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Building a Lead Gen Machine
Reem Bazzari and Deepali Szczesny
Copyright ©2010 SugarCRM Inc. All rights reserved.
About SugarCRM
Founded in April 2004
6,000+ Customers in 30 countries
Over 600,000 users on 65,000 systems
175,000 Community members
200 Partners on five continents
Copyright ©2010 SugarCRM Inc. All rights reserved.04/11/23
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Leads!
Creating and pursuing
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Leads!
Creating and pursuing
Nurturing and closing
Challenges
04/11/23 Copyright ©2010 SugarCRM Inc. All rights reserved.
Large amount of inbound traffic
Lots of campaigns
Prioritization
Data integrity
Why Pardot?
04/11/23 Copyright ©2010 SugarCRM Inc. All rights reserved.
Complete feature set
Customer service
Affordable, transparent pricing
Saas based solution
Pre-built Sugar Integration with references
Company culture
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Creating Leads!
Marketing Programs
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Customers
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•Business Issues
•Problem•Solution
•How they search for solutions
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Creating Leads!
•How they search for solutions
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Creating Leads!
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Creating Leads!
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Creating Leads!
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Creating Leads!
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Increase website visitors
Convert visitors to leads
Prioritization and routing
Shorten sales cycle
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Increase website visitors
•Inbound marketing
•Remarkable content
•Education
•Google ranking
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Increase website visitors
Measure with: Google Analytics
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Convert Visitors to leads
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Convert Visitors to leads
•Content of VALUE to the visitor
•SugarCRM and Pardot’s forms
•Pardot’s Progressive Profiling
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Convert Visitors to leads
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Convert Visitors to leads
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Convert Visitors to leads
Measure with: Pardot Prospects
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Prioritization and routing
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Prioritization and routing
•Sales intelligence
•Prioritize based on campaign
•Scoring
•Routing
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Prioritization and routing
Sales intelligence
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Prioritization and routing
Sales intelligence
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Prioritization and routing
Sales intelligence
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Prioritization and routing
Scoring in Pardot
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Prioritization and routing
Prioritize and route based on campaign
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Prioritization and routing
Measure with: Reports in Sugar
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Shorten sales cycle
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Shorten sales cycle
•Fast response
•Informed Sales reps
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Increase website visitors
Convert Visitors to leads
Prioritization and routing
Shorten sales cycle
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Increase website visitorsGoogle Analytics
Convert Visitors to leadsPardot and Sugar Reports
Prioritization and routingSugar Reports, which campaigns work better
Shorten sales cycleApply routing and prioritization rules
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Increase website visitorsGoogle Analytics
Convert Visitors to leadsPardot and Sugar Reports
Prioritization and routingSugar Reports, which campaigns work better
Shorten sales cycleApply routing and prioritization rules
Nurturing Leads
04/11/23 Copyright ©2010 SugarCRM Inc. All rights reserved.
SugarCRM’s Integration with Pardot
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Integration Options
SugarCRM-Pardot connector
Custom integration using Pardot’s Web Services API
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We use Pardot’s Web Services API
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Why?
Extended Functionality & Flexibility
Control over Data Sync process
Real-time metrics using Sugar Reporting
Greater visibility in Pardot using Sugar business logic hooks
Seamless Integration using Pardot’s Open API’s
Excellent Pardot technical support
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Thank Youhttp://www.sugarcrm.com/
Reem Bazzari – reem@sugarcrm.com
Deepali Szczesny – deepali@sugarcrm.com
©2010 SugarCRM Inc. All rights reserved.
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