 2016 2018 2020 Year

The Traditional Role of the Sales Rep is Changing % of buying cycle complete before engaging sales

60% 85%

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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

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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

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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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Use to introduce a

demo, video, Q&A, etc.

How do you adapt your pipeline to marketing’s new dynamics?

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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

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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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Use to introduce a

demo, video, Q&A, etc. Market Smarter

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“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)

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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

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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

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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

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Demonstration Derek Grant VP Sales, Pardot

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Use to introduce a

demo, video, Q&A, etc. Sell Faster

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The Lead Funnel is Too Slow

of B2B marketers send all leads directly to Sales.

61%

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The Lead Funnel is Too Slow

of those leads will be qualified.

27% However, only

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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

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Demonstration Derek Grant VP Sales, Pardot

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Use to introduce a

demo, video, Q&A, etc. Delight Customers

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Use to introduce a

demo, video, Q&A, etc. Precor Video Here

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Place Customer or

Partner logo in white area of

slide, centered horizontally

Doug Johns Vice President, Global Marketing & Strategy Precor

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