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Measuring Your Marketing: Getting the Most Out of Reporting and Dashboards Marketing I: Building the Funnel Franco Anzini, Aruba Networks Andrea Wildt, Salesforce.com

Safe Harbor Statement ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Aruba Networks delivers an enterprise mobility solution that enables secure access to data, voice and video applications across wireless and wireline enterprise networks. The Aruba Mobile Edge Architecture allows end-users to seamlessly roam to different locations within an enterprise campus or office building while maintaining secure and consistent access to all of their network resources.

Challenges for Aruba – Marketing and Lead Generation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Lack of Lead Process ,[object Object],[object Object],[object Object],[object Object]

Lack of Lead Metrics ,[object Object],[object Object],[object Object]

Are Marketing Programs working? ,[object Object],[object Object],[object Object]

How do we solve our technology problem? ,[object Object],[object Object],[object Object],[object Object]

How have we leveraged reports and dashboards to drive behavior? ,[object Object],[object Object],[object Object]

Driving Behavior through Dashboards ,[object Object],[object Object],[object Object],[object Object]

Imagine it. Learn it. Use it. ,[object Object],[object Object],[object Object],[object Object],[object Object]

Andrea Wildt Salesforce Marketing Salesforce.com [email_address]

Quiz - Are You a Data Driven Marketer? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Where to Start? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Leverage Pre-Built Reports Lead Lifetime Report Campaign Opportunity Report Average transaction size Lead Lifetime Report (sum of won opportunities) Campaign Opportunity Report $ or Deal Won Business Lead Lifetime Report (sum of opportunities) Campaign Opportunity Report $ Pipeline Created Lead Lifetime Report (count of opportunities) Campaign Opportunity Report Count of Qualified Leads Leads by Source Campaign Leads Report Count of Leads Not Using Campaigns If You Use Campaigns Metric

Plan Your Dashboard ,[object Object],[object Object],[object Object],Key Program Metrics Performance Vs. Goal Revenue Impact Sales Follow Up Sales Trends Campaign Leaderboard Campaign Dashboard

Optimize Your Components GAUGE Compare performance vs. target METRIC Great for side-by-side comparison TABLE Showing exact values in a series CHART Best for visualizing trends and segmentation

Pre-Built Dashboards on the AppExchange!

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

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M B F006 Wildt 091807