Motorola - How Marketing Lives the Story

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Eduardo Conrado, senior vice president, marketing & IT, Motorola Solutions Learn about the journey taking place at Motorola Solutions as they bring their strategy to life. How is Motorola Solutions structured organizationally? What processes did they consider to address customer needs? How did they implement these solutions on the systems side? Eduardo will explain the intersection of people, process, and systems and how they work together to deliver their message to all audiences including customers, channel partners, and their sales teams.

Negócios Tecnologia

PRINT
ONLINE
EMAIL
PR/IAR
SOCIAL
INTERACTIVE
PRINT
ONLINE
EMAIL
SOCIAL
INTERACTIVE
EMAIL
ONLINE
SALES CALLS
WHITE PAPER
INFOGRAPHIC
EDMS
BYLINES/ARTICLES
WEBINARS
SURVEYS
VIRTUAL TOUR
WHITE PAPER
INFOGRAPHIC
ADVERTISING
EDMS
POV TOOLS
BRIEFS
ELMO
PPT
AWARENESS
PERCEPTION
INQUIRY
MQL
SAL
SQL
CLOSED
§  Proceed With Intelligence
§  Manage the Complexity
§  Connect With the City
§  Develop Solution-based Content
And Promotions
§  Leverage In-House Database to
Identify Sales Opportunities
§  Distribute Qualified Leads to Sales
§  Point of View Sales
Messaging
§  Tools, Templates, and
Techniques
§  Training for field marketing
and sales

INSITE DRIVES 3.0 SALES EXPERTISE
UPDATED REGULARLY WITH INFORMATION ABOUT
NEW INITIATIVES, RESOURCES & CONTENT

Information
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2000 First
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KNOWLEDGE, RESOURCES AND TECHNIQUES
FOR ROBUST CUSTOMER CONVERSATIONS
RELEVANT, TIMELY, TARGETED
KNOWLEDGE
MAPPED TO THE CUSTOMER BUYING CYCLE
COMPREHENSIVE SALES ENVIRONMENT
UNIFIED WORKSPACE
DESIGNED SPECIFICALLY FOR
THE MSI SALES PROFESSIONAL
END-TO-END OPPORTUNITY
MANAGEMENT &
COLLABORATION
COLLABORATE WITH PEERS, CROSS-
FUNCTIONAL TEAMS AND SUBJECT MATTER
EXPERTS
END-TO-END PIPELINE / OPPORTUNITY
MANAGEMENT – SEAMLESS ACCESS FROM
SALESFORCE.COM
COLLABORATE. REAL-TIME OPPORTUNITY
MANAGEMENT.
REAL-TIME REPORTING OF
MARKETINGS’ ROLE IN DRIVING
PROFITABLE GROWTH
Present-
Soln
Present-
Prod
CVI Tools Brochures Training Guides Case Stud Videos
Spec
Sheets
SW
Training
6/27/2013 67 77 25 12 50 37 26 5 28 16
7/4/2013 49 46 16 15 31 31 14 4 12 13
7/11/2013 62 49 38 38 36 34 26 22 20 19
average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00
59.33
57.33
26.33
21.67
39.00
34.00
22.00
10.33
20.00
16.00
0
10
20
30
40
50
60
70
80
NumberofDownloads
SALES FEEEDBACK – “LIKES THUMBS UP
SHARING”
CONTACT THE AUTHOR
REAL-TIME ANALYTICS DASHBOARDANALYTICS TIED TO BUSINESS OBJECTIVES

SALES USER
GLOBAL ADOPTION
14 MONTHS SINCE 6/2012 LAUNCH
52%
Callidus top 5 clients saw 27% repeat use after 18 months
SALES READY
MESSAGING KITS
28
Spanning multiple Verticals and Solutions
MOST POPULAR SALES TOOLS

SUMMARY
EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO
SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR
CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR
TOUGHEST CHALLENGES.

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12. PRINT ONLINE EMAIL PR/IAR SOCIAL INTERACTIVE PRINT ONLINE EMAIL SOCIAL INTERACTIVE EMAIL ONLINE SALES CALLS WHITE PAPER INFOGRAPHIC EDMS BYLINES/ARTICLES WEBINARS SURVEYS VIRTUAL TOUR WHITE PAPER INFOGRAPHIC ADVERTISING EDMS POV TOOLS BRIEFS ELMO PPT AWARENESS PERCEPTION INQUIRY MQL SAL SQL CLOSED §  Proceed With Intelligence §  Manage the Complexity §  Connect With the City §  Develop Solution-based Content And Promotions §  Leverage In-House Database to Identify Sales Opportunities §  Distribute Qualified Leads to Sales §  Point of View Sales Messaging §  Tools, Templates, and Techniques §  Training for field marketing and sales

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17. INSITE DRIVES 3.0 SALES EXPERTISE UPDATED REGULARLY WITH INFORMATION ABOUT NEW INITIATIVES, RESOURCES & CONTENT

18. Information 1932 PS Radio 1990 MDT Car 2012 First PS Smart Devices Voice Data Int. V + D Cit + Crim Safety Efficiency Transparency` 2000 First Cell Phone

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20. KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS RELEVANT, TIMELY, TARGETED KNOWLEDGE MAPPED TO THE CUSTOMER BUYING CYCLE COMPREHENSIVE SALES ENVIRONMENT UNIFIED WORKSPACE DESIGNED SPECIFICALLY FOR THE MSI SALES PROFESSIONAL END-TO-END OPPORTUNITY MANAGEMENT & COLLABORATION COLLABORATE WITH PEERS, CROSS- FUNCTIONAL TEAMS AND SUBJECT MATTER EXPERTS END-TO-END PIPELINE / OPPORTUNITY MANAGEMENT – SEAMLESS ACCESS FROM SALESFORCE.COM COLLABORATE. REAL-TIME OPPORTUNITY MANAGEMENT. REAL-TIME REPORTING OF MARKETINGS’ ROLE IN DRIVING PROFITABLE GROWTH Present- Soln Present- Prod CVI Tools Brochures Training Guides Case Stud Videos Spec Sheets SW Training 6/27/2013 67 77 25 12 50 37 26 5 28 16 7/4/2013 49 46 16 15 31 31 14 4 12 13 7/11/2013 62 49 38 38 36 34 26 22 20 19 average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00 0 10 20 30 40 50 60 70 80 NumberofDownloads SALES FEEEDBACK – “LIKES THUMBS UP SHARING” CONTACT THE AUTHOR REAL-TIME ANALYTICS DASHBOARDANALYTICS TIED TO BUSINESS OBJECTIVES

21. SALES USER GLOBAL ADOPTION 14 MONTHS SINCE 6/2012 LAUNCH 52% Callidus top 5 clients saw 27% repeat use after 18 months SALES READY MESSAGING KITS 28 Spanning multiple Verticals and Solutions MOST POPULAR SALES TOOLS

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23. SUMMARY EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR TOUGHEST CHALLENGES.

Motorola - How Marketing Lives the Story

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