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Top 3 Reasons Sales Needs
Marketing Automation
Sangram Vajre
Director of Marketing

Derek Grant
Director of Sales
Safe Harbor
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This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of
the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking
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Introduction
Derek Grant
Sales Director,
Pardot, a salesforce.com company

Sangram Vajre
Marketing Director,
Pardot, a salesforce.com company
Presentation Outline
•  What’s the problem?
•  How Can Marketing
Automation Help?
•  Top 3 Reasons Sales
Needs Marketing
Automation
Buyer expectations have changed

70% of the buying process is now complete by the time a prospect is ready to engage with
sales. (SiriusDecisions)
Marketing & Sales Don’t Speak the Same Language
Leads
Events

Qualified leads
Pipeline

Website

Opportunities

E-books

Time to close

Brand

Accelerate the
deals

Giveaways
ACV
Buyer
Persona

Re-active deals
Hence the problem…
Not Enough
Leads

Poor Lead
Quality

Low Lead
Conversion

Limited
Visibility

Missed
Targets

•  Inconsistent
pipeline

•  Low performing
campaigns

•  No lead profiling

•  No lead nurturing
•  Bad leads routed
directly to Sales

•  Manual lead
routing

•  No sales insights
•  Long &
inconsistent
sales cycles

•  Time wasted

•  No ROI reporting
•  Lack of accountability
•  Poor alignment
So, How Can Sales Make
Marketing Work for Them?
#1 You Don’t Want To Miss Out On Your Leads

79%
of marketing
leads are

not pursued
1
2
3

Forms

Progressive Profiles

Automatic
Assignment of
Leads in CRM
#2 You want To Engage With Hot Prospects Quickly

78%

of sales goes to the vendor
that responds first
4

Rules of Engagement

5

Scoring and Grading
#3 Be Top Of Mind For Your Prospects?
Nurtured leads at best in
class organizations
delivered 47% higher
average order values than
of sales goes to the
non-nurtured leads. vendor
that responds first

35% - 50%
Aberdeen’s report
“Lead Nurturing: The Secret to Successful
Lead Generation”
6
Companies that
excel at lead
nurturing generate

50% more
sales-ready
leads at 33%
lower cost.

Forrester

Automatic Lead Nurturing
Drive Growth with Marketing Automation
Better
Leads

Increased
Pipeline

Improved
Close Rates

Complete
Insight

More
Sales
75% of companies using marketing automation see ROI within
12 months, 44% within 6 months. (Focus Research, 2013)
Top 3 Reasons Sales Needs Marketing Automation
Sangram Vajre
Director of Marketing
@sangramvajre

svajre@salesforce.com

Derek Grant

Director of Sales
@derekgrant

dgrant@salesforce.com

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Top 3 Reasons Sales Needs Marketing Automation

  • 1. Top 3 Reasons Sales Needs Marketing Automation Sangram Vajre Director of Marketing Derek Grant Director of Sales
  • 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  • 3. Introduction Derek Grant Sales Director, Pardot, a salesforce.com company Sangram Vajre Marketing Director, Pardot, a salesforce.com company
  • 4. Presentation Outline •  What’s the problem? •  How Can Marketing Automation Help? •  Top 3 Reasons Sales Needs Marketing Automation
  • 5. Buyer expectations have changed 70% of the buying process is now complete by the time a prospect is ready to engage with sales. (SiriusDecisions)
  • 6. Marketing & Sales Don’t Speak the Same Language Leads Events Qualified leads Pipeline Website Opportunities E-books Time to close Brand Accelerate the deals Giveaways ACV Buyer Persona Re-active deals
  • 7. Hence the problem… Not Enough Leads Poor Lead Quality Low Lead Conversion Limited Visibility Missed Targets •  Inconsistent pipeline •  Low performing campaigns •  No lead profiling •  No lead nurturing •  Bad leads routed directly to Sales •  Manual lead routing •  No sales insights •  Long & inconsistent sales cycles •  Time wasted •  No ROI reporting •  Lack of accountability •  Poor alignment
  • 8. So, How Can Sales Make Marketing Work for Them?
  • 9. #1 You Don’t Want To Miss Out On Your Leads 79% of marketing leads are not pursued
  • 11. #2 You want To Engage With Hot Prospects Quickly 78% of sales goes to the vendor that responds first
  • 13. #3 Be Top Of Mind For Your Prospects? Nurtured leads at best in class organizations delivered 47% higher average order values than of sales goes to the non-nurtured leads. vendor that responds first 35% - 50% Aberdeen’s report “Lead Nurturing: The Secret to Successful Lead Generation”
  • 14. 6 Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. Forrester Automatic Lead Nurturing
  • 15. Drive Growth with Marketing Automation Better Leads Increased Pipeline Improved Close Rates Complete Insight More Sales 75% of companies using marketing automation see ROI within 12 months, 44% within 6 months. (Focus Research, 2013)
  • 17. Sangram Vajre Director of Marketing @sangramvajre svajre@salesforce.com Derek Grant Director of Sales @derekgrant dgrant@salesforce.com