LARS NILSSONVP, GLOBAL INSIDE SALES / CLOUDERA

@LarsNilsson65

HOW TO ABSD

•Identify your Target Account List (TAM) and enter in CRM

•SDR is the campaign quarterback

•Build contact list

•source buyer personas/relevant titles

•Consolidate lead and contact objects in a single view

•Build Hyper-Personalized sequence email content

•Google alerts, D.Org triggers, LI Sales Navigator, AE’s/Partners, SME’s

•Develop sequence framework (we do 3 or 4)

•Time of day / Day of week / Length of Interval

•Active phone and email follow up campaign after completed

•Set it and forget it and watch what happens!

AN ABSD TECHNOLOGY STACK

•CRM (SFDC)

•Lead Conversion Engine

•Email Sequencing Platform

•Contact Sourcing Database

•Dialer (CTI)

20 YEAR ADVANCE IN CRM—MASS & AUTO CONVERT

ANATOMY OF AN ABSD CAMPAIGN: THE 3-DRIP EMAIL SEQUENCE

1ST EMAIL OF 1ST SEQUENCE WE RAN...

2ND EMAIL IN SEQUENCE: MORE UC’S SPECIFIC TO INDUSTRY

3RD EMAIL IN THE SEQUENCE: THE “HAIL MARY”

WHAT LED CLOUDERA TO ABSD

Director, Data Architecture Hi Marcus, I apologize for the late response, but this sounds very interesting and would like to find out more. Can you schedule some time with myself and my team in the next week? Next Wednesday looks pretty open if you want to set some time up. Thanks.

SVP Finance & Chief Accounting Officer Marcus—I have copied Chris H. on this note. Chris is our VP of Credit Risk Management and is responsible for the use of significant data sources to help us move our products and services into the market. It would be good to understand what your team is doing with --------- and how you might assist with credit analytics area. Please work with Chris to get something on the calendar.

ABSD INTO GREENFIELD ACCOUNT (4 BANGER)

•10x industry standard email open & resp.rates

•7 Qualified meetings leading to $225k in pipeline.

ABSD—CUSTOMER ACCOUNT CLEAN+EXPANSION

12 Qualified meetings. $348K in pipeline add + a new division. SFDC hygiene.

DOUBLE DIGIT OPEN & REPLY RATES

ABSD RESULTS

MORE ON ABSD

THANK YOU