Tailwind Strategies Overview Oct 2009

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Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Founder & CEO Background ,[object Object],[object Object],[object Object],[object Object]

Advisory Board ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

B2B Sales & Marketing Best Practices 90’s

90’s Best Practices Sales (Give to get) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How B2B Buying Behavior has changed ,[object Object],[object Object],[object Object],[object Object],[object Object]

Step 1b – TPP Audit Output ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Step 2 – Sample Process Re-Design Projects Close Forecast Opportunities Leads Website Suspects AdWords Campaigns Marketing Automation Lead Management SFDC Opp Management SFDC Closed Loop

Google Adwords Campaigns ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing Automation – Website Visitor Identification ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing Automation – Lead Scoring ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing Tier 1 Telemarketing Tier 2 Partner sales Management Reports & Dashboards Campaigns Leads Qualified? yes Lead Management ,[object Object],[object Object],[object Object],no ,[object Object],[object Object],[object Object],[object Object],Win? Opportunity Management Lead Generation Campaign Effectiveness & ROI Accounts no yes Opportunities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Keep a historical record of archived leads and set up email campaigns or follow up reminders to regenerate interest. ,[object Object],[object Object],[object Object],[object Object],[object Object],Salesforce.com Tabs Lead Source Lead Status Closed Business Qualify Lead Lead Assignment Archived Leads Check for Duplicates ,[object Object],[object Object],[object Object],[object Object],[object Object],Work Lead & Adjust Lead Status Opportunity Pipeline Competitive Win/ Lose ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Cycle Keep a historical record of archived opportunities and set up email campaigns or follow up reminders to regenerate interest. Archived Opportunities The lead is converted into an opportunity with an associated contact and account. The lead will be handed off to partner sales person to work it through the sales cycle. Lead Conversion Lead Quality Lead Type Neglected Leads Marketing Campaign Lead Capture Active Customer Account becomes an active customer. Lead Conversion Contacts Lead & Opportunity Management Process Design

Step 3 – Best Practices Implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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