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DemandGen Report presents 10 of the most innovative applications

which were showcased at Dreamforce ’09 and also on the AppExchange. These new applications feature a mix of solutions

designed to optimize sales and marketing performance, including: social media tools, sales enablement platforms, campaign designers, sales activity alert tools, prospect intelligence tools and more. All of

these tools feature proven integration with the Salesforce.com platform and are either readily available or scheduled for general

release by the end of the year.

New Sales & MarketingAutomation Apps for

Salesforce

ShowStoppers

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The Sales Enablement CompanyTM

10ShowStoppers:

10 New Sales & Marketing Automation Apps for Salesforce

Marketbright has achieved over 250% customer growth in the last 12 months, making it the fastest growing enterprise marketing automation solution on the market today. In the year since Marketbright closed its Series A funding, led by Alan Patricof of Greycroft Partners, and Knight’s Bridge Capital Partners, the company has signed on numerous enterprise customers, including Composite Software, Hart Scientific (part of Fluke), ACL, Vitria, Exalead, iJet, Ensim, LogiXML and many others. In addition, two Fortune 100 companies have begun major implementations of the Marketbright platform.

“Marketing today isn’t what it once was and technology is changing that. Marketbright is helping us on a much larger scale by providing functionality and automation that fits our marketing needs. They link the efforts we invest in marketing to the revenue generated by it. We have valuable insight in how we’re driving our business and closing deals. What was once manual or unobtainable is now automated and in arms reach.”

-- Darryl Praill, Chief Marketing Strategist, Virtual Causeway

Customer Wins

Solution SpotlightMarketbright continues to lead the way in marketing automation through their drive to improve the methods of B2B marketing. Over the year, Marketbright has rolled out several new products and features to its customers, taking every advantage of marketing automation and cloud computing. One of the “customer favorites” that Marketbright will be demonstrating at Dreamforce will be their Campaign Flow Designer.

In addition to Marketbright’s web-centric platform, the Campaign Flow Designer leverages Marketbright Technology to visually map out marketing campaign flows while pulling other essential marketing components into the flow. Marketers are given the ability to design marketing campaigns with drag and drop functionality by dropping elements such as emails, event registration, and landing pages into the designer. The behavior of the lead is another component marketers can incorporate. Decisions and wait components can be added that will move the lead further down or be sent to another campaign flow. Marketers may add sales actions to indicate the lead’s status in the sales pipeline like adding a sales call, publishing a lead into a user's CRM system to override or not override global lead score thresholds, sending a follow-up email, or modifying a lead score based on a range of activities.

Marketbright Showcases PopularCampaign Flow Designer Tools

Contact: Jon RossEnterprise Sales Director

Phone: (605) 249-6385

Email: [email protected]

Dreamforce Booth: #309

Marketbright Holds 5 Star Reviews on AppExchangeFrom the beginning, Marketbright and Salesforce have had a close partnership that signifies how intertwined marketing and sales truly are. The Salesforce.com platform gives Marketbright the ability to offer easy, seamless integration and a 360 degree view into the sales pipeline. Available through the AppExchange, Marketbright is the comprehensive marketing solution for Salesforce.com users to be up and running in no time.

What a great systemOur Non for Profit is built on top of Salesforce and Marketbright powers our entire e-mail marketing program. The integration is seamless and works how you would hope without exception. Marketbright's Team worked with us all the way. This System is the real deal.

Comprehensive Marketing Automation and Seamless Salesforce Integration

We selected Marketbright because they integrated with Salesforce and offered the most comprehensive marketing automation features. In the year that I have been a customer, Marketbright has delivered. Campaigns that used to take 2-7 days to put together are running within two hours, we have seen a five-fold increase in leads tracked through these campaigns and with the seamless Salesforce/Marketbright integration -- lead processing, tracking and scoring are automated. I will continue to recommend Marketbright to my Sales and Marketing colleagues.

While Marketbright continues to grow its customer base at a rapid pace, it has also focused significantly on maturing its product and support offering over the past twelve months. Even though the company has more than doubled its number of customers, it has reduced overall customer support requests by two-thirds – a strong indicator of customer satisfaction, and product ease of use.

“A new generation of marketing automation by Marketbright is now available to marketing executives and managers to improve their efforts on processes that integrate the latest in Internet and Web 2.0 technology while delivering value by advancing the interactions of customers and visitors to business growth.” Said Mark Smith, CEO & EVP Research at Ventana Research

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AppExchange ReviewGreat Integration with ExactTarget and SalesforceWe use 5Buckets to integrate our email provider with our Salesforce.com account. We’ve been able to automate a series of renewal notices for our existing Contracts. The renewal Reports and Tasks that we utilize in 5Buckets all trigger on a daily basis… our sales reps no longer have to worry about finding the time to manually send renewal notices.

Executive SupportTight budgets. Fewer resources. More work. Now, more than ever, marketing professionals are under pressure to increase productivity. Job-one is generating demand for new and repeat business.

To succeed, savvy marketers are adopting customer lifecycle marketing strategies. Customer lifecycle marketing recognizes that prospects and customers move through phases in their relationship with a company – from initial contact to fully engaged relationships in which a customer is an advocate.

5Buckets from Right On Interactive enables organizations to engage customers and prospects throughout the customer lifecycle. As a result, organizations are able to increase revenue and profitability with new and existing customers.

10ShowStoppers:


Compendium Blogware is a leading business blogging platform provider. The client success team developed an “on-boarding” campaign called Content Quest. This eight-week email and telephone campaign nurtures new account administrators and individual bloggers through the start-up phase. Automated by 5Buckets marketing automation software from Right On Interactive, Content Quest is helping Compendium clients achieve successful marketing outcomes.

In this client success campaign, four emails are sent weekly – three to individual bloggers and one to account administrators. These emails provide bloggers with “how-to” articles for taking advantage of all product functionality, tips for writing a successful blog, and customer success stories.

Customer Wins

Solution Spotlight5Buckets for AppExchange is a marketing automation software solution that helps organizations increase customer acquisition and retention. 5Buckets integrates seamlessly with Salesforce to segment, schedule, and trigger relevant out-bound communications to customers and prospects through email, voice messaging, SMS (text), fax, and direct mail.

5Buckets complements your current investments by integrating with leading marketing technologies from ExactTarget, Delivra, Lyris, Premiere Global, Vontoo, and many others.

With 5Buckets, you can:

•Engage more buyers – Aggregate demographic and behavioral data. Send automated multi-touch, multi-channel nurturing communications.

•Increase event attendance – Segment audience members based on date and activity related to event registrations. Send emails and voice messages to remind subscribers to attend the upcoming event.

•Increase customer renewals – Based on renewal date, deploy a series of communications up to the renewal conversion.

•Increase customer insights – Segment daily closed cases in Salesforce. Trigger an automated email to each with an online survey, capture the results, and assign appropriate follow-up tasks.

•Increase coordination with the sales team – Capture the campaign and activity history for each contact. Coordinate marketing communications with sales activities.

•Increase customer data integrity – Aggregate email hard bounces. Create tasks in Salesforce for follow-up by the lead/contact owner or marketing to maintain clean data.

Right On Interactive Enhances Salesforce with 5Buckets Marketing Automation

Contact: Richard CunninghamVP Marketing

Phone: (317) 225-5874


At any given time, thousands of individual bloggers and administrators are somewhere within this 8-week program. 5Buckets’ bi-directional integration with Salesforce segments bloggers and administrators into buckets and automates the daily email delivery schedules that ensure the right people are receiving the right message on the right day.

“We know that the first three months of a corporate blogging program are critical to its long-term success,” says Compendium’s client success marketing manager. “Getting started and building momentum is half the battle. Content Quest is a sophisticated customer communications program that would be impossible to execute without the automation that 5Buckets is providing.”

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10ShowStoppers:


Time Warner Cable is the second-largest cable operator in the U.S., with technologically advanced, well-clustered systems located in five geographic areas: New York State (including New York City), the Carolinas, Ohio, southern California (including Los Angeles) and Texas. Time Warner Cable Business Class offers a suite of phone, Internet, Ethernet and cable television services to businesses of all sizes. Time Warner Cable Media Sales, the advertising arm of Time Warner Cable, offers national, regional and local companies innovative advertising solutions that are targeted and affordable.

The Business Operations Group began to research electronic signature solutions as a way to get commercial customer contracts signed faster; as a way to standardize the contract process across divisions; and as a way to reduce or eliminate sales paperwork. Time Warner Cable Business Class is implementing Salesforce.com across their regions and originally started working with EchoSign for Salesforce in early 2008. The Carolinas region was the first region to start using EchoSign. Since the original adoption by the

Customer Wins

Solution SpotlightEchoSign for Salesforce, winner of the Appex Award for contract management, is the only eSignature system with complete integration to Salesforce.com – delivering complete electronic signature automation inside Salesforce for both esignatures and fax signatures. Organizations can send contract directly from Salesforce, view contract history, and save electronically signed contracts with the sales opportunity or sales contact. EchoSign for Salesforce enables sales teams of any size to:

• Accelerate the sales process with e-signatures – EchoSign has documented close cycles as fast as 11 minutes

• eSign on a remote device (i.e. Blackberry or iPhone)

• Increase sales performance with immediate adoption

• Track deals in real-time across sales, legal and finance organizations

• Save EchoSign form data collected from signers (i.e. contract value) in Salesforce.com

• Decrease post-sale administration

• Native integration with Apttus and Conga Merge

• EchoSign for Salesforce.com is one of the highest rated applications on the AppExchange and has been voted as App of the Week, App of the Month, and an AppExchange Essential

EchoSign is #1 Rated eSignature Application on the AppExchange

Contact: Brendon CassidyHead of Sales

Phone: (877) 324-6744



Carolinas region, Time Warner Cable Business Class is rolling out EchoSign to all regions. “We hope to have our Salesforce and EchoSign rollout complete this fall,” says Howard Stall, Director, TSG Commercial Applications.

In the first half of 2009, the Carolinas region sent out just over 1000 agreements per month with an average time to sign of 76 minutes. “Anecdotally, we have seen agreements signed by the customer in real time,” says Howard. The revenue benefit is that the “sold to revenue cycle” is much shorter, with billing and service provisioning happening much faster. “The ability to standardize across our divisions, as well as with our customers, is also important.” reveals Dale Fox, VP, Commercial Operations. “Now we can quickly implement consistent best practices, and the online central repository of contracts ensures easier and faster quality assurance and post sales review.”

Click here for the complete case study.

EchoSign: #1 Rated ʻ06, ʻ07, ʻ08, ʼ09EchoSign for Salesforce solution enables clients to send contracts for signature either electronically or by fax directly from their Salesforce account and then track their real-time execution status. Better yet, the second the contract is digitally signed, not only are all parties e-mailed a copy of the digitally signed contract, but a PDF copy is also automatically attached to the Contact and Opportunity for that contract. Never lose track again. Never upload, scan, or manually input signed customer contracts again. EchoSign does it all for you — automatically.

AppExchange ReviewsInsideView uses EchoSign to speed up contracts

Our sales reps have been using EchoSign for nearly 2 years now and they really like it. It saves a ton of time and no more crowds at the fax machine come month end. Our ops team is also a big fan as

it has helped automate our deal notification and hand-off processes.

Social Suitcase loves EchoSignMade my life 10 times easier overnight!

Echo-Sign is the ultimate sales toolFor any doubters, the process of click and sending a contract and getting it back within minutes signed

and approved is the ultimate tool to have in your sales arsenal. I highly recommend Echo-Sign to any/all sales people - YOU WILL CLOSE MORE

DEALS AND MAKE MORE MONEY With EchoSign!

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10ShowStoppers:


Pardot client Omnipress, producer of conference and educational meeting materials, developed a multi-channel marketing plan with a focus on providing frequent, compelling content. Though they were able to collect high-level metrics, they were lacking in-depth information about individual visitors. Additionally, the marketing team had no easy way of passing findings to their sales staff.

Using Pardot, Omnipress could easily create landing pages and forms to supplement their marketing campaigns. Through tracking page views and monitoring site searches, Omnipress sales representatives were able to assess prospect needs and target follow-up communications accordingly, using Prospect Insight email templates to increase efficiency.

Customer Wins

Solution SpotlightPardot provides easy-to-use tools that empower marketers to manage online marketing campaigns. Using tools like the drag-and-drop landing page builder and step-by-step wizards, customers can quickly create demand generation campaigns without IT intervention. Customizable lead scoring and grading mean qualified leads rise to the top and can be automatically assigned to the appropriate sales rep. Prospect Insight is a certified AppExchange partner and integrates with Salesforce.com, enabling collaboration between marketing and sales and creating a seamless, ROI-driven pipeline.

The marketing team is able to nurture inbound leads until they are sales ready, allowing the sales team to focus on closing their hottest prospects. Salesforce.com integration and single sign-on increases sales adoption as representatives can access prospect tracking information in the familiar CRM interface. With micro-level tracking, sales representatives are presented with a detailed account of a lead’s activity, helping them craft a tailored pitch that leads to increased sales.

At Dreamforce ’09, Pardot will introduce LeadDeck Prospect Monitor, an application that works with Pardot to provide sales and marketing teams with real-time alerts of visitor and prospect activity from their desktop. When visitors or prospects take action on the company website, LeadDeck will pop-up small, unobtrusive notifications on the user’s desktop, allowing them to quickly access more information on their active prospects.

Pardot Unveils LeadDeck Prospect Monitor to Provide Real Time Alerts

Contact: Derek Grant

Phone: (877) 322-2764 ext. 210



Within two months, Omnipress had generated 517% more leads year over year.!They were able to target the needs of new leads as well as gain insight into the upgrade potential of current customers. The sales department now approaches selling very differently, rarely calling upon prospects who haven’t visited their website. Instead of explaining their product on cold calls, they are able to focus energy on addressing the prospect’s specific interests, based on website interaction. Omnipress keeps costs down by using Prospect Insight to increase incoming leads and refocus current leads, without having to attend expensive trade shows or hire additional sales staff.

Pardot: #1 Rated In Lead Management AutmoationPardot’s marketing automation solution shows sales teams exactly where to spend their time by scoring, nurturing, and handing off sales-ready leads. As a result, clients have seen up to a 700% increase in lead follow-up efficiency and up to a 400% increase in the number of product demos scheduled with prospects. Pardot was recently rated #1 in lead management automation total cost of ownership by an independent research firm and has been identified as a “standout” among emerging vendors.

Pardot offers a rich feature set with industry-first features like the LeadDeck Prospect Monitor desktop application, an iPhone App to access prospect information on-the-go and an Apple Mail plug-in for sending tracked emails.

AppExchange ReviewProspect Insight makes email campaigns,

drip programs, landing pages, and lead scoring easy. Their service is amazing too!

The Pardot team continues to add great functionality and listens to the input of

customers. Tight integration with salesforce.com enables a "bird's eye" view within a Lead or Contact record. I had my

Sales team trained and up and running within a week. Now they can't live without it. Great functionality, excellent value, tight salesforce.com integration, and top of the

line customer service make Prospect Insight the right choice.

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10ShowStoppers:


LoopFuse OneView Helps Yahoo-owned Zimbra Raise Sales & Marketing Efficiency by 50%“Businesses know that not all leads are equal. As you scale lead flow, you can quickly overwhelm your sales team with a ton of unqualified leads,” explains Greg Armanini, director of marketing at Zimbra. “To be successful, you need to use sales and marketing automation to establish a customer relationship and focus sales reps only on the leads that are interested in buying today.”

Choosing the Right Marketing Automation Software Proves to be the Key to Success for ZimbraLoopFuse OneView replaced Eloqua as Zimbra’s chosen marketing automation solution after Eloqua faced problems with delivering programs as flexibly and as quickly as the market demanded. Armanini and team now successfully deploy several lead nurturing campaigns based on specific web-form registrations and user activity. Registrations are now sent to Salesforce.com immediately and updated with an assigned sales representative. LoopFuse then emails the prospect with a personalized email

Customer Wins

Solution SpotlightIntroducing LoopFuse OneView, an On-Demand (SaaS) sales and marketing automation solution, offering companies unprecedented sophistication and control over their sales and marketing initiatives.

Sales and marketing organizations share a singular focus--to drive revenue. Any project that isn't focused entirely on that mission is generally a waste of valuable resources. At LoopFuse, we get that. This is why we built LoopFuse OneView to be the easiest sales and marketing automation solution to deploy and use, period.

• Feature-Rich, Cost-Effective Sales and Marketing AutomationThrough an easy-to-use interface, LoopFuse gives marketers the ability to collaborate with sales executives and to fully automate the tasks of qualifying, routing, and nurturing leads into closed sales.

• Easy-to-Implement, Easy-to-UseSpecial attention has been dedicated to designing our user-interface in the most user-friendly way possible, while not inhibiting advanced users from leveraging the full power of an enterprise-grade demand generation solution.

• Immediate ResultsMarketing and sales organizations are able to begin identifying, qualifying, and exporting leads to their CRM, benefiting from an enterprise-ready demand generation product that up and running in minutes. Every potential visitor arriving to your website will provide immediate qualification information and valuable web analytics data for marketing organizations to maximize the sales-generating power of their websites and efficiency of their marketing campaigns.

On-Demand Sales & Marketing Automation - Sophistication Made Simple

Contact: John HuntingtonDirector, Business Development

Phone: (678) 404-0672


LoopFuse OneView redefines how marketing and sales teams work together to increase pipeline yield.

• Improve Marketing Productivity and Sales Performance LoopFuse OneView On-Demand offers marketing and sales organizations a user-friendly way to fully automate lead information and analysis, helping organizations to dramatically improve the performance of their pipeline and generate sales without the need to involve in-house IT staff. As the name implies, LoopFuse is designed to help close the loop between sales and marketing. We've built the only on-demand sales and marketing automation solution that brings sales and marketing together to transform your entire organization into a sales machine.

• Lower the cost of salesOur full-featured sales automation capabilities are proven to improve sales ratios of representatives-to-leads while shortening sales cycles, improving your bottom line and driving revenue.

• Improve marketing productivityLoopFuse gives your marketing organization an easy way to put your marketing campaigns into action and monitor their success, real-time, so you can make adjustments quickly. Using our integrated website analytics, companies can identify what topics are driving the most productive leads and build on that information to drive more leads.

• Easy to useLoopFuse is set up in minutes, and is built to enhance your current sales and marketing processes, not change them. Furthermore with the benefits of an On-Demand model, there are no setup fees, no software to install, and results are immediately measurable.

addressed specifically to the contact, and addressed from the assigned salesperson. This correspondence is also recorded in Salesforce.com as are any email opens and subsequent website visits and registrations. When a sales rep receives a reply directly into their email inbox, they can see the complete contact history and instantly know how long the prospect has been evaluating the software, and gauge their interest and likelihood of purchasing.

“Our sales and marketing efficiency has gone up 50% for reaching out to customers and closing business,” said Armanini. “If you don’t have sales and marketing automation that is as easy to use and as powerful as Loopfuse, it’s really hard to scale your business on the web. As a business that is growing aggressively year over year, our sales team must be focused on the most likely prospects in order to function efficiently and profitably.”

Executive Support

10ShowStoppers:


‣ Leading analyst firm Forrester Research, Inc. recognized Marketo Lead Management/Marketo Sales Insight with the highest-possible scores for lead scoring and lead nurturing automation in a recent report titled "B2B Lead Management Automation Market Overview."

‣ GroundWork Open Source: With Marketo Lead Management, GroundWork can launch email campaigns in minutes, has re-engaged thousands of lost leads, and has dramatically improved visibility into its customer database and lead quality. Using lead nurturing to build a rapport with prospects over a 6-9 month sales cycle, GroundWork has identified 1 in 30 leads as 'sales ready.' And thanks to Marketo Sales Insight, the sales team can focused on the hottest leads and is armed with the right data to close more business faster.

Customer Wins & News

Solution SpotlightMarketo Sales Insight helps reps prioritize, understand and interact with the hottest sales leads and opportunities to close more business faster. It gives reps a “sixth sense” so they know who is ready for, and most likely to appreciate, a call or email from them. And it lets reps send smart campaigns and get instant updates when leads and opportunities open their emails, visit the website, or show other ‘Interesting Moments’ and buying signs.

As a result, reps are better prepared at every stage of the revenue cycle to deliver the right response at the right time to ensure the right revenue results.

Unlike other sales effectiveness solutions that show granular activity data without synthesis or analysis to highlight what’s really important, only Marketo helps reps focus on the key moments that really matter to sales. And, as a 100% native Force.com application, Marketo Sales Insight works natively inside Salesforce CRM, meaning there’s nothing new to learn, no new tools to install, and no need for additional IT.

“Unlike marketing systems that only focus on the earlier stages of the revenue cycle, Marketo provides an uncompromising revenue-building suite for both marketing automation and sales effectiveness,” says Phil Fernandez, Marketo’s president and CEO. “Regardless of what position you play on the Revenue team, the combination of Marketo Lead Management and Marketo Sales Insight gives you a 'sixth-sense' advantage at every stage of a revenue cycle, from the earliest stages of demand generation and lead management to the pursuit of closed business and customer loyalty."

Marketo Sales Insight Gives Reps a Sixth Sense on Buying Signs

Contact: James McQuillingSales Associate

Phone: (650) 376-2304



AppExchange Reviews

“The decision to add Sales Insight to our Marketo implementation was a no-brainer for us. It provides our sales team with complete visibility into marketing campaign effectiveness and related prospect and customer behavior. Results? It has helped to create tighter alignment between sales and marketing, it has allowed sales to more effectively engage prospects – and keeps them focused on the prospects and customers who are indeed sales ready, and it has had an immediate and positive impact on our pipeline.”

- Kirk Crenshaw, Appirio

“At Bronto Software, staying relevant with prospects is a key component to our success. Marketo Sales Insight gives our lead qualification and sales team instant access to how prospects are engaging with us at all levels. This "insight" allows the dialogue with prospects to be well informed and targeted. Since we've begun using Marketo Sales Insight we've seen a lift in our qualified lead conversion rate and our ability to better manage our pipeline and prioritize our strongest leads.”

- Sally Lowery, Bronto Software

10ShowStoppers:


In 2009 iCentera achieved key corporate milestones and market momentum for its industry-established software-as-a-service (SaaS) sales enablement platform, a proven solution to optimize marketing and sales. With new deployments during 2009, well over 150,000 subscribers at some of the world’s largest and most recognized organizations are now enabled through the iCentera sales enablement platform to sell more effectively, including the NBA, NetApp, Infor and Mercury Computer Systems. This first in a series of corporate milestones reflects iCentera’s double digit revenue growth for the fifth straight year and strong market adoption with customer renewals and new customer engagements. Along with the large scale deployments recent additions over the last quarter include the following customers: MDS Pharma Services, Solta Medical, SendWordNow, Oceanos, Akorri, iWave and ProSource, among others.

Connecting Sales Effectiveness To Social Media

Solution SpotlightThis latest version of iCentera, 6.0, combines the power of profile-driven UI, role-based content management, and community segment portals to deliver a customized sales enablement platform that non-technical business users can control. The platform offers a uniquely personalized user experience that adapts to each user's profile, delivering the latest marketing and sales content, product news, blogs, competitive updates, and campaigns based on the needs of each user. Version 6.0 also includes the ability to build dynamic training pages in minutes, increasing sales effectiveness through "guided selling" – a key to delivering a true enterprise-class sales enablement solution that easily scales to thousands of internal and external users. Information is power, and by empowering the business user, iCentera gives those who enable sales a consistent marketing voice that is easy to maintain with built-in metrics to gauge effectiveness.

During the show, we will also be previewing our calendar Q1, 2010 release targeted for general availability in February of 2010.

iCentera Expands Sales Platform With Content, Community Portals

Contact: Craig DembeckSVP WW Sales and Channels

Phone: (810) 355-2350



Customer Wins

iCentera customers have created over 10,000 socially intelligent, sales enablement portals that dynamically adapt to the changing needs of sales, marketing, partners, and their customers to optimize sales effectiveness, reduce the sales cycle, and reduce the cost of selling. iCentera's collaborative sales enablement SaaS solutions provide measurable advantages over in-house builds and other vendor solutions which are often static, dormant document storage repositories providing no real-time sales guidance or social media capabilities to foster the user communities that are required to bridge the gap between marketing and sales through blogging, discussion forums, and user feedback.

The iCentera sales enablement platform incorporates mainstream social media tools and controls to monetize and control selling best practices to a targeted audience such as sales, partners, and current customers as follows:

1) a single point of entry to aggregate content from many social media tools while delivering content that adapts to each user's profile;

2) a controlled and collaborative environment to harness the power of the organic social media content created by field sales, subject matter experts, partners, and customers without losing the company's core value proposition;

3) a wizard-driven approach for creating targeted communities to collaborate across workgroups and organizations, and

4) built-in authentication and role-based content management to filter and govern access to sanctioned content while reducing the concern of unsanctioned information in the hands of sales, partners and customers. The Sales Enablement CompanyTM

10ShowStoppers:


The Sant Corporation—a provider of software for sales proposal, RFP and document automation—needed to implement a marketing automation solution to automate its nurture campaigns and better engage with prospects and customers. Brian Vass, vice president of marketing, looked at several marketing automation solutions, eventually selecting Silverpop Engage B2B. “We selected Engage B2B because we had the greatest confidence in both the company and the product. Silverpop is a process-driven company that would provide us the best access to resources,” he said.

Sant uses Engage B2B to support its push into new markets by tailoring message content for each. “For us, the top benefit of Engage B2B is the nurture campaigns, especially now that we’re trying to break into several new vertical markets,” said Kimi Fowler, marketing systems manager, The Sant Corporation. “We’ve been able to take our general nurture efforts and mold them with the

appropriate language to create industry-specific lead-nurturing campaigns. Once we put in the work up front, it really saves us a lot of time, and it’s bringing big benefits to our sales team.” Sant’s efforts in nurturing leads with engaging content have resulted in tripling the open and click-through rates.

Another benefit has been the ability to understand the impact of marketing activities on sales revenue. “Previously, we didn’t have the right information to do a proper analysis of the impact of our campaigns,” Vass said. “Now we have the ability to look backwards from a sales opportunity and see which initiatives had the greatest effect. Being able to tie revenue back to the campaign justifies our investment.”

The sales force has reacted enthusiastically to Engage B2B. “Our salespeople are really positive about our Engage B2B activity because they see many more quality leads coming in,” Fowler said.

Customer Wins: Sant Selects Silverpop Engage B2B

Solution SpotlightSilverpop’s Engage B2B lead-management automation solution, with a bidirectional, real-time flow of data into Salesforce.com, keeps sales and marketing in sync with each other’s efforts. Sales professionals understand that knowing their audience is crucial for success and accelerates the lead-to-sale process. But the key is being able to view that vital information in a format that is easy to access and understand.

Through its integration with Salesforce.com, Engage B2B Activity Insight provides sales with an at-a-glance snapshot of each contact’s complete marketing history and behavior. This includes valuable information such as visibility to see inbound, outbound, campaigns and actions for a contact; a visual lead score (one star for each lead ranking level); a company overview or company-level lead score; and the ability to capture a social networking profile for

a contact. For anonymous Web-site users, Engage B2B users can drill to the individual IP address of a visitor and then search for lead information in public data sites like Jigsaw and LinkedIn.

Acting on information in a timely manner is integral to successful sales. To complement our Engage B2B Activity Insight tool, we have also released Engage B2B: Who’s Online. Through integration with Salesforce.com, Who’s Online provides sales with timely information on each person’s site visit behavior. The easy-to-read summary view shows who currently is visiting the Web site, who visited during the last several minutes and every hour previously for the past seven days. It ensures that sales is made aware of active Web-site visitors and can reach out to them at the optimal time.

Silverpop Engage B2B Adds Who’s Online App to Increase Visibility of Activity Insight Tool

Silverpop® Engage B2B has been recognized by Forrester Research, Inc. as one of the industry’s three leading vendors in the report titled “B2B Lead Management Automation Market Overview” by Laura Ramos, vice president and principal analyst. The Forrester report noted that “Silverpop combines sophisticated campaign design with email automation. With a loyal, dedicated customer base—and a host of legacy email marketers to draw upon—Silverpop is best positioned to build social community and to attract like-minded marketing professionals ready to share tips, tricks and best practices online.”

Silverpop’s Engage B2BTM platform seamlessly scores sales leads, nurtures them through the pipeline and measures campaign return on investment. And Silverpop’s strategic counsel, service and support helps clients with the precise level of training and advice needed to quickly improve campaign results and ROI.

Earlier this year, Silverpop’s Engage B2B launched its Campaign Graphical User Interface (GUI), which uniquely gives marketers a drag-and-drop storyboard-like editor to easily create campaign flow for even the most complex lead-management programs.

Competitive Differentiation

Contact: Sean GroveRegional Sales Manager

Phone: 415-329-5230



ZoomInfo: Ranked 4.8 out of 5!According to CSO Insights, the average sales rep currently spends 33 percent of their time researching. They spend hour after hour trying to connect with the right person at the right company—and that’s all before they can actually start selling. Every minute spent on an unproductive call is a minute they’re not closing deals and making money.

We’ve been able to increase the amount of opportunities generated for both our clients and

ourselves by 10 percent. Plus, ZoomInfo’s integration with Salesforce.com is SEAMLESS.

-Pete Gracey, President, AG Salesworks

ZoomInfo for Salesforce is increasingly the prospecting tool of choice for B2B sales reps that need to reach decision makers fast and the marketing leaders who support them. Our fresh database enables marketers to drive leads, build pipelines and refresh lists while our profiles empower sales professionals to quickly qualify leads, build rapport and close deals. For more information please visit www.zoominfo.com/sales.

10ShowStoppers:


HOW THEY’RE USING ZOOMINFOTo “radiate” around a leadSometimes you just can’t get a call returned or get past a stubborn gatekeeper. When that happens at Lavante, the sales team does what marketing VP Tom Flynn calls “radiating” around a contact.

To compound the effectiveness of their CRM.Tom’s on the front lines trying to arm the Lavante sales team with the most useful and relevant tools available. “Having two powerful apps like ZoomInfo and Salesforce that work off each other is a big time-saver for us.”

Customer Wins

Solution SpotlightZoomInfo is the world’s most comprehensive source of business data on people and companies. Our semantic search technology gathers publicly available business info 24/7 from millions of online sources and a robust community of users to create easy-to-search and easy-to-read profiles.

We currently have in-depth profiles on more than 45M decision makers at 5M companies, including 2.4M SMBs, and we cover everyone from non-managers to C-level executives at all types of companies. People profiles include titles, email addresses, phone numbers, press citations, job history, and board memberships. Company profiles include similar data plus revenue info for hard-to-reach private companies.

This unique prospecting tool integrates seamlessly with the Salesforce CRM to enable users to conduct deep and highly targeted searches and then effortlessly merge the data results with their existing Salesforce records. ZoomInfo is the prospect intelligence tool of choice for B2B Salesforce users and has received a 4.8 ranking out of a possible 5 from customers reviewing the application on the Salesforce.com AppExchange.

More than 6 million people search www.zoominfo.com every month. And over 3,000 customers, including Yahoo!, Microsoft, Oracle, PepsiCo, and 20% of the Fortune 500, subscribe to ZoomInfo’s premium service products.

ZoomInfo is the Prospect Intelligence Tool of Choice for B2B Salesforce Users

Contact: Mike WalshSales Manager

Phone: (781) 693-7507



HOW ZOOMINFO IS PAYING OFFThey’re finding a way in.“With ZoomInfo, you can go up a level, or look laterally, or even search a level down, to find that key person at your target organization with whom you can start a conversation.”

They’re more productive.ZoomInfo enables the team to update their CRM files in real time. As soon as they learn something new about a lead, they can immediately put the information into the proper context and add strategic notes to their pipeline. Everything they need to sell more efficiently is right at their fingertips.

“”

ZoomInfo is brilliant for us. For the first time, we can go to one single location to get everything we were accustomed

to getting from multiple sources, PLUS quite a bit more. And, with Salesforce, it really is a one-two punch.

- Tom Flynn, VP Marketing, Lavante

“”

AppExchange ReviewsWe recently adopted ZoomInfo for use in conjunction with salesforce.com. From the beginning, our sales and sales support teams have been equally as encouraged by the accuracy of business information we’re able to access. In just 6 months, we’re already generating more quality contacts from ZoomInfo than from any other directory tool we’ve evaluated.

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10ShowStoppers:


TransMotion Medical Achieves a 4x Increase in Meaningful Connections with Hard-to-Reach Health Professionals

“Genius is helping to shorten our sales cycle by increasing our prospect connect rates and making each of our ‘touches’ more effective.”

- Michael Maske, Vice President of Sales, TransMotion Medical

PacketMotion: Sales Productivity and Marketing Efficiency

"Genius has been an outstanding economic investment; it has helped us double our revenue from our campaigns and at the same time enabled us to reduce our demand generation costs by 75% percent. It's what we need right now."

- Ron Neal, Inside Sales Manager, PacketMotion

Customer Wins

Solution SpotlightGenius.com provides on-demand email marketing, marketing automation and social media marketing solutions that let marketers easily automate demand generation, inbound marketing, and lead nurturing while also delivering real-time alerts to the sales team. Genius is the only marketing solution that gives Sales full visibility to prospect online behavior, so Sales can not only connect with the right prospects at the right time but also have the right pitch, based on prospect interest.

At Dreamforce 2009, Genius will demonstrate new social media campaign management capabilities designed for B2B organizations that want to utilize social media to attract and engage with their customers and prospects. With Genius, organizations can easily track web traffic and resulting ROI from social media without having to impose any constraints that might inhibit the flow of online and mobile conversations.

Genius.com: Marketing Automation Meets Social Media

Contact: Merlin Kupitz

Phone: (888) 663-6487



B2B organizations want to utilize social media to attract and engage with their customers and prospects, but managing and measuring social media participation has been difficult. Marketers need to empower their entire organizations to listen to and freely participate in relevant social media conversations, but they also need a way to track the results. The Genius Enterprise marketing automation solution now supports the world’s first URL shortener specifically designed to track both structured marketing campaigns and ad-hoc social-media “conversations.” The easy-to-use Genius URL shortener (“GURL™” for short) enables any member of a Genius customer organization to include trackable links in their Twitter, LinkedIn, blog, or other social-media posts. With GURLs, organizations can easily view the impact of social media activities without having to impose constraints that might inhibit the flow of online conversations.

Genius’ powerful real-time marketing platform enables marketers to track conversions of social media respondents, automate lead nurturing campaigns based on social media results, and route highly qualified leads directly to the appropriate Sales rep. Genius’ innovative personalization capabilities, including live chat and website greetings, allow sales and support users to continue conversations that begin on Twitter and then pass into the privacy of the corporate website.

Executive Support

Seamless integration with SalesforceOur business is built on top of Salesforce, and

Genius powers our entire e-mail marketing program. The integration is seamless and works how you would hope almost without

exception. I'd strongly recommend it.

AppExchange Review“

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