1. Building a Complete Lead to
Cash Process
4/30/2012 Copyright © 2011 SugarCRM, Inc. All rights 1

2. 4/30/2012 ©2012 SugarCRM Inc. All rights reserved. 2

3. Tips for the Social
Sale: Understand
Today’s Web 2.0

4. Tips for the Social Sale
Understand Today’s Web 2.0 Buyer
Presented by:
Derek Grant, SVP, Sales

5. Introduction
I’m Derek Grant
• I manage sales at
Pardot
• Motto: Be
Brief, Be Brilliant
and Be Gone

6. The Social Sale
How Social Has Changed the Buying Process

7. Sales 1.0

8. Sales 1.0

9. Sales 2.0

10. Sales 2.0

11. The Buyers Have Changed

12. The Buyers Are Social
Usage 25B 30B
(Tweets) (Shares)
Subscribers 175M 600M
(Total) (Total)
Growth 100M 250M
(2010) (2010)
Source: Pingdom

13. Social Monitoring
Identify and Engage Social Prospects

14. Listen to Social

15. Identify via Social

16. Participate Via Social

17. Social Selling
Appropriate Behavior in the Sales Process

18. Social Selling - LinkedIn

19. Social Selling - LinkedIn

20. Social Selling - Twitter

21. Social Selling - Facebook

22. Contact Information
Pardot
Derek Grant 950 East Paces Ferry Rd
SVP of Sales Suite 3300
derek.grant@pardot.com Atlanta, Georgia 30326
@derekgrant
404.492.6848
877.3B2B.ROI
www.pardot.com

23. It’s All About Activities

24. WE ARE CHANGING
1,667% increase in app downloads from 2009 to 2010
More YouTube video uploaded in 2 months than all new
network content combined since 1948
iTunes users downloaded 16 billions songs in Q1 2011
21% of American adults read an eBook last year - and read
almost 10 books more than non-eBook readers
Car-sharing revenues in North America will hit $3.3 billion by
2016
Gartner is forecasting $22.1 billion in SaaS revenue by 2015
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25. MORE THAN FORMAT, ACTIVITIES
THEN NOW
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26. MORE THAN STYLE, ACTIVITIES
THEN NOW
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27. THE BILLINGEVO EVOLUTION
THE BILLING LUTION
Industry Vertical Solutions Subscription Economy Customer Economy
$10 Million + $4 Billion + 49% of SMBs
cost to implement contracted billings billed by activity
Billing 1.0 Billing 2.0 Billing 3.0
• Robust • Cloud-based • Builds on Billing 2.0
• Expensive • Affordable • Designed for activity-based
• Not cloud-based • Solution for simple business models
• Accessible to large recurring payment problems • See customers’ activities in
businesses and management real-time
• Accessible to all businesses • Allows for additional
revenue streams and
business insight
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28. ELEMENTS OF ACTIVITY-BASED
BILLING
PERSONALIZATION
COMPLEXITY
ENTITLEMENTS
ACTIVITY
MANAGEMENT
subscriptions
REVENUE
OPPORTUNITIES
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