InsideView Customer Success Story: Adobe Software

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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.

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InsideView Customer Success Story:Adobe Software| SLIDE :1

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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 Adobes 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.

Adobes 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.

Adobes Omniture Business Unit GoalsInsideViews ImpactIncrease relevance to customers and prospects50% decrease in time spent researching customers & prospectsAdopt a social media based sales & marketing strategy200% increase in call-to-opportunity rationImprove lead management process / sales & marketing alignment20% increase in opportunities

With InsideView, Adobe Omniture Business Units 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, Adobes 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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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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Adobe Omniture Essentials:Industry: IT & SoftwareEmployees: 1200 Salespeople: 200+ Sell to: CMO/SVP/VP LevelCRM: Salesforce.comInsideView Users: 80+The account executives at Adobes 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 didnt make the major news sources, and the rep wouldnt 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 Omnitures product. Adobes Omniture Business Unit won a sizable deal because one of their reps used InsideView to deliver a relevant message to a prospect.

Adobes 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 Units sales and marketing teams into alignment. With InsideView, Adobes 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 arent a good fit for their products.Alignment Between Sales & Marketing

Example of using a Sales Intelligence Solution

Screenshot from InsideViewExample of using a Sales Intelligence Solution

Screenshot from InsideViewCompany Intelligence Who, What and Where is the Company?

Example of using a Sales Intelligence SolutionScreenshot from InsideView

Example of using a Sales Intelligence SolutionScreenshot from InsideViewPeople Intelligence Who are the key players of the company?

Example of using a Sales Intelligence SolutionScreenshot from InsideViewPeople 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 SolutionScreenshot from InsideViewPeople Intelligence

Example of using a Sales Intelligence SolutionScreenshot from InsideView

Example of using a Sales Intelligence SolutionScreenshot from InsideView

Social Intelligence What is being talked about?

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