Email Marketing

Challenge 
ADC Telecommunications, a leading global supplier of network infrastructure products and services, sought an easy way to analyze the effectiveness of its email campaigns.

Solution
ExactTarget for AppExchange allows users to view real-time tracking information for mass e-mail including open, bounce, and click-through at a lead and contact level, as well as at an aggregate level.

Result
ADC can now push out all of its mass e-mail and newsletters through Salesforce, and track the effectiveness of its campaigns by looking at metrics such as open rates.

Class Enrollment

Challenge
ADC wanted more visibility into the certification training process for its reseller community. 

Solution
Companies can use Class Enrollment for AppExchange to monitor student enrollment for the courses they offer and to track the internal — and external — classes their employees or partners attend.


Result
ADC now has a complete picture of which partners are attending its training sessions and which are not.  Salespeople also can easily find out when and where the next class will be held, as well as space availability for the session.

Advanced Call Scripting

Challenge
ADC built a new inside sales team and needed to train salespeople quickly on the appropriate methods to use when speaking with customers and prospects.

Solution
With the Advanced Call Scripting application from Salesforce Labs, users can create branching scripts and coaching notes to help guide reps through interactions with customers.

Result
The marketing team at ADC can now ensure that the right messages are being delivered to customers.  Also, inside salespeople are now better equipped to attach a quality score to a particular lead.  This has allowed ADC to focus efforts on its most attractive prospects.

“The AppExchange is my best friend  because it makes me look like a hero to my boss.”

-Senior Project Manager, ADC Telecommunications

 

 

Strategic Account Planning

Challenge
Account plans were created in Word and stored on a local server.  Access and visibility to these plans were limited to sales.  For their quarterly reviews, Salespeople had to integrate files across several applications to build a cohesive presentation for their managers.

Solution
Strategic Account Planning by Salesforce Labs allows users to build integrated account plans. These account plans are tied to specific accounts and contain overall objectives such as revenue targets, account goals, strengths, and challenges.

Result
Salespeople have been pleased with the tremendous time savings this application provides on a quarterly basis.  Instead of spending countless hours building PowerPoint presentations, they can easily update their account plans in Salesforce to show management their progress.  It also allowed visibility across the business instead of just within sales.