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Fliptop, and NewVoiceMedia present how they are leveraging a new bred of technology stack to quickly qualify key prospects, improve efficiencies in their sales team, and add drive predictable revenue.
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How NewVoiceMedia Leverages Fliptop to Get More MQLs
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Doug CamplejohnCEO and Founder, Fliptop
Tim PickardSVP Marketing, NewVoiceMedia
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Who is Fliptop
• Fliptop’s predictive scoring platform lets you close more deals, faster• Headquartered in San Francisco - Founded in 2009• Easily integrates with:
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Who is NewVoiceMedia
• Sales and Service Cloud Contact Center Integration for Salesforce
• Offices in San Francisco, New York, Paris, Brussels, Sydney, and London
• 300+ customers in 30 countries• 4.9/5 AppExchange Rating (127 reviews)
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NewVoiceMedia Goals
• Key Sales Challenge– Breaking the “1 in 3” ceiling on win rates
• Key Marketing Challenge– Evolving from lead acquisition to building
qualified pipeline
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How is NewVoiceMedia using Fliptop?
1. Prioritize AE effort on existing pipeline
2. Focus outbound sales development
3. Targeted nurture programs
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lost
won
opportunity
mql
outbound call
Sales Development & SalesSales & Marketing Technology to get more MQLs
response
prospect
target
1-1 emailweb
PR
SEO PPC
Social
events
partners
lists
New Names
normalization
de-duplication
data enrich
segmentation/scoring
Enhance Data
webinars
events
Education/Awareness/
Nurture
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Grade A Opportunities
• Win rate: 40%• 50%+ of value
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Better quality MQLs
• “A”s Q2: 22%•“A”s Q3: 28%
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Better quality pipeline
• “A”s Q2: 13%•“A”s Q3: 30%
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How did NewVoiceMedia do it?
• Sales/Marketing/Fliptop co-ordination• High visibility: reports and dashboards• Regional training
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How Fliptop builds predictive models
3,500+ Signals 40+ Data Sources
Predictive Machine Model
Historical Sales
CRM
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How Fliptop builds predictive models
Grades Scores
Predictive Machine Model
Salesforce
Inbound Leads
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Fliptop in Salesforce Lead View
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Fliptop 30 Day Trial Process
Sign NDA
We keep your data secure
Connect CRMand (optionally) MAP
Via API, no additional seat required
Review the model within
days
12 month contract with 30-day out
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Quick & Easy Deployment
OPTIONAL: Implement web form integration for instantaneous scoring of new leads
Install Salesforce package
Push scores to Salesforce, Marketo
and/or Eloqua
Make scores visible in your CRM applications
Q&A
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