insideview customer success story: adobe software
Post on 14-Sep-2014
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InsideView brings you a case study of Adobe Software and their successful integration with InsideView's services. Adobe has seen extraordinary results with the use of sales intelligence provided by InsideView including 50% decrease in time spent researching customers and a 20% increase in sales. Learn about the extraordinary features of InsideView and Adobe's success. Check us out at www.insideview.com to learn more or get in touch with us.TRANSCRIPT
InsideView Customer Success Story:Adobe Software
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Two years ago, when the business world was buzzing about blogs, tweets, and an entire world of social media through which people were growing relationships, the Vice President of Global Sales at the Adobe Omniture Business Unit received a call from an InsideView sales representative congratulating him on an award Adobe’s Omniture Business Unit had recently won.
The Adobe Omniture Business Unit Story
“He really caught my attention – he seemed to know an awful lot about me,” recalls the VP. “I wanted to know how he was able to find out so much information about my company and about me, and how our sales reps could find out the same information about their targets.”
Adobe’s Omniture Business Unit embarked on a complete revamping of their sales and marketing strategy to find out how they could use social media to their sales advantage.
The Adobe Omniture Business Unit Story
“People share their lives on Facebook, LinkedIn, and Twitter, and we wanted to figure out how our sales reps could use that information to win deals,” says Mark Stock, Senior Director of Sales at Adobe.
Adobe’s Omniture Business Unit Goals
InsideView’s Impact
Increase relevance to customers and prospects
50% decrease in time spent researching customers & prospects
Adopt a social media based sales & marketing strategy
200% increase in call-to-opportunity ration
Improve lead management process / sales & marketing alignment
20% increase in opportunities
With InsideView, Adobe Omniture Business Unit’s sales and marketing reps keep track of their prospects’ and customers’ social media presence on blogs, Twitter, LinkedIn, Facebook, and over the news. They know when a customer or prospect develops a new business challenge or opportunity, how to connect with them, and what to say to them.
The Adobe Omniture Business Unit Story
Using InsideView, Adobe’s Omniture Business Unit implemented a sales and marketing strategy that helped them reach unprecedented success. In 2010 they were recognized for their innovative sales and marketing strategy with the Sales & Marketing 2.0 Award for Best Use of Social Media For Sales and Marketing.
The Adobe Omniture Business Unit Story
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SLIDE :8“InsideView has helped us
greatly improve our sales effectiveness using the power of social media. We use InsideView as a significant part of our customer relevance selling strategy. In doing so, we have been able to halve our research time, triple our call-to-opportunity ratio, and generate 20% more opportunities.”
– Mark Stock, Sr. Director of Sales, Adobe
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SLIDE :9Adobe Omniture
Essentials:
Industry: IT & Software
Employees: 1200
Salespeople: 200+
Sell to: CMO/SVP/VP Level
CRM: Salesforce.com
InsideView Users: 80+
The account executives at Adobe’s Omniture Business Unit receive daily emails from InsideView with news updates for the companies they care about. While reading his daily InsideView alert one day, one of the reps noticed that a company on his prospect list had hired a new executive. The leadership change didn’t make the major news sources, and the rep wouldn’t have found the article without InsideView.
Relevance to Prospects & Customers
He reached out to the new executive with a proposal for how he could impact his company using Adobe Omniture’s product. Adobe’s Omniture Business Unit won a sizable deal because one of their reps used InsideView to deliver a relevant message to a prospect.
Adobe’s Omniture Business Unit wanted to improve their lead management process, so they adopted a sales and marketing strategy that takes advantage of the most cutting-edge sales and marketing automation and intelligence solutions. They chose InsideView because it integrates seamlessly into Salesforce.com, and they love that they can quickly and easily manage their lead generation and qualification processes right within their CRM.
Integration with Sales & Marketing Automation
With the ability to enrich the basic lead data from the marketing team using the business and social media insights the sales team wants, InsideView plays a key role in bringing the Omniture Business Unit’s sales and marketing teams into alignment. With InsideView, Adobe’s Omniture Business Unit sales teams can identify which marketing-generated leads to follow-up on, when to reach out, and what relevant business issues to focus on. In addition, sales teams can avoid spending time following up with prospects that aren’t a good fit for their products.
Alignment Between Sales & Marketing
Example of using a Sales Intelligence Solution
Screenshot from InsideView
Example of using a Sales Intelligence Solution
Screenshot from InsideView
Company Intelligence – Who, What and Where is the Company?
Example of using a Sales Intelligence Solution
Screenshot from InsideView
Example of using a Sales Intelligence Solution
Screenshot from InsideView
People Intelligence – Who are the key players of the company?
Example of using a Sales Intelligence Solution
Screenshot from InsideView
People Intelligence – Who are the key players of the company?
People Intelligence – Who are the key players of the company?
Example of using a Sales Intelligence Solution
Screenshot from InsideView
People Intelligence
Example of using a Sales Intelligence Solution
Screenshot from InsideView
Example of using a Sales Intelligence Solution
Screenshot from InsideView
Social Intelligence – What is being talked about?
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