SalesFUSION Partner Certification Guide

SalesFUSION Partner Certification Guide Welcome to the SalesFUSION Partner Family!! This document will guide you through the SalesFUSION Certified Partner Program. At each step there will be videos to watch, assignments to complete & quizzes to tackle. In addition, you will shadow a SalesFUSION Onboarding Specialist to learn how to train in each of the modules prior to delivering your own 1-on-1 customer training. While we recommend you start with the first module and work your way through the document, you may find the need to move over certain items in each module, such as sitting in on trainings & delivering your first training until you have your first prospect in place. On the last page of this guide, you will find a checklist containing all items needed to complete your SalesFUSION certification. Please print for easy reference and to track each component as you complete them. If at any point during the certification process you have questions, please email certs@salesfusion.com. Table of Contents 1. Admin Functions 2. Email Marketing 3. Dialogs 4. Lead Scoring 5. Reports 1 P a g e

Module 1 of 5: Admin Functions Part 1: Watch Video: Customizing Your SalesFUSION Account Click to View. Part 2: Admin Assignment Step 1: Setup your user signature Go to toolbox >preferences & click on the signature button to create your custom signature. This will be utilized later by adding in a custom signature to an email. Step 2: Create a Master Role Set up a role allowing the person to see & do everything in SalesFUSION. Call this role SalesFUSION Admin. Add yourself into this role. Step 3: Add your logo to your unsubscribe & forward to a friend page Administration >General Attributes Add in your logo at a minimum to the headers for the unsubscribe page & the forward to a friend page. If you d like, you can also add in a custom message. Step 4: Set up a suppression lists Administration > Suppression list Set up an email suppression that includes your competitor s domains (this will prevent any of these domains from receiving any emails from you) Step 5: Add your logo & custom message to your Exit Alert Administration > Exit Alert HTML Editor At a minimum, add in your logo to the alert. You can also add in a custom message so those who receive this alert know where the information is being generated & instructions of what to do with the information. Step 6: Locate your web tracking script & load it onto a common header or footer on your website Administration > web tracking Code Step 7: Email certs@salesfusion.com letting them know you ve completed the admin assignment. Part 3: Complete Quiz: Admin Functions Click hyperlink above to access quiz or copy & paste this URL into your browser. http://ittybitty.bz/admincert 2 P a g e

Module 2 of 5: Email marketing Part 1: Watch Video: Email Marketing 101 & Drip Marketing 201 Click to View. Part 2: Complete the Drip Marketing Assignment Step 1: Create a Template build a template with a 700px wide table with 2 columns with 6 rows o the left column should be 300px & the right should be 400px center the table on the screen merge the top row across in the first row, add a custom merge field to view the email in HTML & center on the line upload your logo to the image manager insert your logo in the top left hand corner of the template (make sure it s no wider than 250 px) hyperlink the image to the homepage of your website in the fourth row, left column, add a salutation, then a merge field for first name enter the following content as unformatted text Thank you for your interested in our new product offering. We have an upcoming presentation of how we ve seen success with this solution in the [insert industry merge field] industry. Please join us using the call in information to the right. Thanks, [insert users signature merge field] in the right column, 4th row, include an image (no larger than 250px wide) of your product/service,right aligned o add a bulleted list below with the following info Date: [insert today s date] Time: 2:00pm EST Number: 1-800-555-1234 Link: Click Here [link to http://www.salesfusion.com] set the font type of all font to tahoma, size 12px and color of green merge the bottom row & center your text on the first line, add your mailing address on the next line custom unsubscribe message that links to the merge field Step 2 : Upload a distribution list with the following contacts Kevin Sexton kevin.sexton@salesfusion.com industry: marketing automation Kellie Boggs kellie.boggs@salesfusion.com industry: marketing automation Certification Program (use Certification Program as the first name field & leave the last name blank) certs@salesfusion.com industry: partner certification Jamie Whited jamie.whited@salesfusion.com 3 P a g e

industry: Customer Appreciation Step 3 : Create a segmentation with the following criteria industry equals Customer Appreciation Step 4 : create an drip campaign with the first email including the following items: Set the Campaign Name to the MMDDYY PartnerCertification_FirstNameLastName send the email from your email address use PartnerCert as your display name use a creative Subject line of your choice set the date & time you want the email to send only send emails to those that haven t received an email in the last 2 days include distribution list created in step 2 exclude segmentation created in step 3 add in to also include your own email address in the send to tab. use the template you created in step 1 convert to text - make sure you re-enter links Step 5 : Create a followup campaign with an exact replica of the email in Step 4 with the following changes Set the Campaign Name to the MMDDYY PartnerCertification_FirstNameLastName_FollowUp Change the subject line set the date and time to 1 business day later at the same time set your list to everyone who did not open the first email Step 6: Once your campaign is complete & tested, activate the entire drip campaign. Part 3: Watch Video: Nurture Marketing 301 Click to View. Part 4: Complete the Nurture Marketing Assignment Step 1: Set up your templates Create all of the templates you ll need in your template manager that you ll use in the nurture designer. You ll need an initial email, subject swap 1 & subject swap 2 you have freedom of design with your templates, but at a minimum, you should include your company logo, the text Nurture Design Cert Test & a unique subject line In order for your template to appear in the nurture designer, it must include a subject line, sender/from info, and have the nurture option checked o have the email from your emails address o set the subject to Company Name: Nurture Cert Test Save your templates using the naming convention CertTest_NurtureDesigner_YourName_Initital CertTest_NurtureDesigner_YourName_FollowUp CertTest_NurtureDesigner_YourName_FollowUp2 Step 2: Set up the task you ll need for your template Lead Analyzer > Template > New Name the task: Test Task for Partner Certs set the owner ID to 2 (assigns to the domain admin setup on the account) Set the description to: FollowUp call for email open for Topic ABC Nurture Campaign Step 3: Set up your nurture Re-create the following steps outlined below within the nurture designer. Name the campaign: CertTest_Nurture_YourName 4 P a g e

send out an email with the initial template you created in step 2 (CertTest_NurtureDesigner_YourName_Initital) Set the date in the future Use the segmentation you created for your include list use the report you created for the exclude list Set the following Architecture to your nurture Did the customer open the email within 3 days? o if no send them a subject swap (CertTest_NurtureDesigner_YourName_FollowUp) o if yes, send a task to the owner for followup Did the recipient of the subject swap email open the email within 3 days o if no, then send another subject swap (CertTest_NurtureDesigner_YourName_FollowUp2) 5 days o If yes, send a task to the owner for follow-up Did the recipient open Subject Swap 2 within 3 days) If no, send a task to the owner for follow-up If yes, end communication Step 4: Activate the Nurture Part 5: Complete Quiz: Email Marketing Click hyperlink above to access quiz or copy & paste this URL into your browser. http://ittybitty.bz/emarketcert Part 6: Attend Email Marketing Training with a new customer For the first customer you bring onboard with SalesFUSION, a SalesFUSION Onboarding Team Member will deliver the Email Marketing training while you follow along. Part 7: Deliver Email Marketing Training with a new customer When you re ready, you ll deliver your first Email Marketing Training to one of your new customers, while a SalesFUSION Onboarding Team member listens in on the call. This team member will be able to answer any questions you have during the training session and will also provide feedback following the session. 5 P a g e

Module 3 of 5: Dialogs Part 1: Watch Video: Getting the Most from your Dialogs Click to View. Part 2: Dialogs Assignment For this assignment, you have 2 dialogs to create. Assignment 1: Create a whitepaper download form that takes the customer to a thank you page with a link to your whitepaper Name the dialog Whitepaper_CertTest Collect the following information: o First Name o Last Name o Email Address o State (dropdown with 3 state values) o Lead Source = Dialog Certification (hidden) o URL Parameters to capture where the person came from You have creative freedom on the design on the skins, but if you use a template, make sure you add in your logo and change some colors so it has a unique look & feel. Set up lead routing to go to the owner of the email address onsubmit alert to yourself expire the dialog in 2 weeks & setup the inactive notice create an itty bitty for for text only version create unique link with your URL parameters for the following: Social, email & Website Assignment 2: Create a newsletter signup & segmentation to grab all customers who have signed up. Once the form is completed, direct the customer to either 1)A thank you page or 2) the home page of your website. Name the dialog Email SignUp_CertTest If you do not have a custom field to store newsletter optin, create that field on the contact/lead record first as a true/false field (checkbox). If you re using a third party CRM, make sure you create the field in your third-party CRM & give SalesFUSION 30 minute to sync across. While you re waiting for the fields to sync, create a dialog that asks for email & first name. Create a hidden field with a default value of True You have creative freedom when it comes to the skin. A logo is all that s required for this assignment. Set up a weekly alert Next create a segmentation to capture all contacts/leads who have a value of your custom field equal to true. Name the segmentation EmailSignUp_CertTest Once both forms are complete, send an email to certs@salesfusion.com include the itty bitty & 3 URLS from assignment 1 & the URL for assignment 2 Part 3: Complete Quiz: Dialogs Click hyperlink above to access quiz or copy & paste this URL into your browser. http://ittybitty.bz/dialogcert 6 P a g e

Part 4: Attend Dialog Training with a new customer For the first customer you bring onboard with SalesFUSION, a SalesFUSION Onboarding Team Member will deliver the Dialog training while you follow along. Part 5: Deliver Dialog Training with a new customer When you re ready, you ll deliver your first Dialog training to one of your new customers, while a SalesFUSION Onboarding Team member listens in on the call. This team member will be able to answer any questions you have during the training session and will also provide feedback following the session. 7 P a g e

Module 4 of 5: Lead Scoring Part 1: Watch Video: Creating & Qualifying Leads Through Lead Scoring Click to View. Part 2: Lead Scoring Assignment In order to score on web activity, you must have the web tracking script on your website. This should have been completed at part of your admin assignment. Below you will be asked to create a contact scoring profile for hot leads. The requirements are listed and number of points associated for each item. Step 1: Create a contact scoring profile & name it: Hot Leads: Cert Test Step 2: Set up scores for web activity Score 10 points for anyone who visits your pricing page Give 1 point for each page the person visits Subtract 10 points for anyone who visits your career page Distribute 2 point for every page they visit If they visit more than >3 pages in a session, give 2 points If they spend more than 181 seconds in a single session, give 2 points Step 3: Set up scores for Email Campaigns Provide 1 point for every any email campaign that s opened (Generic Campaigns) Give 1 point for every any email campaign that s clicked (Generic Campaigns) Give 2 points for opens and 3 points for clicks in any campaign that contacts the word Cert in the campaign name by using the Wildcard Campaign Section Step 4: Score on Dialogs For any dialog completed, give 5 points Step 5: Score on Data If the title contains VP, give 2 points If the industry contains software, give 2 points Step 6: Lead Routing & Actions You will set up 3 scoring thresholds for scoring actions o Low: 1-15 points no actions taken o Medium: 16 30 add to nurture campaign: CertTest_Nurture_YourName o High: 31-Infinity (dictated by entering 999): send score alert which notifies the sales rep Once this is complete, email certs@salesfusion.com letting them know you ve completed the lead scoring assignment. Part 3: Complete Quiz: Lead Scoring Click hyperlink above to access quiz or copy & paste this URL into your browser. http://ittybitty.bz/leadscorecert 8 P a g e

Part 4: Attend Lead Scoring Training with a new customer For the first customer you bring onboard with SalesFUSION, a SalesFUSION Onboarding Team Member will deliver the Lead Scoring training while you follow along. **Reminder: there are 2 lead scoring sessions as part of the complete Lead Scoring training. Part 5: Deliver Lead Scoring Training with a new customer When you re ready, you ll deliver your first Lead Scoring training to one of your new customers, while a SalesFUSION Onboarding Team member listens in on the call. This team member will be able to answer any questions you have during the training session and will also provide feedback following the session. **Reminder: there are 2 lead scoring sessions as part of the complete Lead Scoring training. 9 P a g e

Module 5 of 5: Reports Part 1: Watch Videos: Reports: Analyzing Your Efforts Click to View. Part 2: Reports Assignment This will be a 3 part assignment. You ll be asked to create 3 unique reports and send an excel version to the certification team afterwards. Report 1: AutoDeletion Report for Contacts Create an auto-deletion report for contacts that want to regularly delete any contacts that have a blank or undeliverable email address. Remember AutoDeletion reports are only accessible for instances that are integrated with a third party CRM. Step 1: Create your report From reports > Custom >Click New You must use the viewaccountcontact from the standard views as a tabular report in order for this report to be recognized by the AutoDeletion feature Step 2: Set your Columns Please note that the first column must be Contacts.ContactID and the display must read ContactID (case-sensitive) in order for the report to work correctly. Add in the first name, last name, and title to your columns Step 3: Set Your Filters Within the filters, at a minimum, you must have a filter that reads Contacts.CRMType = Contact. Using AND logic, add in a filter for email addresses that are blank Using OR logic, add in a filter for delstatus=2 (this is the field & value marketing emails as nondeliverable) Make sure the CRM type is in group 1 & the email address & delivery status are marked in group 2 Step 4: Save Report Make sure you get the report number & total count, as you will need to include this in your email to the cert team. Report 2: Web Visitors on the Pricing Page For this report, we ll use the report wizard. Step 1: Set your report details From reports > Report Wizard Go through the wizard choosing the following report types: o enter the name & description in step 1 o use web activity as your Marketing Section o choose Page Visited by Page Name as your Report Category Click Next. Step 2: Set your Columns find the columns you d like to see in your report from the drop down & move them over to the right At a minimum, move over company name, email address, first & last name & phone number Click Next Step 3: Select your page name The drop down will show you all the page names that are being captured on your website through our web tracking script. Choose your pricing page. Click Finish. 10 P a g e

Step 4: Modify Filters The default filters are in place to pull in everyone who visited the pricing page you selected in the wizard. However, you can add an additional filters if needed. In this exercise, add a filter where phone number is not blank. Step 5: Save Report Make sure you get the report number & total count, as you will need to include this in your email to the cert team. Report 3: Email Clicks by owner For this report, we ll use the report wizard. Step 1: Set your report details From reports > Report Wizard Go through the wizard choosing the following report types: o enter the name & description in step 1 o use Emails as your Marketing Section o choose Clicked as your Report Category Click Next. Step 2: Set your Columns find the columns you d like to see in your report from the drop down & move them over to the right At a minimum, move over first & last name, company name, email, phone & Users.Name (this is the first & last name of the owner of the contact record) Click Next Step 3: Select your email The drop down will show you all the emails campaigns. Choose the first email you sent as part of the drip campaign. it should be something similar to MMDDYY PartnerCertification_FirstNameLastName Click Finish. Step 4: Modify Filters The default filters are in place to pull in everyone who has clicked the email you selected in the wizard. However, you can add an additional filters if needed. In this exercise, add a filter where phone number is not blank. Step 5: Save Report Make sure you get the report number & total count, as you will need to include this in your email to the cert team Once all 3 reports are complete, send an email to certs@salesfusion.com. Include the report ID number and total number of records for each report. Part 3: Complete Quiz: Reports Click hyperlink above to access quiz or copy & paste this URL into your browser. http://ittybitty.bz/reportingcert Part 4: Attend Reports Training with a new customer For the first customer you bring onboard with SalesFUSION, a SalesFUSION Onboarding Team Member will deliver the Reports training while you follow along. Part 5: Deliver Reports Training with a new customer When you re ready, you ll deliver your first Reports training to one of your new customers, while a SalesFUSION Onboarding Team member listens in on the call. This team member will be able to answer any questions you have during the training session and will also provide feedback following the session. 11 P a g e

Partner Certification Checklist Intro: Onboarding Call Admin Functions Video: Customizing your SalesFUSION Account Quiz: Admin Functions Email Video : Email Marketing 101 Video : Drip Marketing 201 Assignment: Drip Marketing Video: Nurture Designer 301 Assignment: Nurture Designer Quiz: emarketing Training: Shadow Email Marketing Training: Deliver Email Marketing Dialog Video: Getting the most from your Dialogs Assignment: Dialogs Quiz: Dialogs Training: Shadow Dialogs Training: Deliver Dialogs Lead Scoring Video: Creating & Qualifying Leads Through Lead Scoring Assignment: lead Scoring Quiz: Lead Scoring Training: Shadow Lead Scoring Training: Deliver Lead Scoring Reports Video: Custom Reporting & Custom Dashboards Assignment: Custom Reports Quiz: Custom Reports Training: Shadow Report Builder Training: Deliver Report Builder 12 P a g e