Integration Sells Seats

CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.1

Integration Sells SeatsMay 7, 2013

Liane Harrington, Inside Sales Rick Bansal, Channel Sales Manager Lou Antonucci, VP Sales


Scribe

• Established Global Company- Headquarters: Manchester, NH USA

- EMEA office: Den Haag, Netherlands

• Pacesetting Capabilities- We bring customer data anywhere it’s needed

- Leadership in major customer applications markets

- Partner-centric

- Extensive ISV network – ExactTarget, Marketo, SilverPop, On24, Znode

• Key Offerings

- Scribe Insight – On Premise

- Scribe Online Platform - Cloud

- Scribe Online Replication Services and Integration Services

• Awards- 2012 SIIA Codie Award Winner

- AlwaysOnDemand Global 250 Award Winner


Agenda

Objectives and Organization

• The DATA Challenge - Integration

• Some market analysis

• Why is integration important to you?

- User adoption- Sell adjacent (more) seats- Defend (Making SFDC ‘sticky’)- Advance (Entre into new account base (MS))

• Proof points

- Internal integration of SFDC @ Scribe- SFDC end user

• Call to action - 4 Questions


Data Challenge - Integration

‘The act or process of blending into a functioning or unified whole.’


Some market analysis


• 2013 State of Customer Data Integration Survey

- Scribe, Marketo, Znode, Trillium, ON24, & Slalom Consulting

• Audience:

- 1,000 end-users, business leaders (83%); SIs, and VARs (17%)- 65% in US, 10% Europe, 25% other International

• Some overall findings:

- 100% of respondents list CRM as a ‘core business system’- 26% of respondents report a ‘pure cloud’ environment for CRM- 71% of respondents rate mobile CRM as a top priority- 73% of end users say revenue growth is a top priority in 2013

- But not at the expense of customer satisfaction- Need to enable business value faster


Some market analysis

• Some overall findings (cont):

- Tighter integration of core business systems is critical for success

- Only 16% of respondents report ‘full’ integration among these systems- Challenges:

- Multiple data sources (digital, social, mobile, etc…)

- Moving from ‘Big Data’ concept to ‘smart data availability’


Why is integration important to you?


• User Adoption

- Use it or lose it - of those who feel ‘not fully integrated’:- 18% plan to switch to a new CRM system in 2013

- How does integration with other systems help here?- All the ‘smart data’ a sales person needs is right in SFDC- They will want to log in every morning



• Question to ask your prospects –

- On average, a sales reps spends 4.5 hours of their time each week tracking down information they need to do their job. Do you think your sales people would be more productive (and happier) if they had this ‘smart data’ right at their fingertips?



• Sell adjacent (more) seats

- Integrating Accounting or ERP system- Can now add users in finance

- Integrating Mkt. Automation system- Can add more marketing users

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Why is integration important to you?• Sell adjacent (more) seats

- Integrating Customer Support system- Can now add users in support


- With most companies today going so far as to employ a ‘Chief Customer Officer’ to manage effective customer interactions, what is your plan to have your ‘customer facing’ departments better understand your customer’s needs?

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• Defend

- Keep competitors out (Customer for Life)- How does integration with other systems help here?

- Makes SFDC ‘sticky’- Top 10 ERP systems

- SAP, Dynamics ERP, Oracle Financials, PeopleSoft, JDE,

- Infor, Epicor, Intaact, Sage 300, Netsuite...- What do these ERP systems have in common?

- They are not built on force.com- Do all your customers use SFDC for Customer Service as well

as sales? (Probably not)

- Defend your high ground by not allowing SFDC to be ‘ripped out’




- In a recent survey, 74% of respondents stated that they will be operating in a ‘hybrid’ model of both cloud and on-premise applications – with CRM (eg: SFDC) being the predominate CRM cloud service. How do you see your on-premise and cloud data strategies converging?


Why is integration important to you?and Organization

• Advance

- How does integration with other systems help out here?- Get into new account base (land and expand)

- Microsoft Dynamics accounts WW – 168,500- 91.6% of all desktop OS’s WW - Microsoft- SAP ERP accounts WW – 30,000

- The only real barrier to entry – “Can you integrate to XYZ?”- A yes answers allows you to sell on the merits of your service.


- How would you rate your current CRM system in terms of providing a complete view of your customer and user adoption – and are you looking to improve on these measurements?

All desktop OS’s WW

MS


A few proof points

and Organization

• We eat our own dog food…

‘Dogfooding’

Eating your own dog food, also called Dogfooding, is a slang to define a scenario in which a company (usually, a software company) uses its own created products.

http://en.wikipedia.org/wiki/Slang

http://en.wikipedia.org/wiki/Software


A few proof points

PARTNER PORTAL

3rd Party Email

EngineService Desk System

(Help Desk Calls)

Product

Registration Database

(Financial Records, Invoices, HR)(Marketing Automation)

Partner view into entitlements and customer info.

CRM

and Organization

We save $150,000 annually.


A few proof points


• A global financial services firm

- Why is integration important to your firm?- Relevant data is in 20+ systems, with no ‘golden source’

- Through integration, we can now streamline and our data management policies

- Teams can now focus on using and analyzing the data, instead of creating and maintaining the data

- The value this brings?- Frees up resources to focus on value add activities- More accurate data in more systems- Improved reporting and improved confidence in the data

Enables business value faster!


Call to action – 4 questionsjectives and Organization

• Demonstrate a forward thinking perspective..

1. On average, a sales reps spends 4.5 hours of their time each week tracking down information they need to do their job. Do you think your sales people would be more productive (and happier) if they had this ‘smart data’ right at their fingertips?

2. With most companies today going so far as to employ a ‘Chief Customer Officer’ to manage effective customer interactions, what is your plan to have your ‘customer facing’ departments better understand your customer’s needs?

3. In a recent survey, 74% of respondents stated that they will be operating in a ‘hybrid’ model of both cloud and on-premise applications – with CRM (eg: SFDC) being the predominate CRM cloud service. How do you see your on-premise and cloud data strategies converging?

4. How would you rate your current CRM system in terms of providing a complete view of your customer and user adoption – and are you looking to improve on these measurements?


Help your customer become a ‘Customer Company’

Thank You. Questions?

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Integration Sells Seats

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