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Page 1: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Partner Playbook2012

SalesLogix

Page 2: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Partner Playbook Contents

• Customer Presentation – An Introduction• Playbook Details

– Contact Us/About InsideView– Success Stories– How to Sell InsideView– Target Market– InsideView for Marketing, Sales, and Acct Mgmt– Trials and Deployment– Product Suite, Pricing and ROI Calculations– Premier Services– Data Coverage– International– Marketing and Partner Portal– Sales Objections– Competitive Positioning– CRM Specific Case Studies and Testimonials

Page 3: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Put Social Sellingto Work For YouSell to People, Not Contacts

Page 4: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

The smallest edge separates winners & losers

Winner - Cadel Evans• 86 hrs, 12 min, 22 sec• Won by 1 min 34 sec • .03% faster than 2nd place

Page 5: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

92% prospects & customers never take a cold callor email

Page 6: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Intelligence to Sell to People, not ContactsMake your sales team more productive and competitive by delivering customer and prospect intelligence, inside your CRM.

…….more INTELLIGENCE

Page 7: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

good news

bad news

| SLIDE :7

Page 8: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success
Page 9: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

ç

ConnectionsPeople Insights

Watchlists/Alerts List Building

RightPerson

RightMessage

Right Time

Company Info Contacts

SalesLogix

Page 10: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView inside SAP CRM

• People Insights • Company Info• Watchlists/Alerts• Social Profiles• Trigger Events• Financials• Family Tree• Industry Profiles• Connections• List Building

Page 11: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Key Benefits • Better Prospects – right person, right time• Expert Call Prep – faster, better• Save Time - harness the web “all in one” place• Increase Win Rates – (18%+*)• Save Money – eliminate data subscriptions and list rental• CRM Adoption – salespeople love it• Clean CRM records – sync external data into CRM

Smarter salespeople.

More confident.

Better prepared.

*Avaya, 2011.

Page 12: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

New OpportunityPer Rep

Lead-to-Meeting Conversion

+ 118% + 200%

Lead Conversion Rate

+132%

Win more. Lose less.

Page 13: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Why is InsideView better?

ONLY “all in one” Sales Intelligence solution for CRM

• Millions of company and contact records

• Decision-maker contacts only

• Real-time news alerts

• Multi-source validation – accuracy

• Traditional AND social sources

• Connections outside your social graph

• Rich data: family tree, financials, industry profiles

• Ongoing technology innovation.

InsideView is a technology company, not a “data” company.

Page 14: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

How confident are you that ALL your sales reps

are 100% prepared to win every deal?

Page 15: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Get the Inside Edge

Page 16: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Partner Playbook

Page 17: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Partner Playbook Contents

• Customer Presentation – An Introduction• Playbook Details

– Contact Us– About InsideView– Success Stories– How to Sell InsideView– Target Market– InsideView for Marketing, Sales, and Acct Mgmt– Trials and Deployment– Pricing and ROI Calculations– Premier Services– Data Coverage– International– Marketing and Partner Portal– Sales Objections– Competitive Positioning– CRM Specific Case Studies and Testimonials

Page 18: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Contact Us Got a deal?• Reseller Deal Registration:

www.insideview.com/dealregistration• Referrals: www.insideview.com/referral

Your Dedicated Team:• Heidi Tucker, VP Global Alliances

[email protected]• Nirav Bisarya, Channel Manager

[email protected]

General Email:• [email protected][email protected]

| SLIDE :18

Page 19: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

About InsideView

• Founded in 2005• VC Funded• Vision: Increase productivity of customer-facing

employees by delivering relevant, timely insight about customers and prospects into CRM.

• Today: 145,000+ users, 6,000 customers, 30 countries• Integrated with all major CRMs.• 100+ channel partners on 3 continents

SalesLogix

Page 20: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

#1 Rated & Most Popular AppForce.com AppExchange

Social CRM WatchlistZDNet / Paul Greenberg, January 2011

Top 100 Private Software CompanyJMP Securities, 2011

ACCOLADES

2012

RECOGNITION

Leader in Social CRM

145,000+ users 6,000+ customers 30+ countries

Page 21: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

132% Increase in Lead Conv. Rates

22->70 New Opportunities per Rep/Month

3x Increase in Reps Surpassing Quotas

3x Increase in Qualified Leads

50% Decrease in Research Time

$500K Increase in Incremental LTV/Rep/Year

Proven ResultsBetter conversations, higher conversions.

Page 22: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

How to Sell InsideView InsideView delivers real-time, customer intelligence

and valuable social connections, so sales reps can learn critical information to win more deals.

It’s “Sales intelligence” that uncovers the right person, at the right time, and the right message.

| SLIDE :22

CxO’s only care about 3 things:

1. Make Money2. Save Money3. Improve Quality

InsideView helps you understand these issues and relate to your prospect in a meaningful way.

Page 23: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Lead Qualification

“yes” to 3+ questions = good InsideView prospect

“yes to 5+ questions = great InsideView prospect

• Do you currently bring any external data into your CRM?– If so, what data, which providers?

• Do you buy lists for prospecting?• Do you have a consultative sales culture (or more transactional

sales culture)?• Do you use a sales enablement methodology?

– If so, which one? Is it widely adopted?

• Is your industry highly competitive?– Who are your major competitors? What is your unique advantage?

• Do you use CRM for Sales Enablement (or Pipeline Management and Reporting)?

• Does your company embrace social media and social networking (i.e. LinkedIn, Twitter, Plaxo, etc.)?

• Are you actively looking for a data integration/sales intelligence solution?

– If so, do you have budget allocated? What is your timeframe?

Page 24: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView Benefits non-Sales Roles

• Marketing – Campaigns, invitations, lead enrichment and rapid lead scoring

• Procurement - Track suppliers. Alerts before supply chain risk occurs.

• Finance – Track customers for potential bankruptcy or funding event

• Legal – Family tree for conflict of interest and corporate hierarchy

• HR – Job postings, executive connections

Think: CRM+

Page 25: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView Target Market

• B2B companies• Consultative sales culture • High competition industries• Decision-maker is: VP Sales or VP Sales Ops

Top Industries: Technology Business Services Financial Services/Insurance

HR Recruiting Telecommunications Logistics/Manufacturing Media/Ad Sales/Sponsorships Non-Profit – Donor Development 25

Page 26: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

MarketingFind &

Qualify Leads

Acct MgmtRenew & Upsell

Customers

SalesEngage & Convert

Opportunities

InsightAlerts

Connections

InsideView Across the Revenue Cycle

Page 27: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView Across the Revenue Cycle - detail

| SLIDE :27

email bounce rates⏏ open rates⏏ lead conversion rates

• Find and target the right prospects

• Automatically enrich and score leads

• Run targeted micro-campaigns

• Engage at right time, with right message

• Reduce research time• Accelerate opportunities

and mitigate risk

• Build deeper relationships• Get inside sedge on new

opportunities.• Expand champions • Deliver ongoing strategic

value, not just upsells

⏏ call response rates⏏ opportunity win rates

⏏ renewal rates⏏ products per customer⏏ revenue per customer

MarketingFind &

Qualify Leads

Acct MgmtRenew & Upsell

Customers

SalesEngage & Convert

Opportunities

Page 28: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Trials & Deployment

• Trials– Free for 7-14 days, paid longer trials– Initial install defaults to 7 day free trial– Requirements for trial: 1 hour training, feedback call,

post trial survey

• Deployment– Easy iFrame Install into CRM– Users click once in IV window to provision– Can upgrade individual users or group to TEAM– Contact: [email protected] for trial,

deployment and upgrade info

Page 29: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView is FREE!

Install InsideView into all new CRM deployments Recommend to all existing CRM customers.

• It’s FREE. Like LinkedIn, Skype, Google, or Bing• No cost to customer. No Gimmick.• Optional upgrade at individual or group level at

any time.• Or remain a free indefinitely.

| SLIDE :29

Page 30: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

InsideView Product SuiteFREE - All company information, social feeds, news, 1 company and people watchlist, 3 agents• For: All CRM Users

CRM+ - Adds: View all contact details and social profiles. Sync companies and 50 contacts to CRM per user per month. Includes family tree and competitor lists.• $29. Requires IV license for each CRM license. (10 seat min). • For: All CRM Users

TEAM - Adds: access to all contacts, family tree, competitor lists, 5 watchlists, 20 agents, custom agents, and full list building with import to CRM.• $99 (5 seat minimum)• For: All customer facing roles, especially sales, account management, and channels

PRO - Same as TEAM but only for 1-4 users. No TEAM agents. Export limits. • $99 per seat, self-service credit card only.

Page 31: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

CRM+ Requires activation of all CRM users.Requires OnBoarding/OnGoing Services Plan

TEAM Requires OnBoarding/OnGoing Services Plan

* CRM+ Export/sync limit: 50 contacts per user per month. Company sync unlimited.

** PRO Export Limit: 100 contacts. 1-4 seats. Self-service credit card payment only.

CRM+ Requires activation of all CRM users. Requires OnBoarding/OnGoing Services Plan

TEAM Requires OnBoarding/OnGoing Services Plan* CRM+ Export/sync limit: 50 contacts per user per month. Company sync unlimited.

** PRO Export Limit: 100 contacts. 1-4 seats. Self-service credit card payment only.

Page 32: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

ROI Calculations

• Time Savings• What is the value of an hour of a rep’s time?• How much time would they save with InsideView v. manual research?

• Increased quality of business conversations• Are your reps are 100% prepared to win every deal? • What’s the cost if they’re not? • What is the benefit of a 5-10% (modest) increase in win rates?

• Hard cost savings• How much are you spending on one-time, inaccurate list rentals and data

services?

• New Rep Onboarding• What is the value of onboarding a new rep 3 times faster?

• First Mover Advantage• What is the value of being the first to know of an opportunity? | SLIDE :32

Page 33: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Premier Services Ensure Adoption and SuccessStart-up, Ongoing, and A la Carte

• Premier services are required for all customers (5+ seats)

• Premier Start-up (Year 1)– Ensures successful implementation, roll-out, customization, and adoption

phase of InsideView.– Pricing: 7.5% of License List Price (min $1,000 per company)

• Premier Ongoing (Year 2 and Beyond)– Designed for the ongoing utilization, expansion, and value-add of

InsideView.– Pricing: 5% of License List Price (min $500 per company)

• A la Carte– List building. Data append.– Available to all InsideView customers as needed.– Pricing: Variable per service

| SLIDE :33

Page 34: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Premier Services Detail

| SLIDE :34

Services Offering

Description OnBoarding PlanOnGoing

Plan A la CarteCustomer Success Manager

A named CSM to act as non-technical focal point for all customer interaction. Services will include Proactive Account Mgmt, Onboarding Coordination, Adoption Plan, Training Plan, and Exposure to IV Best Practices.

1 CSM 1 CSM NA

Training

InsideView Product Foundation training session. (eLearning)Customer Specific Sessions require $100 per hour Development fee and are quoted separately.

1 Foundation per 20 seats Custom per Plan $500

On site Company Specific Classes for $1500 per Day plus T&E $1500/day

(plus T&E)

Implementation Assisted CRM integration Incl. Incl. NALoad Customer Company Reference Accounts. Incl. Incl. $1,600

Implement Industry Custom Agents1 agent/user Custom per Plan $400/agent

Development and implementation of Static Watchlist1 watchlist/user Custom per Plan $400/seat

Support coverage via email and voice mail 16x5 (PDT) Incl. Incl. NAAccess to the InsideView Community Incl. Incl. NAData Services List Building $1,000 Min

1,000 to 2,500 $1.00/record2,501 to 10,000 $.90/record10,001 to 50,000 $.80/record50,001 to 100,000 $.70/record100,001 to 500,000 $.60/record500,001 and up Quote

Company Data Append $1,000 Min

1,000 to 5,000 $.25/record5,001 to 10,000 $.20/record10,001 to 50,000 $.15/record50,001 and up $.10/record

Greater of $1,000 or

+7.5% of List

Greater of $500 or

+5% of List

Page 35: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

On-Boarding: Methodology and ProcessesFor Helping you Realize Value Quickly

| SLIDE :35

• Define success• Measurements

• Today & Goal• CRM Usage• InsideView Usage• Sales Metrics• Resources & Time

• Configuration• CRM integration• Sales process

alignment

• Live sessions• Rec. online info• For all

• Users• Administration• Management

• User campaigns• Exec campaigns

• User surveys• Monthly reviews• Quarterly reviews• Ongoing

improvements

Plan Implement Train Adopt Measure

“InsideView’s excellent training and support during roll-out has been critical to our success.” - VP Global Sales, National Accounts Sales, United Healthcare

Page 36: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

International EditionsBeyond USA and Canada, InsideView has a ‘UK & Ireland’ Edition.

UK/Ireland Edition• Displays turnover in £, €• Territory builder map for UK/Ireland• 7,000+ UK specific sources

Page 37: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

International Public

Companies• 34,000+ International public companies• Company descriptions, contact info, snapshot financials,

URLs• All companies trading on senior exchanges (e.g. Euronext

Paris) and “junior” exchanges (e.g. London’s AIM)Executives• 400,000+ senior executives (Director & above)• Integration with LinkedIn (70M+ international members)News Sources• 25,000+

Region Companies ExecutivesAfrica 820+ 11,000+ Asia 18,500+ 213,000+ Europe 10,000+ 123,000+ Middle East 1,700+ 22,000+ Oceania 2,100+ 21,000+ South America 1,200+ 14,500+

Page 38: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

International PrivateCompanies• 615,000+ International private companies & subsidiaries• Company contact info and URLs• Support for multi-country searchExecutives• 800,000+ senior executives (Director & above) • Integration with LinkedIn (70M+ international members)News Sources• 25,000+

Region Companies Executives

Africa 14,000+ 15,000+ Asia 168,000+ 152,000+ Europe 355,000+ 530,000+ Middle East 11,000+ 18,000+ Oceania 45,000+ 62,500+ South America 22,500+ 13,500+

Page 39: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Marketing and Partner Portal

• Presentations• Fact Sheets• Videos• Blog posts• Webinars• Events• Logos• Case Studies• Insider Summit• Social Selling University

www.insideview.com/partnerportal

| SLIDE :39

Page 40: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Sales Objections

“Too expensive”• What is the value of one hour of a sales rep’s time? Is it more than $100?• How much time do your reps spend researching instead of selling?• Eliminate spend on other list purchases or data suppliers (like Hoover’s, Jigsaw).

InsideView consolidates all into one.• If your competitors have InsideView, can you afford not to?

“Data is inaccurate”• All data is inaccurate. Best in class is 70%. InsideView strives for 80%. • We use technology to improve accuracy – compared to “static” databases • We aggregate and validate against multiple sources.• We offer ways to notify us of inaccurate data to we can fix it quickly.

“Don’t need intelligence for all my people, just managers”• InsideView fuels solution selling in the 10 minutes before a call. • What is the value of a rep being 100% prepared and confident they are going to win the

deal?

“We’ll wait until our CRM deployment is complete”• How many deals will you lose between now and then?• InsideView is available via web browser, tablet, and smart phone.

| SLIDE :40

Page 41: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Compete.Win.

1. InsideView delivers all in one “sales intelligence”– Competition offers static business card “data”

2. InsideView is more accurate - multi-source validation. Real-time aggregation.– Competition is single source, manually updated.

3. InsideView is a premium records: decision-makers and “real” companies.– Competition has 90% staff level contacts and 95% of

company records < 5 employees.

Page 42: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Complete FREECRM+ /

PRO

Only InsideView is Designed for Sales

Performance

Detailed Company Profiles ✔ (Basic Info) ✔ ✔ ✔ ✔ InsideView provides detailed info for most companies with 25+ employees

360° Contact (Social Media Profiles)

✔ (Bus card info only) ✔ (Bus card & LinkedIn only, not integrated)

✔ (Bus card & LinkedIn only, not integrated)

Limited ✔ Only InsideView provides rich profiles for decision-makers (Director & above)

Create Target & Lead Lists ✔ (Very limited filtering) ✔ ✔ ✔ ✔InsideView provides unique filtering

capabilities to get to the most relevant leads.

Relevant

Alerts on Key Business Events

✔ (Basic Alerts) ✔ (Basic Alerts) ✔(Basic) ✔

InsideView monitors key business events and selling triggers across the largest #

of sources

Customizable Event Monitoring

✔ (low recall) ✔ Only Insideview helps monitor company / industry-specific business events

Access to Existing Social Connections

✔ (LinkedIn only) ✔ (LinkedIn only) ✔ ✔Only InsideView taps into Individual

Social Networks including LinkedIn and Facebook

Discovery of New Business Connections

✔Only InsideView leverages personal ,

Team and Reference Customers’ Social Networks

Social Insights for Companies & Contacts

✔ (link only, no feed) ✔ (link only, no feed) ✔ ✔Only InsideView delivers insights from

Blogs, Twitter, and LinkedIn for both companies and contacts

Integrated

Native CRM Integration Salesforce.com only✔ ✔

✔ ✔ Sales Intelligence from InsideView is built into leading CRMs

Sync to CRM Salesforce.com only✔ ✔ ✔ Native integration to leading CRMs for

fast & easy export of lists into CRM

Alerts: Email, Web, Mobile Limited ✔ Insideview provides the most convenient access to sales intelligence

Competition

Page 43: Partner Playbook 2012 SalesLogix. Partner Playbook Contents Customer Presentation – An Introduction Playbook Details – Contact Us/About InsideView – Success

Put Social Sellingto Work For YouSell to People, Not Contacts