THE DEMAND FUNNEL
OPERATIONALIZING
@kmarasco
DIGITAL
ON DEMAND. DATA-DRIVEN. PREDICTIVE.
RECRUITING
USE THIS?
OR THIS?
PEOPLE ARE WHO THEY ARENOT WHAT THEY WRITE
VOICES . EXPERIENCES . PASSION . POTENTIAL
Building a Growth Machine
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Operationalizing for Rapid Growth
Q1 12 Q2 12 Q3 12 Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14
Source: Name of Data Provider2012 2013 2014
376%+ 3 YR PIPELINE CAGR
Demand Funnel…In Action
Leadership…
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Demand Funnel SnapshotCurrent Month & Quarter: Actual vs. Demand Plan
MQL
$16.4M10.1M REMAINING
21238%
SAL 563351 REMAINING (-71 SQL)
41136%
PIPELINE
1130719 REMAINING
TODAY 55%Q1
$6.3M38%
$3.47M69%
MQL
$5M1.5M REMAINING
103 56%
SQL 185 82 REMAINING (-56 SQL)
18549%
PIPELINE
378193 REMAINING
TODAY 71%March
= Current Period SQL (Pending SAL), $0 assigned
Progress To-Date
Monthly Target
Running Target
Quarterly Target
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Demand Funnel Detail: QTDQ1: Created vs. Demand Plan - This Quarter Only
SAL
PIPE $2.6M131%
2M*LEFT
12149%
248140 LEFT
TODAY 66%
SMB
SAL
PIPE $191K26%
$737K545K LEFT
734%
2114 LEFT (7 SQL)
TODAY 66%
EMEA
SAL
PIPE $16.4M6.6M LEFT
144 46%
315171 LEFT
TODAY 66%
ENTERPRISE
$4.7M41%
SAL
PIPE $1M68%
$1.5M483K LEFT
7191%
787 LEFT
TODAY 66%
UPSELL
= Current Quarter SQL (Pending SAL)
*target was $1.2M (bookings target of $300k); KM boosted to 2M for RSM Churn & new hire ramp
SQL’s & SQO’s are just 5 basis-points short of target run-rate but SAL’s & Pipe need focus; 2 new reps ramping & targeted campaigns
SQL’s leading indicator of SAL; early signs of traction but need more early, but largely on track with good (25%) attach rate
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Demand Funnel Trend: PIPELINEYTD Rolling: Actual vs. Demand Plan & Biz Model
FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC JAN$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
$70,000,000
$80,000,000
$90,000,000
$7,275,907
$- $- $- $- $- $- $- $- $- $-
$79,975,988 Prev Yr
Ac-tual
Plan
+256% YoY
68% Of Plan*
*plan based on cumulative target at end of current month (actual doesn’t factor remainder of period)
HIREVUE | TALENT INTERACTION
Demand Funnel Trend: PIPELINEYTD Rolling: Actual vs. Demand Plan & Biz Model
*plan based on cumulative target at end of current month (actual doesn’t factor remainder of period)
$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
$70,000,000
$80,000,000
$90,000,000
$- $- $-
Prev Yr
Actual (Total)
Plan
Sales & Marketing…
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Real-Time DF DashboardDrilldown: Segment, Geo, Campaign, Source, Attribution
Marketing Operations…
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Daily & Weekly Flash ReportsReal-Time Stage Volume, Conversion Time, Conversion Rates
The Playbook
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Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
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Integrated Sales & Marketing Model
SALESBookings TargetHeadcountQuota (Seasonality Factor)Deal SizeWin RateTime to Close
MARKETINGInquiry to MQL *Rate & TimeMQL to SQLSQL to SAL
SEGMENTSFor Each GEO/SBU/PRODSegment Attribution
INPUT
TARGETS (Month/Quarter/Year)InquiriesMQL’sSAL’sSQO’sWins
SEGMENT ANALYSISMARKETING PERFORMANCEOPS & CAMPAIGN PERFORMANCE
MODEL OUTPUT
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Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
Sales & Marketing Model
$ales
Inquiry
Wins
SQL
MQL
SAL
Marketing Conversion Rate: 18%
Lead Gen Conversion Rate: 46%
Sales Acceptance Rate: 90%
Contribution: 60%
Win Rate: 25%
AVG Deal Size: $50K
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Process Design & Alignment
Inquiry MQL SQL SAL SQO: Pre-Opp
SQO: Stage 1
Owner Marketing Lead Gen Lead Gen Lead Gen Lead Gen Sales
Exit Criteria
•Profile Started•Lead Score A-C•MR Expedite*
•Profile Complete
•Qualified “SQL”•Meeting Set
•Ph. 1 Discovery•Buyer Confirmed
•SQL Definition Met
• Ph. 2 Discovery
• RSM Accepts• RSM Rejects
•Ph. 3 Discovery•Biz Case Confirm
•Team/Time Access
•Exec Sponsorship
•Opp Persona ID’d
Activities
•LOB Outreach•HireVue Evaluation
•Marketing Email
•2D/3D Scoring•MR Outreach *•Social Follow
•LOB Expansion•3-Stage Lead Gen
•Social Outreach•2D/3D Scoring•Social Outreach
•LG Interaction•LG SQL Discovery
•Account Discovery
•Mobilizer Engaged
•RSM Interaction
•Intro Preview/Demo
•RSM Discovery•RSM Confirmation
•SAL Confirmation
•F/U Calls•Account Expansion
•ID Opp Persona
•ID Buying Process
•Discovery Calls•Account Mapped
•ID Comp Projects
•Expand Contacts
•Update SFDC•Confirm Resources
Metrics•Marketable Reach
•# Contacts•# Inquiries
•# MQL•Lead Score•Conversion Time/Rate
•# SQL•SQL Score•Conversion Time/Rate
•# SAL•SAL Score (new)
•Conversion Time/Rate
•# Unforecasted Opps
•$ Unforecasted Opps
•Pre-Pipe Coverage
•# Forecasted Opps
•$ Forecasted Opps
•Pipeline Coverage
Governance
•DFR Daily Flash
•Campaign Report
•MR SLA (24 hr)
•DFR Weekly Flash
•Lead Gen Report
•LG SLA (48 hr)
•DFR Weekly Flash
•Lead Gen Report
•LG (ongoing)
•Leadership Report
•DFR Weekly Flash
•RSM SLA (48 hr)
•Quarterly Biz Rev
•Sales/Mrktg Report
•Sales Mgmt•Quarterly Biz Rev
•Sales Forecast•Sales Mgmt
Tools & Programs
•Inquiry Template
•2D Scoring (ELOQ)
•Predictive Scoring
•Inquiry Nurture
•Progressive Prof
•LG Templates•Dialer•KiteDesk
•LG Discovery Guide
•Solution Videos•Social Selling p.I
•KiteDesk
•Social Selling p.II
•Solution Videos•Cost of Value Calc/ROI
•SAL Scoring
•RSM Discovery Guide
•Opportunity Nurture
•Benchmark Assessment
•Preliminary ROI•Challenger Preso
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Demand Funnel Matrix
Out of Funnel Stages
MQL MQL SQL SAL/SQO
Nurture Disqualify Rejected Closed Lost
Owner Lead Gen Lead Gen Sales Sales
Reason
•Active Opportunity•Dead Opportunity•No Longer Customer
•Poor Fit •Too Early•No Budget•No Response•Competitor Engaged
•International•Influencer
•Trash•No Info•Employee•Competitor•Partner•Candidate•Left Company
•No Show•Didn't Meet SQL Definition
•No Interest•No Budget
• No Decision• Hold• Legal Concerns• Technology• Price• Product• Lack of Interest
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HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
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Team Structure
SHARE OF VOICEINQUIRIES
Field Marketing
CorporateMarketing
Marketing
Communications
MQL’sSQL’sPIPELINE
Demand Mgmt
DemandMarketing
Lead Gen
WIN RATEDEAL SIZE
Product Lines
ProductMarketing
Intelligence
SHARE OF WALLETEXPANSION PIPELINE
Account Mrktg
CustomerMarketing
User Mrktg
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Team Structure
Demand & Lead Gen
Programs
Demand Management Lead Gen
Market Response Opp Consultants
Digital
Content
Segment A
Field* Segment BAnalystsSystemsOperations
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Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
HIREVUE | TALENT INTERACTION
MarketingAutomation
Community & Gamification
System of RecordSalesforce.com
CRM + Chatter
HireVueAccount & User Data
InsideSales.comDialer
LinkedInSocial / Data
Tout AppEmail
SalesLoftSocial / Data
Data.comRaw Data
PostwireContent
Social & Data
KlipfolioDashboard/BI
Reporting & AnalyticsExcel
A.L.A.P.
KiteDeskSocial / Data
Lattice EnginesPredictive Scoring
EloquaMarketing Automation
Reachforce.Data Hygiene
Sales Acceleration
JiveCommunity Data
HooplaLeaderboards
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Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
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Integrated into SF Workflow
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Attribution TrackingUse Custom Objects, Workflows, Timestamps in SFDC
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Predictive Scoring45% of sales coming from 6% of leads
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3-Dimensional Campaign ReportingExplicit Qualification + Implicit Interest Level + Predictive
Suspect Inquiry MQL Working SQL SAL Customer Nurture Disqualify
6
32
25
13
1
10
2 1
8 9
19
11
14
2
6
1
9
LEADS BY STAGE & PREDICTIVE SCORE
A B C D E
30%
47%
18%
5%
0%
LEADS BY 2-DIMENSIONAL SCORE
A B C D E
30
47
18
5
0
35 39
17
5
PREDICTIVE SCORE VS. 2-DIMENSIONAL SCORE
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Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
HIREVUE | TALENT INTERACTION
HIREVUE | TALENT INTERACTION
HIREVUE | TALENT INTERACTION
HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
HIREVUE | TALENT INTERACTION
Demand Funnel on Steroids
Work with Finance
LEAN Six-Sigma Approach
Benchmark (DemandGen, Sirius)
Social Integration
Content Integration
Summary
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Takeaways & Lessons Learned
Start with the end in mind
Always align with sales & the business
KSS to start
Set expectations
Execute while you build
Thank You