InsideView provides an

intelligent solution that enables both high-end selling through connection analysis, especially with C-level executives, and volume selling by reducing preparation time for calls.

Alex Saleh
Vice President Global Sales, SuccessFactors

Case Study: SuccessFactors

Industry: Business Execution Software SalesView Team Edition - Live Since 2007
www.successfactors.com

Study Content & Highlights

To streamline account research, prospecting & lead generation processes.

I. Business Drivers

II. Why InsideView?

Accuracy and relevance of the Sales Intelligence delivered, as well as its native CRM integration.

III. Business Results & Goals

Reduced pre-call prep, increased CRM adoption, and improved volume, high-end selling

IV. About InsideView

 SalesView is my first point of reference. For 95% of the calls, SalesView gives me all the intelligence I need to connect with and qualify the prospect.

SuccessFactors is the global leader in Business Execution Software. The SuccessFactors Business Execution Suite improves business alignment and people performance for companies of all sizes. More than 5 million users and 2,800 companies in 185 countries use SuccessFactors every day.

Paul Rudwall Lead Generation Rep

I. Business Drivers
SuccessFactors wanted to streamline their account research, prospecting and lead generation processes. The scope of this initiative broadened in 2008, when the company began focusing its sales message more intensely on higher level individuals the C-suite executives inside target companies. The primary business problems standing in the way of achieving their business objectives included: Reliance on prospect data from multiple commercial sales database subscriptions, with inaccurate, aging, or conflicting information Excessive account research time taking away from rep productivity Difficulty connecting with senior executives in target companies Inaccurate and incomplete data in CRM

II. Why InsideView?

SuccessFactors had been using InsideViews Sales Intelligence solution as a pilot since 2006, and expanded the deployment in 2007 since the solution was ideal for their top-down selling focus. After careful evaluation of several other solutions, and in order to consolidate a limited Sales Intelligence budget around a solution that would provide the best ROI, SuccessFactors aligned all 170 sales staff members around InsideView in 2008. The decision was based in large part due to the accuracy and relevance of the Sales Intelligence InsideView delivers, as well as its native CRM integration with multiple CRMs. Even when SuccessFactors transitioned from their old CRM system into Salesforce.com, there was no disruption to the Sales Intelligence available to the sales reps with InsideViews rich Sales Intelligence being available within Salesforce.com within minutes of the switchover.

 SalesView has truly become integral to my daily workflow. My job would take a lot longer and some prospect interactions would not even be possible without the timely and relevant intelligence Ive come to rely on from SalesView.

Highlights of InsideViews benefits for SuccessFactors include the following: InsideViews Smart Connections find new connections into sales prospects by surfacing how targeted individuals are connected to friendlies inside SuccessFactors customer network through colleagues, common boards of directors, previous employers, or reference customers. InsideViews Smart Agents arm sales reps with reasons to reach out to prospects and engage them in conversation by delivering timely and relevant intelligence on key events and business activities, such as leadership changes and expanding operations. InsideViews native CRM mash-up delivers intelligence about each target account exactly where the sales reps need it within their Salesfoce.com lead or account window making the reps far more productive. SalesViews native integration with Salesforce.com improves CRM usage, while the synchronization feature increases the quality of the CRM data with single-click update of Salesforce.com data.

Olivia Kong Lead Generation Rep

III. Business Results & Goals

InsideView has greatly contributed to the increased sales productivity SuccessFactors has experienced over the past few years. InsideView surfaces vital connections into targeted executives through current and past affiliations, enabling sales reps to ease into sales conversations much more naturally. The quality of the executive connections, coupled with the relevance of the alerts on sales trigger events to engage prospects in conversation, significantly reduce account research time and improve call readiness. Additionally CRM adoption itself has increased given the sales team is now enticed to spend more time in their CRM application and provide more thorough updates, since the InsideView intelligence is delivered directly within Salesforce.com.

Specifically, leveraging SalesView, SuccessFactors was able to achieve the following business results: Reduced pre-call preparation time by 1-2 hours per day per rep Improved volume-selling through increased call readiness Improved high-end selling through connections to C-level executives Increased relevancy of customer interactions Increased CRM adoption

IV. About InsideView

InsideView is a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. InsideViews award-winning Sales Intelligence solution, SalesView, continuously aggregates and analyzes relevant executive and corporate data from thousands of content sources to uncover new sales opportunities. SalesView delivers this intelligence natively within CRMs and mobile devices for optimum usability. The San Franciscoheadquartered company was founded in 2005 and is venture-backed by Emergence Capital Partners, Rembrandt Venture Partners and Greenhouse Capital Partners. InsideViews products are used by more than 21,000 sales professionals and 2,000 companies worldwide, including Adobe, BMC, CapGemini, IBM, Polycom, and VMWare. InsideViews CRM partners include Salesforce.com, SugarCRM, NetSuite, Microsoft, and Oracle. For more information, visit http://www.insideview.com

444 De Haro Street, Suite 210 San Francisco, California 94107 Main: (415) 728-9340 Fax: (415) 728-9350 www.insideview.com
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