Lead Scoring in Salesforce.com - Part 1
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104/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Lead Scoring in Salesforce.comManticore Technology Webinar Series Part One
February 13, 2009
Manticore Technology, Inc. Confidential – Copyright 2009. All rights reserved.
204/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Today’s Webinar
Session I - Lead Scoring in Salesforce.com Part I - Building a Lead Scoring Framework (20 minutes)
Christopher Doran – Vice President, Manticore Technology Part II – Configuring in Salesforce.com (20 minutes)
Cary Fulbright – President Saaspoint North America Part III – Q/A
Don’t Forget Next Weeks Session:2/24/09 – 11AM CST – Same Dial in
Session II – Advanced Lead Scoring Adding online behavior to your model Multi-model Lead Scoring Scoring Depreciation Case Study: Intellitactics
2
304/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Christopher DoranVice President, Marketing, Manticore Technology
Member of Founding Manticore Team (2003) Responsible for company’s worldwide marketing
efforts including PR, demand generation and strategic partnerships (including salesforce.com)
Longtime thought leader in the area of demand generation and marketing automation
404/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Why Score Leads?
Lead Generation in 2009 is a Faucet:Can increase or decrease flow with budget
Likely to buy today…
Assign to sales.
Lead Scoring
Separates
Likely buy later…
Nurtured by Marketing.
504/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Without Lead Scoring…
Actual photo of Sales Reps before lead scoring
*Note: Not actual photo of Sales Rep
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Manticore Technology
Leading provider of demand generation solutions Ideal combination of power and
ease-of-use Unmatched integration with
salesforce.com Industry leader - Founded in
2001
704/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Scoring Components
Similarity of Lead to Target Market + Behavior lead has
exhibited to indicate likelihood of purchase
Build in Salesforce.com-OR-
Demand Generation Solution
Need Demand Generation Solution
to Accomplish
“Fit” “Interest”
This
Wee
kN
ext Week
804/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
STEP I – Build Profile
Identify profile of lead most likely to buy today Markets that are currently buying (80%) Markets you expect to be buying in near future (20%)
Typical Criteria: Region (North America, Europe, Asia, etc) Industry
More specifically, SIC codes if you like Department Infrastructure Requirements Size (either revenue or employees are good measurements)
KEY POINT: Sales and marketing MUST agree on Profile
904/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
STEP II – Build Draft Framework
Criteria Data Source Max Points
Industry Web Form 10
Size Web Form 10
Region Web Form 10
Title Web Form 10
Infrastructure Form/Sales 10
Budget Form/Sales 10
Timeline Form/Sales 10
Key “Fit” Criteria for your buyer
What will populate in CRM? Points Per
Attribute
KEY POINT: Point Values don’t matter! – no difference between 10 point max score to 1,000 max score for fit – what matters is their relativity to one another.
1004/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Step III – Expand Model
Consider weighted distribution for lead attribute Are certain attributes more important than another? Ex: Title vs Industry
Create “Buckets” of Quality for Attributes Example:
High Quality Moderate Quality Low Quality Negative Quality
What is Negative Quality? Assign negative points to deal killer attributes to ensure that they can’t
meet qualification through other attributes Example –
You don’t do business in Europe – no matter what You NEED infrastructure requirement
1104/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Build “Fit” Score
Criteria Data Source
Max Points High Qual Mod Qual Low Qual Negative
Qual
Industry Web Form 20
Automotive 20 Auto Parts 5
CPG 20
Size Web Form 10
75k-100k emp 10 40k-50k 5
50k-75k emp 10 30k-40k 5
Region Web Form 10 North America 10
Infrastruct.Web
Form/ Sales
20Salesforce.com 20 Siebel -20
Sugar -20
Example: Expanded Model
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STEP IV – Match to Salesforce
Each criteria must be matched to a field in salesforce.com.
Salesforce.com field must be populated with each new lead generated. Link all webforms - must ask about the Fit criteria
Additional fields may be populated by telemarketing or sales Budget, Authority, Need, Timeline (BANT)
Use consistent data fields and values in webforms and data fields in salesforce.com to ensure consistency
1304/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
STEP V – Test, Iterate, Test
No lead scoring model is perfect – accept that Re-visit model as necessary (at least quarterly) Many factors can impact need to modify model:
Macro Economic Climate Current Pipeline Marketing Mix Organizational Changes
1404/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Building in Salesforce.com
Cary FulbrightPresident, Saaspoint North America
First senior vice president of worldwide marketing at Salesforce.com Helped grow company's revenues from $7
million to $165 million in four years and played a key role in taking the company public.
Recently VP and General Manager of OnDemand for
Saba, Inc VP, Marketing & Products for Five9
Lead Scoring in Salesforce CRM
Cary Fulbright
February 17, 2009
Who is Saaspoint?
• Over 700 deployments in three years
• Very high levels of repeat business
• Presence in UK, USA, Ireland, Nordics
• 55 consultants worldwide
• Early AppExchange developer
• Highest salesforce.com partner level
• Founded and managed by salesforce.com and SaaS alumni
Benefits of Lead Scoring
• Prioritize best leads for immediate sales attention
• Segment leads for drip-marketing campaigns
• Allow for re-engaging with leads
• React to subsequent data enrichment
• Prove Marketing is delivering leads that Sales asked for
How to Score Leads in Salesforce
• Filtered reports
• Calculated fields and formulas
• Advanced lead scoring applications
Pros and Cons of Scoring in Salesforce
• Pros– Free!– Easy for simple scoring
• Cons– Not as easy to maintain and adapt– Can’t easily handle multiple scoring models– Can’t score on behavior
Demo
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Q&A
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Next Week…
Thursday 2/26 11AM CST Advanced Lead Scoring.
Adding Response Behavior to Lead Scoring Multi-Model Lead Scoring Depreciation
Case Study: Intellitactics
2304/10/23 Manticore Technology, Inc. – Copyright 2009. All rights reserved.
Contact Information
Christopher DoranVice President, Marketing, Manticore Technologychristopher.doran@manticoretechnology.comwww.manticoretechnology.com
Cary FulbrightPresident, Saaspoint , [email protected]