October 2015

Salesforce/Pardot Experience

Timothy Clark Manager, IT

Tom Reed

Director of Marketing

©2015 Catalyst Connection

About us

• Mission – Catalyst Connection is an economic development

organization dedicated to helping small manufacturers in southwestern Pennsylvania improve their competitive performance.

• 23 person non-profit

• Previous CRM - Sage SalesLogix for 10 years

SLIDE 2

What prompted the move to Salesforce?

• Concerns about the future of current CRM – Current CRM and sever needed upgraded – Cost of hosting 3 virtual servers – Limited Support – Expensive to update – No integration with other applications

SLIDE 3

Why we choose Salesforce

• Web based application – No server hosting fees – No cost to upgrade

• Mature product • Easy to make updates • Great Mobile App • Easy integration into other applications • Many prebuilt apps available

SLIDE 4

Salesforce Lessons Learned

• Training – Schedule more trainings

• Changed the timing of launch

– We launched right before a very busy reporting month

• Salesforce is good but it too has its limitation

• Importance of having a good implantation partner

SLIDE 5

Marketing Software Selection

Swiftpage emarketing + Affordable Price - $3,500/year + Integration with Sage Saleslogix - Less integration with Salesforce - Limited user interface and editor - Few tools for analytics, market tracking, and sales

support

Marketing Software Selection

Review Process • Research of Marketing Software • Narrowed down to: ExactTarget, Marketo, Pardot • All 3 software solutions offer:

• Integrated well with Salesforce • Advanced email editor with templates • Improved reporting, dynamic contact lists, website visit

tracking • ExactTarget and Pardot owned by Salesforce • Pardot offered the best non-profit pricing

Pardot Implementation

Onboarding Process • Excellent training support with 30 days to assist with setup

and user training • Online resources: articles, videos, 24 hour support • Emails are now more targeted to recipients based on

account and contact factors that are recorded in Salesforce • Able to see which emails and which website pages a contact

visits

Pardot Implementation

Still on the “Learning Curve” • After four months, we are comfortable with the basics:

creating lists, sending email, tracking/reporting, accessing data in Salesforce

• Have only spent a small amount of time with more advanced features: drip marketing campaigns, creating landing pages, using data to drive sales activities

• Marketing still needs to provide training to sales staff and others

Pardot: Lessons Learned

• Need to be ready to give time and attention from Day 1 of the 30-day training period – it goes fast

• Learning Pardot would probably have gone smoother if we had waited 6 months to a year after implementing Salesforce

• Overall, it was a smooth transition to a new CRM and marketing software

Salesforce IdeaExchange

• https://success.salesforce.com/ideaSearch

SLIDE 11

Thank You

SLIDE 12