Can Marketing Help Sales Sell?

Can Marketing Can Help Sales Sell?June18,2009

© 2009 Marketo, Inc. All rights reserved

BarryTrailerManagingPartner,

CSOInsights

PhilFernandezPresidentandCEO,

Markeo

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Topics

LatestResearchfromCSOInsights

Discussion:CanMarkeJngHelpSalesSell?

MarketoSalesInsightIntroducJon&Demo

Q&A

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PIPELINESELLING PROCESS STEPSINPUT

M A R K E T I N G C U S T O M E RS U P P O R T

OUTPUT

Step5

Step4

Step3

Step1

Step0

Step2

Stepn+2

Stepn+1

Stepn

Sales Cycle Length

S E L L I N G

Traditional Sales Cycle

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Introducing the Revenue Cycle

TOTALREVENUE PROCESS STEPS

OUTPUT

Step5

Step4

Step3

Step1

Step0

Step2

Stepn+2

Stepn+1

Stepn

S E L L I N G

C U S T O M E RS U P P O R T

M A R K E T I N G

Revenue Cycle Length

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15th Annual Sales Performance Optimization (SPO) survey

~1800 Companies Participated Worldwide

Survey Closed 12/15/08

5th Lead Generation Optimization (LGO) survey

~600 Companies have responded thus far

Survey Closes 6/25/09

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Can Marketing Help Sales Sell?

Discussion

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Should Companies Stop Marketing To Prospects Once Sales Engages?

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How Can Sales Reps Prioritize Time On The Right Accounts And Activities?

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Marketing Campaigns That Help Sales Sell

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Introducing Marketo Sales Insight

© 2009 Marketo, Inc. CONFIDENTIAL Until June 9, 2009. All rights reserved

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A Social Sales Application:Buying Has Changed Forever

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Get Facebook-like feed updates of Interesting MomentsAnytime to any desktop browser or mobile device

Distill “Interesting Moments” from customer behaviorFocus on activities sales really cares about

Find people you would like to know more about One-click access to Jigsaw, Demandbase and LinkedIn

Define “social network” of leads & contacts to followPrioritized by urgency and quality

A Social Sales Application

© 2009 Marketo, Inc. Marketo Proprietary and Confidential

Levelsthe‘buyer‐is‐in‐control’playingfield

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Demo

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What Customers Think

©2009Marketo,Inc. MarketoProprietaryandConfidenJal

MarketoSalesInsightisthemostexci4ngthingaboutMarketo.Ithelpsuscloselymonitorourclients,sendtrackableemailsandreceiveinstantno4fica4ons,sowecanbe?errespondtoclientneedsandearntheirrenewalbusiness.

KaJeEfstraJs,SalesManager

“”

MarketoSalesInsightgivesmySalesteamanunfairadvantagebyprovidingtheessen4aldatatofocusontheho?estleadswiththehighestrevenueimpact.

DaveOrrico,SeniorVicePresidentSales”“

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Marketo at a Glance

FinancingTeam

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July Aug Sep Oct Nov Dec Jan Feb Mar Apr May

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More than 200 Successful Customers

SelectCustomers

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