InsideView Introduction
Ralf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer
Agenda
• Getting harder to find, close, and keep customers?
• The InsideView Solution
• Intelligence vs. Data
• Customer Success
• Demo
• InsideView for SugarCRM
| SLIDE :2
Getting harder to find, close, and keep customers?
| SLIDE :3
Find
Qualify
Engage
Convert
Renew
Upsell
Leads Opportunities Customers
Information Customers Relationships
time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project” “We’ve
made a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
New Customer Dynamics - “70% of the B2B buying process happens
online”SiriusDecisions Inc.
Are You Adapting to these Changes?
| SLIDE :5
Leads Opportunities Customers
• Leads– How do you ensure comprehensive market and competitive research is done to find the best new leads?
– Describe your process for finding and segmenting new leads based on market, company, and contact
information.
– How do you ensure the most comprehensive information is available for new leads?
– How are leads scored based on quality and routed to sales reps?
• Opportunities– How much time should rep’s spend preparing for a call and how much do they actually spend?
– Do top-performers prepare more? More effectively? Both?
– Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s
business and company?
– How are your reps differentiating or prioritizing their calls for the day?
• Customers– How do account managers build their relationship with customers?
– How do they prepare for upsell and renewal conversations?
The Promise of InsideView
| SLIDE :6
Find
Qualify
Engage
Convert
Renew
Upsell
Leads Opportunities Customers
Find
Qualify
Engage
Convert
Renew
Upsell
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
How does InsideView do it?
| SLIDE :7
News Social Media ConnectionsCompany Info
InsideView’s Impact
| SLIDE :8
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
Competitive Info• Find & research competitors• Monitor activities & news• Presence in accounts
Lead Generation• Find by market, company,
contact, social profile• Merge with CRM
Lead Enrichment• Deep contact information• Social profile & activity• Enhance info in your CRM
Prospecting• Use real-time triggers • Social identity & activity• Explore common connections
Pre-Call Research• Common connections• Deep company & contact info• News and social activity
Contract Negotiation• Identify key individuals• Deep profile on individuals• Real-time triggers on events
Relationship Building• Identify key individuals• Social Identity & Activity• Use common connections
Renewal• Real-time business triggers• Insight into social activities• Track info with CRM data
Upsell• Company structure info• Real-time business triggers• Insight into social activities
BROWSER MOBILECRM
InsideView Creates Intelligence from DataTrigger Event Analysis Connection Analysis
Entity Triangulation Natural Language Processing
How does InsideView do this?
| SLIDE :9
SOCIAL MEDIA & NETWORKS:LinkedIn, Facebook, Twitter, Blogs, etc.
TRADITIONAL MEDIA & SOURCES:Company & Contact Data, News, etc.
Data vs. Intelligence – CSO Insights
No Tools Sales Data Sales Intelligence40%
42%
44%
46%
48%
50%
52%
43.4%
45.9%
50.8%
Win Rates (2,000 Companies Studied)
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
INTELLIGENCE
DATA
Social Selling Essential #1: Contact Data vs. Intelligence
DATA
INTELLIGENCE
Social Selling Essential #1: Company Data vs. Intelligence
| SLIDE :13
Social Selling Essential #2: When & Why to Call
Social CRM Watchlist— ZDNet / Paul Greenberg, January 2011
Top 100 Private Software Company— JMP Securities, 2010
#1 Rated & Most Popular App— Force.com AppExchange
Accelerating Momentum & Recognized Leader
2007 2008 2009 2010
Impacting the Entire Customer Relationship for great ROI
LeadGeneration
LeadQualification
OpportunityManagement
CustomerRenewals/Upsells
50% decrease in research time
22->70 New Opportunities/Rep/Month
Improved selling to C-level
Increase Avg. Contract Value by 460%
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
DEMO
| SLIDE :16
InsideView for SugarCRM Features
| SLIDE :17
FREECRM+ PRO
…for Individuals
for Sugar …for Sales Teams
…for Acct Mgrs.
Sales Data
Company Details ü ü üTwitter & Blog Mentions ü ü üNews Aggregation ü ü üSocial Profiles ü ü üFamily Trees ü üCompetitor Profiles ü üContact Details ü ü
Sales Intelligence
Company Tracking Limited Limited üStandard Sales Triggers Limited ü üCustom Sales Triggers üSocial Network Connections ü üTriggers & Connection Sharing ü
CRM Integration & List Export
CRM Import & Sync Limited üCRM Data Governance ü üList Building üCompany List Export üContact List Export ü
PRICE $0 $19/user/month
$49/user/ month
CRM + for Sugar Requires activation of all CRM users. 5 user minimum. PRO for Individuals No min seat requirement. PRO for Sales Required 5 seat min. PRO for Account Mgmt Required 5 seat min.
