Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs
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Transcript of Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs
Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs
Catherine Blackmore: JigsawMike Rogan: LenovoRenee Gellatly: NetAppPaul Eide: Sprint
Marketing Professionals
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Renee GellatlyMarketing Manager
Paul EideManager Program Management & Business Analysis
Mike RoganBusiness Intelligence Team Lead
Speaker Panel
How Can Jigsaw Help Marketers?
Sales & Marketing Run on Data
Critical for Prospecting
Required for Customer Analysis
Marketing Lists
Sales Reps
Business Cards
Web Forms
$10+ Billion Annual Market
We Spend $10B+ Buying, Managing, Cleaning It
$4 Billion MarketCRM Data &
Marketing Lists
$0.5 Billion MarketSales & Marketing Research, Intelligence
$6 Billion MarketData Integration,
Management / Hygiene
But We’re Buying a Product from the 1970s
Manual Data Collection
Slow and Painful to Integrate, Cleanse, Deploy
Infrequent, Batch Updates
How do 600 people update 30,000,000 records?
There’s a Real Impact on Marketing Organizations
65% of titles incorrect
42% of addresses incorrect
43% of phone numbers incorrect
37% of email addresses incorrect
1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.
2009
2010
70% of Contact Data Outdatedafter 12 Months1
And a Real Impact on Sales Organizations
One sales rep calling 12 wrong numbers a
day wastes 20+ hours a month.
Average Dirty Data Found in New Jigsaw Customers:
90%Incomplete
74%Need Updates
21%Dead
7%Duplicate
1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.
The Cloud Shows Us a Better Way to Manage Data
xxx
Crowd Sourced
xx
Real Time No Software
Get notified in real-timeas data changes
2014: 50% of software
deployments in the cloud*
12,568,906 users made…395,177,595 edits to…20,676,516 articles
*Source: Shaugatuck Technology 2010 Cloud Business Solutions
Jigsaw: Business Data in the Cloud
Largest, Most Accurate Database: 23 million+ B2B contacts
Massive, Engaged Community: 1.3 million+ community adds 36,000 new contacts per day
Real-time Updates: Community updates 12,000 contacts per day
Cloud Integration:Jigsaw for Salesforce CRM
The Data Cloud Serves Companies of Every Size
ENTERPRISE
MID-MARKET
SMALL BUSINESS
Jigsaw Data Cloud: The Leader of Cloud-Sourced Business Data
For Salesforce
Complete
Prospect
Select
Clean
The Crowd is More Precise
70% Direct Dial Numbers
100% Complete Contacts
10xMore Titles
NameTitle
Ext. 3415
Director of… Marketing…
Viral Marketing…Interactive Marketing…
Social Media…Community…
DeptEmail
PhoneAddress
The Crowd Keeps the Data Accurate
1.3 million + members200,000 updates/month
Name Phone
Bob Johnson 415-536-6000
Bob Johnson 650-205-1899
Rob Johnson 415-536-6100
Bob C. Johnson
408-209-7070
Bob Johnson 415-536-6000
Rob Johnson 650-205-5555
Bob T. Johnson
650-780-9090
Robert Johnson(415) 536-2283
And the Data Stays Accurate as It Evolves
1.3 million + members200,000 updates/month
Jigsaw Community Native App SharingData Quality Engine
Custom data processes1.2 Million updates/month
Open API’s for sharing data with any CRM app
*Average updates since June, 2009
Turbo-charge Your Pipeline Live feed of 24 Million business contacts
Find Influencers Faster32,000 contacts added daily by 1.4 million users
Improve Productivity with Clean DataContinuous checks for account & contact accuracy
Crowd-sourcing provides higher quality data,
that stays more accurate, at a lower cost
Fully Integrated with Salesforce
Real Opportunity
94%
Of sales users improve their prospecting with Jigsaw
97%
Of email marketing users improve their campaign results with Jigsaw
Bottom Line: Good Data Matters
Phone: $3.29Mail: $1.78Email: $0.25
*Direct mail & Phone cost (Source: DMA), Email: $.25 (Source Court Cunnigham, VP of DartMail) Hourly Compensation Source: Bureau of Labor Statistics
$336,700Marketing Waste Without Jigsaw
X100,000Records
33 MinRep/Day X
100 Reps@ $28.87/hr
Sales Waste Without Jigsaw
$412,800
Real Costs Real Opportunity
The power to reach the right contacts the first time.
Mike Rogan
Lenovo
Lenovo maximizes ROI with Jigsaw
Lenovo is a multinational computer technology corporation that develops, manufactures and markets desktops and notebook personal computers, workstations, servers, storage drives, IT management software, and related services.
The Company
We needed a high quality source for contact information to help drive sales and marketing execution.
The Puzzle
Lenovo Maximizes ROI with Jigsaw
• Traditional data sources
• Siloed contact data not integrated
• Greater bounce rates and coverage gaps
Before Jigsaw
Lenovo Maximizes ROI with Jigsaw
• Jigsaw is an integral source
• Contacts linked in CRM and marketing DB
• Greater alignment between sales and marketing
Today
Lenovo Maximizes ROI with Jigsaw
• Expanded Integration Capabilities
• Evolution of Data Cloud Platform
• Even Greater Alignment Between Sales and Marketing!
Future
Real-time Clean Data
Lenovo Maximizes ROI with Jigsaw
Jigsaw is a vital tool for sales and marketing intelligence
Improved sales and marketing alignment and productivity
Easy integration with Lenovo environment
Increased adoption of Salesforce CRM
The Results
Renee Gellatly
NetApp
NetApp Doubles Leads for Sales with Jigsaw
NetApp, Inc. provides an integrated solution that enables storage, delivery, and management of network data and content.
The Company
We needed a robust account and contact acquisition strategy to supplement marketing campaigns and account and territory coverage requirements.
The Puzzle
NetApp Before Jigsaw
• Growing our DatabaseHigh Cost, Low Volume, Poor QualityIndividual Sales UsersDuplicated Efforts
• Marketing CampaignsIdentifying Target Accounts/ContactsList/Contact FatigueThe Evolution to Automation
• Dirty Data25% Database LossIncomplete Contact Records
Account and Contact Acquisition Strategy
NetApp With Jigsaw
• Growing our DatabaseLow Cost, High Volume, Excellent QualityEnterprise License – All Sales UsersCollaborative and Aligned Efforts
• Marketing CampaignsIdentifying Target Accounts/ContactsRobust ListEnabling Automation
• Clean Data35% Database RefreshComplete Account/Contact Records
Account and Contact Acquisition Strategy
The Jigsaw Juice
• Marketing EnablementAPI IntegrationAccount & Contact Management
• Sales EnablementVisibility, Visibility, Visibility
Integrating Jigsaw into NetApp Sales and Marketing
One Inside Sales Rep’s Story…• 1,500 Points• 30 Days• 10 Appointments• 2 Conversions
100% Complete!
NetApp Doubles Leads for Sales with Jigsaw
Cost effective, dynamic resource fueling end to end sales cycle
Increased appointments and opportunities
Strategic alignment and partnership between sales and marketing
The Results
Jigsaw is an integrated part of our marketing and sales process. We are hooked on Jigsaw juice!
Paul Eide
Sprint
Sprint Gains Operational Efficiencies with Jigsaw
INDUSTRY: Media / Communications
EMPLOYEES: 48000
GEOGRAPHY: United States and
International
# USERS: 5602 Enterprise (16,000 Partner)
PRODUCTS USED: Sales Cloud,
Collaboration Cloud, Mobile, Partner, Jigsaw
Data and JFS Pilot
Salesforce.com Customer Since 2004 Jigsaw Data since 2010
Before Jigsaw:
3rd Party Reseller
• Manual Load to Salesforce
• Sprint Marketing
Branch Queues • Reload w/o
Current Customer• Reload to
Salesforce
Branch Queues
Sprint Sales
9 months from receipt of data to delivery to sales!
Sprint Contact Acquisition Strategy
Before Jigsaw:
• High Emphasis on Marketing Processes
• Data Incomplete and Out of Date by the time they reach Sales
• Inefficient processes = Sales & Marketing waste
• Frustrated Sales Reps
Sprint Contact Acquisition Strategy
Providing Sales with Business Intelligence Faster
Providing Sales with Business Intelligence Faster
Build lists of complete contacts with emails and direct phone numbers
Prevent duplicates by only importing new contacts
Providing Sales with Business Intelligence Faster
• Real time access to Complete and Accurate Data
• Data integrated into the main Sales tool
• Greater ROI insight for Sales & Marketing leadership
Jigsaw for Salesforce CRM
Real-time Clean Data
Reps are empowered with Real Time access to contacts
Improved efficiencies = more productive Sales Reps and less Marketing Waste
Marketing can focus more on strategy and alignment vs. contact procurement and processing
The Results
Our sales reps have access to the most complete and accurate Leads Database in the world
Sprint Gains Operational Efficiencies with Jigsaw
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