Rainstor - Selligy-Sales Velocity2014 - Increasing Sales and Marketing Effectiveness with Mobile

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Case Study: Increasing Sales and Marketing Effectiveness with Mobile -- Deirdre Mahon, Vice President, Marketing, Rainstor, with Usman Muzaffar, CTO, Selligy

Software

Increasing Sales and Marketing
Effectiveness with Mobile
Deirdre Mahon
RainStor VP Marketing
deirdre.mahon@rainstor.com
Usman Muzaffar
Selligy CTO
usman@selligy.com

Where Big Data & Archive Come Together
Network EDWApps Tape

Team, Locations & Sales Cycle
Team:
HQ: San Francisco
(Sales; Marketing)
Denver & Dallas
(Sales & Services)
NYC
(Sales; Services)
UK HQ:
(Engineers; Support
& Services)
London:
(Sales Direct &
Indirect)
Geographically Dispersed Sales Team
Hybrid - Direct & Indirect Model
Technical Sale, Long Cycle / POC

Problem
• Digital-Disconnect
• Corporate Memory
• Efficiency is King

Problem Solved
• Digital-Disconnect
Moving leads from Discovery to Qualified Op
• Corporate Memory
Capture Quickly and Accurately & Share
• Efficiency is King
Always Seeking the Easy & Fast “Button”

• Timely Updates
• Accurate Reporting =
Better Forecasting
Lead to Opportunity Conversion
Timeframe to POC
# of Calls / Meetings
Account Activity w Influencers,
decision-makers …
• Intuitive
• Fast Roll-out

Activity Tracking on Key Accounts
On the road real-time
Opportunity Updates
Tracks:
Meeting notes; Call
notes; Set follow-ups;
Create Opportunity;
POC update…

Success
• Weekly Management Meetings
• Bi-Weekly Funnel Review
– Highly productive
– Reliable & Accurate
– Avoid Hours of Manual Effort & Chasing Reps
“This Saves me hours of work in the evening. I don’t need to comb
through notes and jog my memory - I simply use Selligy to log all
activity on my iPhone while running to next meeting”
Anthony Brooks-Williams, SVP Sales, RainStor

Thank you
Deirdre Mahon
RainStor Vice President
deirdre.mahon@rainstor.com
Usman Muzaffar
Selligy CTO
usman@selligy.com

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Modeling languages are generally applied for developing systems and software – both internally, with domain-specific languages, and with standardized languages targeting a general purpose and a wide audience. Way too often these languages are weakly created and defined leading to poor quality: Language definitions tend to contain errors and inconsistencies; notations do not recognize the communication and problem-solving needs of humans; standardization organizations push exchange formats that do not fully work and offer certificates that do not measure mastery of the language. We describe common problems in language development and point them out with examples from known cases. To overcome these problems, we suggest several solutions to improve language development, including using modeling languages specifically designed to define modeling languages, continuous testing and prototyping, and keeping language users in the loop.

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4. Team, Locations & Sales Cycle Team: HQ: San Francisco (Sales; Marketing) Denver & Dallas (Sales & Services) NYC (Sales; Services) UK HQ: (Engineers; Support & Services) London: (Sales Direct & Indirect) Geographically Dispersed Sales Team Hybrid - Direct & Indirect Model Technical Sale, Long Cycle / POC

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13. Thank you Deirdre Mahon RainStor Vice President deirdre.mahon@rainstor.com Usman Muzaffar Selligy CTO usman@selligy.com

Rainstor - Selligy-Sales Velocity2014 - Increasing Sales and Marketing Effectiveness with Mobile

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