Generate More Leads

Plan and execute marketing campaigns that generate demand for your product or service.
Capture those leads through a variety of channels including your Web site.

Campaign ROI Top Search Terms Leads by Source Lead Quality

Web Site Visitors Web Form

• Organic Web traffic • “Contact me” request

• AdWords referrals • Free trial
• Email responses • Event registration

Plan and Execute

Marketing Campaign
• Google AdWords
Design Registrations Create New Leads Lead Capture
• Email Marketing
• Direct Mail • Partner Portal • Search for the customer in Salesforce
• Set up auto-response emails
• Cold Calls • Salesforce-to-Salesforce • If one doesn’t exist, create a new lead
-”Thank you for your interest”
• B2B Feeds (RosettaNet, EDI)
• Partners -Your trial information
-Event details
• TV
• Radio • Set up lead assignment rules
-Geography
• Events Lists Import Data -Company size
• Trade Shows -Product of interest
• Purchased list • Use the import wizard or
• PR
• Trade show Excel connector
• Legacy data
 Optimize Lead Flow
Create a closed-loop follow-up process so leads don’t slip though the cracks.
Establish a lead qualification process to make sure all sales reps use the same consistent methodology.

Lead by Status Lead Conversion % Converted Leads by Month Top Sales Reps

My Open Leads Duplicate Lead? Working Leads Establish Contact? Qualified?

Set up different views to
manage your leads. For
example, today’s leads or
leads sorted by lead type.
The find duplicate button
searches for similar leads
or contacts in Salesforce.
If a lead turns out to be a
duplicate, easily merge the
two records.
Salesforce has a number of
AppExchange partners that
provide high volume de-
duplication and data
cleansing tools.
When you’re working a lead,
you’ll set up a series of tasks,
which might vary based on the
type of lead. For example:
Day 1: Personalize mass email
Day 2: Call/voicemail
Day 4: Call/voicemail
Day 7: Personalize mass email
Yes Yes
No No Create a set of qualification
questions, such as current
situation, product of interest,
timeframe, key decision
makers
Keep an archive of your dead leads.
If the lead is qualified,
Use email marketing and call downs to convert it into a contact, with
re-market to your archived leads. an associated opportunity
and account.
 Close More Deals
Close deals faster by providing a single place for updating deal information, tracking opportunity milestones, and recording interactions.
Easily analyze your sales pipeline so you can quickly identify and eliminate any bottlenecks in the sales cycle.

Top 10 Deals Month-to-Date Trending Closed Business by Month Top Sales Reps

Sales

Marketing

Open Design Win Opportunities Presentation Proposal Negotiation Won

You can monitor your
design win opportunities
reports and dashboards
to keep track of your top
deals and prioritize your
time.
Yes
Customize Salesforce to fit your internal No New Customers Support
sales methodologies and processes,
making it easier to monitor your sales Salesforce gives your entire company a
pipeline. 360-degree view of your customers and
facilitates collaboration across your
Keep an archive of your dead design win opportunities.
organization, helping you build strong,
lasting customer relationships.
Use email marketing and call downs to
re-market to your archived opportunities.
Maximize Revenue with Indirect Sales – Design Registration
A best practice for rapid channel growth is to enlist partners to bring new business to you through a design registration program. This involves partners
registering new deals to you, and in return, they gain program benefits such as additional margin.

Direct vs. Indirect Leads Lead Quality by Source Top Partners

Design Registration Program

• Vendor creates a design
registration program
• Vendor communicates its
benefits and requirements
Partner Sources the Lead
• Run marketing campaigns to
generate leads
• Uncover an opportunity with
an existing customer
Partner Qualifies the Lead
• Current situation
• Product of interest
• Time frame
Partner Registers the Design
• Submits via the partner portal
• Submits via Salesforce-to-
Salesforce, RosettaNet or EDI
connection

The Partner will receive an auto-

response email confirming that the
deal has been received and that
they will hear back within 48 hours

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Gain Better Visibility into Your Channel – Deal Registration
Get rea l-time visibility into the sta tus of pa rtner-owned opportunities while empowering pa rtners with direct a ccess to price book s a nd
opportunity informa tion. S a les force is the single pla ce for upda ting dea l informa tion, tra ck ing milestones, a nd recording a ll opportunity-
rela ted intera ctions.

Deal Status Sales by Partner Indirect vs. Direct Sales Partner Scorecard

Partner Closes
the Deal
Channel Manager Is Notified Channel Manager Reviews Design Is Approved Partner Works the Design

• Time frame is set • Sales cycle • Submit proof of

• Via the partner portal • Queries the database for existing deals
performance
• Via Salesforce-to-Salesforce • Confirms all the information is complete • Negotiation
• Receive additional
margin credit

Re-Submit the Deal Rejects the Deal Time Frame Expires

Partner may want to resubmit the If the deal already exists or the If the time frame expires, the partner
deal with additional information information is not complete, the has to resubmit the deal or file for an
channel manager rejects the deal extension
and provides an explanation

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Maximize Revenue with Indirect Sales – Lead Distribution
Put an end to competitive issues and conflicts in your channel sales and earn partner loyalty and better deals. Distributing the right leads to the right
partners and measuring success is a critical element in channel programs and partner success.

Direct vs. Indirect Leads Lead Quality by Source Top Partners

Lead Referral Program

Vendor Sourced Lead Vendor Qualifies Lead Channel Manager Maps Lead to Partners
• Vendor creates a lead
referral program
• Run marketing campaigns to • Current situation • Specific rep
• Vendor signs up lead generate leads • Product of interest • Specific partner
referral partners • Uncover an opportunity with • Time frame • Group of partners: shark tank
an existing customer

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Gain Better Visibility into Your Channel – Lead Distribution
Get rea l-time visibility into the sta tus of pa rtner-owned opportunities while empowering pa rtners with direct a ccess to price book s a nd
opportunity informa tion. S a les force is the single pla ce for upda ting dea l informa tion, tra ck ing milestones, a nd recording a ll opportunity-
rela ted intera ctions.

Deal Status Sales by Partner Indirect vs. Direct Sales Partner Scorecard

Partner Closes
the Deal
Partner Is Notified Partner Accepts the Lead Partner Works the Lead Partner Works the Deal

• Trigger an email notification • Confirm they want the lead • Requalifies the lead • Sales cycle • Submit proof of
• Log in to see new leads • Confirms interest • Negotiation performance
• Receive additional
Time Frame Expires margin credit

If time expires, the channel

manager can provide an
extension or re-distribute the lead
to another partner .

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