Zimbra zooms ahead with OneView

1. Zimbra Zooms Ahead With
OneView
Interactive Session: Technology (Chapter 13)
Introduction to Information Systems
Seval Ünver
1900810 Master Student
e1900810@ceng.metu.edu.tr
Middle East Technical University

2. Content
Background for the case
Problem / Challenges
Proposed solution
Results
Zimbra Zooms Ahead With
OneView

3. Zimbra is a software company.
Technology is designed for social, mobile and the cloud.
Zimbra connects people and information with unified collaboration
software that includes *:
● Email
● Calendaring
● File sharing
● Activity streams
● Social communities
Zimbra gives individuals the flexibility to work from virtually anywhere,
through nearly every computer, tablet and mobile device.
Background for the case
What is Zimbra?
* http://www.zimbra.com/about/

4. Zimbra
Collaboration
Suite (ZCS)
Zimbra
Ajax
Toolkit
50 million
paid
mailboxes
open source
messaging
email, contact lists, a shared
calendar, instant messaging,
hosted documents, search, and
VoIP into one package
ZCS relies heavily on Ajax to
provide a variety of business
functions.
The company is purchased by:
September 2007: Yahoo *
January 2010: Vmware **
September 2013: Telligent ***
Background for the case
What is the main product of Zimbra?
* http://www.zimbra.com/about/yahoo_acquires_zimbra.html
** http://www.zimbra.com/about/vmware-acquires-zimbra.html
*** http://blog.zimbra.com/blog/archives/2013/07/telligent-acquires-zimbra-from-vmware.html

5. 200,000 weekly visitors for the Zimbra web site
Allows to try 60-day trial version for free
Persuades them to purchase one of more full-
featured commercial version
Background for the case
Marketing of Zimbra
1
2
3
Zimbra makes sales via its web site and offers both free and commercial versions.

6. Zimbra
Marketing
Find
Weed
out
Contact
Find people using the
trial version or visiting
web site
Select interested
buyers from a
huge listContact
them via e-mail
and telephone to
try to close the
sale
Background for the case
Zimbra's Sales Process

7. Visitors
Visitors
Visitors
Visitors
Visitors
Visitors
Visitors
who
are close
to buy
Problem
What is the problem of Zimbra?
How to find the customers who are close to purchase from a huge
volume of web visitors and users of trial-version?
Needed
new marketing
automation system!

8. Zimbra uses its web site to track
visitor activity and tie it to sales lead
information in its Salesforce.com
customer relationship management
(CRM) system.
Identifying sales prospects that visit
the web site regularly and alerting
sales reps when those prospects are
visiting the site helps the sales team
select which prospects to contact by
telephone and when to call them.
Challenges
Zimbra uses Salesforce.com
1
2

9. Eloqua has a lot of features. It was too complicated for
both marketing and sales staff to use.
Eloqua only worked with the Microsoft Internet Explorer,
however Zimbra's workers mostly use Firefox.
Eloqua was expensive. Zimbra could only afford its
entry-level package, which provided access to only five
salespeople and one marketing person.
Challenges
Zimbra used a software which name is Eloqua.
1
2
3
Zimbra initially used marketing automation software from Eloqua.

10. focused on the core areas of its marketing
strategy
easy to install and maintain
● Lead generation
● E-mail marketing
● Web analytics
Many available options required several well-trained
administrators, and Zimbra could not afford to allocate even one
employee for this purpose.
Challenges
New marketing automation system should be...

11. Proposed Solution
LoopFuse helps Zimbra
LoopFuse is used by many fast-
growing businesses to quickly
automate the process of analyzing
large volumes of marketing information
collected on web sites and email
campaigns.
LoopFuse is capable of managing
thousands of web site inquiries and
visits each day from hundreds of
thousands of users of their products
and services. Pricing starts at just $750
a month. *
* http://www.loopfuse.com/news/press-releases/zimbra-uses-oneview-to-raise-sales-marketing-efficiency.php

12. Proposed Solution
OneView from LoopFuse
LoopFuse OneView is a new
marketing automation platform
for small and medium
businesses.
The OneView product includes
all the components traditionally
used by marketing and sales
organizations in their day-to-day
activities, such as: email
marketing, lead scoring, lead
nurturing, web analytics, list
management, social monitoring,
SalesForce.com integration and
lead capture forms.
* http://www.loopfuse.com/news/press-releases/zimbra-uses-oneview-to-raise-sales-marketing-efficiency.php

13. OneView
Automated
processes
Core
Functions
Highly
targeted
Focused on sales and marketing
automation
Quickly implement the solution. Do
not need to maintain. Do not need
someone to the task full-time.
Web site visitor tracking, automated
marketing program communication,
customer activity alerts, and CRM
integration.
Proposed Solution
Zimbra has chosen OneView product of LoopFuse
OneView is an on-demand marketing automation solution from LoopFuse.
Cheaper
Convenient pricing options,
including its “unlimited seating” and
“pay-per-use” options

14. Easy integration with Salesforce.com
It is Zimbra’s preferred CRM solution
Simplified reporting processes
The sales staff can generate reports in a fraction of the time.
Proposed Solution
Other benefits of OneView
1
2
3
4
The ability to manage a larger number of
leads
5
OneView works with multiple web browsers,
including Firefox

15. LoopFuse OneView™ Helps Zimbra Raise Sales &
Marketing Efficiency by 50%
OneView reduced the amount of time Zimbra spent using and
maintaining its marketing system by 50 percent.
Zimbra reports that since changing vendors, it has witnessed a jump
in its close rate on qualified sales leads from 10 to 15 percent, a huge
increase.
Results
What are the results?

16. 50% increase in sales and marketing
efficiency
Ease of use for both marketing and sales
departments
Complete sales and marketing automation
platform
Results
Key benefits of OneView for Zimbra *
1
2
3
4
Tight integration with CRM, pushing key
activity information where sales reps can
act on it
* http://www.loopfuse.com/resources/eloqua-alternative.pdf

17. Past LoopFuse CEO
Sean Dwyer
Zimbra is one of the best run internet success stories in the
market today, generating huge volumes of website visitor
traffic and transforming an impressive number of visitors to
real users and leads.
While their traffic and adoption are outstanding, Zimbra’s
real business success comes from managing the cost of
sales. LoopFuse’s on-demand service is designed to help
exactly this type of business leverage its website as a sales
tool and make it extraordinarily easy for marketers to supply
sales executives with a better view of their pipeline.*
Results
Past LoopFuse CEO, Sean Dwyer says
* http://www.loopfuse.com/news/press-releases/zimbra-uses-oneview-to-raise-sales-marketing-efficiency.php

18. Past Director of marketing at Zimbra
Greg Armanini
Our sales and marketing efficiency has gone up 50% for
reaching out to customers and closing business.
If you don’t have sales and marketing automation that is as
easy to use and as powerful as Loopfuse, it’s really hard to
scale your business on the web. As a business that is
growing aggressively year over year, our sales team must
be focused on the most likely prospects in order to function
efficiently and profitably. *
Results
Past Director of marketing at Zimbra, Greg Armanini says
* http://www.loopfuse.com/resources/eloqua-alternative.pdf

19. Zimbra is now a global leader in unified collaboration
software.
Results
What is the current state of Zimbra?
Zimbra’s software is trusted by more than 5,000 companies and
government customers, as well as by service providers who manage
Zimbra in the cloud for more than 200,000 businesses.
With customers including NTT Communications, Comcast, Dell,
Investec, Rackspace, Red Hat, Mozilla, H&R Block and Vodafone, a
vibrant open source community and worldwide partner network,
Zimbra is the third-largest collaboration provider in the world.
Zimbra is privately held with corporate headquarters in Frisco, Texas
and offices in San Mateo, California; London; Tokyo; Singapore and
Pune, India.*
* http://www.intercooleronline.com/2014/05/06/zimbra-appoints-olivier-thierry-as-new-chief-marketing-officer/

20. The answer appears to be a resounding
“yes”
Results
Has OneView improved Zimbra’s bottom line?

21. Thank you !
Introduction to Information Systems
Seval Ünver
1900810 Master Student
e1900810@ceng.metu.edu.tr
Middle East Technical University