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QuotaFactory Overview • Founded in 2002• 50+ full time employees all located in Massachusetts• Annual revenue $5M+• Served over 400 B2B sales development engagements

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Market Dynamics

The market for sales development tools is growing at a healthy rate. However, most tools are highly specialized. As a result, there has become a need for a platform which provides all necessary functionality.

Customers executing an average sales strategy are using multiple tools to prospect. This number is increasing exponentially and becoming less effective due to technology overlaps. These tools decrease selling time and create additional work for SDRS, making it difficult to hit quota.

In our experience, investment in sales development tools oftentimes is not maximized due to poor user adoption as a result of inadequate customer success teams.

Most technology companies are not emphasizing a focus on customer success and customer service to maintain current users.

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One study shows 73% of B2B leads were not sales ready…Another study showed 50% of leads were qualified but not ready to buy.

79% of marketing leads never convert into sales. Lack of lead nurturing is a common cause of this poor performance.

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About QuotaFactory PRMQuotaFactory is an all-inclusive prospect relationship management (PRM) platform which enables sales development reps and managers to perform, track, and execute all prospecting activities in order to generate an increased number of fully qualified leads for their closing sales reps.

Our platform combines a successful and ingrained account-based sales development prospecting strategy, data fulfillment and management, automated dialing, and gamification for increased employee engagement.

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Differentiator: How Much Service is Needed for Each Client?

You have the option to allow our SDR team to handle your sales development process for you, or our customer success team can coach your reps to use the QuotaFactory platform internally. 

Either way, the combination of these functions provide greater visibility into the sales process, initiate a higher level of SDR accountability, create a more accurate forecast, and ultimately more closed business.

QuotaFactory Offers Two Models

Both models include platform and full functionality. However, the

Outsourced PRM model includes full service from QuotaFactory’s

trained SDR team.

Why Clients Choose to Work With UsOutsourced PRM

• Clients utilize our services to bridge any gaps between their marketing engine and sales professionals. Whether you have an internal sales development team that needs a boost or don’t have one at all, our services are scalable and reliable.

• You are supported by a team comprised of a highly trained SDR(s), sales development manager, a client success manager, and director of client operations.

• By focusing on data procurement, buyer personas, and developing accurate messaging we create a tailored and targeted prospecting strategy for your offering.

• During your weekly client success call you will evaluate the sales context conversations gathered, qualified leads and their next steps, along with messaging refinement and additional marketing intelligence.

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Why Clients Choose to Work With UsTeam PRM

• You are supported by a team comprised of a highly trained sales development coach and a client success manager.

• By creating this technology based upon 14 years of industry experience the account-based prospecting plan the system works upon is not only successful but ensures SDR transparency and accountability.

• You can easily pull data from your marketing automation or a preferred data partner into our platform, or simply use the InsideView integration and create your targeted database right in the platform.

• SDRs follow a regimented daily schedule that optimizes dialing sessions, automatic follow-ups, manual follow-ups, and data procurement to ensure that your team is on pace for goal.

• Using our Reporting tab you’ll be able to see in real-time where your team is benchmarking at in relation to each other, their personal quotas, and any set metrics that they must obtain. No report building necessary!• Our gamification and SDR motivation leaderboards will help track performance

and encourage high-levels of productivity.

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PRM Platform Features• Within our PRM source (with one click) and append highly accurate data,

utilize automated dialing, email templates and emailing tracking, manage prospecting plans, deliver robust reporting features, and drive SDRs’ daily activity through QuotaFactory’s built-in account-based sales development process.

• After fully qualified leads are generated connect our PRM to any CRM or other data point through our API integration.

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PRM Platform Service Features• In conjunction with the features of the PRM platform, each customer

is paired with a customer success manager to ensure the success of every SDR to maximize their ability to make quota.

• Weekly evaluations with client’s CSM to analyze the success of their SDRs’ engagements (data procurement, messaging, industry changes, new buyer personas, etc.), ensuring user adoption and successful results.

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NetworxOnline owns a technology infrastructure that is second to none insecurity, reliability, and functionality. They specialize in sales technology, specifically automated dialing technology, referred to as PhoneBurner. PhoneBurner provides QuotaFactory’s PRM automated dialing features as well as email and online meeting capabilities.

PartnershipsQuotaFactory delivers the best-in-class sales development process and strategy which prompted us to find the best-in-class partners to

assemble the ultimate PRM.

InsideView powers the world’s business conversations. Their big data platform triangulates data from 40,000+ sources that provide company and contact data, social and news insights, and business connections to our PRM. InsideView powers the data management aspect of our PRM and provides us with the best-in-class data, data cleansing and appending, along with company insights that sales and marketing teams need qualify the right accounts with one click.

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Ambition is a performance management platform that combines gamification , the best data analytics and automated reporting for sales, marketing, and customer facing people everywhere. Built within the QF platform, Ambition offers both SPIF-style challenges and “Fantasy Football” style team competitions to fire up your SDR team to increase motivation and opportunities for recognition. Instantly create contests or leaderboards involving any metric, role or timeframe – and track and broadcast the results.

Partnerships

Bedrock Data is a data management platform that allows businesses to synchronize and manage their data quickly and easily by connecting multiple data APIs into one system. The partnership between Bedrock Data and QuotaFactory’s comprehensive PRM allows our PRM to connect to virtually ANY data source your company relies on. Whether you’d like to connect to a marketing automation system, a CRM, an outside data source, whatever it may be you can do so through our partnership with Bedrock Data.

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HG Data is the global leader of competitive intelligence of installed technologies. HG Data consistently sees enormous appreciation, value and impact when their data is put in the hands of front-line, market facing reps so that’s why QuotaFactory partnered with HG Data. Understanding installed technologies allows reps in conversation with prospects to ask more meaningful questions, narrow their pitch to points of differentiation and, in general, be more relevant in their dialogue with their market. And they can do just that all within QuotaFactory.

Partnerships

CampaignStars creative campaigns are designed to be trackable, accountable, and provide a measurable return on your investment. The content and overall campaigns are tested, tuned and tweaked to maximize results, and eliminate risk. Simply put, your content will perform. By using the leads generated from the successful marketing campaigns of CampaignStars to fuel QuotaFactory’s PRM was a no-brainer. Using combined services you ensure that you’re seeing ROI on your marketing campaigns and translating thoseleads to qualified opportunities through our PRM will maximizeyour budget!

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Customer Benefits

• Increased SDR accountability and time management savings • Improved SDR productivity (volume and qualification) and training

(built-in prospecting rhythm within the system)• SDR effectiveness (conversion rates) • Save budget on data procurement and cleansing• Marketing investment in MQL’s are maximized • Closing sales reps save time by working with leads that are fully

qualified• Access to QuotaFactory’s SDR trained coaches• SDR’s daily schedules are automatically created based on where

they stand against their personal quota• One login for all functionality

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Customer Benefits Continued• By applying our best practices at the critical junctures of the

sales process, we are able to ensure that our clients’ sales and marketing teams are operating at peak efficiencies.

• We assist sales teams by providing fully qualified sales leads that have a shorter sales cycle and an average of 70%-80% conversion rate to forecast.

• Our strategy and process ensures: – Thorough exploration of all inbound marketing leads– Create outbound prospecting opportunities– Methodical processes to capture critical market intelligence– The creation of a highly targeted prospect universe– Discovery and development of new pipeline opportunities – Closed loop accountability between marketing and sales

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Technology With a ServiceIt Pays to Exceed Customers’ Standards With Service

• No matter the model chosen by each customer, they appreciate the closed loop feedback they receive from increased alignment between SDRs and their sales and marketing teams. Additionally, the platform itself provides exceptional visibility into the overall lead qualification process and can be drilled down to account-level activity to the individual contacts being prospected.

• Our experienced management and services team (having run 400+ projects over the past 14 years) provide a level of strategic guidance and support that is not common in our industry. Overall, we improve our customers lead to forecast conversion rates up to 60%.

• Our focus is on customer success, clients have direct access to their QuotaFactory team. You sell, we do the rest.

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“Through collaborative, transparent efforts, we’ve made process improvements and collectively put them in place with QuotaFactory.” – Precision Software