Customer Insights and Account Based Marketing

Tempest + Vertify NetSuite <> Marketo An intuitive data integration and automation cloud for revenue teams

Action Plan Contents 1.

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Theme & Objectives Key Deliverables Advanced Deliverables (MSI Outcomes) Business Impact Appendix a. Example Dashboard b. Benefits of Vertify + MSI Datawrapper

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What We’re Here For

Theme Empower Tempest Telecom’s go-to-market teams with actionable insights and facilitate a personalized Account-Based Marketing (ABM) program.

Objectives 1.

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Enable a Enable a segmented ABM communication list.

Implement Marketo Sales Insights for visual reporting and analytics dashboards.

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What We’ll Be Solving - 1

Key Deliverables ●

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Data Mapping Enhancements ● SalesOrders and Line Items will be mapped into the Marketo Opportunity object. ● Create and integrate a custom Marketo object to accommodate multi-line items for segmentation and smart lists creation. ● Map the OrderTotal to the Opportunity object and configure the contact role to facilitate Performance Insights.

Performance Insights Setup ● Setup and configure Performance Insights within Marketo for enhanced reporting capabilities.

Documentation and Rule Establishment ● Document and establish a business rule ensuring that every deal includes necessary Opportunity Object fields: Opportunity, Contact Role, Program Cost, and Acquisition Program.

Transformation and Filter Logic ● Fine-tune and configure transformation and filter logic to refine data accuracy.

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What We’ll Be Solving - 2

Advanced Deliverables (MSI Outcomes) ●

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Data Integration Strategy ● Build workflow to update existing records, adopting a flow from opportunity to quote to sales order to minimize duplications and enhance data integrity.

Filter Criteria Refinement ● Establish filter criteria for differentiating between updating existing records and creating new ones based on the "created from" source.

Order Handling Optimization ● Map the PO number field accordingly and architect a strategy for handling allocation orders and pending orders within Marketo.

Data Collection and Utilization ● Configure trailing-quarter, Collect of historical data from the last quarter to inform the updated integration. ● Start with the equipment division for processing pending orders and line item handling.

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Business Outcomes

Business Impact ● ● ●

Productivity in BDR/Sales teams via efficiency in speed-to-lead, booking meetings and closing deals.

The integration of clean data with MSI will serve as a signal-to-action engine throughout the lead/customer lifecycle.

Full funnel customer view and custom reporting and analytics for Management Layer Reporting.

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Thank You! We hope that this action plan has been informative and helpful in providing guidance for next steps and how to maximize your usage of Vertify. We look forward to continuing to provide you with innovative solutions that meet your business needs.

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Appendix

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Estimated Delivery Timelines ● ● ● ●

Week 1: Confirm Current Marketo Activity Mappings and Set Up MSI in NetSuite Week 2 and 3: Sales Order Mappings and Validation Week 4 and 5: Testing and Optimization Week 6: Create Integration and Training Documentation

The MSI deliverable and Sales Order mapping deliverable can be switched around if one initiative is more urgent than the other.

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Example Dashboard

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Benefits of Vertify + MSI Datawrapper ●

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Data Consistency and Accuracy Vertify ensures that the data flowing into MSI is clean, consistent, complete, and reliable. This means your sales team can rely on the information provided to make informed decisions, preventing wasted efforts and false leads.

Holistic Customer View By integrating with Vertify, you bridge the gap between marketing and sales data. This results in a comprehensive view of leads and prospects, offering insights into their interactions and behaviors at every stage of the customer journey. With a 360-degree view, your sales team can tailor their approach to meet individual customer needs effectively.

Advanced Lead Scoring Combining Marketo data with external sources through Vertify allows for more advanced lead scoring models. The increased data depth enables a more precise lead scoring system, helping your sales team prioritize their efforts and focus on leads with a higher likelihood of converting.

Proactive Sales Follow-Ups With the Vertify integration, you can set up automated triggers within MSI based on specific customer interactions. For instance, if a lead exhibits strong interest through their engagement with marketing campaigns, your sales team can be promptly alerted to follow up. This reduces response times and enhances the chances of closing deals.

Enhanced Sales and Marketing Alignment When your marketing and sales teams share a unified dataset, alignment becomes natural. This fosters better collaboration, minimizes friction, and encourages both teams to work together towards shared goals.

Custom Reporting and Analytics Vertify enables the creation of custom reports and dashboards in Marketo and NetSuite,via a Vertify-designed dashlet. This provides the flexibility to track and analyze the MSI-driven metrics that matter most to your business in real time, thereby gaining invaluable insights that guide your sales strategy. This is something that only Vertify can provide.

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