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InsideView provides anintelligent solution that

enables both high-end

selling through connection

analysis, especially with

C-level executives, and

volume selling by reducing

preparation time or calls.

AlexSalehVice President Global Sales,

SuccessFactors

CaseStudy:SuccessFactors Industry: Business Execution Software

SalesViewTeamEdition-Live Since 2007

www.successactors.com

Study Content & Highlights

I. BusinessDriversTo streamline account research, prospecting & lead

generation processes.

II. WhyInsideView?Accuracy and relevance o the Sales Intelligence delivered,

as well as its native CRM integration.

III. BusinessResults&GoalsReduced pre-call prep, increased CRM adoption, and improved

volume, high-end selling

IV. AboutInsideView

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SuccessFactors is the global leader in Business Execution Sotware.

The SuccessFactors Business Execution Suite improves business

alignment and people perormance or companies o all sizes. More

than 5 million users and 2,800 companies in 185 countries use

SuccessFactors every day.

I.BusinessDriversSuccessFactors wanted to streamline their account research, prospecting

and lead generation processes. The scope o this initiative broadened

in 2008, when the company began ocusing its sales message more

intensely on higher level individuals the C-suite executives inside target

companies.

The primary business problems standing in the way o achieving theirbusiness objectives included:

Relianceonprospectdatarommultiplecommercialsales

databasesubscriptions,withinaccurate,aging,orconicting

inormation

Excessiveaccountresearchtimetakingawayromrep

productivity

Dicultyconnectingwithseniorexecutivesintargetcompanies

InaccurateandincompletedatainCRM

II.WhyInsideView?SuccessFactors had been using InsideViews Sales Intelligence solution

as a pilot since 2006, and expanded the deployment in 2007 since the

solution was ideal or their top-down selling ocus. Ater careul evaluation

o several other solutions, and in order to consolidate a limited Sales

Intelligence budget around a solution that would provide the best ROI,

SuccessFactors aligned all 170 sales sta members around InsideView

in 2008. The decision was based in large part due to the accuracy and

relevance o the Sales Intelligence InsideView delivers, as well as its

native CRM integration with multiple CRMs. Even when SuccessFactors

transitioned rom their old CRM system into Salesorce.com, there was

no disruption to the Sales Intelligence available to the sales reps with

InsideViews rich Sales Intelligence being available within Salesorce.com

within minutes o the switchover.

SalesView is my rst point

o reerence. For 95% o

the calls, SalesView gives

me all the intelligence I need

to connect with and qualiy

the prospect.

PaulRudwall Lead Generation Rep

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Highlights o InsideViews benets or SuccessFactors include the

ollowing:

InsideViewsSmartConnectionsfndnewconnectionsintosales

prospectsbysuracinghowtargetedindividualsareconnected

toriendliesinsideSuccessFactorscustomernetworkthrough

colleagues,commonboardsodirectors,previousemployers,or

reerencecustomers.

InsideViewsSmartAgentsarmsalesrepswithreasonstoreach

outtoprospectsandengagetheminconversationbydelivering

timelyandrelevantintelligenceonkeyeventsandbusiness

activities,suchasleadershipchangesandexpandingoperations.

InsideViewsnativeCRMmash-updeliversintelligenceabout

eachtargetaccountexactlywherethesalesrepsneeditwithin

theirSalesoce.comleadoraccountwindowmakingtherepsar

moreproductive.

SalesViewsnativeintegrationwithSalesorce.comimprovesCRM

usage,whilethesynchronizationeatureincreasesthequalityo

theCRMdatawithsingle-clickupdateoSalesorce.comdata.

III.BusinessResults&GoalsInsideView has greatly contributed to the increased sales productivity

SuccessFactors has experienced over the past ew years. InsideView

suraces vital connections into targeted executives through current and

past afliations, enabling sales reps to ease into sales conversations much

more naturally. The quality o the executive connections, coupled with

the relevance o the alerts on sales trigger events to engage prospects

in conversation, signicantly reduce account research time and improve

call readiness. Additionally CRM adoption itsel has increased given the

sales team is now enticed to spend more time in their CRM application

and provide more thorough updates, since the InsideView intelligence is

delivered directly within Salesorce.com.

SalesView has truly become

integral to my daily

workfow. My job would

take a lot longer and

some prospect interactions

would not even be possible

without the timely

and relevant intelligence

Ive come to rely on rom

SalesView.

OliviaKong Lead Generation Rep

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Specically, leveraging SalesView, SuccessFactors was able to achieve the

ollowing business results:

Reducedpre-callpreparationtimeby1-2hoursperdayperrep

Improvedvolume-sellingthroughincreasedcallreadiness Improvedhigh-endsellingthroughconnectionstoC-level

executives

Increasedrelevancyocustomerinteractions

IncreasedCRMadoption

IV.AboutInsideViewInsideView is a Sales 2.0 leader, bringing intelligence gained rom social

media and traditional editorial sources to the enterprise to increase sales

productivity and velocity. InsideViews award-winning Sales Intelligence

solution, SalesView, continuously aggregates and analyzes relevant

executive and corporate data rom thousands o content sources to uncover

new sales opportunities. SalesView delivers this intelligence natively

within CRMs and mobile devices or optimum usability. The San Francisco-

headquartered company was ounded in 2005 and is venture-backed by

Emergence Capital Partners, Rembrandt Venture Partners and Greenhouse

Capital Partners. InsideViews products are used by more than 21,000 sales

proessionals and 2,000 companies worldwide, including Adobe, BMC,

CapGemini, IBM, Polycom, and VMWare. InsideViews CRM partners includeSalesorce.com, SugarCRM, NetSuite, Microsot, and Oracle. For more

inormation, visit http://www.insideview.com

444 De Haro Street, Suite 210

San Francisco, Caliornia 94107

Main: (415) 728-9340

Fax: (415) 728-9350

www.insideview.com

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