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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

email

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