CRM - March 2008 - (Page E4)

4 March 2008 Sponsored Content WEB CONFERENCING APPEARS TO BE A TOOL THAT ENABLES SPEED-TO-MARKET AND DELIVERY OF COMPLEX COMMUNICATIONS TO PROSPECTS. ORGANIZATIONS APPEAR TO BE MORE CUTTING EDGE. • ABOUT ONE THIRD (33%) SAY THAT IT MAKES THEIR PROSPECTS MORE OPEN TO NEW IDEAS OR HELPS THEM BECOME MORE SATISFIED CUSTOMERS. PARSING COMPLEX TOPICS FOR PROSPECTS IS A KEY BENEFIT OF WEB CONFERENCING. LEAD GENERATION Other than closed business, the sales and marketing process can most closely be monitored through tracking the increases or decreases in numbers of leads (qualified and unqualified) and cost per lead. Those involved in sales and marketing see clear improvement in all areas of lead generation. HOW DOES WEB CONFERENCING AFFECT MARKETING RESULTS? • ALMOST HALF (49%) HAVE FOUND AN IMPACT ON THEIR MARKETING RESULTS IN A REDUCED NEED FOR IN-PERSON EVENTS. • 41% STATE THAT IT HELPS THEIR PROSPECTS GET WHAT THEY NEED SOONER AND MORE EFFICIENTLY, AND MORE EASILY. • ABOUT ONE HALF (46%) SEE SUBSTANTIAL INCREASES IN UNQUALIFIED LEADS FROM WEB CONFERENCING (GREATER THAN 26%). • SLIGHTLY MORE THAN ONE HALF (53%) SEE SUBSTANTIAL INCREASES IN QUALIFIED LEADS FROM WEB CONFERENCING THAN 41% STATE THAT IT HELPS PROSPECTS UNDERSTAND COMPLEX TOPICS THIS NUMBER MIRRORS THE REDUCTION IN SALES TRAVEL. • ANOTHER 38% STATE THAT WEB CONFERENCING MAKES THEIR (AGAIN, GREATER 26% IMPROVEMENT). • ABOUT ONE THIRD (34%) FIND WEB CONFERENCING OFFERS NEW METHODS OF MARKETING. • ABOUT ONE IN FOUR (26%) FIND THAT IT ADDS “HIGH TOUCH” TO THEIR MARKETING, AND 24% SIMILARLY SEE IT HELPING THEM REACH NEW CHANNELS. • WEB CONFERENCING HAS AN IMPACT ON DOLLARS AND CENTS IN ABOUT ONE IN FOUR ORGANIZATIONS AS WELL: 23% SAY IT REDUCED THE COST PER LEAD AND THAT IT HAS HELPED REDUCE THEIR OVERALL MARKETING BUDGETS. • WEB CONFERENCING ALSO HELPS OPEN UP NEW MARKETS, GIVES A COMPETITIVE EDGE, AND IMPROVES BRAND REPUTATION. INFLUENCE OVER PROSPECTS Web conferencing appears to be a tool that enables speed-to-market and delivery of complex communications to prospects.

Table of Contents Feed for the Digital Edition of CRM - March 2008

CRM - March 2008 Contents Front Office Feedback Reality Check Customer Centricity The Tipping Point Re-shoring Contact Centers NetSuite’s Sweet Ride Takes Another Turn SaaS X.0? destinationCRM Dashboard Retailers Dream Big Detroit: Driven to Distraction Required Reading The Markets Within the Masses In Search of... Selling CRM to Your Sales Force Quixtar’s Quick Fix Travelocity’s New Traveling Companion Chasing Down First-Call Resolution Governing Better Marketing Secret of My Success Re: Tooling Connect Pint of View

CRM - March 2008

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