Make Every Rep Sell Like Your Best Rep Hs Edited

Peter GraceVP Sales

Advanced Data Exchange

Advanced Data Exchange (ADX) is a trusted electronic commerce service provider for thousands of companies across dozens of industries. We make it easy for buyers and suppliers to exchange electronic business documents and integrate them into their information systems.

• INDUSTRY: e-commerce software

• EMPLOYEES: 60

• GEOGRAPHY: Global

• # USERS: 3,000

• PRODUCT(S) USED: SFA (UE), Jigsaw, Sales Genius,

InsideView

Business Challenges

Business has been flat for 5 years

Introduced a new product targeted at a new segment

How do we launch a product, build a pipeline & close

net new customers quickly & cheaply?

How do you build a pipeline from scratch?

Make it easy for reps to sell….

Start with Leads – Jigsaw

Efficiently touching and qualifying thousands of leads –

SalesGenius

Salesforce.com ties it together

Leads

Jigsaw: Premier sales lead contact provider– Purchased 30,000 contacts

– Downloaded 9,000 contacts to salesforce.com

– Going forward, download 3,000 contacts/month

– Automatically integrated with salesforce.com

Email Campaign

SalesGenius: Email delivery and tracking provider– All marketing email is sent and tracked through SalesGenius

– Tracking shows:• Delivery Status

• Number opens

• Click throughs

Over 20,000 emails sent Going forward 8,000 and 10,000 a month

6 emails in 30 days

SalesGenius: Steps to Success

Select recipients and email

content

Send the email

Track email opens and

Website visits

Access prospect details in

Salesforce

Call the prospect at

the right time!

Select Recipients

Each blast gets a unique Activity Name to make reporting more efficient

Select contacts one at a time or by SmartGroup

Select Template

Select pre-formatted content from templates Marketing provides

CAN-SPAM compliant opt-out footer

Preview and Check SPAM

Send test email; always know what the email will look like to the reader

Preview the email

Send or schedule the email

Launch the Genius Tracker

Sort by email, SmartGroup, date, etc

Tracker Activity

Instant notification when recipient opens the email or visits the Website

One-click access to SalesForce details

One-click access to Website visit replay

Replay Visit

Details about number of pages and time spent on Website

In-frame snapshot of Webpages visited

Click-through all Webpages visited

One-click access to SalesForce details

Email and Website visit activity automatically copied to Salesforce

Salesforce automatically creates a Hot Lead activity based on the prospect’s actions

Genius/Salesforce Reporting

Use Salesforce and SalesGenius reporting to manage Account Managers’ productivity and success.

EmailTracking

Responsiveness by title or dept of prospect

Email Campaign Tracking

Template StatsTemplate Sent Bounced Opens % Open Visits % Visits of Opens % Visit of Sent

ADX CommerceMail eCommerce Solution 502 0 20 4% 8 40% 2%

CommerceMail: eCommerce via E-Mail 534 7 22 4% 1 5% 0%

100% Supply Chain Integration from ADX 1655 215 142 10% 1 1% 0%

ADX CommerceMail: eCommerce via E-Mail 700 183 53 10% 1 2% 0%

ADX CommerceMail Follow Up 2 726 1 76 10% 12 16% 2%

Supply Chain Integration from ADX CommerceMail 1318 20 144 11% 9 6% 1%

ADX CommerceMail Follow Up 1 2746 20 317 12% 64 20% 2%

Electronic Integration for All of Your Suppliers 2696 167 317 13% 20 6% 1%

Letter from the CEO 2789 686 271 13% 14 5% 1%

Electronic Invoicing from ADX 1135 182 141 15% 9 6% 1%

Electronic Invoice Integration from ADX 1579 142 253 18% 7 3% 0%

ADX CommerceMail Follow Up 3 244 2 44 18% 7 16% 3%

Total 16624 1625 1800 12% 153 9% 1%

Mike Rosenbaum

VP Business Operations

Peter Grace

VP Sales

QUESTION & ANSWER SESSION