#CNX14 - Marketing and Sales United With a Common Goal

Track: Salesforce for Marketers

#CNX14

#CNX14

Marketing and Sales United With a Common Goal

Keri Brooke, Product Marketing – salesforce.com

Morgan Kazan, Senior Marketing Manager – DonorsChoose.org


#CNX14

The Future of Marketing is 1:1 Customer Journeys

Service

Apps

Analytics

Sales

Marketing

Community


#CNX14

Mobile Interactive

Experiences

Sell to Businesses

Market to Millions of Customers

Support all of Your Customers

B2B & B2C Customer Support

Salesforce 1 Customer Platform

Journey Builder for Connected Customers

Sales & Lead Management

Shared Customer Data

The Only Platform for 1:1 Customer JourneysAcross Sales, Service, and Marketing

Engage Every Customer

Sales & Lead Management

B2B & B2C Customer Support

Automated, Personalized

Journeys


#CNX14

#CNX14

Keri BrookeProduct Marketing, salesforce.com


#CNX14


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123 billion emails are sent

every hour

How can you be sure they have the best

chance of making it to

the goal line?


#CNX14

Marketing and Sales Uniting In Common Goals


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Restaurants.com Embraer

MARKETING

PARTNERS

SALES

The Marketing and Sales Mix Varies Between Industries


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But What Is The Common Goal Between Marketing and Sales


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of CMOs say that aligning and integrating

sales and marketing is a top priority for 2014

38%

CMO Council


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Content : Click Through Rates : Leads Qualified Leads : Opportunities : Close Rates


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Bridging The Gap With One Continuous Process

Content

Click Through Rates

Leads

Qualified Leads

Opportunities

Close Rates


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Alignment

Math marketing / Sirius Decisions / MarketingProfs

Funnel Management

24% faster three-year revenue growth

36% higher customer retention rates

60% increase in follow-up within 24hrs

67% improvement in close rates


#CNX14

Bridging The Gap Makes Marketing More Successful

Funnel Analysis

Compelling Content

Understand Customers

MarketOpportunities

UnderstandPartners

UnderstandCompetitors

Joint Planning

?


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Getting It Right

Blast

Profile Personal Behavior Interaction

0%

3%

4%

Engagement

2%

1%

1.1%CONVERSION RATE

2.8%CONVERSION RATE

3.9%CONVERSION RATE

5%


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Funnel Analysis Drives ROI

Tracking customers back to digital programs

Sales can understand what is driving pipe

Real time updates to programs


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Understanding customers = better content

Content can be driven by:

Customer stories

Support and service information

Orders

Pipe


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Know The Customer

What is the order history

What is the case history

Driving Customer marketing


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Opportunity Marketing

Customer stories

Previous orders

What makes up the pipe

Support information

Competitive advantages


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Connecting To Your Customers Through Partners

Understanding the partner landscape

Driving pipeline

Creating communities


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Making Planning Valuable

Collaborative planning

Full cost and revenue analysis

360 view of campaigns


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#CNX14

#CNX14

Morgan KazanSenior Marketing Manager for DonorsChoose.org


#CNX14

Two Applications, One Business Process


#CNX14


#CNX14

Take the after-session survey!

Take the Survey in the Connections 2014 Mobile App

Join the Conversation!

#CNX14

$50StarbucksGift Card


#CNX14


#CNX14

Questions?


#CNX14

CUSTOMER JOURNEY SHOWCASE

MARKETING THOUGHT LEADERS

EMAIL MARKETING PRODUCT STRATEGY& ROADMAP

PERSONAL TRANSFORMATION

& GROWTH

SOCIAL MARKETING MOBILE & WEB MARKETING

DEVELOPERS HANDS-ON TRAINING

INDUSTRY TRENDSETTERS

CREATIVITY & INNOVATION

SALESFORCE FOR MARKETERS

ROUNDTABLES


#CNX14

#CNX14 - Marketing and Sales United With a Common Goal

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