NewVoiceMedia, a sales and service cloud contact center integration for Salesforce, was struggling to break through a "1 in 3" ceiling on win rates. To improve lead quality and increase win rates, NewVoiceMedia started using Fliptop's predictive scoring platform. Fliptop integrates with NewVoiceMedia's systems and uses over 3,500 signals and 40+ data sources to assign grades and scores to leads, opportunities, and the sales pipeline. This helped NewVoiceMedia prioritize sales efforts, focus outbound programs, and improve the percentage of "A-grade" marketing qualified leads, opportunities, and overall pipeline from quarters two to three.

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How NewVoiceMedia
Leverages Fliptop to Get
More MQLs

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Tim Pickard
SVP Marketing, NewVoiceMedia
Doug Camplejohn
CEO and Founder, Fliptop

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Who is Fliptop
• Fliptop’s predictive scoring platform lets you close more deals, faster
• Headquartered in San Francisco - Founded in 2009
• Easily integrates with:

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Who is NewVoiceMedia
• Sales and Service Cloud Contact Center
Integration for Salesforce
• Offices in San Francisco, New York, Paris,
Brussels, Sydney, and London
• 300+ customers in 30 countries
• 4.9/5 AppExchange Rating (127 reviews)

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NewVoiceMedia Goals
• Key Sales Challenge
– Breaking the “1 in 3” ceiling on win rates
• Key Marketing Challenge
– Evolving from lead acquisition to building
qualified pipeline

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How is NewVoiceMedia using Fliptop?
1. Prioritize AE effort on existing pipeline
2. Focus outbound sales development
3. Targeted nurture programs

7. Sales & Marketing Technology to get more MQLs
Sales Development & Sales
1-1 email
#openlounge
lost
won
opportunity
mql
outbound
call
response
prospect
target
New Names
SEO PPC
web
PR
Social
events
partners
lists
Enhance Data
normalization
de-duplication
data enrich
segmentation/
scoring
email
webinars
events
Education/
Awareness/N
urture

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Grade A Opportunities
• Win rate: 40%
• 50%+ of value

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Better quality MQLs
• “A”s Q2: 22%
• “A”s Q3: 28%

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Better quality pipeline
• “A”s Q2: 13%
• “A”s Q3: 30%

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How did NewVoiceMedia do it?
• Sales/Marketing/Fliptop co-ordination
• High visibility: reports and dashboards
• Regional training

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How Fliptop builds predictive models
3,500+ Signals
40+ Data Sources
Predictive Machine Model
Historical Sales
CRM

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How Fliptop builds predictive models
Grades Scores
Predictive Machine Model
Salesforce
Inbound Leads

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Fliptop in Salesforce Lead View

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Fliptop 30 Day Trial Process
Sign NDA
We keep your data secure
Connect CRM
and (optionally) MAP
Via API, no additional seat
required
Review the model
within days
12 month contract with
30-day out

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Quick & Easy Deployment
Install Salesforce
package
Push scores to
Salesforce, Marketo
and/or Eloqua
Make scores visible in
your CRM applications

32. Q&A