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Marsh & Dow Jones Salesforce Integration

Marsh & Dow Jones Salesforce.com Integration. Clare Hart President. Dow Jones Enterprise Media Group. Agenda. Challenges Prospecting Account Management Summary – Enhancing the Marsh CRM Investment. Selling Has Never Been Harder. Tight economy keeps doors closed and budgets small

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Marsh & Dow Jones Salesforce Integration

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  1. Marsh & Dow Jones Salesforce.com Integration Clare Hart President Dow Jones Enterprise Media Group

  2. Agenda Challenges Prospecting Account Management Summary – Enhancing the Marsh CRM Investment

  3. Selling Has Never Been Harder Tight economy keeps doors closed and budgets small 41% reps under quota, revenues from existing customers down last year * Sales process is getting longer and more complex 54% companies fail to turn leads into a meeting more than half the time Over 50% report it takes 6 or more calls to close a deal 27% of all sales cycles taking 7 months or more to close (continued increase every year from 2003 when 19% took 7 months or more) Number of deals closing declines – 30% forecast deals are lost and 22% end in no decision Rapid shifts in business landscape make it hard to keep up Mergers, reorganizations, layoffs * Statistics from CSO Insights Sales Performance Optimization 2009 report

  4. Level and Speed of Change Create Further Challenges and Opportunities Mergers, reorganizations, layoffs impact all stages of sales cycle Heightened risks for decision makers Decision makers get laid-off Projects get put on hold New management different priorities Lowest price wins How do you find the companies that will invest now? How do you build the breadth of relationship that protects your deal?

  5. How Dow Jones Can Help • There are companies who are buying, let Dow Jones help you find them now! • Fill the revenue pipeline • Identify new customers and cross-sell opportunities • Increase effectiveness – by speeding up the sales cycle and outmaneuvering the competition • Focus on customers most likely to buy • Find opportunities earlier in prospect’s buy cycle • Connect to a range of decision makers faster • Work smarter with information where its needed • Differentiate with timely intelligent conversation

  6. Workflow diagrams & design concepts

  7. Current Prospecting Workflow

  8. Future Prospecting Workflow with Dow Jones and Salesforce 8

  9. Current Account Management Workflow

  10. Future Account Management Workflow with Dow Jones and Salesforce

  11. Summary Enhancements you can Leverage Today. Factiva News Factiva Radar Dow Jones Company Information

  12. Summary Enhancements that are optional Connections Dow Jones Consulting Services Integration Advanced Trigger Technology (Future)

  13. Appendix (all design concepts)

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