pardot: crush your small business challenges with marketing automation
TRANSCRIPT
Grow Pipeline & Accelerate Sales with Pardot Rishi Malde Marketing Specialist 13th October 2015
Marketing Automation by Salesforce
CUSTOMER SUCCESS MARKET LEADERSHIP
LEADER The Forrester Wave for
Lead-to-Revenue Management
VISIONARY Gartner's Magic Quadrant for
CRM Lead Management
OUR HISTORY
2007 Founded in Atlanta
Bootstrapped Start-Up Salesforce Partner
2012 Acquired by ExactTarget
2013 Acquired by Salesforce
via ExactTarget
Thousands of Companies Across Every Market
Buyers Are More Connected to Information Than Ever Before
Website
Social Media
References
Community
Buyers Are Now 60% Through Sales Cycle Before They Engage With a Sales Person
ABOUT US CONSUMER REVIEWS
SOCIAL MEDIA
COMMUNITY DISCUSSIONS
PRICING PAGE
CONTACT SALES
GOOGLE SEARCH
60% of the buyer’s journey is complete by the time he
or she reaches out to sales.
60% In 2020, this rate of
completion is projected to be 85% or higher.
85%
Industry Data 17% of leads convert into
opportunities. -Bridge Group Study
77% indicate that their most compelling reason for implementing marketing automation is to increase revenue.
-Gleanster
78% of leads go to the company that responds first. -Source Harvard
80% of Sales Leads are mishandled by Sales. -Forrester Research
Companies that excel at lead nurturing generate 50% more sales-
ready leads at 33% lower cost. -Forrester Research
Only 25% of leads are legitimate and should advance to sales.
-Gleanster Research
Lead Generation Campaigns The Sales Funnel
80% of contacts who express an interest to buy today but do not, will do
so in the next 24 months. -SiriusDecisions
Dead Leads
Pardot Solution
Lead Generation Campaigns Dead Leads
Landing Pages
Forms
Google Adwords
Social Posting
Video/Event
Automated Lead Transfer from Marketing to Sales
Engage Alerts Lead Scoring/Grading
Activity Tracking
Closed Loop ROI Reporting
Drip Nurture Campaigns
With Pardot, dead leads are returned to the funnel and put into nurture campaigns, where we see a 3x conversion rate.
Introducing Salesforce Engage
Personalized Engage Campaigns Empower sales with custom one-to-many emails using marketing-curated content
Real-Time Engage Alerts Quickly identify hot leads and keep a pulse on every prospect from anywhere
Gain Insights to Sell Faster Understand prospect interests and track engagement
Empowering sales reps with real-time, mobile marketing tools
Demo Let’s see it in action
B2B Marketing Automation by Salesforce
By Salesforce, for Salesforce • #1 marketing automation solution for
Salesforce customers • No API limits, real-time data sync • Unified product team and roadmap Unparalleled Ease of Use • Fast to deploy • Easy for business people to manage
Marketing and Sales Super Team • Shared pipeline visibility • Collaborative lead gen and nurture • Alignment to same goals and metrics
Customers for Life Delivering Success at Every Step
Customer Training
Ongoing Advocacy
Product Implementation
Best-in-Class Support
• Over 60 Instructor-led and online courses • Knowledge Base with 100s of how-to and best practices articles • Customers fully enabled to own and manage Pardot
• Onboarding Program lays the foundation for long-term success • Direct line to product experts throughout program • Best practices gleaned from thousands of implementations
99% employee retention CSAT score: 9.4/10
• Advocates are go-to-resource for Pardot strategy and best practices • Regular access via proactive scheduling or weekly “office hours” • Connect with Pardot community at user groups and World Tour events
• Global team spanning AMER, EMEA and APAC • Support never outsourced – every team member is a Pardot employee • Continuous product evolution – new major releases 3x/year
