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• [email protected]• (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• [email protected]• 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


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 [email protected]

Josh HoltzmanPresident & CEOAmerican Data Company


Real World Implementation

Goal

=



Goal



Goal

+


Business Consulting & Technology Services Firm

About

•CRM

• Email

• Web Analytics

Focus Partners


About


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


http://www.appexchange.com/

Webtrends and CRM Together at Last

Technology

Transcript of Webtrends and CRM Together at Last