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
3 Dell Cloud Business Applications
Asking a Question
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the presentation
This Webinar is being recorded and a replay link will be emailed to all registrants
4 Dell Cloud Business Applications
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 Confidential – Do not copy, repurpose, or distribute
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
Emotive Confidential – Do not copy, repurpose, or distribute
• 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
Emotive Confidential – Do not copy, repurpose, or distribute
• 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
Emotive Confidential – Do not copy, repurpose, or distribute
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
Emotive Confidential – Do not copy, repurpose, or distribute
• 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
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19 Dell Cloud Business Applications
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
20 Dell Cloud Business Applications
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
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22 Dell Cloud Business Applications
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
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