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High Lead Velocity with InsideSales.com and ActOn
1.
Increase Lead Cycle
Velocity and Close More Deals Raghu Raghavan, CEO, Act-On Software Dave Elkington, CEO, InsideSales.com #AOWEB
2.
What is High-Velocity
Low-Friction? • Removing barriers – Internal • Real-time workflow • Real-time knowledge sharing – External • Multi-channel content delivery • Multi-channel conversation monitoring • Creating real marketing & sales alignment Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
3.
The Social Enterprise
Changes Everything • Speed – Time to respond – Velocity to market • Openness – Highly integrated – End-to-end processes • Ease – Simplicity over complexity – Minimal support requirements • Everywhere – Communities not customers – Thought leadership Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
4.
Raghu Raghavan
• Chief Executive Officer, Act-On Software • www.actonsoftware.com • (877) 530-1555 • rr@actonsoftware.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
5.
Marketing Today
• Must Be Agile & Nimble – Must adapt to fast-changing market conditions – Speed of planning & execution is paramount • Must Be Fully Integrated With Sales – Prospect info at both sales & marketing fingertips – Dynamic prospect engagement model • Must Do More with Less – Small marketing teams (SMT); big ambitions – Line-of-business people, minimal IT support Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
6.
Emergence of SMTs
• Reflects the new Social Enterprise • Outgrowth of pervasive decentralization trend • Specialized roles based around Inbound/Outbound tactics • SMT Characteristics – Small companies or departments of large companies – SMB type budgets – Fortune 500 type marketing sophistication – Typically 10 people or less – Minimal IT / technical support Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
7.
What Do SMTs
Need? • Enterprise software “consumerized” user experience – Expecting to see/use familiar consumer web & social media paradigms • To be up and running quickly – Cannot tolerate complex database implementation needs • To create content quickly – Should be as easy to use as Microsoft Word • To use all available marketing channels – Social media • Real-time business intelligence, out of the box – Multi-channel behavioral analysis & segmentation • Flexible business terms – Getting CFO involved is quickest way to slow things down Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
8.
Explosive Growth =
SMT Validation • Act-On Software was a late entrant to market • Act-On has quickly become an established player – Passed Pardot in Q2 2011 and Q3 2011 in number of new customers added – Passed Marketo in Q3 2011 in number of new customers added • Tripling in year-over-year revenue growth • Very short sales cycle (~30 days) • Negligible churn Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
9.
Dave Elkington
CEO | InsideSales.com www.insidesales.com 801.853.4090 delkington@insidesales.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
10.
Copyright © InsideSales.com
Inc. All Rights Reserved
11.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
12.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
13.
Copyright © InsideSales.com
Inc. All Rights Reserved #AOWEB
14.
• Cold Callers
– Based on lead behavior and content consumption • SEs – For technical influence/service • Lead Response Reps – Continuously engage with your leads with appropriate information • Closers – Bringing them in from the cold • Demo Specialists – The critical closing tool in a virtual world Copyright © InsideSales.com Inc. All Rights Reserved
15.
Copyright © InsideSales.com
Inc. All Rights Reserved
16.
Copyright © InsideSales.com
Inc. All Rights Reserved
17.
Inside Sales Market
Size 2009 – 800K 2012 – 2.3M Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
18.
Clouds are bringing
rain Salesforce.com “grew their company for the first five or six years with a telesales or Inside Sales model.” Marc Benioff Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
19.
Inside Sales Efficiency
⅓ – ½ Cost What is your total targeted compensation for a fully What is your average inside salesperson's annual productive inside salesperson? quota? >$1,000,000 23.6% < $250,000 $80,000 $70,154 30.2% $60,000 $40,000 $500,000 - $1,000,000 23.6% $250,000 - $499,999 $20,000 22.6% $0 $ Annual Targeted Compensation Copyright © InsideSales.com Inc. All Rights Reserved
20.
How to Structure
Inside Sales Copyright © InsideSales.com Inc. All Rights Reserved
21.
Copyright © InsideSales.com
Inc. All Rights Reserved
22.
InsideSales.com Structure Copyright ©
InsideSales.com Inc. All Rights Reserved
23.
Response Time
Contact rates significantly Contact Rate 100x decrease from 5 min to 30 min drop off after 5 minutes Qualification Rate 21x decrease from 5 min to 30 min Contacted Leads Qualified Leads Source: 2007 Original Kellogg/MIT Study, Dr. James Oldroyd Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
24.
ResponseAuditTM
Omniture Summit 2008 526 54.9% 54:06 1.74 Dreamforce 2008 124 53.2% 44:31 1.14 Dreamforce 2009 2,875 49:07 39.9% 41:07 1.07 Cloudforce 2010 472 30.7% 49:49 1.32 Leads Con East 2010 57 35.1% 56:05 2.00 Source: InsideSales.com Response Analysis Studies Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
25.
Sales Go to
the First Responder For inquiries submitted on the web 78% of sales go to the first company to respond! Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
26.
ResponseAuditTM
Omniture Summit 2008 526 54.9% 54:06 1.74 Dreamforce 2008 124 53.2% 44:31 1.14 Dreamforce 2009 2,875 1.22 39.9% 31:07 1.07 Cloudforce 2010 472 30.7% 49:49 1.32 Leads Con East 2010 57 35.1% 56:05 2.00 Source: InsideSales.com Response Analysis Studies Copyright © InsideSales.com Inc. All Rights Reserved
27.
% of Sales
Closed by Call Attempt Source: InsideSales.com Internal Study Copyright © InsideSales.com Inc. All Rights Reserved
28.
Thomas Oldroyd
Sr. Dir. Marketing | InsideSales.com www.insidesales.com 801.854.9936 toldroyd@insidesales.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
29.
Background/ Requirements
• Tactical immediate results with Strategic goals • Integration with our High Velocity Sales model • Email basics plus: – Robust A/B Testing – In-depth Tracking and Reporting – Ease of use • Additional Lead Mgmt. & Marketing Tools Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
30.
Real Results –
Lead to Sale • Immediate Response via Web Visitors • 100’s of Leads Per Week • A/B results: – Specific Location: 11.1% Open and .9% Click – Local Presence: 5.1% increase in Open, 37%+ Response Rate – Time of Day: 3-5pm best time and 33% lower Opt-out Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
31.
Shawn Naggiar
• Chief Revenue Officer, Act-On • www.actonsoftware.com • (877) 530-1555 • shawn.naggiar@actonsoftware.com Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
32.
Background/ Requirements
• Need to keep up with marketing velocity • Efficient follow up & appointment setting • Means to cycle through older or stalled opps • Ease of use and speed to implementation key • Huge adoption concerns from past experience Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
33.
Integrated Solution =
Real Results • No lead left behind program implemented • From max 100 to almost 350 calls per/rep/day • Increased # of booked appointments over 2X • Opportunity revival programs yielding return • Adoption and results within a week Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
34.
Summary
• Pipeline stage progression speed up by 20% • 269% year over year revenue growth: 2010-2011 • 50% quarter over quarter growth • From 75 to 500 customers in 14 months • We loved it so much we integrated with it for end to end Sales and Marketing alignment Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
35.
In Conclusion
• Social Enterprise has fundamentally altered marketing & sales • High-Velocity Low Friction model – technology, processes and practices – removes barriers; creates real marketing/sales alignment • Small Marketing Teams (SMTs) – marketing paradigm for the social enterprise • New Accelerated Sales Model creates new Superstars • SMTs & ASM align sales & marketing for maximum pipeline velocity for the Social Age Copyright © InsideSales.com Inc. All Rights Reserved #AOWEB
36.
Q&A Event slides and
recording will be emailed to all attendees. www.actonsoftware.com www.insidesales.com
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