Data Mashup Without Code? Yes!
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The document discusses Lead 360, a no-code data mashup solution designed to enhance lead development processes for account-based marketing (ABM) by aggregating account and contact information into a single view. It highlights the challenges of high lead volumes and the need for quick, informed decision-making, emphasizing the importance of contextual insight and accuracy for lead qualification. The solution aims to streamline operations by providing actionable frameworks and insights derived from integrated data.
Data Mashup Without Code? Yes!
- 1. Data Mashups without Code? Yes! Introduction Kavita Maharaj, Sr. Product Manager, Enterprise Applications Kavita.Maharaj@workday.com
- 2. Solution: Lead 360 (A Data Mashup)
- 3. q Aggregates Account & Contact data related to a Lead into a single 360 view on the Lead q Creates an action-oriented framework by pushing data to the Lead Development Rep q Provides on-click business insight and intelligence q Adds relevance and context to data q Reduces data mining to minimum or none Features & Highlights
- 4. The Business Catalyst For Change? Account Based Marketing
- 5. We’ve all seen this… The Standard Sales Process Map
- 6. q Account Based Marketing (ABM) “is a strategic approach to Business Accounts in which an organisation considers and communicates with individual prospect or customer accounts as one” q The Lead process for ABM is unique q ABM reorients the way Marketing, Sales and Lead Development Reps work in salesforce.com q ABM expands the footprint in existing Customer Base Account Based Marketing (ABM) Is A Different Approach
- 7. The marketing journey starts at opposite ends of the Lead to Customer Lifecycle What’s different about the Lead Process for ABM? Demand Generatio n Marketing starts here Marketing starts here Lead Development Reps require a Lens into the entire Customer Lifecycle
- 8. Before ABM q Is the Lead new or a duplicate Lead? q Does the Lead already exist as a Contact? q Does the Company already exist as an Account? After ABM q Is the Lead related to the a target account in the ABM portfolio? q What marketing activities are occurring? q What sales activities are occurring? Different Qualifying Questions Need To Be Answered
- 9. Business Problems To Solve Enhancement of Lead Development Processes to Support Account Based Marketing
- 10. q High Lead Volumes q Tight SLA’s for execution q Investigate q Qualify q Action q Disposition q Need to engage quickly and work efficiently q Make informed decisions on next steps and disposition Lead Development Reps Have a Tall Task
- 11. q Leads do not automatically need to display associated Account and Contact data q Extensive data mining required to get Contact and Account insight on a Lead Find Duplicates Reports Exports and V-lookups Global Search q Available tools are time consuming q Not enough Insight to act quickly and efficiently The Biggest Pain Point
- 12. q Require accuracy, context and insight on all activities before connecting with the prospect q Qualification and Disposition of an ABM Lead is dependent on Lead Insight Adding to the Pain Point with ABM
- 13. Solution Approach Enhancement of Lead Development Processes to Support Account Based Marketing
- 14. Lead ContactAccount q Configurable To meet changing business requirements q Flexible Provides the ability to create relationships between data where it doesn’t inherently exist q Has an actionable framework that allows you to take actions based on insight derived form the Lead 360 view Ability to convert Lead to the displayed Account/ Contact Lead 360 Mashup of Leads , Account & Contacts To Deliver Insight On a Lead
- 15. Solution: Skuid on Salesforce Enhancement of Lead Development Processes to Support Account Based Marketing
- 16. Demo
- 17. Questions?