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SugarCon 2013 1	
  
Adi Kleiman
Head of Product
adi@tracx.com	
  
@adika60	
  
Sales at the Speed of Social
Conversations:
Real-time Social Marketing and Sales
MARCH 2013
SugarCon 2013 2	
  
•  Social	
  is	
  a	
  core	
  part	
  of	
  our	
  every	
  day	
  lives	
  
•  Consumers	
  expect	
  businesses	
  to	
  be	
  social	
  
•  Companies	
  must	
  adopt	
  social	
  across	
  
organiza@on	
  to	
  keep	
  pace	
  with	
  demand	
  	
  	
  	
  	
  	
  	
  	
  
&	
  seize	
  opportuni@es	
  	
  
Marke@ng	
  
Sales	
  
Customer	
  
Support	
  
Informa@on	
  &	
  
Technology	
  
Public	
  Rela@ons	
  
Product	
  
Innova@on	
  
Business	
  
Development	
  
Supply	
  Chain	
  
Management	
  
Marke@ng	
  
Brand	
  Health	
  
Engagement	
  
Influencers	
  
Monitoring	
  
Reviews	
  
Shopping	
  
E-­‐Commerce	
  
Social	
  Networks	
  
2008 2009 2010 2011 2012 2013
CONSUMER PLATFORMS SM MARKETING THE SOCIAL ENTERPRISE
EVOLUTION OF SOCIAL
SugarCon 2013
BIG DATA
MEGA TECHNOLOGY TRENDS
SOCIAL
MOBILE
SugarCon 2013
BREAKING SOCIAL OUT OF ITS SILO
MARKETING
Real	
  &me,	
  manageable	
  and	
  measurable	
  cross	
  organiza&on	
  processes	
  
BIG CHALLENGE
SALES CUSTOMER CARE
PRODUCT
INNOVATION
SUPPLY
CHAIN MNG.
SugarCon 2013 5	
  
SERVING THE ENTIRE SOCIAL ENTERPRISE
PRODUCT
INNOVATION
•  Concept	
  Tes@ng	
  
•  Crea@ve	
  Idea@on	
  
SALES
•  Acquisi@on	
  Points	
  
•  Targe@ng	
  
•  Lead	
  Genera@on	
  
•  Consump@on	
  Funnel	
  
DIGITAL MARKETING
•  Display	
  Buying	
  
•  Influencer	
  Marke@ng	
  
•  Content	
  Publica@on	
  
CUSTOMER SUPPORT
•  Social	
  Outreach	
  
•  Brand	
  Monitoring	
  
•  CRM	
  Workflow	
  
PUBLIC RELATIONS
•  Reputa@on	
  Management	
  
•  Influencer	
  Measurement	
  
•  Crisis	
  Management	
  
CUSTOMER & COMPETITOR
INTELLIGENCE
•  Campaign	
  Measurement	
  
•  Audience	
  Management	
  
•  Compe@@ve	
  Analysis	
  
SugarCon 2013 6	
  
DISRUPTING THE TRADITIONAL MARKETING
SALES MODEL
BEFORE
Companies	
  cast	
  a	
  wide	
  net	
  to	
  find	
  a	
  
few	
  ’quality’	
  fish	
  
WITH TRACX
Companies	
  cast	
  a	
  smaller	
  net	
  which	
  is	
  
full	
  of	
  ’quality’	
  fish	
  
SugarCon 2013 7	
  
INTRODUCING TRACX SOCIAL LEADS
ENABLING SALES AT THE SPEED OF THE SOCIAL CONVERSATIONS
First	
  product	
  in	
  the	
  industry	
  to	
  analyze	
  social	
  
conversa&ons	
  and	
  automa&cally	
  organize	
  
prospects	
  by	
  where	
  they	
  are	
  in	
  the	
  sales	
  process:	
  
	
  
•  Product	
  awareness	
  
•  Ac@ve	
  product	
  research	
  
•  Opinions	
  formed	
  
•  Intent	
  to	
  purchase	
  
•  Repeat	
  and	
  loyal	
  
SugarCon 2013 8	
  
KEY ENTERPRISE PAIN POINTS WE ARE SOLVING
CREATE REAL-TIME LEAD PIPELINE
By	
  crea@ng	
  a	
  whole	
  new	
  revenue	
  channel	
  automa@cally	
  filtering	
  through	
  all	
  real	
  @me	
  
conversa@ons	
  on	
  social	
  networks	
  to	
  enable	
  enterprises	
  to	
  rapidly	
  find	
  prospects	
  in	
  an	
  
ac@ve	
  buying	
  phase.	
  
	
  
	
  
INCREASE MARKETING IMPACT	
  
By	
  tailoring	
  marke@ng	
  and	
  sales	
  programs	
  -­‐-­‐	
  in	
  real-­‐@me	
  -­‐-­‐	
  to	
  exactly	
  where	
  people	
  are	
  
in	
  the	
  buying	
  process	
  (awareness,	
  research,	
  opinion,	
  purchase	
  or	
  loyalty),	
  enterprises	
  
can	
  speed	
  the	
  conversion	
  to	
  a	
  sale.	
  
	
  
	
  
OPTIMIZE AD SPEND
By	
  be_er	
  understanding	
  audiences,	
  places,	
  their	
  intent	
  and	
  those	
  influencers	
  who	
  can	
  
actually	
  impact	
  prospect	
  buying	
  behaviour.	
  
	
  
	
  
BOTTOM LINE	
  
Social	
  Leads	
  enables	
  enterprises	
  drive	
  tangible	
  revenue	
  through	
  social	
  by	
  finding,	
   	
tracking	
  and	
  influencing	
  sales	
  through	
  conversa@ons	
  on	
  social	
  sites.	
  
SugarCon 2013 9	
  
AT-A-GLANCE VIEW OF TOTAL SOCIAL LEADS,
TOP LEAD PRODUCING PRODUCT & LOCATION
SugarCon 2013 10	
  
KNOW WHAT PRODUCTS & SITES DRIVE THE
MOST SOCIAL LEADS
SugarCon 2013 11	
  
UNDERSTAND LEAD ‘HOT SPOTS’ WITH GEO
HEAT MAPS
SugarCon 2013 12	
  
CONVERT LEADS FOUND IN SOCIAL IN REAL-TIME
SugarCon 2013 13	
  
INTEGRATED WITH CRM
Send	
  to	
  CRM
SugarCon 2013 14	
  
KEY TAKE-AWAYS
SOCIAL LEADS ENABLES ENTERPPRISES DRIVE TANGIBLE REVENUE THROUGH SOCIAL
BY FINDING, TRACKING AND INFLUENCING SALES THROUGH CONVERSATIONS ON SOCIAL SITES.
Tracx	
  Social	
  Leads	
  helps	
  enterprises	
  to:	
  
	
  
CREATE REAL – TIME LEAD PIPELINE	
  
	
  	
  	
  	
  By	
  crea@ng	
  a	
  whole	
  new	
  revenue	
  channel	
  automa@cally	
  filtering	
  through	
  all	
  	
  real	
  @me	
  conversa@ons 	
  	
  
	
  	
  	
  	
  on	
  social	
  networks	
  to	
  enable	
  enterprises	
  to	
  rapidly	
  find	
  prospects	
  in	
  an	
  ac@ve	
  buying	
  phase.	
  
	
  
INCREASE MARKETING IMPACT	
  
	
  	
  	
  	
  	
  By	
  tailoring	
  marke@ng	
  and	
  sales	
  programs	
  -­‐-­‐	
  in	
  real-­‐@me	
  -­‐-­‐	
  to	
  exactly	
  where	
  people	
  are	
  in	
  the	
  buying	
  	
  
	
  	
  	
  	
  	
  process	
  (awareness,	
  research,	
  opinion,	
  purchase	
  or	
  loyalty),	
  enterprises	
  can	
  speed	
  the	
  conversion	
  to	
  	
  a	
  sale.	
  
	
  
OPTIMIZE AD SPEND	
  
	
  	
  	
  	
  	
  By	
  be_er	
  understanding	
  audiences,	
  places,	
  their	
  intent	
  and	
  those	
  influencers	
  	
  who	
  can	
  actually	
  	
  
	
  	
  	
  	
  	
  impact	
  prospect	
  buying	
  behaviour.	
  
	
  
SugarCon 2013 15	
  
TO LEARN MORE…
VISIT TRACX IN BOOTH #212
See	
  a	
  demo	
  of	
  the	
  tracxl	
  social	
  intelligence	
  placorm	
  &	
  tracx	
  Social	
  Leads	
  announced	
  just	
  last	
  
week.	
  
TAKE ADVANTAGE OF OUR SUGARCON SHOW SPECIAL	
  
	
  SugarCon	
  a_endees	
  can	
  try	
  tracx	
  Social	
  Leads	
  at	
  20%	
  off	
  for	
  the	
  first	
  3	
  months.	
  Reference	
  
promo	
  code:	
  sugar20.	
  
CONNECT WITH ME	
  
email:	
  adi@tracx.com	
  
Twi_er:	
  @adika60	
  
	
  
FOLLOW US	
  
Twi_er:	
  @tracx	
  
Blog:	
  h_p://blog.tracx.com	
  	
  
Facebook:	
  h_p://www.facebook.com/at.tra.cx	
  	
  
	
  
	
  
	
  
	
  
SugarCon 2013 16	
  
TRACX
SOCIAL INTELLIGENCE
	
  	
  	
  	
  	
  www.tracx.com	
  
	
  	
  	
  	
  	
  @tracx	
  
	
  
	
  	
  	
  	
  	
  	
  104	
  W.	
  27th	
  St.,	
  3rd	
  Floor	
  
	
  	
  	
  	
  	
  	
  New	
  York,	
  NY	
  10001	
  
	
  	
  	
  	
  	
  	
  +1	
  (646)	
  448-­‐5310	
  
	
  	
  	
  	
  	
  	
  info@tracx.com	
  

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Sales at the Speed of Social Conversations: Real-time Social Marketing and Sales

  • 1. SugarCon 2013 1   Adi Kleiman Head of Product adi@tracx.com   @adika60   Sales at the Speed of Social Conversations: Real-time Social Marketing and Sales MARCH 2013
  • 2. SugarCon 2013 2   •  Social  is  a  core  part  of  our  every  day  lives   •  Consumers  expect  businesses  to  be  social   •  Companies  must  adopt  social  across   organiza@on  to  keep  pace  with  demand                 &  seize  opportuni@es     Marke@ng   Sales   Customer   Support   Informa@on  &   Technology   Public  Rela@ons   Product   Innova@on   Business   Development   Supply  Chain   Management   Marke@ng   Brand  Health   Engagement   Influencers   Monitoring   Reviews   Shopping   E-­‐Commerce   Social  Networks   2008 2009 2010 2011 2012 2013 CONSUMER PLATFORMS SM MARKETING THE SOCIAL ENTERPRISE EVOLUTION OF SOCIAL
  • 3. SugarCon 2013 BIG DATA MEGA TECHNOLOGY TRENDS SOCIAL MOBILE
  • 4. SugarCon 2013 BREAKING SOCIAL OUT OF ITS SILO MARKETING Real  &me,  manageable  and  measurable  cross  organiza&on  processes   BIG CHALLENGE SALES CUSTOMER CARE PRODUCT INNOVATION SUPPLY CHAIN MNG.
  • 5. SugarCon 2013 5   SERVING THE ENTIRE SOCIAL ENTERPRISE PRODUCT INNOVATION •  Concept  Tes@ng   •  Crea@ve  Idea@on   SALES •  Acquisi@on  Points   •  Targe@ng   •  Lead  Genera@on   •  Consump@on  Funnel   DIGITAL MARKETING •  Display  Buying   •  Influencer  Marke@ng   •  Content  Publica@on   CUSTOMER SUPPORT •  Social  Outreach   •  Brand  Monitoring   •  CRM  Workflow   PUBLIC RELATIONS •  Reputa@on  Management   •  Influencer  Measurement   •  Crisis  Management   CUSTOMER & COMPETITOR INTELLIGENCE •  Campaign  Measurement   •  Audience  Management   •  Compe@@ve  Analysis  
  • 6. SugarCon 2013 6   DISRUPTING THE TRADITIONAL MARKETING SALES MODEL BEFORE Companies  cast  a  wide  net  to  find  a   few  ’quality’  fish   WITH TRACX Companies  cast  a  smaller  net  which  is   full  of  ’quality’  fish  
  • 7. SugarCon 2013 7   INTRODUCING TRACX SOCIAL LEADS ENABLING SALES AT THE SPEED OF THE SOCIAL CONVERSATIONS First  product  in  the  industry  to  analyze  social   conversa&ons  and  automa&cally  organize   prospects  by  where  they  are  in  the  sales  process:     •  Product  awareness   •  Ac@ve  product  research   •  Opinions  formed   •  Intent  to  purchase   •  Repeat  and  loyal  
  • 8. SugarCon 2013 8   KEY ENTERPRISE PAIN POINTS WE ARE SOLVING CREATE REAL-TIME LEAD PIPELINE By  crea@ng  a  whole  new  revenue  channel  automa@cally  filtering  through  all  real  @me   conversa@ons  on  social  networks  to  enable  enterprises  to  rapidly  find  prospects  in  an   ac@ve  buying  phase.       INCREASE MARKETING IMPACT   By  tailoring  marke@ng  and  sales  programs  -­‐-­‐  in  real-­‐@me  -­‐-­‐  to  exactly  where  people  are   in  the  buying  process  (awareness,  research,  opinion,  purchase  or  loyalty),  enterprises   can  speed  the  conversion  to  a  sale.       OPTIMIZE AD SPEND By  be_er  understanding  audiences,  places,  their  intent  and  those  influencers  who  can   actually  impact  prospect  buying  behaviour.       BOTTOM LINE   Social  Leads  enables  enterprises  drive  tangible  revenue  through  social  by  finding,   tracking  and  influencing  sales  through  conversa@ons  on  social  sites.  
  • 9. SugarCon 2013 9   AT-A-GLANCE VIEW OF TOTAL SOCIAL LEADS, TOP LEAD PRODUCING PRODUCT & LOCATION
  • 10. SugarCon 2013 10   KNOW WHAT PRODUCTS & SITES DRIVE THE MOST SOCIAL LEADS
  • 11. SugarCon 2013 11   UNDERSTAND LEAD ‘HOT SPOTS’ WITH GEO HEAT MAPS
  • 12. SugarCon 2013 12   CONVERT LEADS FOUND IN SOCIAL IN REAL-TIME
  • 13. SugarCon 2013 13   INTEGRATED WITH CRM Send  to  CRM
  • 14. SugarCon 2013 14   KEY TAKE-AWAYS SOCIAL LEADS ENABLES ENTERPPRISES DRIVE TANGIBLE REVENUE THROUGH SOCIAL BY FINDING, TRACKING AND INFLUENCING SALES THROUGH CONVERSATIONS ON SOCIAL SITES. Tracx  Social  Leads  helps  enterprises  to:     CREATE REAL – TIME LEAD PIPELINE          By  crea@ng  a  whole  new  revenue  channel  automa@cally  filtering  through  all    real  @me  conversa@ons            on  social  networks  to  enable  enterprises  to  rapidly  find  prospects  in  an  ac@ve  buying  phase.     INCREASE MARKETING IMPACT            By  tailoring  marke@ng  and  sales  programs  -­‐-­‐  in  real-­‐@me  -­‐-­‐  to  exactly  where  people  are  in  the  buying              process  (awareness,  research,  opinion,  purchase  or  loyalty),  enterprises  can  speed  the  conversion  to    a  sale.     OPTIMIZE AD SPEND            By  be_er  understanding  audiences,  places,  their  intent  and  those  influencers    who  can  actually              impact  prospect  buying  behaviour.    
  • 15. SugarCon 2013 15   TO LEARN MORE… VISIT TRACX IN BOOTH #212 See  a  demo  of  the  tracxl  social  intelligence  placorm  &  tracx  Social  Leads  announced  just  last   week.   TAKE ADVANTAGE OF OUR SUGARCON SHOW SPECIAL    SugarCon  a_endees  can  try  tracx  Social  Leads  at  20%  off  for  the  first  3  months.  Reference   promo  code:  sugar20.   CONNECT WITH ME   email:  adi@tracx.com   Twi_er:  @adika60     FOLLOW US   Twi_er:  @tracx   Blog:  h_p://blog.tracx.com     Facebook:  h_p://www.facebook.com/at.tra.cx            
  • 16. SugarCon 2013 16   TRACX SOCIAL INTELLIGENCE          www.tracx.com            @tracx                104  W.  27th  St.,  3rd  Floor              New  York,  NY  10001              +1  (646)  448-­‐5310              info@tracx.com