convert leads faster by integrating webinar data with salesforce
TRANSCRIPT
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Convert Leads Faster by Integrating Webinar Data with Salesforce
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Why Webinars? The Problem: Siloed Data The Solution: Integration Three Case Studies Panel Discussion and Q&A
Agenda
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Lead generation Thought leadership Customer nurturing Online training Partner interaction Product launches Sales demos Employee communication Investor relations
Why Webinars?
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How are you using webinars in your business? – Lead generation
– Thought leadership
– Customer nurturing
– Online training
– Partner interaction
– Product launches
– Sales demos
– Employee communication
– Investor relations
– Other
Poll Question: Multiple Answer
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The Role of the CRM
CRM
Sales Activities
Prospect Campaigns
Support Cases
Nurturing Programs
Customer Care
Marketing
Sales
Management
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Poor visibility Delayed follow-up Missed opportunities Wasted time & resources
The Problem: Siloed Data
Manual Processes
Interactivity Data
Registration Data
Attendance Data
CRM
Webinar Platform
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Instant visibility Rapid follow-up Capitalize on opportunities Streamlined processes
The Solution: Integration
Automation
Interactivity Data
Registration Data
Attendance Data
CRM
Webinar Platform
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The Dark Ages
What’s going on right now with registrations? Is my lead registered? When did he/she register? Can I send them a link to register? Who attended?
Helena Brito Marketing Specialist
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The Dark Ages
What’s going on right now with registrations?
Is my lead registered?
When did he/she register?
Can I send them a link to register?
Who attended?
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Age of Enlightenment
“Awareness of participation in events by potential customers allows me to enter the conversation with relevance and value, thereby earning their attention.”
- Lucas Zaichkowsky Account Executive
MANDIANT
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OverDrive – Before App Deployment
Before ReadyTalk for Salesforce Integration: ~1,300 training events per year – three (3) primary gaps
– When did the participant register?
– Which participants attended each session?
– Where are my attendees from?
Limited visibility into custom registration questions
Jill Myers Business Systems Analyst
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OverDrive – Recent Use Case
New Product Launch During Annual Training Event:
Situation – Need to update Training Month participants about new product launch.
Requirements – Confirm all domestic, registered participants.
– Email updated training materials with new information about new product.
Resolution
– Update page layouts, related lists, and views to include custom registration questions (i.e., custom metadata).
– Create special report for data mining purposes for this request.
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OverDrive – Customization Solution
REQUIREMENT: Analyze participant data based on ‘Country’ to implement a follow-up communication
strategy related to our new product launch.
SOLUTION: Update related list metadata to include custom
registration fields for quick & easy review by
users.
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OverDrive – Report Solution
SOLUTION: Custom ReadyTalk Meeting & Meeting Member report with custom registration metadata and appropriate filters (time frame & ‘Country’).
Product Launch Follow Up
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ReadyTalk for Salesforce SchoolDude.com
Pat Buchanan [email protected] Applications Engineer Manager
David Kornegay [email protected] Senior Applications Engineer/ SchoolDude.com Mayor
SchoolDude.com
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SchoolDude.com
Provide Online Management Tools Designed for Education: Facility, Maintenance, Utility, Information Technology and Business Office
Software as a Service Company (SaaS) Over 5,200 clients, 1 million users everyday 150+ Employees Based in Cary, NC
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Current Webinar Usage
Sales
– Pre-sales product webcasts (One-On-One/Group)
– Stateside/Region based campaigns Marketing
– Monthly National Webcasts (100-800 attendees) Support/Client Service Center (CSC)
– Client One-On-One Training
– Group Training
– Best Practices Seminars
Sales, Marketing and Support
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Integration Goals
ReadyTalk events visible in Salesforce Quicker webcast results to Salesforce users Allow reps to invite attendees from Salesforce Auto add attendees to Campaigns Eliminate some of the time and spreadsheets it takes to compile large
webcast results
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Webinar Process
Build Registration Page Market Webcast via Eloqua Clients/Prospects Sign-Up Conduct Webcast Review Polls to Confirm Leads or Action Items Leads Appear in Salesforce Attached to Campaign
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Branded ReadyTalk Page
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ReadyTalk Registration
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ReadyTalk Listing
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ReadyTalk Event in Salesforce
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Unmatched Registrants
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Campaign
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Panel Discussion
Helena Brito
Marketing Specialist,
Mandiant
Jill Myers
Business Systems Analyst,
OverDrive
Dave Kornegay
Sr. Applications Engineer,
SchoolDude.com
Pat Buchanan
Applications Engineer Manager,
SchoolDude.com
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Learn More
Sign up for a live demo of ReadyTalk for Salesforce:
readytalk.com/salesforce