Key Factors in Selecting a Marketing Automation Solution – A Customer Perspective

Key Factors in Selecting a Marketing Automation Solution – A Customer Perspective

• Dell Cloud Business Applications

• October 25, 2012

2 Dell Cloud Business Applications

Agenda

• Introduction

• Guest Speaker – Scott Crawford, VP Sales, emotive

• Host – Bill Odell, Dell Cloud Business Applications

• Q&A

• Helpful Resources


Asking a Question

To ask a question, open the Questions bar in your control panel, type your question and submit it anytime during

the presentation

This Webinar is being recorded and a replay link will be emailed to all registrants


Today’s Webinar Panelists

Host: Bill Odell

Sr. Marketing Director

@bodel

Presenter: Scott Crawford

VP Sales and Business Development

@crawfdog

enabling new systems of engagement for the mobile enterprise

emotive – the end to end solution to mobilize the enterprise

• native device access• web development model• push application messaging

• geo scale data cache• message management• user, data, app management

emotive cloud emotive connect

Your mobile applications

emotive client

Your enterprise applications

• service based integration • mobile data objects• security

Emotive Confidential – Do not copy, repurpose, or distribute

customers leverage emotive to build the following mobile apps

contextual applications

composite applications

cloud applications

emotive pushes messages and tasks to your device based on your current context

emotive apps leverage the cloud to carry out data consolidationand heavy computation

emotive combines tasks from multiple systems of record into enterprise mashups


emotive charter customers

• Supply Chain ISV– Mobile sales. Salesforce (live)– OEM with Application (in test)

• Real Estate Investment Firm– Site inspections. Force.com

• Development Platform ISV– Project tracking and alerts. CollabNet.

• Large Insurance Firm– Policy management. ACORD.

• eProcurement ISV– Invoice tracking. Custom .NET application. BizTalk.

• Global Apparel Manufacturer / Retailer– Logistics. SAP, Tradecard, GT Nexus

• Global Construction Equipment Manufacturer– Logistics. GT Nexus

• emotive– We’re 100% mobile. Sales, service, operations. – Mobile apps for Salesforce, Basecamp, Zendesk, emotive operations


• Use case scenario– Receive Shipment

Information– File Damaged Shipment

report– GT Nexus drives the business

process

• Benefits for customer– Tracking of shipment status– Can save millions $ in re‐

routing and avoiding hold ups

– Visibility into exceptions in real‐time to take action

– Collection of data quickly on site and with less error

Scan Barcode Photograph Damage

Record Location and capture notes

global apparel manufacturer: mobilizing logistics


• Use case scenario– Property List Lookup– Displays as Maps view– View property details– Photo of Property– Site survey– CapEx notification

(push)– CapEx Adjustment

• Benefits for customer– Real time access to site

data and GPS routing– Reduced out of hours

work for assessors – Collection of picture

data on site – Better user experience

Property List Site Survey CapEx Adjustment

real estate asset manager: mobile management for property assessors


planned task offerings by business function

Functional Area Tasks

Sales Forecast update, customer status

Marketing Competitive win/loss, real‐time feedback, closed loop

Supply Chain/Logistics Location and status, real‐time adjustments

Finance Cash, AP, AR, etc

Human Resources Employee lookup, vacation/sick request

Resource Planning Scheduling dashboard

Business Intelligence Executive dashboard, metrics alerts

Asset Management Plant Management status

Inventory Management Supply dashboard

Shipping Transport Dispatch or real time location

Claims Status, escalate, fraud

CRM Severity 1, customer impact analysis


• limited resources• leverage automation to reduce manual tasks• leverage scalable automation• acquisition targets

• developers• IT executives• partners• line of business

• end to end process • inquiries• qualified leads• opportunities• closed deals• track and convert – measure along the way

Business Challenges

• form management• trial• contact me form

• lead scoring• lead nurturing• integration with SFDC• identifying and track suspects

• turn into prospects• turn into leads• turn into opportunities• close business• grow business

Business Challenges

• marketing automation space is crowded• enterprise solutions require deep expertise• simple email systems (no lead scoring/drip nurture)• point solutions that could be cobbled together if we had the time and resources

• marketing automation Solution needed to have:• straightforward:

• form management• lead scoring• drip campaigns / nurturing

• out‐of‐the‐box• integration with salesforce.com• integration with third‐party tools (Google Analytics)

• easy to learn and use ‐ limited resources

Requirements of Marketing Automation Solution

• familiar with Dell• developing partnership• one‐stop‐shop for cloud applications for SMB companies

• one contract to acquire both software and services• Dell’s bundled services and tight partnership with Pardot

• limited resources• knowledgeable support to match solution

• Dell and Pardot focus is on making SMBs successful • commitments from both• clear that we would continue to support the partnership

• monthly payments through Dell ‐manage cash

Why Dell

• short window• company launch just weeks away• could not afford extended implementation process• we needed to get up and running right away

• initial deliverables• form and page integration• analytics integration • out‐of‐the‐box lead scoring• integration with Salesforce (strong suit of Dell and Pardot)

• availability• incredibly flexible• knowledgeable• easy to work with• actions matching commitment ‐ they want us to succeed

Implementation Process

• deploy email drip and nurturing campaigns• include collateral• refine lead scoring• leverage Pardot additional capabilities• MEASURE

• we are starting with educated guesses• measuring progress• QUICKLY adapting as we learn• REQUIRES

• nimble• scalable• low overhead

What’s In The Future

The Dell Cloud Business Applications Advantage

18


Leads Opportunities Quotes Orders Invoices Collections Support

Complete Front Office Automation SolutionMaximize Customer Lifetime Value

Dell Services

• Complete best-of-breed solution from a trusted provider

• Single point of contact for all implementation, training, support, and vendor management

• Start where it makes sense for your business and add as you grow

ServiceSales FinanceMarketing

Up-Sell/Cross-Sell

Boomi

Accounting/ERP Integrations


Rapid Time to Value, Customer SuccessComprehensive services from a trusted partner

• Turnkey implementation packages for Salesforce

• Best practices consulting

Pre-packaged implementations

• Monthly billing

• Pay by credit card

• Financing through Dell Financial Services

Flexible Financing

• Single point of contact for all assistance

• Support portal and community

• Training, tutorials, and knowledge libraries

End-to-end support

Q&A

21


Helpful Resources

emotive

www.emotive.com

Dell Cloud Business Applications Website:

www.dellcloudapplications.com/solutions/marketing-automation

– White Paper: Automate Lead Scoring and Nurturing for Better Lead Conversion

– Marketing Automation Demo

– Marketing Automation Buyer’s Guide

Thank youDell Cloud Business Applications

1-877-857-2364

www.dellcloudapplications.com

Key Factors in Selecting a Marketing Automation Solution – A Customer Perspective

Technology

Transcript of Key Factors in Selecting a Marketing Automation Solution – A Customer Perspective