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Criteria - Excel

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Criteria - Excel Powered By Docstoc
					Product Requirements/Vendor Evaluation (1-10, 10 being the best)
 Ease of Use
 Comprehensiveness
Drip/Nurture (Ability to Automate Programs)
 Step by Step Wizard
 Visual blueprint for multi-touch campaigns with branching
 Autoreponders based on behavior/actions
 Salespeople can drop contacts into a drip campaign
 Automatically drop into campaign based on change in SFDC status
Landing Pages
 WYSIWYG Editor
 Drag & Drop Functionality
 Progressive Profiling
 Hosted by Vendor (with our Acteva Domain Name)
 Example of Domain Format for Landing Pages
 Images hosted by Vendor
 Variable & A/B Testing
 Landing Pages for PPC
 Dyanmic Content
 Personalization
Forms
 WYSIWYG form
 Expanding forms
 Direct Integration of Leads to Salesforce including custom fields
 Customizable "submit" button
 Ability to move elements on the page
 No HTML Experience To Create a Form/Landing Page
 Integration of Forms with Acteva.com (Ex: RFI, e-Journal, 1-Minute Event Insights)
 Pre-populates fields
 Capture information from Form Abandonment
Email Campaigns
 List Import (External/Salesforce)/Management
 Email Metrics (Sent, Delivered, Bounced, Open, CTR, Unsubscribes)
 Salesforce Integration/Email Responses (Aggregate or Individual Level?)
 Templates (Custom email using graphical HTML editor, Existing Themes)
 Host Images
 Ability to send emails on Acct Reps. Behalf (Salesforce User Behalf)
 Ability to create a seed list, test list
 Personalization (Including Variable Fields in the Subject Line)
 They Own Their Email System
 Integration with Campaigns Module in Salesforce.com

Reporting
 Campaign to EVA Creation (as shown in SFDC)
 Campaign to Opportunity
 Campaign to Opportunity Stage
 Lead Pipeline Report (Lead Aging Report)
 Campaign ROI Report
 Opportunity Report by Channel

Lead Scoring
 Lead promotion to Salesforce based on cube value
 Based on RFI Information
 Lead Stage
 Email Responses (Sent, Open, Clicked, etc)
 Behavioral Web Visits
 Other criteria
 Absorbing leads back into the marketing system from Salesforce, based on what criteria?

Database
 Store Leads/Lists not Ready for Salesforce/Sales
 Extend Tables to Include Custom Data (merged in rom other data sources, etc.)
 What database software is this running off? Oracle, MYSQL
 Bidirectional Synchronization with Salesforce (Every ??)
 De-duplication Functionality (Email, Name, Tel., etc)
 Pull lists based on Behavorial, Demographic and SFDC Criteria

Behavioral Tracking on the Web
 Search Query
 User Path (Pages Viewed on Acteva.com)
 Actions/Downloads/Sign Ups
 Anonymous Visitor Tracking (Whois IP Lookup)
 Connect Anonymous Cookied Behavior Data with Newly Acquired Contact Info
 Internal Search Box
Support
 Telephone Support
 Dedicated Account Manager
 Email Support
 User Group?
 Annual Meeting/Conference
 Blog
 Q&A Forum?
 Best Practices/Marketing Best Practices?
 Documentation
 Self-Paced Webinar/Tutorial
 Structured Go-To-Market Implementation Program (need details)
 Support Hours
 Initial Training Requirements (costs, etc.)
 IM Support

Price

Offer Trial Runs

Company
 How long in business?
 How many customers?
 What's the ideal customer?
 How many employees?
 Company Profile
 Number of SFDC Implementations
 Agency Support (Network of Reseller Partners Consultants)
 References & Case Studies
 Office Locations
Overall Score
          Marketo
              9
              9
              9
   No, but drag and drop
            Yes
            Yes
       Coming Soon
            Yes
              9
            Yes
            Yes
       Yes (do it now)
            Yes
pages.acteva.com/whitepaper
            Yes
            Yes
            Yes
   Yes (URL parameters)
       Coming Soon
              9
              9
             No
            Yes
    Text, but not graphic
            Yes
            Yes
            Yes
   Yes, Based on Cookie

             8
            Yes
            Yes
            10
            Yes
            Yes
       Coming Soon
            Yes
            Yes
        Strong Mail
            No

            8
           Yes
           Yes
           Yes
           Yes
           Yes
           Yes

            10
            No
                  Yes
                   10
                  Yes
                  Yes
          Any Salesforce Action
                  Yes

                     9
                    Yes
       Flexible, Extensible Schema
                  MySQL
             Every 5 minutes
  Email Address Only, More in the Future
         Yes, Completely Flexible

                     9
                    Yes
                    Yes
                    Yes
                    Yes
                    Yes
                    Yes
                    10
                    Yes
                    Yes
                    Yes
               In the works
                    No
                    Yes
                    Yes
                    Yes
                    Yes
                    Yes
                    Yes
               Call anytime
            Kind of Like SFDC
                    Yes

                  9
 $1K-$3K/month + email & landing pages
                 Yes

                     8
                   2006
                   60+
Lean Sophisticated Marketing Teams (SMB)
                    25+
             Venture Backed
                    60+
               3 in process
                    Yes
                   Local
9 out of 10, Highest of all Vendors
Lead Management Demo for Acteva - Total Time: 1:20 minutes

Building a list, Synch to industry fields, can be custom and standard fields? Can pull on behavioral criteria as well?
Triggers are listening in real time to customer behavior
Dynamic messaging based on industry?
In the flow can you add push lead to sales
Working through the simulation for entire automation track
lp.idology.com/identitywhitepaper_website.html
antarctica digital
What if you want a subset of the industry picklist that's inside of SFDC
Deduplication - show how that works, in SFDC or Marketo
May want to dig into dynamic headline piece
Marketo triggers an event/call in salesforce
Merge fields in an email can be whole paragraphs of data, vary it based on industry
20 Beta

How much support is included in the monthly cost?

Day in the of life of Dave - ??
Just want to flag the duplicates,
Is there an easy way to identify duplicates?




       Corporate Overview:                                                       5 minutes

       SmartCampaigns:                                                           20 minutes
              Setup a Drip/Nurture Campaign
                  o     Pull a list using demographic and SFDC criteria
                  o     How to trigger SmartList based on website activity or inactivity (e.g. the Kiss, Bribe, Date campaign)
                  o     This SmartList triggers on "filled out form: Info Request Form"
                  o     Flow:
                                  Send follow-up email
                                  Wait 1 day
                                  Send best practices email
                                  Wait 1 week
                                  Send email, webinar invite or case study
                  o     Change Lead Score


       Email Designer:                                                           5 minutes
              Go to Email Designer, create a NEW email
                  o     Drag and drop logo
             o    Use drag and drop to resize header
             o    Paste in text, edit text
             o    Show edit HTML
             o    include a merge field inside of the subject of an email
       Send a test email to a list of names; discuss simulation
       Relationship with StrongMail


Landing Pages and Forms:                                     15 minutes
       Create and Deploy a Very Simple Landing Page with a Form
             o    Drag and drop a new image
             o    Edit text
             o    Discuss de-duplication
       Show an example of a Landing Page with a Vanity Domain Name
             o    IDology
             o    Antarctica Digital
       Go to form
             o    Edit form – add field
             o    Discuss hidden fields
             o    How to put Marketo forms onto Acteva's website
             o    How Marketo can work with existing web forms (Marketo API)


Salesforce.com Integration:                                  15 minutes
       Show the Lead Promotion campaign, discuss passing leads to SFDC
             o    How to trigger a SmartList based on a SFDC data value change (e.g. recycle Closed Inactive Leads)
       Lead Database, view members of the "Lead Promotion Campaign"
       Drill into one lead
             o    How to edit lead information. Discuss bi-directional sync.
             o    Lead Detail Activity Log.
       ( SFDC account)
             o    Marketo is 100% transparent to the sales rep
       SFDC integration


Day in the Life of a Salesperson: 10 minutes
             o    Get passed only high-quality leads; prioritize who you call first based on scores
             o    View lead activity data directly inside salesforce; drill down to details with a single click
             o    Get an alert when someone from a target company visits the website
             o    Using an Outlook plug-in, send trackable emails directly from Outlook, starting optionally from pre-built templates
             o    Trigger campaigns / flows to any lead with a single click


Reporting:                                                                                     10 minutes
             o    Marketo's strong analytics heritage
             o    What's coming for GA
       Daily Web Activity Report
             o    What's coming in Pipeline Analytics


Q&A for remaining time
ull on behavioral criteria as well?
rom pre-built templates

				
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