CRM Made Social with SugarCRM Webcast

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Learn how InsideView works inside SugarCRM. Prospects and customers spend more time online than ever before. They're sharing their business needs and telling salespeople exactly how and when they want to do business. Social media provides an unprecedented platform for companies and individuals to express their business challenges. Statistics prove that sales people who follow their prospects and customers through social media have higher win rates and shorter sales cycles. InsideView helps salespeople use social media to uncover the right prospects and build relationships with them. Presenter: Ralf VonSosen, VP Marketing, InsideView

Business Technology

InsideViewIntroductionRalf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer

Agenda Getting harder to find, close, and keep customers? The InsideView Solution Intelligence vs. Data Customer Success Demo InsideView for SugarCRM | SLIDE :2

Getting harder to find, close, and keep customers? Renew Engage Find Upsell Convert Qualify Information Customers Relationships Leads Opportunities Customers | SLIDE :3

New Customer Dynamics - “70% of the B2B buying process happens online” SiriusDecisions Inc. purchase consideration awareness “ We have a project” online “I’m just downloading stuff” “ We’ve made a decision” level of buyer activity “ We’ve shortlisted vendors” “I’m just browsing” time

Are You Adapting to these Changes? Leads How do you ensure comprehensive market and competitive research is done to find the best new leads? Describe your process for finding and segmenting new leads based on market, company, and contact information. How do you ensure the most comprehensive information is available for new leads? How are leads scored based on quality and routed to sales reps? Opportunities How much time should rep’s spend preparing for a call and how much do they actually spend? Do top-performers prepare more? More effectively? Both? Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s business and company? How are your reps differentiating or prioritizing their calls for the day? Customers How do account managers build their relationship with customers? How do they prepare for upsell and renewal conversations? Leads Opportunities Customers | SLIDE :5

The Promise of InsideView Renew Renew Engage Engage Find Find Upsell Upsell Convert Convert Qualify Qualify Leads Opportunities Customers | SLIDE :6

Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers How does InsideView do it? News Social Media Connections Company Info | SLIDE :7

InsideView’s Impact Competitive Info ,[object Object]

Presence in accountsProspecting ,[object Object]

Explore common connectionsRelationship Building ,[object Object]

Use common connectionsLead Generation ,[object Object]

Merge with CRMPre-Call Research ,[object Object]

News and social activityRenewal ,[object Object]

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CRM Made Social with SugarCRM Webcast

1. InsideViewIntroductionRalf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer

2. Agenda Getting harder to find, close, and keep customers? The InsideView Solution Intelligence vs. Data Customer Success Demo InsideView for SugarCRM | SLIDE :2

3. Getting harder to find, close, and keep customers? Renew Engage Find Upsell Convert Qualify Information Customers Relationships Leads Opportunities Customers | SLIDE :3

4. New Customer Dynamics - “70% of the B2B buying process happens online” SiriusDecisions Inc. purchase consideration awareness “ We have a project” online “I’m just downloading stuff” “ We’ve made a decision” level of buyer activity “ We’ve shortlisted vendors” “I’m just browsing” time

5. Are You Adapting to these Changes? Leads How do you ensure comprehensive market and competitive research is done to find the best new leads? Describe your process for finding and segmenting new leads based on market, company, and contact information. How do you ensure the most comprehensive information is available for new leads? How are leads scored based on quality and routed to sales reps? Opportunities How much time should rep’s spend preparing for a call and how much do they actually spend? Do top-performers prepare more? More effectively? Both? Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s business and company? How are your reps differentiating or prioritizing their calls for the day? Customers How do account managers build their relationship with customers? How do they prepare for upsell and renewal conversations? Leads Opportunities Customers | SLIDE :5

6. The Promise of InsideView Renew Renew Engage Engage Find Find Upsell Upsell Convert Convert Qualify Qualify Leads Opportunities Customers | SLIDE :6

7. Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers How does InsideView do it? News Social Media Connections Company Info | SLIDE :7

9. Monitor activities & news

10.

11. Social identity & activity

12.

13. Social Identity & Activity

14.

15.

16. Deep company & contact info

17.

18. Insight into social activities

19.

20. Social profile & activity

21.

22. Deep profile on individuals

23.

24. Real-time business triggers

25. Insight into social activities| SLIDE :8

26. SOCIAL MEDIA & NETWORKS: LinkedIn, Facebook, Twitter, Blogs, etc. TRADITIONAL MEDIA & SOURCES: Company & Contact Data, News, etc. BROWSER MOBILE CRM InsideViewCreates Intelligence from Data Connection Analysis Trigger Event Analysis Natural Language Processing Entity Triangulation How does InsideView do this? | SLIDE :9

27. Data vs. Intelligence – CSO Insights Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

28. Social Selling Essential #1: Contact Data vs. Intelligence DATA INTELLIGENCE

29. Social Selling Essential #1: Company Data vs. Intelligence DATA INTELLIGENCE

30. | SLIDE :13 Social Selling Essential #2: When & Why to Call

31. Accelerating Momentum & Recognized Leader Social CRM Watchlist — ZDNet / Paul Greenberg, January 2011 Top 100 Private Software Company — JMP Securities, 2010 #1 Rated & Most Popular App — Force.com AppExchange 2007 2008 2009 2010

32. Impacting the Entire Customer Relationship for great ROI Lead Generation LeadQualification Opportunity Management Customer Renewals/Upsells 22->70 New Opportunities/Rep/Month Increase Avg. Contract Value by 460% 50% decrease in research time Improved selling to C-level Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers

33. DEMO | SLIDE :16

34. InsideView for SugarCRM Features | SLIDE :17

35. THANK YOUEmail: sales@insideview.comTwitter: @insideviewhttp://www.insideview.com/SUGARCRM/

Editor's Notes

These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
Let’s take a look at what data looks like, vs. intelligence
We help customers improve their revenue process.Our approach to driving productivity is fundamentally different than data providers, where $4-9B are spent each year.Just a few examples of customer ROI

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