25
Track: Salesforce for Marketers #CNX14 #CNX14 Accelerate Pipeline with Pardot Mathew Sweezey, Marketing Evangelist, Pardot @msweezey Kelly James, Product Marketing, Pardot @pardot

#CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Embed Size (px)

DESCRIPTION

Meet Pardot—your new marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation, move leads through the funnel, and get the right leads to the right people at the right time. By closing the loop on your ROI machine, you can show marketing’s contribution to the bottom line and improve your go-to-market process. Marketing automation can help: - Generate better leads - Nurture and qualify leads for sales - Increase close rates - Provide marketing insight for your go-to-market team

Citation preview

Page 1: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

#CNX14

Accelerate Pipeline with Pardot

Mathew Sweezey, Marketing Evangelist, Pardot

@msweezey

Kelly James, Product Marketing, Pardot

@pardot

Page 2: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Safe Harbor

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Page 3: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

The Way Customers Find Information Has Changed

Email

Website

Social Media

Community

References

Customer

Page 4: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

buyer journey's started with a Google search.

More than2 out of 3

Jason Bell, Amaze

Page 5: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

of consumer time online is spent engaging with custom content.50%

Hubspot

Page 6: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

B2B buyers reported using social channels during the buying process..

1/5Buyersphere 2013

Page 7: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

More Than Ever, Customers Are Educating Themselves

Customers contact sales reps when they’ve completed

60%of the purchase decision process

Customer Interest Begins

Customer Purchase Decision

Page 8: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

More Than Ever, Customers Are Educating Themselves

More accurately,

60%of the sales process

just disappeared

Customer Interest Begins

Customer Purchase Decision

Page 9: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

More Than Ever, Customers Are Educating Themselves

By the year 2020,

85%of the sales process

is expected to disappear

Customer Interest Begins

Customer Purchase Decision

Page 10: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Making Marketing Work for Sales is Difficult

Limited Visibility

Poor Lead Quality

Not Enough Leads

Low Lead Conversion

MissedRevenue

Target

67% of reps do not make quota

79% of Marketing leads are not pursued

Only 46% of reps win more than half of potential deals

Sales & Marketing misalignment costs companies more than 10% of revenue every year

Page 11: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

“We need to stop interrupting what people are interested in & be what

people are interested in.”

Craig DavisChief Creative Officer, Worldwide

J. Walter Thomson (World’s 4th Largest Ad Agency)

Page 12: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Track: Salesforce for Marketers

#CNX14

What if Marketing could influence the conversation?

Page 13: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

B2B Marketing Automation for SalesforceMarket Smarter. Sell Faster.

Follow up on the best leads faster

Give reps their own automated marketer

Engage Sales earlier into buying process

Integrate with Salesforce CRM data

Page 14: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Track: Salesforce for Marketers

#CNX14

How does it work?

Page 15: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Fill Your Pipeline with a Steady Flow of Qualified Leads

Easily create campaigns to find new prospects

Send emails that cater to specific prospect needs

Connect to new leads across multiple channels

Page 16: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Enable Sales to Pursue the Best Leads at the Right Time

In-depth prospect tracking and analytics

Get notified of Sales alerts in real time through LeadDeck

Access to a complete prospect profile with Salesforce Integration

Page 17: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Gain the Insight to Make Better Decisions

Establish accountability between Sales and Marketing

Measure revenue contribution and track ROI

Make smarter decisions and justify marketing spend

Page 18: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

DemonstrationColin BertaSales Engineer, Pardot

Page 19: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Three Perspectives, Many Benefits

1 2 3

Prospect Marketing Sales

Ron Abelin

VP of Operations, Datatek Ventures

Michelle

Marketing Manager, Career Builder

Chris

Account Executive, Career Builder

Page 20: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Lisa SchubleEmail and SMS Marketing Manager

Page 21: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Did you “Win a Trip to Dreamforce on Pardot”?

Check:Under Your

Chair

Find:The Golden

Ticket

Win:A free pass to #DF14 with Hotel

Page 22: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Track: Salesforce for Marketers

#CNX14

Take the after-session survey!

Take the Survey in the Connections 2014 Mobile App

Join the Conversation!

#CNX14

$50StarbucksGift Card

Page 23: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14

Track: Salesforce for Marketers

#CNX14

Questions?

Page 24: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#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

Page 25: #CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

Track: Salesforce for Marketers

#CNX14