marketing automation + communities = customer love
Post on 14-Sep-2014
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DESCRIPTION
Slides from Magnet 360's Marketing Automation + Communities = Customer Love NYC event on July 15, 2004. Featured speakers include Eric Scheel (CTO, Magnet 360) and Dave Wisdom (Senior Business Consultant, Studio Orange at ExactTarget)TRANSCRIPT
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MARKETING AUTOMATION + COMMUNITIES = CUSTOMER LOVE
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Join the Conversation:@Magnet360@Salesforce@dwisdom
@ericscheel #CustomerLoveNYC
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OUR MANTRA
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S A L E S F O R C E E X P E R T I S E
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C L I E N T T R U S T E A R N E D E V E RY D AY
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ANDREA MILLER
VP COMMERCIAL SALES, SALESFORCE.COM
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Andrea Miller
VP Commercial Sales
salesforce.com
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Our Mission: Cloud Computing Driver, Catalyst & Evangelist
Mainframe Client/Server
No Hardware/Software
Subscription Model
Automatic Upgrades
Constant Innovation
EnterpriseCloud Computing
Today1960s 1980s
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#1 in Enterprise Cloud Computing & CRM
#1Salesforce: World’s #1 CRM
Enterprise Cloud Computing Market Share
#1World’s Most Innovative Company2011, 2012, 2013
#1
Market Leader:Enterprise, MidMarket, SMB & Sales Force Automation
#1
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Third Wave of Computing:
• “Internet of Things”
LAN/WAN
Client
Server
Millions
SNA
Mainframe
Terminal
Thousands
LTE
Cloud
Social . Mobile . Cloud . Connected
75 Billion Connected “Things”
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Behind every is a customer.thing
device
lead
opportunity
app
post
sales meeting
chat
quote
community
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58%Faster
Deployment
A Whole New Way to Engage Customers
connectedproducts by 2020
Dashboard to our lives
1TConnected
Sensors
MobileConnected 75B
Connected ProductsBy 2020
5BSmartphones
by 2017
4.5B
Aggregate Social Users
Cloud
Social
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In the Internet of Customers, Companies Create 1:1 Journeys
Connected
Customers
Connected
Employees
Web Store Community
Connected
Partners
EmailSocialMobileProduct
Connected
ExperiencesStadium
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Your Customers
Cloud . Social . Mobile . Connected
Sales Cloud Service Cloud ExactTargetMarketing
CloudAppExchange
Salesforce1 Communities
Salesforce1 Mobile App
Salesforce1 Platform Services
Force.com Heroku ExactTarget Fuel
Salesforce1: A New Customer Platform for the Future
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The Internet of Customers Has Changed Marketing Forever
Fragmented 1:Many Untargeted Seamless 1:1 Experiences
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The Customer Platform for 1:1 Marketing
Build a single view of your customers
Manage the customer journey
Deliver personalized content on every channel
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#1 in Digital & Social Marketing
10,000+ Customers
8 of 10 Largest Advertisers
8 of 10 Largest Online Retailers
• Strong Momentum • Market Leadership • Customer Success
#1 Forrester Wave
Leader Gartner Magic Quadrant
Engagement & Analytics
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Powering 1:1 Marketing Across Every Industry
Retail/CPGTravel
& HospitalityCommunications
& MediaInternet
& eCommerceTechnology
Financial Services& Insurance
™
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ERIC SCHEEL
MAGNET 360 CTO, @ERICSCHEEL
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SALESFORCE COMMUNITIES
@ericscheel
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ENGAGEMENT FOR OUTCOMESE N G A G E M E N T S T R AT E G Y
/// Partner Since 2004
/// 2,000+ Platform Projects
/// 100+ Certifications
/// 8.9 Customer Satisfaction Score
@ericscheel
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MYSTARBUCKSIDEA.COM
• One of the earliest branded
communities on Force.com.• Key element in turnaround at
Starbucks over the last five
years.
» 150,000 ideas submitted» 2 million votes» 250+ ideas were implemented
@ericscheel
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GENERAL MILLS INNOVATION NETWORK
Key partner engagement tool
Post challenges and briefs for innovation opportunities
Create direct connection between General Mills and partners
Connected to internal resources and processes
@ericscheel
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THE HOME DEPOT - DRIVING INTERNAL INNOVATION
Large public facing community
Customers, employees and experts community
Advocate Engagement
Search Engine Optimization ofcontent @ericscheel
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WHY COMMUNITIES
@ericscheel
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WHY COMMUNITIES
Sales• Create value added services • Expand customer mindshare• Increase collaboration & reduce friction in the sales process
Service• Self service case deflection • Service reinvention… be like Amazon• Reduce cost & improve experience
Marketing• Defend & enhance the brand• Build customer & partner advocates • Conversation is happening, companies need to join @ericscheel
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DRIVING COMMUNITIES ROI
Increase sales:• Engaged customers in communities spend 19% more (University of Michigan 2013)
• 55% of consumers would pay more for a better customer experience• GE found engagement online resulted in a 15% increase in sales
Decrease costs:• 10% case deflection providing $2.5M in savings• Support can handle 3.8 issues simultaneously online vs. 1.2 over the phone.• 42% of service agents are unable to efficiently resolve customer issues due to
disconnected systems, archaic user interfaces, and multiple applications
Build brand advocates (get closer to your customer/partner):• 78% of community users 'research a problem' as part of their buying lifecycle• 24x more conversations happen in a community than on social channels• 11% share to other social networks via community (Facebook, Twitter, etc)
@ericscheel
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COMMUNITY MATURITY MODEL
2 – Presence• Stake your claim
• Direct partner and customer engagement
• Create feedback loops
1 – Planning• Listen & Learn
• Develop business case
• Internal cultural alignment
3 – Engagement• Dialog Deepens
• Internal Users Engage (Sales, Support, Product Development, Marketing)
• Profile / Identity aggregation
4 – Formalized • Organized at scale
• Global coordination
• Governance
• Optimized at scale
5 – Strategic • Across enterprise
• Employee, partner and customer
• Consolidation of sites and channels
Functionality ExtensiveLimited
Bu
sin
ess
Im
pa
ct
High
Low
6 – Converged• Community embedded into
products, services and processes
@ericscheel
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S A L E S F O R C E E X P E R T I S E
@ericscheel
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THANK YOU
@ericscheel