Exploring the SuccessFactors Scoring Model DG User Group Pre… · Performance Recrui4ng&...

Exploring the SuccessFactors Scoring Model

© 2012 SuccessFactors, Inc. All rights reserved.

DemandGen User Group Meeting

Reet Mand, Tasha Camacho

SuccessFactors -‐ A Global Leader

2

Ten years all in the cloud

$268M 2010 Revenue

3,500 customers/~15M users

Largest cloud deployment-‐ 2M users

34 Languages -‐ 168 Countries

3 SuccessFactors Proprietary and ConfidenPal © 2011 SuccessFactors, Inc. All rights reserved.

Goals Workforce Planning

Performance Compensa4on Succession Analy4cs Recrui4ng Learning Jam

Employee Central

BizX Insights

Align Get people working

on the right things

Op4mize Find the right

people and make them

great

Accelerate Run the business

beHer

Strategy Results

SuccessFactors BizX

Vision

Lead Scoring at the Center of it All

Demand Genera4on

Sales Lead Scoring Lead Nurturing

Unqualified Qualified

Update Scoring

The Challenge!

How are the leads?


•  In early 2011, we launched a new lead scoring, lead nurture and lead management process

•  In late 2011, we updated our lead scoring model to an interest-‐only model

Background


Qualifica4on Score

Interest Score

Lead Ra4ng

A

B B C

•  Job Role •  Lead Source •  AcPve Project

•  Number & Recency of Website Visits

•  Form Submits •  Events •  High Value Web Pages •  Email Click

Old Scoring Model


Visited Website last 30 days

Has visited website more than 2 Pmes

Has clicked through any

email

A`ended ExecuPve Roundtable

10 15 15 60 100

Old Interest Model

What Worked

33%

67%

Inquiries

Pre-‐MQI

MQI

What Didn’t Work


Interest-‐only model selected because: – Buyer Profile is Broad

•  All Industries •  All Titles •  All Segments •  All Environments

– Metrics •  ~67% MarkePng Qualified Inquiries •  75% Remarket

Driving Forces


Qualifica4on Score

Interest Score

Lead Ra4ng

Based on

New Calcula4ons!

New Scoring Model


Interest Score

Website •  Visits (+) •  Recency (+) •  VisiPng High Value Pages(+)

•  Subtract for Career Page visits (-‐)

Forms •  For each submission

•  Accelerators for High Value forms

Email Respondent •  Responded (clicked) X emails (+)

•  Recency (+)

Events •  Registered for SF Event/Webinar

• Aènded SF Event/Webinar OR Aènded Sponsored TS Dinner/Session

• Master Sponsored TS Aèndee List OR Sponsored Webinar Reg or Aènd

•  Booth Qualified

Valid Email Address •  Business Email (+) •  Subscribed (+) •  No bounceback

New Interest Score Model


•  Delivering Truly Interested Inquiries to LQ •  Decreased RaPo of MQI/Total Inquiries •  Decreased Remarkets •  Increased Sales Efficiency

Anticipated Results and Benefits


Welcome Nurture Programs

Inquiry Lead Scoring

Priority 1 High -‐ Med

Lead Qual – High/Med

Interest Queue

Qualify – Pain, Project, Authority,

Timeframe Sales

Priority 2 Low

Lead Qual – Low Interest Queue

Qualify – Pain, Project, Authority,

Timeframe Sales

Accelera4on Campaigns

Example of Lead Flow


•  Phase 2 Roll Out Analysis/OpPmizaPon •  Customer Scoring -‐ Upsell •  Use Scoring to OpPmize Lead Management •  Automate Lead Management

Future Plans


Thank You, and QuesPons Thank you, and questions

20 SuccessFactors Proprietary and ConfidenPal © 2011 SuccessFactors, Inc. All rights reserved.

SuccessFactors Business ExecuPon

Get people working on the right things

Find the right people and make them great

Run the business beHer

Align Optimize Accelerate


Example of Lead Flow

Exploring the SuccessFactors Scoring Model DG User Group Pre… · Performance Recrui4ng&...

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