Email Marketing

Challenge
Ariba communicates with its customer base mainly through email and wanted a tool to effectively leverage outbound communications.

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

Result
Ariba’s lead generation team can be alerted when a prospect opens an email.  By automating this process, lead generation reps can better identify their target audience and make timely calls.  This has increased the effectiveness of the team overall. 

Sales Intelligence

Challenge
Ariba sought an integration tool to augment its customer data. 

Solution
InsideView monitors thousands of verified sources that cover a company’s customers and prospects, their activities, and personnel. Using Web 2.0 technology integrated with their Salesforce records, Ariba can detect key selling opportunities such as leadership changes, product launches, expanding operations, and acquisitions.

Result
Ariba can now ask for less information on their Web-to-lead forms.  This has helped to increase the quality and quantity of leads received. 

“If you find something that is fulfilling a need, you can look like a hero to your boss. The free trial process makes it easy to justify the cost savings. The ability to see and work with all of these players is the beauty of the AppExchange.”

Director, Ariba

Sales Process Improvement

Challenge
Ariba sought a tool that would integrate best practice sales methodologies with its instance of Salesforce.

Solution
With GPS RADAR ™ for Salesforce, you can quickly determine where you are in the sales process. A user-friendly, color-coded organizational chart enhances your understanding of where you stand in a deal and what you need to win. At a glance, you know who is for you, against you, or undecided; each stakeholder’s personal power; what role they play in the decision-making process; and how to win their vote or live without it.

Result
GPS Radar is integrated with Ariba’s opportunity object in Salesforce.  Salespeople can now better gauge which stakeholders they should target for their deals and ensure higher close rates.