Putting the Pieces Together: Jigsaw
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Transcript of Putting the Pieces Together: Jigsaw
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Putting the Pieces Together: JigsawAdministrators
David Hughan: salesforce.comKyle Young: SAS 70 Solutions, Inc.Jason Paquette: Kaseya
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Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
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How Many of You HaveData Quality Issues?
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Who Has Stale – Out-of-Date Data?
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How are Stale Records Impacting…Sales/Prospecting?
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Who Has Incomplete Data?
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How are Incomplete RecordsImpacting…Retention?
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How are Incomplete Records Impacting…Growth?
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Agenda
What is Jigsaw? How Can Jigsaw Help You With Your Data? Jigsaw For Salesforce Demo Introduction of Customer Panel Q&A
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What is Jigsaw?
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Jigsaw: Business Data Powered by the Cloud
Largest, Most Accurate Database23 million+ B2B contacts
Crowd-sourced business data 1.4 million+ community members 36,000 new contacts per day
Real-time updates12,000+ contact updates per day by community
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The Crowd is More Precise
70% Direct Dial Numbers
100% Complete Contacts
10xMore Titles
NameTitle
Ext. 3415
Director of… Marketing…
Viral Marketing…Interactive Marketing…
Social Media…Community…
DeptEmail
PhoneAddress
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And the Data Stays Clean…Automatically
1.4 million + members300,000 updates/month
Jigsaw Community Native App SharingData Quality Engine
Automated data processes1.2 Million updates/month
Open API’s for enterprise app data sharing:
300,000 adds/month
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How does Jigsaw help drive great CRM data?
Prospecting, Hygiene, Adoption & Control!
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Good Data is the Lifeblood of Sales & Marketing
Critical for Prospecting
Required for Customer Analysis
Marketing Lists
Sales Reps
Business Cards
Web Forms
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1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.
2009
2010
12 incorrect calls a day wastes 20+ hours a month
70% of CRM Data is out of Date within 12 Months
Finding the Decision Maker is Hard
Unfortunately, Good Data is Hard to Find & Maintain
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The Cloud Shows Us a Better Way to Manage Data
xxx
Crowd Sourced
xx
Real Time No Software
Real-time UpdatesInstant data change
notifications
Fast, Low Cost50% of software
deployments in the cloud*
Millions of Contributors12,568,906 users made…
395,177,595 edits to…20,676,516 articles
*Source: Shaugatuck Technology 2010 Cloud Business Solutions
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Jigsaw Data Cloud: The Leader of Crowd-Sourced Business Data
For Salesforce
Complete
Prospect
Select
Clean
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Jigsaw Data Services: Cleaning Data for Use Anywhere
Data Services
Jigsaw Data 3rd Party DataYour Custom Data
Data WarehouseCRM Custom Lists MSP’sMarketing Apps
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Turbo-charge Your Pipeline Live feed of 24 Million business contacts
Find Influencers Faster32,000 contacts added daily by 1.4 million users
Improve Productivity with Clean DataContinuous checks for account & contact accuracy
Crowd-sourcing provides higher quality data,
that stays more accurate, at a lower cost
Jigsaw for Salesforce: Automatically Clean Your CRM Data
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Jigsaw For Salesforce Demo
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With the Cloud, You Just USE Your Data
Instant source of 22M+ new leadsUnlimited, free research into 4M+ new accounts
Reps are productive with clean dataEfficiency gains for Administrator with seamless prospecting
Cloud CRMCloud Data
The power to reach the right contacts the first time.Eric Johnson, Vice President, Commercial Excellence
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Typical Discoveries When Cleaning Data
Name PhoneBob Johnson 415-536-6000
Bob Johnson 650-205-1899
Rob Johnson 415-536-6100
Bob C. Johnson
408-209-7070
Bob Johnson 415-536-6000
Rob Johnson 650-205-5555
Bob T. Johnson
650-780-9090
Robert Johnson(415) 536-2283
✓
Average Dirty Data Found in New Customers:
90%Incomplete
74%Need Updates
21%Dead
7%Duplicate
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Complete Control & View of Health of Data
Measure the Health of Your Data - real-time analytics show how much data is clean, how much needs updating, and how much it matters to your bottom line.
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Clean Data Leads to Higher Adoption
What are you doing to ensure your team is using Salesforce to the fullest? Investing in Clean data makes CRM easy to use for
your sales and marketing teams Jigsaw for Salesforce provides your team with fresh
leads providing incentive to log into your CRM
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Customer Panel Discussion
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Jason PaquetteDirector of Sales Operations,
Kaseya
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On-Premise & SAAS-based Software to automate IT Administration tasks for IT Departments, IT Service Providers, and even the “accidental” computer guy.
• Founded in 2000• Private company, self funded, no outside capital,
no debt• 440 Employees & Growing (230 users on SFDC,
140 Sales & Marketing users across the globe)• ~40% Growth for YoY Growth through Recession• Approaching $100M Revenues, profitable for
years• Approaching 4,000 customers on 6 continents,
deployed on approximately 2M endpoints
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IT Departments & IT Service Providers using Kaseya
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Before & After Jigsaw
Life Before Jigsaw Buy lists, e.g., Sales Genie,
InfoUSA, etc. Manual list building searching online Market to those lists Prospecting calls still had to
research each name/company for possible fit
Buy more lists Project to cleanse/update data Buy another bigger list
Life After Jigsaw Much easier to identify who we
should be talking to at a company
Very easy to get that name into salesforce.com
Can now validate/complete (in real-time) the existing names in our database for role, contact info
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Kyle YoungSalesforce/Jigsaw Administrator,
SAS 70 Solutions
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About SAS 70 Solutions:
Founded in 2002
One of the 200 largest CPA firms in the United States
Specializes in SAS 70 audit, PCI DSS validation and ISO 27001 certification
~300 clients based primarily in the United States
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Before…
Contact info was harvested primarily through press releases and form submission through our website
Used search engines to identify e-mail naming conventions and guess contact e-mails
Manually maintained all contact information
Occasionally, utilized third parties for lists or data scrubbing
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After…
Jigsaw’s search capabilities allow users to quickly add contacts/info on their own
Contacts updated daily with new information
Administration burden greatly reduced
Dashboards provide real-time insight into the status of contacts
“Dead” contacts are segregated in the system
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Questions?Post to Chatter Feed for Session
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David HughanDirector of Services
Matt JeffriesJFS Implementation Specialist
Jason PaquetteDirector of Sales Operations
Question & Answer
Kyle YoungSalesforce & Jigsaw Administrator
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