The Dynamic Duo:SugarCRM and Act-On

CRM and Marketing Automation

September 22, 2015

This event is being recorded. It will be posted on the W-Systems blog

and a link included in our next monthly newsletter

www.w-systems.com/blog

Presenting:

Christian WettreW-Systems Corp.

Brandon ContrerasAct-On Software

• CRM and Marketing Automation: When and why do you need both?

• SugarCRM and Act-On: Background• Feature Set Demonstration• Solution Pricing• Q&A

Agenda

• You need CRM to manage individual customer facing processes such as sales and support

• You need Marketing Automation to consolidate multiple digital marketing tools beyond email

• You need both when you have separate customer sales and marketing teams

WHEN do you need both CRM and Marketing Automation?

• CRM does a great job storing extended and complex information about relationships

• CRM has fairly simple marketing capabilities• Marketing Automation does a great job with

providing a rich marketing toolset and analysis of campaign results

• Marketing Automation stores fairly simple information about account and contacts relationships

WHY do you need both CRM and Marketing Automation?

• Email marketing is only one of many tools a marketer works with – it can be done in CRM or simple email services such as MailChimp or Constant Contact

• Marketing automation attempts to bring all the tools a marketer needs into one combined platform to share data

Marketing Automation vs Email Marketing

Email Marketing

Website Visitor Tracking

Webinar Management Social Media

Website Forms Capture

Non Email Marketing

• SugarCRM and Act-On have very deep integration between the Marketing Automation and CRM toolset.

• Integration speeds the sales process • Integration provides a direct feedback loop to marketing from

the sales team

Why SugarCRM and Act-On?

Act-On and SugarCRM Interaction Points

Landing Pages Forms

Leads ContactsOpportunities

Lists

Target Lists

InteractionsClicks / Visits

Upd

ates

Notes

Revenue Attribution

Score

s

Dashboards

• Founded in 2008 initially backed by Cisco and WebEx

• Headquartered in Beaverton, Oregon

• 2nd Fastest growing marketing automation company on the 2014 Inc. 500/5000 list

• Frost & Sullivan Marketing 2014 Automation Company of the year

• Top 10 Most Evaluated Marketing Automation Company (TrustRadius)

Act-On Corporate Background

• CRM Implementation since 1996• SugarCRM Elite Consulting Partner • Act-On Platinum Consulting Partner • Focus on implementation, process,

development and integration• Marketing Automation content service:

wCatapult• Read the W-Systems case study at

– https://www.act-on.com/casestudy/w-systems

W-Systems Background

• Website Landing Pages• Lead Capture Forms• List Management• Email Broadcasting• Website Visitor Tracking• Lead Behavior Scoring• Website Asset Download Tracking• Social Media Post Tracking• Webinar automation (Webex & GotoMeeting)• Automated Long Term Email Programs

Act-On Marketing Automation

Act-On W-Systems Lead Capture Forms

• Quickly place many lead capture form on web pages

• Instant post to SugarCRM

• Auto assign leads to sales reps or to inside sales groups

Act-On List Management: Real-time Sync to Sugar

Act-On List Management: Maintain List Segments

Act-On List Management: Control which fields to sync

Act-On Automated Campaigns: Sequential Messages

Act-On Automated Campaigns: Example

Whitepaper Download

Confirmation Email with link

to asset

Recorded webinar on same topic

eBook on similar topic

Corresponding Infographic

• Track leads engagement with your digital content

• Assign scores based on lead demographics and job titles

• View detailed lead behavior in SugarCRM

Act-On Lead Scoring

Act-On Lead Scoring Example

Behaviour Point Value

Visitor downloaded the How Do We Compare To Our Competition white paper

5

Visitor browsed  company website multiple times in the past 7 days

5

Visitor downloaded the Evaluation Guide 5

Visitor is already a lead in the SugarCRM 4

Visitor clicked on company's Jobs web page. -5

Act-On In SugarCRM

Solution Pricing

Winner of Drawing

Host: Christian WettreEmail: cwettre@w-systems.comPhone: +1.201.574.0377

Questions & Answers

Want to learn more? Email us for a detailed demonstration or fill in our demo request form athttp://www.w-systems.com/products/act-on-marketing-automation/

Host: Brandon ContrerasEmail: brandon.contreras@act-on.netPhone: +1.916.757.6976

This event was recorded. The recording and Q&A details will be

posted on the W-Systems blog and a link included in our next monthly

newsletter

www.w-systems.com/blog