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CNM Overview

Robin Falcone, PMP, CSE

CNM Program ManagerAugust 13, 2013

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SALES MARKETING

High Marketing Use

Accounts with 50+ Engagements

129 Accounts (20%)20% Comprises 56% of all

Engagements

Strong Correlation between Account Performance and

Marketing Engagement

Increase Marketing Utilization!

Top Performing Accounts

Accounts with $6M+ Bookings ($2.04B)

129 Accounts (20%)20% Comprises 67% of all Bookings

Mid Level Performing Accounts

Accounts with $1M - $6M Bookings ($957M)

369 Accounts (57%)57% Comprises 31% of all Bookings

Low Performing Accounts

Accounts with < $1M Bookings ($71M)

145 Accounts (24%)24% Comprises 2% of all Bookings

60% Top Performing Accounts have high marketing

usage

15% mid level

Performing Accounts have High marketing

usage

5% Low Performing Accounts have High marketing

usage

Historical

Data

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Customer Nurture Marketing Process

Increased Customer Marketing Engagements

Contacts mapped to eventsUploaded into Nurture Portalfor AM Review and Approval

Micro-targeting:Event / Location to Title to Contact

Monthly Invitation Prolifiq Triggered Email to Each Contact

Containing Multiple Events Contacts Engaged Summary ReportDelivered To AM on Monthly Basis

Engaged Contacts uploaded Into MODS and Retargeted

Increased Sales Opportunities

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Cycle & Teamwork: August Send(events beginning Aug 20 – Oct 20)

Process Date PEMs DA Cal Arch Ind CIO AFM Sales ATC Beld. Prol.

SFDC update deadline July 15 l l

Calendar ENTRY deadline July 18 l l l l l l

PEMs submit any AM changes to John and Linda July 18 l l l

Event pull/review mtg w/arch's & event owners July 19 l l l l l l l l

Event confirmation meeting (internal) July 22 l l

Event & Contact Data to Olivia for mapping July 22 l

Calendar QA begins July 23 l l l l l

Upload mapped data to the portal July 25 l l

AM review (1st wk of each FM) July 29 l l

Calendar UPDATE deadline Aug 05 l l l l l

Portal file check/cleanse Aug 05 l l

Portal, calendar & sidebar data posted for Prolifiq Aug 06 l l

Prolifiq formatting, file prep Aug 07 l

Deployment begins Aug 13 l l l

Prolifiq metrics to CNM team Aug 20 l l l

PEM metrics review meeting Aug 22 l l

MAP is updated Aug 23 l l l

Engagement metrics in MAP Sept 19 l l l l

MEU delivery Sept 16 l l l l

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Portal Structure

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Targeted Messaging

Engaging IT ContactsEngaging Non IT Contacts

Paula BurtonWindy City AM

James CalabreseDir. of Data Center

ExelonChicago, IL

Keith MalletGA-TN AM

Ronald KleinChief of Store Ops

Macy’sCincinnati, OH

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UTC Time 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23

Central Area 18 13 17 11 7 3 8 3 3 7 4 35 64 81 59 531835 631 288 162 89 86 35 26

East Area 16 17 19 14 15 5 8 7 5 11 19 23 59 55 45 251476 560 246 114 86 55 35 11

South Area 24 14 13 19 19 7 3 8 6 5 7 22 49 55 46 391297 520 252 161 115 62 45 27

West Area 25 9 10 8 10 11 2 3 2 1 3 3 6 18 23 261062 338 143 74 79 49 36 32

Grand Total 83 53 59 52 51 26 21 21 16 24 33 83 178 209 173 1435670 2049 929 511 369 252 151 96

Commercial Enterprise0

10

20

30

40

50

60

Clicks by Location for Contacts > 7 Events

1 23 45 67 89 1011 1213 Sidebar

Ongoing Testing Subject Lines

Time of Day

Template/Layout

Number of Events

Job_Level Subject_LineADMINISTRATOR Cisco Training EventsDIRECTOR Your Cisco EventsEXECUTIVE MANAGEMENT Your Cisco EventsHEAD Your EventsINDIVIDUAL CONTRIBUTOR Cisco Training EventsLEAD Cisco Training EventsMANAGER Your EventsOWNER Cisco Training EventsPRESIDENT Cisco EventsSUPERVISOR Your EventsVICE PRESIDENT Your Cisco Events

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“This program is really great. I am starting to see great response from my customers.”

- Kirtis Butler, Ent West

“Thanks Sharon! I have half of my team attending the May UCS event and the others attending the June event.”- Kimberley Bruce, App Support Mgr

“Dan, This is value add for us. Thanks for updating us.” - John McKinney, 2nd Vice President

“Is it possible to add my entire group to your mailing lists?” - Karon Schaumann, Director IT

“Mike, thanks for sending this. It is definitely worth the time and I will share it with my team as well.”- Brian Wohlford, Telecomm Lead

From the Field

“This is far less complicated, and far more powerful than I realized. This is perfect for all of my accounts!” - Jon Tettambel, Metro Select

"I love this program because even if someone doesn't open the email, they're still seeing me in their inbox so it helps to keep me in front of them. I like the format of the email” - Anthony Lobosco, upstate NY Select

Account Managers Customers

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Evolution

Forming

Fall 2011• Concept

• Infrastructure

• Budget

• Resources

• Staff

Storming Norming Performing

2013• AM forums

• Integration

• Comms

• Testing

• Cont. Imp.

March 2012• Pilot launch

• Long tail only

• Comms

• Practices

Fall 2012• XT Launch

• Lessons learned

• Lev. Metrics

• Standardization

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What’s Next?

Demand

Gen

SFDC Integra

tion

Infrastructure

Program

Integration

LATAM

Canada

Partner Org

(Just Chatter)

Questions?