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Building a Lead Gen Machine - Pardot Users Conference

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Page 1: Building a Lead Gen Machine - Pardot Users Conference
Page 2: Building a Lead Gen Machine - Pardot Users Conference

Building a Lead Gen Machine

Reem Bazzari and Deepali Szczesny

Copyright ©2010 SugarCRM Inc. All rights reserved.

Page 3: Building a Lead Gen Machine - Pardot Users Conference

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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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 4

Leads!

Creating and pursuing

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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 5

Leads!

Creating and pursuing

Nurturing and closing

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Challenges

04/11/23 Copyright ©2010 SugarCRM Inc. All rights reserved.

Large amount of inbound traffic

Lots of campaigns

Prioritization

Data integrity

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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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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 8

Creating Leads!

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Marketing Programs

04/11/23 ©2010 SugarCRM Inc. All rights reserved. 9

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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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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 16

Creating Leads!

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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 17

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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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 22

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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04/11/23 ©2010 SugarCRM Inc. All rights reserved. 35

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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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

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Nurturing Leads

04/11/23 Copyright ©2010 SugarCRM Inc. All rights reserved.

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SugarCRM’s Integration with Pardot

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Integration Options

SugarCRM-Pardot connector

Custom integration using Pardot’s Web Services API

©2010 SugarCRM Inc. All rights reserved.04/11/23 43

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We use Pardot’s Web Services API

©2010 SugarCRM Inc. All rights reserved.04/11/23 44

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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

©2010 SugarCRM Inc. All rights reserved.04/11/23 45

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Thank Youhttp://www.sugarcrm.com/

Reem Bazzari – [email protected]

Deepali Szczesny – [email protected]

©2010 SugarCRM Inc. All rights reserved.