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Dreamforce 2008 Presentation
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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