Putting the Pieces Together: JigsawAdministrators

David Hughan: salesforce.comKyle Young: SAS 70 Solutions, Inc.Jason Paquette: Kaseya

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How Many of You HaveData Quality Issues?

Who Has Stale – Out-of-Date Data?

How are Stale Records Impacting…Sales/Prospecting?

Who Has Incomplete Data?

How are Incomplete RecordsImpacting…Retention?

How are Incomplete Records Impacting…Growth?

Agenda

What is Jigsaw? How Can Jigsaw Help You With Your Data? Jigsaw For Salesforce Demo Introduction of Customer Panel Q&A

What is Jigsaw?

Jigsaw: Business Data Powered by the Cloud

Largest, Most Accurate Database23 million+ B2B contacts

Crowd-sourced business data 1.4 million+ community members 36,000 new contacts per day

Real-time updates12,000+ contact updates per day by community

The Crowd is More Precise

70% Direct Dial Numbers

100% Complete Contacts

10xMore Titles

NameTitle

Ext. 3415

Director of… Marketing…

Viral Marketing…Interactive Marketing…

Social Media…Community…

DeptEmail

PhoneAddress

And the Data Stays Clean…Automatically

1.4 million + members300,000 updates/month

Jigsaw Community Native App SharingData Quality Engine

Automated data processes1.2 Million updates/month

Open API’s for enterprise app data sharing:

300,000 adds/month

How does Jigsaw help drive great CRM data?

Prospecting, Hygiene, Adoption & Control!

Good Data is the Lifeblood of Sales & Marketing

Critical for Prospecting

Required for Customer Analysis

Marketing Lists

Sales Reps

Business Cards

Web Forms

1Coe, John M. “B2B Data Decay – The Untold Story.” Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.

2009

2010

12 incorrect calls a day wastes 20+ hours a month

70% of CRM Data is out of Date within 12 Months

Finding the Decision Maker is Hard

Unfortunately, Good Data is Hard to Find & Maintain

The Cloud Shows Us a Better Way to Manage Data

xxx

Crowd Sourced

xx

Real Time No Software

Real-time UpdatesInstant data change

notifications

Fast, Low Cost50% of software

deployments in the cloud*

Millions of Contributors12,568,906 users made…

395,177,595 edits to…20,676,516 articles

*Source: Shaugatuck Technology 2010 Cloud Business Solutions

Jigsaw Data Cloud: The Leader of Crowd-Sourced Business Data

For Salesforce

Complete

Prospect

Select

Clean

Jigsaw Data Services: Cleaning Data for Use Anywhere

Data Services

Jigsaw Data 3rd Party DataYour Custom Data

Data WarehouseCRM Custom Lists MSP’sMarketing Apps

Turbo-charge Your Pipeline Live feed of 24 Million business contacts

Find Influencers Faster32,000 contacts added daily by 1.4 million users

Improve Productivity with Clean DataContinuous checks for account & contact accuracy

Crowd-sourcing provides higher quality data,

that stays more accurate, at a lower cost

Jigsaw for Salesforce: Automatically Clean Your CRM Data

Jigsaw For Salesforce Demo

With the Cloud, You Just USE Your Data

Instant source of 22M+ new leadsUnlimited, free research into 4M+ new accounts

Reps are productive with clean dataEfficiency gains for Administrator with seamless prospecting

Cloud CRMCloud Data

The power to reach the right contacts the first time.Eric Johnson, Vice President, Commercial Excellence

Typical Discoveries When Cleaning Data

Name PhoneBob Johnson 415-536-6000

Bob Johnson 650-205-1899

Rob Johnson 415-536-6100

Bob C. Johnson

408-209-7070

Bob Johnson 415-536-6000

Rob Johnson 650-205-5555

Bob T. Johnson

650-780-9090

Robert Johnson(415) 536-2283

✓

Average Dirty Data Found in New Customers:

90%Incomplete

74%Need Updates

21%Dead

7%Duplicate

Complete Control & View of Health of Data

Measure the Health of Your Data - real-time analytics show how much data is clean, how much needs updating, and how much it matters to your bottom line.

Clean Data Leads to Higher Adoption

What are you doing to ensure your team is using Salesforce to the fullest? Investing in Clean data makes CRM easy to use for

your sales and marketing teams Jigsaw for Salesforce provides your team with fresh

leads providing incentive to log into your CRM

Customer Panel Discussion

Jason PaquetteDirector of Sales Operations,

Kaseya

On-Premise & SAAS-based Software to automate IT Administration tasks for IT Departments, IT Service Providers, and even the “accidental” computer guy.

• Founded in 2000• Private company, self funded, no outside capital,

no debt• 440 Employees & Growing (230 users on SFDC,

140 Sales & Marketing users across the globe)• ~40% Growth for YoY Growth through Recession• Approaching $100M Revenues, profitable for

years• Approaching 4,000 customers on 6 continents,

deployed on approximately 2M endpoints

IT Departments & IT Service Providers using Kaseya

Before & After Jigsaw

Life Before Jigsaw Buy lists, e.g., Sales Genie,

InfoUSA, etc. Manual list building searching online Market to those lists Prospecting calls still had to

research each name/company for possible fit

Buy more lists Project to cleanse/update data Buy another bigger list

Life After Jigsaw Much easier to identify who we

should be talking to at a company

Very easy to get that name into salesforce.com

Can now validate/complete (in real-time) the existing names in our database for role, contact info

Kyle YoungSalesforce/Jigsaw Administrator,

SAS 70 Solutions

About SAS 70 Solutions:

Founded in 2002

One of the 200 largest CPA firms in the United States

Specializes in SAS 70 audit, PCI DSS validation and ISO 27001 certification

~300 clients based primarily in the United States

Before…

Contact info was harvested primarily through press releases and form submission through our website

Used search engines to identify e-mail naming conventions and guess contact e-mails

Manually maintained all contact information

Occasionally, utilized third parties for lists or data scrubbing

After…

Jigsaw’s search capabilities allow users to quickly add contacts/info on their own

Contacts updated daily with new information

Administration burden greatly reduced

Dashboards provide real-time insight into the status of contacts

“Dead” contacts are segregated in the system

Questions?Post to Chatter Feed for Session

David HughanDirector of Services

Matt JeffriesJFS Implementation Specialist

Jason PaquetteDirector of Sales Operations

Question & Answer

Kyle YoungSalesforce & Jigsaw Administrator

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