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Convert More Prospects
With Lead Scoring and
Lead Nurturing
• Dell Cloud Business Applications
• September 26, 2012
Agenda

• Introduction
• Guest Speaker – Mathew Sweezey, Pardot Marketing
  Automation
• Moderator – Bill Odell, Dell Cloud Business Applications
• Q&A
• Helpful Resources




2                                        Dell Cloud Business Applications
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




3                                             Dell Cloud Business Applications
Today’s Webinar Panelists
          Presenter: Mathew Sweezey
          Sr. Sales Manager



          @msweezey


          Moderator: Bill Odell
          Sr. Marketing Director


          @bodel
4                                  Dell Cloud Business Applications
Tip #1
Score = Stage


       1    2   3
                    Sales
                    Cycle
Tip #2
Stage = Relevance


    1 2 3
                    Dynamic
                    Content
Tip #3
Staying relevant over time = Nurturing




                 DRIPS
Convert More Prospects with Lead Scoring and Lead Nurturing
Pre-Lead Drip
  Programs

 •   Pre-Tradeshow
 •   Post-Tradeshow
 •   Email Nurturing
 •   Industry Nurturing
 •   Non-Sales ready nurturing   Stick to a
 •   White Paper Download           goal…
     nurturing
Cold Lead Drip
  Programs


  •   Database Nurturing
  •   Cold Lead Warming
  •   Cold Lead Recycling
  •   New List Nurturing    Defeat Dead
                            Leads!!
Sales Specific
Drip Programs


  •   Lost Deal Drips
  •   No Contact Drips
  •   Opportunity Drips
  •   Competitive Drips   Take that
                          Batman!
Problem/Goal               Type of Drip Program

       Cold Database                      3-2-1
  Automate Lead Nurturing          Stage-Specific Drip

Event Pre and Post Follow-ups      Event-Specific Drip


  Cold Marketing Lead Drip                3-2-1

    Cold Sales Lead Drip              Straight Drip

      Competitive Drip                Straight Drip

       Lost Deal Drip                 Straight Drip
Straight Drip Example
3-2-1 Example
Stage Drip Example
The Dell Cloud Business
Applications Advantage



16
Complete Front Office Automation Solution
Maximize Customer Lifetime Value
     Marketing                   Sales                           Finance                     Service

         Leads   Opportunities   Quotes        Orders     Invoices           Collections          Support




                                  Up-Sell/Cross-Sell

                                                                     Boomi
                                                                Accounting/ERP
                                                                  Integrations




                                          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
17                                                                    Dell Cloud Business Applications
Rapid Time to Value, Customer Success
Comprehensive services from a trusted partner




      Pre-packaged
                               End-to-end support             Flexible Financing
     implementations

 • Turnkey implementation      • Single point of contact     • Monthly billing
   packages for Salesforce       for all assistance          • Pay by credit card
 • Best practices consulting   • Support portal and          • Financing through
                                 community                     Dell Financial Services
                               • Training, tutorials, and
                                 knowledge libraries




18                                                          Dell Cloud Business Applications
Q&A


19
Helpful Resources

     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




20                                                Dell Cloud Business Applications
Thank you
                Dell Cloud Business Applications
                        1-877-857-2364



www.dellcloudapplications.com

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Convert More Prospects with Lead Scoring and Lead Nurturing

  • 1. Convert More Prospects With Lead Scoring and Lead Nurturing • Dell Cloud Business Applications • September 26, 2012
  • 2. Agenda • Introduction • Guest Speaker – Mathew Sweezey, Pardot Marketing Automation • Moderator – Bill Odell, Dell Cloud Business Applications • Q&A • Helpful Resources 2 Dell Cloud Business Applications
  • 3. 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 3 Dell Cloud Business Applications
  • 4. Today’s Webinar Panelists Presenter: Mathew Sweezey Sr. Sales Manager @msweezey Moderator: Bill Odell Sr. Marketing Director @bodel 4 Dell Cloud Business Applications
  • 5. Tip #1 Score = Stage 1 2 3 Sales Cycle
  • 6. Tip #2 Stage = Relevance 1 2 3 Dynamic Content
  • 7. Tip #3 Staying relevant over time = Nurturing DRIPS
  • 9. Pre-Lead Drip Programs • Pre-Tradeshow • Post-Tradeshow • Email Nurturing • Industry Nurturing • Non-Sales ready nurturing Stick to a • White Paper Download goal… nurturing
  • 10. Cold Lead Drip Programs • Database Nurturing • Cold Lead Warming • Cold Lead Recycling • New List Nurturing Defeat Dead Leads!!
  • 11. Sales Specific Drip Programs • Lost Deal Drips • No Contact Drips • Opportunity Drips • Competitive Drips Take that Batman!
  • 12. Problem/Goal Type of Drip Program Cold Database 3-2-1 Automate Lead Nurturing Stage-Specific Drip Event Pre and Post Follow-ups Event-Specific Drip Cold Marketing Lead Drip 3-2-1 Cold Sales Lead Drip Straight Drip Competitive Drip Straight Drip Lost Deal Drip Straight Drip
  • 16. The Dell Cloud Business Applications Advantage 16
  • 17. Complete Front Office Automation Solution Maximize Customer Lifetime Value Marketing Sales Finance Service Leads Opportunities Quotes Orders Invoices Collections Support Up-Sell/Cross-Sell Boomi Accounting/ERP Integrations 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 17 Dell Cloud Business Applications
  • 18. Rapid Time to Value, Customer Success Comprehensive services from a trusted partner Pre-packaged End-to-end support Flexible Financing implementations • Turnkey implementation • Single point of contact • Monthly billing packages for Salesforce for all assistance • Pay by credit card • Best practices consulting • Support portal and • Financing through community Dell Financial Services • Training, tutorials, and knowledge libraries 18 Dell Cloud Business Applications
  • 20. Helpful Resources 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 20 Dell Cloud Business Applications
  • 21. Thank you Dell Cloud Business Applications 1-877-857-2364 www.dellcloudapplications.com

Notas del editor

  1. Matthew’s Bio: Mathew Sweezey, Sr. Sales Manager, PardotMathew Sweezey is a leading expert in marketing automation, specifically lead flow analysis and nurturing execution. His primary focus is in advanced lead nurturing workflows. He has worked with numerous lead technology companies, helping them create and execute their lead flow and nurturing processes and is a popular speaker at industry events in the world of marketing automation.
  2. Dell Cloud Business Applications is a portfolio of best of breed SaaS applications and services that enable businesses to grow while reducing overall costs.Today, we offer a complete front office automation solution including marketing automation from Pardot as well Salesforce.com Sales Cloud and Service Cloud. In addition we offer Conga Composer an e-proposal solution and Adobe Echosign, an e-signature solution – two solutions that enable companies to more efficiently create and execute customer contracts.Lastly, we also offer Dell Boomi application integration – a solution that enables companies to seamlessly integrate front office applications like Salesforce with back office applications like QuickBooks, GreatPlains or Netsuite – to effectively enable a seamless quote to cash process and eliminate the time and errors associated with manually creating invoices from sales quotes.Using Dell to deliver these solutions reduces the overhead and cost associated with engaging multiple cloud software vendors and systems integrators. All of these solutions are delivered, implemented and supported by Dell.As our solution is comprised of multiple applications, you can start where it makes senses and add as your business needs change.
  3. We are committed to your success helping you leverage cloud applications to propel growth.Getting started on the right foot with Cloud applications is critical, but small and growing businesses don’t have the time and resources for long, expensive implementations. Dell Cloud Services simplifies deployments with turnkey services designed specifically for the needs and budgets of small and medium businesses. Dell’s expert consultants make it easy to realize the value of your Cloud application investments.Dell implementation packages quickly configure application objects, from users, accounts, and opportunities to campaigns, dashboards, and reports - set up the Sales Cloud to uniquely match your business needs.Boomi implementation packages to connect your various applications, including financial packages like QuickBooks, MS Dynamics GP, PeachTree, and MAS 90.Customer Training and Support Portal delivers tutorials, best practices, knowledge libraries, and a collaborative community to optimize your businesses processes and get answers quickly. We also offer a number of flexible financing options such as monthly billing and financing through Dell Financial Services eliminating the need for upfront capital expenditures.