Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs

Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs

Catherine Blackmore: JigsawMike Rogan: LenovoRenee Gellatly: NetAppPaul Eide: Sprint

Marketing Professionals

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Renee GellatlyMarketing Manager

Paul EideManager Program Management & Business Analysis

Mike RoganBusiness Intelligence Team Lead

Speaker Panel

How Can Jigsaw Help Marketers?

Sales & Marketing Run on Data

Critical for Prospecting

Required for Customer Analysis

Marketing Lists

Sales Reps

Business Cards

Web Forms

$10+ Billion Annual Market

We Spend $10B+ Buying, Managing, Cleaning It

$4 Billion MarketCRM Data &

Marketing Lists

$0.5 Billion MarketSales & Marketing Research, Intelligence

$6 Billion MarketData Integration,

Management / Hygiene

But We’re Buying a Product from the 1970s

Manual Data Collection

Slow and Painful to Integrate, Cleanse, Deploy

Infrequent, Batch Updates

How do 600 people update 30,000,000 records?

There’s a Real Impact on Marketing Organizations

65% of titles incorrect

42% of addresses incorrect

43% of phone numbers incorrect

37% of email addresses incorrect

1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.

2009

2010

70% of Contact Data Outdatedafter 12 Months1

And a Real Impact on Sales Organizations

One sales rep calling 12 wrong numbers a

day wastes 20+ hours a month.

Average Dirty Data Found in New Jigsaw Customers:

90%Incomplete

74%Need Updates

21%Dead

7%Duplicate

1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.

The Cloud Shows Us a Better Way to Manage Data

xxx

Crowd Sourced

xx

Real Time No Software

Get notified in real-timeas data changes

2014: 50% of software

deployments in the cloud*

12,568,906 users made…395,177,595 edits to…20,676,516 articles

*Source: Shaugatuck Technology 2010 Cloud Business Solutions

Jigsaw: Business Data in the Cloud

Largest, Most Accurate Database: 23 million+ B2B contacts

Massive, Engaged Community: 1.3 million+ community adds 36,000 new contacts per day

Real-time Updates: Community updates 12,000 contacts per day

Cloud Integration:Jigsaw for Salesforce CRM

The Data Cloud Serves Companies of Every Size

ENTERPRISE

MID-MARKET

SMALL BUSINESS

http://www22.verizon.com/

Jigsaw Data Cloud: The Leader of Cloud-Sourced Business Data

For Salesforce

Complete

Prospect

Select

Clean

The Crowd is More Precise

70% Direct Dial Numbers

100% Complete Contacts

10xMore Titles

NameTitle

Ext. 3415

Director of… Marketing…

Viral Marketing…Interactive Marketing…

Social Media…Community…

DeptEmail

PhoneAddress

The Crowd Keeps the Data Accurate

1.3 million + members200,000 updates/month

Name Phone

Bob Johnson 415-536-6000


Rob Johnson 415-536-6100

Bob C. Johnson

408-209-7070


Rob Johnson 650-205-5555

Bob T. Johnson

650-780-9090

Robert Johnson(415) 536-2283

And the Data Stays Accurate as It Evolves

1.3 million + members200,000 updates/month

Jigsaw Community Native App SharingData Quality Engine

Custom data processes1.2 Million updates/month

Open API’s for sharing data with any CRM app

*Average updates since June, 2009

Turbo-charge Your Pipeline Live feed of 24 Million business contacts

Find Influencers Faster32,000 contacts added daily by 1.4 million users

Improve Productivity with Clean DataContinuous checks for account & contact accuracy

Crowd-sourcing provides higher quality data,

that stays more accurate, at a lower cost

Fully Integrated with Salesforce

Real Opportunity

94%

Of sales users improve their prospecting with Jigsaw

97%

Of email marketing users improve their campaign results with Jigsaw

Bottom Line: Good Data Matters

Phone: $3.29Mail: $1.78Email: $0.25

*Direct mail & Phone cost (Source: DMA), Email: $.25 (Source Court Cunnigham, VP of DartMail) Hourly Compensation Source: Bureau of Labor Statistics

$336,700Marketing Waste Without Jigsaw

X100,000Records

33 MinRep/Day X

100 Reps@ $28.87/hr

Sales Waste Without Jigsaw

$412,800

Real Costs Real Opportunity

The power to reach the right contacts the first time.

Mike Rogan

Lenovo

Lenovo maximizes ROI with Jigsaw

Lenovo is a multinational computer technology corporation that develops, manufactures and markets desktops and notebook personal computers, workstations, servers, storage drives, IT management software, and related services.

The Company

We needed a high quality source for contact information to help drive sales and marketing execution.

The Puzzle

Lenovo Maximizes ROI with Jigsaw

• Traditional data sources

• Siloed contact data not integrated

• Greater bounce rates and coverage gaps

Before Jigsaw


• Jigsaw is an integral source

• Contacts linked in CRM and marketing DB

• Greater alignment between sales and marketing

Today


• Expanded Integration Capabilities

• Evolution of Data Cloud Platform

• Even Greater Alignment Between Sales and Marketing!

Future

Real-time Clean Data


Jigsaw is a vital tool for sales and marketing intelligence

Improved sales and marketing alignment and productivity

Easy integration with Lenovo environment

Increased adoption of Salesforce CRM

The Results

Renee Gellatly

NetApp

NetApp Doubles Leads for Sales with Jigsaw

NetApp, Inc. provides an integrated solution that enables storage, delivery, and management of network data and content.

The Company

We needed a robust account and contact acquisition strategy to supplement marketing campaigns and account and territory coverage requirements.

The Puzzle

NetApp Before Jigsaw

• Growing our DatabaseHigh Cost, Low Volume, Poor QualityIndividual Sales UsersDuplicated Efforts

• Marketing CampaignsIdentifying Target Accounts/ContactsList/Contact FatigueThe Evolution to Automation

• Dirty Data25% Database LossIncomplete Contact Records

Account and Contact Acquisition Strategy

NetApp With Jigsaw

• Growing our DatabaseLow Cost, High Volume, Excellent QualityEnterprise License – All Sales UsersCollaborative and Aligned Efforts

• Marketing CampaignsIdentifying Target Accounts/ContactsRobust ListEnabling Automation

• Clean Data35% Database RefreshComplete Account/Contact Records

Account and Contact Acquisition Strategy

The Jigsaw Juice

• Marketing EnablementAPI IntegrationAccount & Contact Management

• Sales EnablementVisibility, Visibility, Visibility

Integrating Jigsaw into NetApp Sales and Marketing

One Inside Sales Rep’s Story…• 1,500 Points• 30 Days• 10 Appointments• 2 Conversions

100% Complete!

NetApp Doubles Leads for Sales with Jigsaw

Cost effective, dynamic resource fueling end to end sales cycle

Increased appointments and opportunities

Strategic alignment and partnership between sales and marketing

The Results

Jigsaw is an integrated part of our marketing and sales process. We are hooked on Jigsaw juice!

Paul Eide

Sprint

Sprint Gains Operational Efficiencies with Jigsaw

INDUSTRY: Media / Communications

EMPLOYEES: 48000

GEOGRAPHY: United States and

International

# USERS: 5602 Enterprise (16,000 Partner)

PRODUCTS USED: Sales Cloud,

Collaboration Cloud, Mobile, Partner, Jigsaw

Data and JFS Pilot

Salesforce.com Customer Since 2004 Jigsaw Data since 2010

Before Jigsaw:

3rd Party Reseller

• Manual Load to Salesforce

• Sprint Marketing

Branch Queues • Reload w/o

Current Customer• Reload to

Salesforce

Branch Queues

Sprint Sales

9 months from receipt of data to delivery to sales!

Sprint Contact Acquisition Strategy

Before Jigsaw:

• High Emphasis on Marketing Processes

• Data Incomplete and Out of Date by the time they reach Sales

• Inefficient processes = Sales & Marketing waste

• Frustrated Sales Reps

Sprint Contact Acquisition Strategy

Providing Sales with Business Intelligence Faster


Build lists of complete contacts with emails and direct phone numbers

Prevent duplicates by only importing new contacts


• Real time access to Complete and Accurate Data

• Data integrated into the main Sales tool

• Greater ROI insight for Sales & Marketing leadership

Jigsaw for Salesforce CRM

Real-time Clean Data

Reps are empowered with Real Time access to contacts

Improved efficiencies = more productive Sales Reps and less Marketing Waste

Marketing can focus more on strategy and alignment vs. contact procurement and processing

The Results

Our sales reps have access to the most complete and accurate Leads Database in the world

Sprint Gains Operational Efficiencies with Jigsaw

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Jigsaw Data: Increase Marketing Effectiveness While Lowering Marketing Costs

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