Pardot Introducing Engagement Studio Timers and SSL for Vanity Domains

Don’t look now but Pardot is back at it with even more advancements! They’ve recently added SSL for Vanity Domains and customizable business hours for Engagement Studios. Let’s dive into these new features Pardot has released for us.

SSL for Vanity Domain
Tired of having to use go.pardot.com for your secure HTTPS connection? Now you don’t have to, SSL is now made available for your vanity domain. Giving you the ability to host your Pardot marketing assets under the HTTPs of your vanity domain.

Set up is really simple. From Pardot, go into Admin > Domain Management > Tracker Domain.

After that, go into your tracker domain to set up the SSL status. After clicking on the action icon, click “Enable SSL”, and from there. Typically, it takes 10 to 15 minutes to get your SSL certificate from Lets Encrypt. Once your SSL Status has been flipped from “Processing” to “Enabled” – your marketing assets will be accessible through HTTPs.

SSL for Vanity Domains

Important Notes: Have your tracker domain validated first prior to requesting the SSL. Also, please double check your marketing assets to ensure they are not mixed content cases (where they load over HTTP and the page is HTTPS, this can cause your page not to render and visitors to get security warnings).

Customizable Business Hours to Engagement Studio
Have you ever wanted to adjust the business hours that Pardot allows for Engagement Studios? One of the more commonly asked questions about customizing Pardot engagement studio’s work hours is no longer a question. Your wish has been granted!

Now, you have the ability to customize the business hours that you want your nurture programs to run on, and you will be able to customize it to fit differently for every engagement studio. So, how does it work? You are able to pick the days of the week and how long your business hours window lasts (i.e from the minimum of 6 hours to the max of 23 hours.)

Customize Engagement Studio Business Hours

Additional features for Engagement Studio Reporting (NO WAY!): In the past, the .CSV Engagement Studio reports still be sparse, with basic email reporting. But now, in addition to the basic email metrics, you will get:

  • Engagement Studio Summary – Which prospects have started and completed everything?
  • More Advanced Email Metrics – Who had emails sent, skipped, unique clicks, CTR, total of hard/soft bounces, etc.
  • Form + Form handlers + Landing Pages – Who completed and submitted them.
  • Custom Redirects – Which redirect was clicked, by who, and when.
  • File Downloads – Who downloaded which file and how many times.

With including all those reports into one export, this will allow you to leverage that data more readily and easily. No more trying to look at 100 different reports in order to find all the exact stats of your engagement studio.

Once again, Pardot has been listening to it’s community through its Ideas Exchange. This is the first of many improvements to come in 2018!

Building a Successful CRM with Salesforce Consultants

Imagine self-implementing a system as vast as Salesforce to find out 6-8 months later that you cannot prove its ROI. Meanwhile, you’ve already spent quite the investment already so that your budget is locked up for the rest of the year. For the past 10 years we’ve seen this all the time, and it is all caused by self-implementation.

Whether you have decided to pick Salesforce as your customer success platform or are strongly considering to do so, what usually follows is, “Can I self-implement? Why do I need to hire a consultant?” Yes, you can do implement Salesforce yourself, but it’s not recommended unless you have a Salesforce admin with over five years of hands-on experience. Although, we highly suggest against self-implementations as it usually does not lead to the proper transfer of business processes onto the platform. This comes from the Salesforce client not having the knowledge of what Salesforce can do as a platform when implemented company-wide.

In the big picture, having a successful implementation with the help from a Salesforce consultant will set you up with a solid foundation and get the most from your investment. Here are a couple of the top reasons why you should hire one:

Time:

Learning and building the Salesforce platform will take time. This means you will be up against a steep learning curve, while trying to implement your business strategy. Not to mention, you have your normal tasks to take care of – so adding more responsibilities may cause your internal staff more stress and potentially be distracted as they try to self-implement the platform.

This can take your team days, weeks, or even months to get up to speed and have your implementation up and “running.” Whereas Salesforce consultants do this for living – day in and day out, they know what they are doing without any distractions and will be able to get you up and running in no time.

Assistance

Instead of troubleshooting for hours and maybe days to fix an issue, Salesforce consultants will be able to provide solutions right away and get your up to speed about your Salesforce platform. They are there to help you be aware of key metrics and notify you about any important updates about your system.

Having help from a Salesforce consultant will allow you to increase your user adoption because users will have a professional to turn to when needed. Your Salesforce will be built from your users’ preferences rather than the other way around.

Quality

Another lovely perk that you get from leveraging a Salesforce consultant — you get the best and current business practices. They will be able to steer you away from potential pitfalls and expensive mistakes that aren’t clear to first-time users during self-implementing.

Having a consultant will provide years of knowledge to ensure that your platform is optimized and performing to its full potential rather than spending even more money to fix potential bugs and issues as they come up.

ROI

At the end of the day, ROI is what matters most. Companies that choose to self implement often are focused on getting their Salesforce platform up and running. How hard can it be? Not only does this lead to potential issues but also leads companies to forget about the additional features Salesforce has that can bolster your system. They want to be able to use it as soon as they can rather than being focus on getting the most out of it in the long-run. Why pick one over the other — a Salesforce consultant will be able to do both of those things for you.

In addition, they will be able to measure your ongoing ROI to see how your growth is. They’re there to ensure you are getting the most out of your investment as well as what areas need help or need to expand.


If you had all the tools and guides to build a house for the first time, would you do it yourself or hire someone? If you do it yourself you’ll be paying in the long-term for minor fixes that a professional would have saw and fixed from the start.

The same ideology applies here, hire a Salesforce consultant to make sure you maximize your Salesforce investment.

What Salesforce Workflows Can Do for Your Business

After learning how you can boost your ROI 1000%, you can now see how powerful optimizing your CRM is and how important it can be for your business processes. Whether you are a new, existing, or a power Salesforce user, there are always ways to expand and optimize your current system in order to get the most out of it. With a lot of different moving components in your business process, it is challenging to monitor everyone’s progress. One of the ways to stay on track is through utilizing automated Salesforce workflows.

So what is workflow automation exactly? Workflow automation is a simple way to manage and drive your daily business processes through setting up automated actions and events without spending the extra dollars on additional systems or manpower. It provides you and your team the freedom and the time to be more efficient and not bogged down with day-to-day tasks. Many people get discouraged when talking about workflows, but don’t worry, workflows do not require any technical coding to be built. Before we talk about how workflows rules can be put in place to optimize your Salesforce, lets breakdown the 3 components:

Workflow rules are broken down into evaluation, criteria, and actions. Evaluation is how you determine if that record goes through the workflow. Criteria is where we match the records to predefined rules. Actions are what triggers the automation once the criteria is matched.

Here are some ways people utilize and create workflows for their day-to-day operations:

  • Alerts for Opportunities – Receive an email alert whenever an opportunity has been won or receive notification instantly of the reason why a deal was lost.
  • Send Tasks and Notifications – Using time dependent actions, you can trigger follow ups or reminders. This way you can ensure nothing gets lost, and keeps your team accountable.
  • Maintaining your Database – Standardize and streamline data inputs using field updates to maintain and validate data to ensure clean data. Having a clean database is required for effective reporting when viewing analytics.

Regardless of how long you have had the system, Salesforce workflows are just one of the many ways you can streamline your business processes utilizing preexisting Salesforce functionalities. By doing so, this allows you to save time but also helps you lay down the foundation for huge increases in Salesforce ROI.  

Keep Dirty Data from Hurting your Data Analytics

Dirty data is data that, over time, becomes outdated, incomplete, or just flat out wrong. Over 600B dollars are spent annually trying to clean up dirty data (TechTarget), and for good reason.  As your big data piles up, it not only gets more difficult to clean, but it also becomes more unreliable, hurting your Salesforce CRM system’s capabilities in numerous ways. Here’s a couple potential issues:

  • Bounce emails. Your sales can no longer reach these people. How can you be certain those emails you are sending are going through to the right email.
  • Messed up reports and Dashboards. Some features you utilize will be limited based on bad data even for your day-to-day operations will be affected.
  • Trusting your variable tags. Which contact to pull from because you might have duplicate contacts, and format of fields are different from one another or even outdated. 
  • Going into the right workflows. How do you know the appropriate prospects are getting put into the right workflows and nurture programs.

Where is Your Dirty Data Hiding?

Dirty data doesn’t only lead to poor analytics but can wreak havoc on different features within your Salesforce (CRM). Let’s see what some of the potential issues that cause dirty data.

Sometimes, the problem is staring right in front of us, user error. Forms are a great way for businesses to increase your database’s accuracy. Forms provide a great way to segment and develop relationships with your customers.

From users to the systems, when we tend to merge data across multiple sets, this can also cause dirty data. Use a unique identifier to prevent duplicate entries or updating the wrong records. This is usually the suspect when you businesses are trying to merge multiple databases at once, or when old technology can’t keep up with the current database demands.

How to Dispose of the Bad and Keep the Good?

Yes, cleaning your data sounds tedious but it is well worth the time. Of course, going one-by-one would take forever, so by using system algorithms will set up a more automated process of cleansing your data. Although it may not catch everything, it will drastically increase the reliability and availability in the type of analytics you can use within your CRM system.

Once your data is clean, the trick is keeping it that way. Here are a couple of helpful tips to maintain that clean database:

  1. Data Scrubbing. This allows you a way to filter out and automate that bad data from ever reaching your CRM system by scrubbing it out.
  2. Building Relationships. Remember you are talking to real people, when you maintain and form a real relationship with your customers, they are less likely to provide false or blank information into your Salesforce.
  3. Data champion. This allows you to not only ensure your data is clean but also to allow your company the ability to know have one point of contact into your Salesforce(CRM) to enable clean and smooth implementations/ health checks.

Identifying and preventing the dirty data from your Salesforce (CRM) can go a long way for your business to see big rewards from big data analytics. Who would have guessed some misfilled forms, a day where you forgot to update a contact, or a simple import of a list could be so costly?

How to Drive Cash Flow thru Accounts Receivables

Does this sound familiar? Your company never seems to have enough cash on hand, but the problem may not be a lack of sales, it’s delayed collections. Did you know 39% of invoices are paid late in the United States and 6% of accounts receivables are paid in under 30 days (AnyTimeCollect). When accounts receivables sits in your customer’s’ bank accounts instead of yours, it negatively affects your finances in a few ways. The most obvious effect is a loss of revenue.

How you keep track of that is through Days Sales Outstanding (DSO). This measures the average age of accounts receivable — if your average is trending higher, then your business is more likely to struggle with cash flow. Knowing your DSO can also help determine whether or not to outsource collections or to simply improve your current processes and policies.

When overdue accounts go past 120 days, 26% of invoices 3 months old are uncollectable (SutherlandGlobal), and you will lose equally that amount on your pretax income. In addition to lost revenue, you might lose out on an opportunity to expand or otherwise enhance your business because you don’t have the cash flow to invest.

How Using Automation Affects Your Cash Flow

Taking in the loss of revenue, operational costs, administrative costs, and all that time you spend running around, you can understand how unpaid accounts receivables can start eating away at your company’s cash flow. With EZ-AR™, you can see how you can start cutting out those unnecessary costs of chasing down payments.This Accounts Receivable Solution accelerates the process of collecting your money and frees up time in your accounting department. It cuts DSO from 30-35 days to 15 days. Using EZ-AR™, it is designed to use automation to allow you to become more efficient and scalable as a business in all aspects because less time is being spent on A/R and more time on the business activities that help with company growth.

EZ-AR Video

Whether they’re being genuinely late with a payment or purposely stalling, it amounts to cash that is not in your bank account. As you notice through the power of automation, you can see how seamless EZ-AR™ allows you to chase down those payments in an effortless manner. We at the Corrao Group like to call it “Hands-Free AR” because, at the click of a button, a whole process of collecting money is in place with little to no manual interaction.

Now that you understand how shortening your DSO can add to the financial health of your business, it’s time to put a plan in action!

How Do Lead Nurturing Programs Work?

Lead nurturing programs have a variety of benefits, most of which you may have read through already from multiple pieces of content. For this reason I am not going to show you the list of benefits that have been copied and pasted around the web but instead I am going to show you how you can actually achieve those benefits. Some programs have the end goal of guiding their prospects through the sales cycle while another program can have the goal of simply educating their prospects. The goal of these lead nurturing programs can differ but the approach to these programs should be similar, if not identical, each time. The process should be standardized and start with choosing the type of nurture campaign, choosing the audience, selecting the nurture’s flow and content, followed by reporting on the overall nurture campaign. We are going to walk through the process of building a successful lead nurturing program. 

  1. When building a nurture campaign the first step is choosing the nurture program’s type. As mentioned in the 10 Types of Lead Nurturing programs, there are a number of nurturing campaigns you can choose to run, keep in mind there are more than those 10 types. Are you running a welcome campaign? What about a campaign aimed towards bringing back those inactive leads from last year? The following steps are built upon this decision. You will also find that your ideal nurture campaign may be a combination of a couple different types.
  2. Now that you have decided on your nurture campaign’s type, the next step is choosing your nurture list. Who makes up your target audience for this nurture campaign? These can be prospects segmented by a location, interested product, or those who haven’t had contact with you in over 6 months. You should also think about making these nurture lists dynamic so when new prospects come into your system, they are automatically added to this campaign.
  3. If you were wondering when we were going to talk content, in this step you are choosing your content and nurturing flow. How complex do you want to make your nurturing campaign? Your campaign can be a simple sending of informative emails or you can input triggers such as email opens and URL clicks to take them down a different path. The trigger-based marketing technique retains a higher response rate than the simple sending of emails every week or two. The reason behind that is due to the customer receiving the content they are triggering with their interests. One example of this campaign is a webinar registration campaign where the initial email is an invite to a webinar. Those prospects who register should be sent more information on the webinar while those who did not open the email should be sent another invite a few days later. The next aspect to ask yourself is how often will you be sending content to your audience? Determining the flow will depend on the campaign type you chose in step 1. For example, if you have a long sales cycle, think about a longer pause in between email sends compared to a training campaign where the emails may be sent within a closer timeframe. 
  4. You know who your audience is and your content and flow is set, now it is time to track your campaign results. Monitor the emails you receive the most opens from, most CTR, but don’t forget about the emails who don’t perform well. Even though these campaigns are running automatically, it is important to check the report every now and then to see how your prospects are progressing. The report will tell you which emails are your most successful as well as which emails need some revision in order to lead to better conversions.

Lead nurturing doesn’t only show you what content works, it also shows you what content needs revising. View How Does Lead Nurturing Work for further information and tips on steps 1-4. The next topic in this Lead Nurturing series is making sure that your nurturing campaigns reach their maximum potential with best practices. 

Dreamforce Parties: Nightlife Edition

Mindtouch Pre-Game Party | Oct 3rd

zephyr-gameroom-1

Mindtouch is hosting party to pregame for Dreamforce. Meet Dreamforce attendees before the conference while enjoying drinks and games.

Location: Hotel Zephyr

Time: 6pm-9pm

Event link: https://mindtouch.com/info/dreamforce-happy-hour-zephyr/?instance_id=122

Sponsor: Mindtouch

WalkMe DreamForce Party | Oct 4th

WalkMe party

WalkMe hosting one of the must attend post-conference parties featuring a fully stock bar, catered appetizers, photo booth and networking with tons of Dreamforce Attendees.

Location: Love + Propaganda

Time: 8pm-12pm

Event link: https://www.eventbrite.com/e/walkme-dreamforce-party-tickets-25489517834

Sponsor: WalkMe

Dreamfest Featuring U2 | Oct 5th

U2 at Dreamforce
Time to rock out with legendary band U2 with Dreamforce attendees. If this wasn’t awesome enough, there is an after party with special guest MC Hammer and will.i.am.The concert also benefits UCSF Benioff Children’s Hospitals.

Location: Cloud Palace in Daly City

Time: 7pm -10pm

Event link: https://give.ucsfbenioffchildrens.org/events/entry/dreamforce-2016

Sponsor: Salesforce

Pardot B2B Marketer’s Bash at Dreamforce ft. Flo Rida | Oct 6th

Pardot

Pardot is going big and hosting the hottest artist out there, Flo Rida. This party includes open bar, special guest dj’s and many more surprises throughout the night.

Location: The Warfield

Time: 8pm-11:30pm

Event link:

https://www.eventbrite.com/e/pardot-b2b-marketers-bash-ft-flo-rida-tickets-27101262606?instance_id=110

Sponsor: Pardot

The InParty: Dreamforce After Party | Oct 6th

InParty

An after party at San Francisco’s original speakeasy that operated illegally during prohibition. What is better than that?  Enjoy an open bar and hors d’oeuvres while networking with Dreamforce attendees

Location: Bourbon and Branch

Time: 8pm-12am

Event link: https://www.eventbrite.com/e/the-inparty-dreamforce-after-party-tickets-27131002559?instance_id=104

Sponsor: Xively by LogMeIn

The Appirio | DocuSign | Conga Party | Oct 6th

Appirio-DF16-Party-700x403

Two of the most sought after Party hosts Appirio and Docusign are teaming up to give you a party you won’t forget. This is one the most exclusive parties at Dreamforce so register fast.

Location: Register to find out

Time: 9pm-1am

Event link: http://dreamforce.appirio.com/party/?instance_id=120

Sponsors: Appirio, DocuSign, Conga

How to Automate Everything With Pardot

Pardot is more than just Marketing Automation Machine. It’s an everything automation machine. We have proven that it can automate Marketing,  Sales, Sales Operations, Project Management, Accounts Receivable, and more. With this kind of potential, Pardot is not a purchase, it is similar to hiring a Virtual assistant. However, this virtual assistant only costs $0.34 an hour.

Heres you how Pardot accelerates these parts of your company:

Marketing

Pardot Automation

How annoying is it when your voicemails go unreturned or your emails go in the spam folder? We found a solution that uses the unique connection between Salesforce and Pardot to to automatically send out print mail and follow up emails to contacts based on their business information as well as their point in the sales cycle. This resulted in a 35% increase in response rate and 16% increase in conversion rate. It also gets rid on the Spam Folder problem and helps build superior, more personal relationships with your prospects and customers.

Sales

CSA_Sales_Badge

How much time does it take you to manage the connection with existing customers, monitor and manage customer experience, and stay up to with their new product/service updates? Well, we built an product that includes a preconfigured Sales Scoring model and automations. Your system is smarter than you think and will alert you at the best time to reach a prospect based on previous history. This resulted in an increase in Sales Efficiency with Salesforce Engage templates, real time alerts and reports with Salesforce Engage, and ability to handle a larger pipeline with more predictable outcomes.

Sales Operations

CSA_SalesOps_Badge

How much time does it take you to make sure you have Sales ready emails templates for each stage in Sales? Automating your sales operations will save valuable time with consolidated Salesforce Engage templates per each stage in your Sales cycle. Above that it will allow you to know when to reach out with real time alerts from Salesforce Engage. The automation through Salesforce Engage resulted in a dramatic increase in Sales efficiency with Engage templates and real-time alerts and reporting dashboards. This gives you the ability to quickly process more opportunities .

Project Management

CSA_PM_Badge

Are your Project Managers dealing with one too many projects that are forcing PM’s to chase down customers’ deliverables, schedule and reschedule meetings, and drown in emails? A solution we found was to utilize a Milestone-based system to provide templates, communication, and escalation alerts. This will keep your customers and partners in sync with integrated updates with a click on a button. The results include automatic task creation, automated business processes and the capability to update everyone on a project status with the click on one button.

Accounts Receivable

CSA_AR_Badge

Is your accounting department constantly chasing down payments and stuck with the latent tasks having to make calls and follow up emails? Wouldn’t it be nice to automate this process to get cash into your company faster?  We have a powerful solution that auto-generates invoices directly from Salesforce, sends it to the customer, automatically checks in until payments are received, and combines Pardot’s tracking capabilities for reporting. This awesome solution has cut our Daily Sales Outstanding has been by 52%, a reduction for 10-12 hours per AR agent per month and accelerates your cashflow.   I know what you thinking, I NEED THIS IN MY COMPANY.

Fill out the form below to learn more!

If you are going to Dreamforce make you come our talk, “Pardot, The Automation Everything Machine” Click here to Register

 

Dreamforce 2016 Survival Guide

Are you ready? Dreamforce is two weeks away and it is time to get ready  to conquer it. Since we know you have a lot on your mind, we created a survival guide to help you prepare. Here are some survival tips to stay at the top of your game:

1. Bring a Portable Phone Charger

The last thing you want is your phone or tablet dying in crucial parts of the day at Dreamforce. If you have a portable charger. pack one and if you don’t, buy one. Your devices will die faster than you think due to the venues and presence of other attendees’ devices.

Extra Tip: Put your phone on Airplane Mode and use as much Wifi as you can. With over 300K attendees trying to access cell phone networks, your phone will die quick!

Charger

Some Battery Packs we recommend:

Mophie power station XXLBuy Now 

Anker PowerCore 10000Buy Now

2. Leave Earlier than Usual

Whether you walking, taking a taxi/lyft/uber, the Bart, a bicycle, or any mode of transportation, LEAVE EARLY. Traffic is going to be crazy during Dreamforce and you don’t want to miss crucial sessions or meetings because you are LATE.

LYFT First Time User Free Ride Promo Code: CorraoGroup

CORRAOGROUP

3. Stay Hydrated and Pack a Snack

Hydration is going to be key. You are going to be talking, walking and networking all day and you do not want your throat to get dry or lose your voice on the first day.

Pack a good snack for the event. You are going to lose track of time and forget to eat. You do not want to lose energy during Dreamforce so pack something to keep your energy levels at high capacity.

hydrate

Extra Tip: Hydrate before Dreamforce. Drink a lot of water the weekend leading into Dreamforce to make sure you’re ready for action.

4. Wear Comfortable Shoes

The last thing you need is your feet killing you. Do not wear uncomfortable shoes or new shoes you have not worn yet. If you do, your feet will hate you and you will be in pain. Don’t let your feet be the reason you miss out on important sessions.

shoes

5. Map and Plan your Events

Do not underestimate the size of Dreamforce. For you to successfully attend all desired sessions, you will need to MAP and PLAN every event on the schedule and map. Download the Dreamforce Mobile app for your smartphone.  Remember to take in account walking times and foot traffic

Dreamforce app

 Download Survival Guide

Check out our last post on the 5 Must-See Events at Dreamforce