ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST

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1 ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST

2 Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce event was the announcement of its new analytics platform called Wave, along with a major update to its Salesforce1 platform called Lightning. The value proposition behind Wave is that it doesn t require programming or special coding to create charts and visualization. Wave is drag-and-drop meaning it s intuitive to create analytics and visual reporting without the need for an advanced degree in data science. In fact, Salesforce claims that anyone in any department will be capable of creating custom visual reports and analytics. Of course, there are many companies that already offer analytics on the Salesforce platform (Birst, InsightSquared, and Informatica to name just a few) who, it would be reasonable to expect, are feeling less like partners and more like direct competitors. Here s the catch, unless you can afford to pay for Wave "Explorer" business-user licenses at $125 per user, per month and "Builder" admin/power-user subscriptions at another $250 per user, per month and, around $40,000/company/month for the back-end infrastructure, you will want to look for other options. Regardless of pricing,, other BI and analytics companies argue that they don t compete directly, are complimentary, or simply, that they bring other unique advantages. For the foreseeable future, solution provider partners will leverage Wave and Lightning to make their own solutions more robust. For instance, Sales Intelligence and Analytics firm FirstRain says that the combination of their FirstRain Business Graph and the Salesforce Analytics Cloud makes it possible for business professionals to do something they couldn t do before that is, to easily enrich structured data with personal analytics drawn from the unstructured Web and social media. Salesforce1 Lightning is meant to make it as easy to build custom mobile apps as Wave makes it to create and run visual analytics. The platform consists of a number of elements; Lightning Framework, Lightning Components, Lightning App Builder, Lightning Process Builder, Lightning Community Builder, and Lightning Schema Builder (some not available until February, 2015). For all but the largest of companies who follow Smart Selling Tools, the Wave and Lightning announcements won t likely affect you directly. When considering tools to increase demand and drive revenue, you might ask vendors how they re leveraging the two to make their products more user-friendly, powerful, and mobile.. Which vendors should those be? Why not start with those we ve identified as Cool Tools from Dreamforce We scoured the showroom and cataloged 21 tools worthy of a closer look.

3 Engagement Take existing sales assets - presentations, videos, white papers - and drop them into your private Tellwise platform. They will look great on any device, including mobile. Easily brand for each customer engagement but don't waste your time: Tellwise will help with templates. Invite your customers, build your relationship and collaborate and they will feel special. All of your company s documents including presentations, sales forecasts, performance histories, are filled with the most current facts and figures. Automatically. At your fingertips. All the time. It starts with what you need. The latest projections, real-time pipelines, or the most recent ROI model, created on the fly, customized to each and every situation. Seismic is a content management platform that ensures your materials are up to date and accurate. Yesware is a free add-on for Gmail and Outlook that helps you sell more effectively right from your inbox. Know what happens to your after you press send who s interested, how interested and when to get in touch. With tracking and templates for fast, consistent messaging, Yesware empowers sales teams to make smarter decisions, faster. Sell Smarter, right from your inbox.

4 Acceleration Velocify Helps Sales Teams Accelerate Performance. Improve selling speed, productivity, and results. Velocify intelligent sales automation solutions include Velocify LeadManager, Velocify Dial-IQ and Velocify for Salesforce.com, integration to the #1 CRM. These products accelerate sales performance through rapid lead response, increased selling discipline, improved sales team productivity, and provide actionable insights. Broad support for multiple industries and selling team sizes to significantly boost revenue. Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, selling tools, docs, spreadsheets, and more. Sales reps can ask questions and get answers from product managers, sales managers and each other. They ll be swapping slides, tips, and proposals. Easily. In no time. And Bloomfire works whether your people use PCs, Macs, smartphones or tablets or any combination. Thousands of companies use DocuSign in Sales departments to get contracts signed more quickly than ever before. In an environment where growing revenue remains top of mind, DocuSign gives you visibility and enhanced control over closing and booking every deal. Stop chasing paper. Just DocuSign It Accelerate results, save money, and delight customers by going 100% digital with DocuSign.

5 Acceleration ClearSlide is an integrated sales engagement platform that enables you to focus on what really matters: understanding your customers perceptions, sharing content that s relevant and following-up at just the right time. With granular real-time analytics, ClearSlide gives you the insight you need to better forecast your pipeline and to know which leads are hot. Sales managers love ClearSlide for the insight it offers into their team s activities, and sales people love the automatic logging of activity a real time saver at the end of the day. Get More Deals for More Money in Record Time Transform your marketing and sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite at one price. The best way to generate more deals, for more money, faster than ever before is to optimize your lead to money process. Identify the right leads, ensure proper territory and quota distribution, automate quote and proposal generation, and streamline sales compensation. CRM Opportunity PRO by SAVO lets you convert more leads and accelerate opportunities. With SAVO, you can reinforce your sales process and accelerate sales opportunities right from CRM. CRM Opportunity Pro provides guidance and assets right at the lead/opportunity record in CRM. View the moving pieces of each deal, in real-time, and leverage opportunity-specific information to help sales reps move deals forward, faster while optimizing data for better CRM adoption and hygiene. SALES VELOCITY

6 Intelligence FirstRain is changing the way the Fortune 1000 do business. FirstRain gives you personalized insights tuned to your customers, strategies and end-markets. Get intelligence delivered right within your daily workflow like CRM, portal integration and mobile devices. Become an expert with up-to-the-minute personalized insights on prospects, customers, competitors and key market. Create more accurate plans with deeper, more reliable information in a clear and simple form faster and easier than ever. Avention helps youprecisely define your market, perform knowledge discovery for aligning your product with the right audience and respond rapidly to changing market conditions. Avention s proprietary platform engages new database technologies and a remarkably intuitive user interface to deliver the most accomplished sales enablement environment today. Period. Empower your salespeople to find leads, market segments, and business insights they can t find anywhere else. InsideView informs your entire enterprise. It provides the industry s most accurate data, valuable insights, and professional connections so that marketing professionals can deliver more leads, sales executives can close more deals, and account managers can retain and grow accounts. The InsideView CRM Platform is the only software solution that reveals critical information about companies, contacts, and connections through the entire customer lifecycle.

7 Intelligence DiscoverOrg, a three-time INC 500 company, provides the country s top technology marketers and sales professionals access to the most up-to-date and accurate data, Information Technology organizational charts, Marketing org-charts, and Real Time projects of their target accounts. With access to over 300 million members on the world s largest professional network, LinkedIn creates sales lead generation success by enabling sales professionals to easily find the right prospects. You can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. Turn your contact records into rich profiles by seeing LinkedIn information directly in Salesforce.com or Microsoft Dynamics. The DiscoverOrg service covers over 18,000 Fortune Ranked, Mid- Market, SMB, University, and Government Organizations. These are the largest buyers of technology in the world. Without exception, clients achieve shorter sales cycles, more revenue from each account, and a lower cost of sales. Your website is the face of your brand the channel most prospective customers use to find out who you are and how you can help them. It's likely one of your top expenses. And yet, 97% of your website visitors are unknown. Act-On's website visitor tracking helps you uncover who they are and get the most out of your investment. With Act-On, you go beyond traditional website analytics and drill down to the nittygritty of marketing and sales intelligence.

8 Analytics Supercharge Sales Productivity with Infer. Move faster and immediately route high scoring leads to sales. Increase your conversion rate while keeping bad leads from ever hitting salesforce. Crush your number with Birst sales and marketing analytics. Go beyond basic pipeline analytics. Get a complete view of your sales organization with analytics on data from multiple sources. Birst delivers insights that uncover systemic issues across sales disciplines including training, lead scoring, hiring, etc... Gain a complete view of your customer from audience to acquisition, between online and offline data sources. Know what customer behaviors indicate the best potential buyers, which campaigns have the highest return on revenue and what activities lead to retention, upsell or cross-sell opportunities. Route leads with full confidence that you re focused on the right customers. Infer is constantly adding new signals, evolving the models, and building new connection points, so that you stay one step ahead of the competition. 6Sense is a B2B predictive intelligence engine. It identifies new prospects and predicts sales at every stage of the buyer s journey. 6Sense predicts who your customers will be at every stage of the sales cycle and then tells you how to reach them. It bridges the gap between marketing and sales teams by providing a data-driven layer of intelligence that adds predictive value to your CRM and marketing automation systems.

9 WATCH LIST Journey Smart Rooms are a transformational engagement solution providing always-on, relevant content for customers and prospects that adds value based on stage in the Buyer s Journey. Smart Rooms leverage best practices in sales and engagement indices and customer analytics drive sales velocity by predicting behavior and addressing needs to avoid roadblocks and capture opportunities. Gagein searches real-time news for high value prospects, predicts sales potential, and enables you to be the first to call with a compelling reason. Gagein tracks over 2 million public and private US, and International companies. Think of Gagein as your personal radar system for sales prospecting. The more companies you follow, the more trigger events you ll find, and the more prospects you ll have in your sales funnel. If we don t currently cover a company you want to follow, we ll add it in 72 hours or less. Engage early and educate your customers. Nurture by adding new content and insight based on interest. Insight-based selling builds strong partnerships and loyalty. Salesvue makes sales teams faster and more productive while giving management the business analytics it needs to plan staff, forecast revenue and grow sales. Salesvue s detailed analytics, called Sales Business Intelligence (SBI), reveal your company s Math of Sales. You ll discover how many activities it takes to make a connection, how many connections it takes to have a conversation and how may conversations convert into an opportunity.

10 ENGAGEMENT ACCELERATION For information on these and other Smart Selling Tools visit INTELLIGENCE ANALYTICS WATCH LIST

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