Webtrends and CRM Together at Last

Integrating Web Analytics & CRMAdam GrecoWeb Analytics Demystified

Website Data CRM Data+

A Day in the Life…

Web Analytics CRM

Prospect Search = “sales force automation”

Prospect Arrives at Our Website

1 Unique Visitor1 Visit1 Natural Search (Google)1 “sales force automation”1 USA Visit1 California Visit1 San Francisco Visit1 Page View• 1 Home Page View

Prospect Views Sales Cloud Product Page

1 Unique Visitor1 Visit1 Natural Search (Google)1 “sales force automation”1 USA Visit1 California Visit1 San Francisco Visit2 Page Views• 1 Home Page View• 1 Sales Product View

Prospect Views Sales & Service Demo

1 Unique Visitor1 Visit1 Natural Search (Google)1 “sales force automation”1 USA Visit1 California Visit1 San Francisco Visit1 Sales Demo View1 Service Demo View4 Page Views• 1 Home Page View• 1 Sales Product View• 2 Demo Page Views

Prospect Returns Next Week - Views Pricing

1 Unique Visitor2 Visits1 Natural Search (Google)1 “sales force automation”2 USA Visit2 California Visit2 San Francisco Visit1 Sales Demo View1 Service Demo View6 Page Views• 2 Home Page View• 1 Sales Product View• 2 Demo Page Views• 1 Pricing Page View

Prospect Fills Out Free Trial Form

1 Unique Visitor2 Visits1 Natural Search (Google)1 “sales force automation”2 USA Visit2 California Visit2 San Francisco Visit1 Sales Demo View1 Service Demo View1 Free Trial Form7 Page Views• 2 Home Page View• 1 Sales Product View• 2 Demo Page Views• 1 Pricing Page View• 1 Free Trial Page

1 Lead• Type=Free Trial• Bill Smith• Job Title = CIO• bsmith@xyz.com• (415) 555-1212

Should Sales Call This Lead?

What Brought Them To Our Website?

What Products Do They Want?

How Qualified Are They?

Are They Worth My Time?

If Web Analytics Could Talk…

Bill is interested in Sales and Service!

Bill has already viewed our demos!

Bill has checked out our pricing!

Bill has been back several times!

Bill wants to buy!!!

Bill Speaks to Sales…

1 Unique Visitor2 Visits1 Natural Search (Google)1 “sales force automation”2 USA Visit2 California Visit2 San Francisco Visit1 Sales Demo View1 Service Demo View1 Free Trial Form7 Page Views• 2 Home Page View• 1 Sales Product View• 2 Demo Page Views• 1 Pricing Page View• 1 Free Trial Page

1 Lead• Type=Free Trial• Bill Smith• Job Title=CIO• bsmith@xyz.com• 1 Phone Call• # Employees = 500• 1 Opportunity - Sales• $25,000• Sales Stage = 7

Marketing Source Product Interest Lead Quality Personal Information Revenue

So What Can You Do?

1. Show Sales what Prospects did on the website

2. Intelligently re-market using web and CRM data

3. Pass “website score” to help sales qualify leads

4. Provide Sales Forecasting

CRMWeb Analytics

1. Add offline success metrics to online variables

2. Segment web analytics data by CRM fields

3. Target web promotions using web and CRM data

Insights from Web Analytics Demystifiedwww.webanalyticsdemystified.comInsights from Web Analytics Demystifiedwww.webanalyticsdemystified.com

Adam GrecoSenior Partner, Web Analytics Demystifiedadam.greco@webanalyticsdemystified.com

Josh HoltzmanPresident & CEOAmerican Data Company

Real World Implementation

Business Consulting & Technology Services Firm

•CRM

• Email

• Web Analytics

Focus Partners

Salesforce.com Overview

• Leading CRM & Platform• 90,000 + Clients• Software as a Service

CRM Exchange for Salesforce

What is It?

Example

Data View

Benefits

• Single View of Consumer Behavior

• Actionable at the Consumer Level

• Drive Targeted Campaigns & Highly Effective Sales Tactics

How Do I Get it?

At Engage:

Visit the American Data Company booth in the Exhibit Hall

Post Engage:

Visit the Salesforce AppExchange for a Test Drive

www.appexchange.com

Contact Your Webtrends Account Executive

Webtrends and CRM Together at Last

prospect search

website datacrm data

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Technology

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