1. Pardot Customer Success:
Creating Agile Lead Management with
Pronq, an HP Company
Kayton Bhatia
Lindsay Gillies
Director of Strategy & Planning
Program Manager, HP Software IT
Pronq by HP
lindsay.gillies@hp.com

2. Kayton Bhatia
Director of Strategy, Pronq by HP

3. What is Pronq?
• An experiment/incubation inside HP Software
• Quick time to market, Easy BUY & TRY, Unified agile approach to cloud offerings
– Modern look and feel, appealing to targeted persona- technologists and opinion leaders
– Attractive, intuitive marketing content with immediate CTAs and value generation
– Personalized end-to-end customer experience via MyAccount
– Web events captured in Pardot, including product registration driven lead generation.
– Seamless try option for SaaS and On-premise software
– Quick specialist sales follow-up to lower any technical roadblocks
– Sales/CRM in Salesforce ensures best of breed sales automation
– Best of breed third party tools- example third-party credit card processing (quick
integration time-to-market)
– Co-located team with broad Silicon Valley roots and Global Infrastructure and support

4. Pronq marketing automation challenge
No Yes
Yes
Web Link
No
Pronq
Pardot
Marketing tool
Pan HP ESP Instance Vertica
SW licensing SAP ERP AutoPass
licensing Other systems
If
FOD
If
Vertic
a
Manual work
v Multiple Salesforce systems
q Pardot reports drive manual lead drops to multiple Salesforces
q Manual approach also bypasses integration to non-Pronq
licensing, ERP and other end-to-end systems
Marketing
Automation A
Manual Marketing
Automation B

5. Rapid time-to-market via manual high-touch lead creation
• Couldn’t automate quickly to three
SFDCs given massive pan-HP systems
context
• Expert off-shore support manages lead
flow between Pardot and SFDCs
• Drop new leads
• Create campaigns in systems for record
• Manage assignment
• Produce regular data for metrics input
• Produce ad-hoc reporting as needed
Pronq.com
Pardot
Vertica
Salesforce
ESP
Salesforce
Lead flow
Report by product
Manual lead drop,
setting campaign
and assignment
Pan-HP
Salesforce
Marketing
Manual Marketing
Automation A Automation B

6. Front-loaded selling via Technical Enablement Managers
• Trial/Buy model needs up-front technical support
• TEMs
– are sales reps with extensive product knowledge
– Serve as account managers passionate about the
customer success story
– help customers overcome technical barriers
– qualify sales
– sell small via Pronq using credit cards/paypal/POs
– pass larger tickets to product inside sales
– are not commissioned---operate synergistically with
inside sales
• TEMs provide valuable feedback to product managers on
ease-of-use and features

7. Lindsay Gillies
Program Manager, HP Software IT

8. Pronq marketing automation challenge
If No
Vertica
If FOD
Yes
Pan HP ESP Instance
Manual
Yes
No
Web Link
Marketing tool
Manual work
Pronq
Pardot
Vertica
Marketing
Automation A
Marketing
Automation B
SW licensing SAP ERP AutoPass licensing Other systems

9. Technical solution
• Two marketing automation systems
integrated into one Salesforce
• Pardot connector used
• Added trigger logic in Salesforce to
tightly funnel changes
• Broad bi-sync capability of connector
required Pardot / Salesforce semaphore
to prevent side-effects
• Developed by Vamshi Kodithyala, HP
Salesforce Center of Excellence
HP.com Pronq
Pardot
ESP
Salesforce
MA1
MA1 load logic for
Salesforce (in
MA1)
Pardot
connector
Apex triggers
implement Pronq lead
prioritization,
assignment & field
contents
Flag enables changes
to Salesforce
Reverse
sync to
Pardot
(no
flag)
Connector
flow (flag)