Improving Sales Productivity

July 2010

“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers.

Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers. ” 

Geoffrey JamesFrom his Blog : Sales Machine

The Customer is Driving the Conversation

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Sales Approaches Need to Align with Customer 2.0

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YOUR SALES REP

Reach the right person at the right time with the right message

CUSTOMER 2.0

Receive information that’s relevant to current initiatives or urgent business challenges

Current Sales Approaches Are Ineffective For Customer 2.0

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Manual, Disconnected Processes | Low Productivity | Poor Effectiveness

CRMTraditional

Media

Social Selling: A New Approach To Engage Customer 2.0

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EngageListen Connect

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“Social selling allows an average sales person to become a top performer… in a way that was only accessible to the top sales guard in the past.”

AXEL SCHULZEBlog : What is Social Selling?

=

MERGERS & ACQUISITIONSLEADERSHIP CHANGES

MARKET EVENTSCURRENT INITIATIVES

BUSINESS CHALLENGESNEW REGULATIONS

COMPLIANCE REQUIREMENTSCOMPETITOR EVENTS

Listen

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CUSTOMER CONVERSATIONS

TRADITIONAL MEDIA:Company & Contact Data, News, SEC Filings,

Press Releases, etc.

RELEVANT INSIGHTSWHAT INSIDEVIEW DOES

ACCESSAGGREGATION

INSIGHTS

GET RELEVANT and TIMELY INSIGHTS ABOUT YOUR PROSPECTS

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Existing Network

+

Connect

Previous EmployersReference Customers

Coworkers

CONNECTIONS

DISCOVER AND USE KEY RELATIONSHIPS TO REACH YOUR PROSPECTS

Engage

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Hi Cory, This is John from InsideView… Wow, how didhe know all that?

1. I recently heard that Xactly acquired Centive – Centive was one of our existing customers.

2. And from your last Tweet, sounds like you may need a hand with the M&A?

LISTEN

1. Greg Volm, whom you worked with at Salesforce.com, suggested I give you a call.

CONNECT

REACH THE RIGHT PERSON AT THE RIGHT TIME WITH THE RIGHT MESSAGE

SalesView: Increase Your Sales Productivity

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CUSTOMER CONVERSATIONSBlogs, Twitter, etc.

TRADITIONAL MEDIA:Company & Contact Data, News, etc.

SOCIAL NETWORKS:LinkedIn, Facebook, etc.

SALES PROSPECTS

INSIGHTS CONNECTIONS ACCESSAGGREGATION

SalesView

REACH THE RIGHT PERSON AT THE RIGHT TIME WITH THE RIGHT MESSAGE

Your Success, Not Just Support

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Comprehensive Portfolio of Services

Consulting• Value-added services• On-boarding and roll-out

+Education

• Role-specific curriculum• Standard and custom options• Remote and on-site

Support• Tiered offerings• Multi-channel support• 24x5 coverage

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“InsideView’s excellent training and support during roll-out has been critical to our success.”

JIM LANEVP National Accounts Sales Reporting & CRM Solutions, United Healthcare

MARKETING INSIDE SALES FIELD SALES

Increase Sales Productivity: Across the Revenue Cycle

✔ More high quality leads

✔ Shorter sales cycles

✔ Improved win rates

✔ Increased account revenue

✔ Higher renewal rates

✔ Faster pre-call research

✔ Better lead conversion rates

LeadGeneration

Lead Qualification

Opportunity Management

Up-sell &Cross-sell

ME

TR

ICS

SALES LEADERSHIP

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CURRENT PERFORMANCEYEAR-OVER-YEAR PERFORMANCE

Reps Achieving Quota Revenue Win/Loss Rate Lead Conversion Rate

SalesView Users Are More Productive

Source: Peter Ostrow, Aberdeen Group, October 2009 (n:422 Companies)

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Our Customer Growth

• 600+ customers

• 35,000+ end users

“Slam Dunk!”ZDNet / Paul Greenberg

Top 100 Private Software CompanyJMP Securities

The Top Rated ApplicationForce.com AppExchange

14How SalesView is Helping Our Customers

“SalesView enables our sales team to engage with prospects in a deeper, more relevant manner. The insights we gain from SalesView are pivotal in helping us foster and close important deals .”

“We are very excited to have chosen SalesView. Our Sales Executives and their support team are able to easily stay current with news relevant to their accounts and identify additional sales opportunities, without leaving their CRM.”

“Using SalesView, we have reduced the time for our new sales reps to be fully productive by 50%. We have accelerated our customer acquisition rates and increased our incremental customer lifetime value by $500K"

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Product Detail

AggregationSmart Records™ provide complete and accurate profiles

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NameTitleEmailPhone

RelationshipsWork History

Interests

Address

Biography

Emerging Data

NameTitleAddressEmailPhone

Smart RecordsTM

Social Media

NameTitleWork HistoryRelationshipsInterests

Traditional Data

NameTitleAddressBiography

Most complete profiles | Most accurate information | Unique insights from social media

InsightsSmart Agents ™ find the right prospects at the right time

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Our Standard Agents

• Leadership Changes

• Mergers & Acquisitions

• Expanding Operations

• Funding Developments

• New Product Launches

….

Your Custom Agents

• CRM / ERP Initiatives

• Travel Expense Programs

• New Retail Locations

• Competitor Deals

• Product Recalls

….

+ =Selling Opportunities

“Oracle announces new Regional Director of North

American Sales…”

Find the right sales triggers | Know when to engage | Never miss an opportunity

ConnectionsSmart Connections ™ discover key relationships

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+Previous

EmployersReferenceCustomersCoworkers

SALESVIEW

ExistingNetwork

Access existing relationships | Discover new professional relationships | Maximize the power of networks

Access Smart Views ™ deliver intelligence at the point of need

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CRM Mashup

Browser

Email

Optimized interface for sales productivity | Leading CRM integration | Within Accounts, Leads, Contacts, & Opportunities

Differentiation

Social NetworksEmerging Data

ProvidersTraditional Data

Providers

Aggregation

Detailed Business Profiles ✔ ✔ ✔

Detailed Contact Profiles ✔ ✔ ✔

Insights

Alerts on Key Business Events ✔ ✔

Customizable Event Monitoring ✔

Connections

Access to Existing Social Connections ✔ ✔

Discovery of New Business Connections ✔

Access

Native CRM Integration ✔ ✔ ✔

Alerts via Email, Web, Mobile ✔

Differentiation

Social NetworksTraditional

Data Providers

SalesView is the only solution designed for sales productivity

EmergingData Providers

Customer Success

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Our Impact

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“We are very excited to have chosen SalesView. Our Sales Executives and their support team are able to easily stay current with news relevant to their accounts and identify additional sales opportunities, without leaving their CRM. InsideView’s excellent training and support during roll-out has been critical to our success.” VP Global Sales National Accounts Sales

Reporting and CRM Solutions

ConsultingAlignment &Techniques for Improving Sales Productivity

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Value-Added Services

•Quick Start•Territory and Account Planning•Custom List Building•Dashboards for Sales Productivity•Transitioning to Sales 2.0•Coaching

On-BoardingMethodology and Processes For Helping you Realize Value Quickly

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InsideView on-boards most customers in just a few days

Define goals, identify key metrics, and understand trends:• CRM usage• SalesView usage• Sales velocity and conversion metrics

PLANNING

Implement SalesView:•CRM Integration•Configuration•Provisioning•Sales process alignment

IMPLEMENTATION

Train all stakeholdersusing role-basedcurriculum:• Users• Administrators & Managers• Executives

Drive adoption &awareness: • User adoption campaigns• Executive sponsor campaigns

TRAINING, ADOPTION,& AWARENESS

Measure adoptionand value:•User surveys•Regular usage and metrics reviews• Recommendations for improvements

MEASUREMENT &OPTIMIZATION

EducationMultiple Training Options For Your Unique Needs

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Blended Curriculum

✔Relevant✔Tailored✔Anytime, Anywhere!

99% of SalesView TEAM Customers use our training

Foundations

• SalesView Basics • SalesView for Managers• SalesView for Administrators

Advanced

• List Building• Territory and Account Planning• Custom Configuration• SalesView Best Practices

Support

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• Email• 48-hour response

times

• Email• Chat• 24-hour response

times

• Email• Chat• Phone• 12-hour response times• Personal Support Rep• Beta participation• Customer Advisory Board

(CAB) participation

Silver Gold Platinum

Case Studies

CHALLENGE– Prospecting effectiveness– Quality of CRM data

IMPACT– Increased Sales Productivity– Increased Marketing Campaign Effectiveness– 12% increase in pipeline over initial 6 month deployment– 320+% ROI due to additional deals closed – all directly

attributable to prospects discovered through SalesView

Customer Success:

“The breadth and depth of the prospect data, the relevance of the alerts around crucial selling opportunities, and insights into key executive connections, coupled with its powerful CRM mash-up, make SalesView a highly effective sales and marketing productivity enhancer.”

David Fitzgerald, EVP Sales, Marketing and Services

CHALLENGE– Improve sales productivity through acquisition– Accelerate sales cycles

IMPACT– Increased sales productivity leading to incremental sales

cycles delivering $500K in incremental LTV / rep / year– Decreased time to full sales productivity by 50%– Expanded into new geographies more profitably with

accelerated customer acquisition rates

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“The SalesView mash-up with Salesforce.com gives me great functionality and excellent usability – basically everything I need for boosting sales effectiveness– all in one place. We have realized huge gains in productivity and the sales team is excited!”

Tina Babbi, Vice President Sales and Service Operations

Customer Success:

CHALLENGE– Accelerate research and lead qualification

IMPACT– Reduced pre-call preparation time by 1-2 hours per day per rep – Improved volume-selling through increased call readiness – Improved high-end selling through connections to C-level

executives– Increased relevancy of customer interactions– Increased CRM adoption

“InsideView provides an intelligent solution that enables both high-end selling through connection analysis, especially with C-level executives, and volume-selling by reducing preparation time for calls.”

Alex Saleh, Vice President, Global Sales Operations

Customer Success:

CHALLENGE– Sales team productivity, particularly for new hires– Low adoption of previous sales intelligence tools

IMPACT– 30% increase in productive reps from ‘08 to ’09– 2X faster ramp rate for new hires & new territories– 3X increase in prospect attendance in field events– 100% sales team adoption– Renewed & expanded four times (15->200+ seats)

“The insights we gain from SalesView are pivotal in helping us foster and close important deals.”Jason Solinger, Director, North America Sales

Customer Success:

CHALLENGE– Inaccurate and incomplete sales data – Poor territory management– Complex prospecting process

IMPACT– 200% year-over-year increase in call volume– 240% year-over-year increase in transactions– Nearly 1000% year-over-year increase in actual number of

customers contacted

“SalesView’s ability to sharply increase the data quality being used by the Innotas sales team has led to higher productivity and accelerated sales cycles. Simply put, better data means warmer sales calls – and that’s huge.”

Kevin Kern, VP of Worldwide Sales

Customer Success:

CHALLENGE– Prospect database was obsolete and inaccurate– Needed executive level contacts in target companies

IMPACT– 30% more contacts in contact database– Increased marketing campaign effectiveness – More accurate account data and relevant prospect interactions– 100% sales team adoption

“Our trial with InsideView demonstrated significant value over Hoover’s based on head-to-head tests in several active campaigns. SalesView’s tight integration with our CRM was another key factor in our decision-making. We adopted SalesView even though we still had six months left on the Hoover’s contract.”

Glenn Haertel, Executive Vice President

Customer Success:

CHALLENGE– Aggressive revenue goals– Too few qualified, meaningful leads

IMPACT– 5-10 leads per day per rep via Smart Agents– 50% lead conversion to real opportunities– $200K revenue growth in first 60 days using SalesView

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“SalesView has helped us zero in on prospects that ultimately materialize into actual opportunities. We have experienced 100 percent adoption by our sales team in a short period of time and envision SalesView becoming a core part of our day-to-day sales efforts.”

James Zagelmeyer, Executive Vice President

Customer Success: