Upload
pardot
View
2.569
Download
1
Embed Size (px)
Citation preview
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
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 4
Leads!
Creating and pursuing
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 5
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
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 8
Creating Leads!
Marketing Programs
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 9
Customers
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 10
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 11
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 12
•Business Issues
•Problem•Solution
•How they search for solutions
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 13
Creating Leads!
•How they search for solutions
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 14
Creating Leads!
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 15
Creating Leads!
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 16
Creating Leads!
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 17
Creating Leads!
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 18
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 19
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 20
Increase website visitors
Convert visitors to leads
Prioritization and routing
Shorten sales cycle
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 21
Increase website visitors
•Inbound marketing
•Remarkable content
•Education
•Google ranking
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 22
Increase website visitors
Measure with: Google Analytics
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 23
Convert Visitors to leads
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 24
Convert Visitors to leads
•Content of VALUE to the visitor
•SugarCRM and Pardot’s forms
•Pardot’s Progressive Profiling
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 25
Convert Visitors to leads
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 26
Convert Visitors to leads
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 27
Convert Visitors to leads
Measure with: Pardot Prospects
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 28
Prioritization and routing
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 29
Prioritization and routing
•Sales intelligence
•Prioritize based on campaign
•Scoring
•Routing
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 30
Prioritization and routing
Sales intelligence
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 31
Prioritization and routing
Sales intelligence
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 32
Prioritization and routing
Sales intelligence
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 33
Prioritization and routing
Scoring in Pardot
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 34
Prioritization and routing
Prioritize and route based on campaign
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 35
Prioritization and routing
Measure with: Reports in Sugar
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 36
Shorten sales cycle
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 37
Shorten sales cycle
•Fast response
•Informed Sales reps
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 38
Increase website visitors
Convert Visitors to leads
Prioritization and routing
Shorten sales cycle
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 39
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
04/11/23 ©2010 SugarCRM Inc. All rights reserved. 40
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
©2010 SugarCRM Inc. All rights reserved.04/11/23 42
Integration Options
SugarCRM-Pardot connector
Custom integration using Pardot’s Web Services API
©2010 SugarCRM Inc. All rights reserved.04/11/23 43
We use Pardot’s Web Services API
©2010 SugarCRM Inc. All rights reserved.04/11/23 44
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
©2010 SugarCRM Inc. All rights reserved.04/11/23 45
Thank Youhttp://www.sugarcrm.com/
Reem Bazzari – [email protected]
Deepali Szczesny – [email protected]
©2010 SugarCRM Inc. All rights reserved.