One of the first things to get Allinio off the ground a few years back was the need for firms to implement Salesforce, with or without a Marketing Autiomation platform integration. Allinio’s President, Joe Zuccaro, had developed an instant understanding and enthusiasm for Salesforce when the CRM platform was just one year old, way, way back in the year 2000. Back then, this was a big thing.
Ever since then our deployments of Salesforce have been successful; there have been a few rare times where initial executive buy-in dissipated after some top salesperson whined about it being “too cumbersome.” However, the market has shown that for every salesperson that can’t adapt, there’s many that do and Salesforce is way beyond $1 billion in revenue now.
But we still like to look at things that make Salesforce better or even which stand alone and can help Salespeople in an “less cumbersome” way. And we found a company that does a great job helping individuals and teams use technology to strengthen relationships with contacts. Contactually, a startup out of Washington, DC is such a company…
Contactually’s platform presents a better UI that gives an easily distracted salesperson the ability to focus on their next steps. It also gives managers the ability to see overall trends in behavior among their team members. We had the opportunity to speak with Brian Pesin (@bpesin), Contactually’s Marketing Manager, to find out more:
Allinio: Brian, how does Contactually allow Marketers to better gather, analyze, share, and act upon data?
Pesin: Contactually, the newest relationship management software, brings all of your contact data from email, social networks, and third-party CRMs into one central address book. We keep this data in sync with the other components of your workflow and allow you to seamlessly share contact information and communications with members of your team. Our system analyzes your trends as you interact with your contacts to give context to your relationships and provide you with insights into your communications patterns. This allows you to better understand them and allows you to determine your desired contact frequency. Our intelligent follow-up recommendations then prompt you to take action when it matters most, based on the intervals that you’ve specified and a back-end algorithm that determines your contacts’ priority.
Allinio: Wow, that sounds as if it can really help an individual. Please explain to us the value proposition of Contactually to Salespeople and Marketers?
Pesin: Contactually’s simple, yet complete, approach to managing relationships prevents your important contacts from slipping through the cracks, ensuring that you don’t miss out on business opportunities and create new ones at the same time. Additionally, instead of allocating precious time to maintaining your address book, you’ll be able to use that time to strengthen your relationships with your contacts and increase your overall efficiency.
Allinio: That sounds simple enough, but what is a common misconception that the market has about your product/service?
Pesin: Some people think that Contactually is meant to replace traditional CRMs or other tools that are integral parts of a professional workflow. However, this isn’t the case! Contactually works best in tandem with various other systems, including Gmail, Salesforce, Highrise, Pipedrive, and others. We aim to complement these systems and make them much easier for people to use.
Allinio: In that case, it sounds as if it can actually help adoption of a platform like Salesforce. What is the most successful or innovative use of your product/service by a business to date?
Pesin: Charles Carlini of the Carlini group secured €20,000 in revenue thanks to a business deal that he made that came from a single follow-up reminder. Chuck Marunde, an independent Realtor from Washington state, doubled his client pool and revenue thanks to Contactually. In fact, he can now connect to an additional 30 or 40 prospects in virtually no time, and expects to double his income again in the near future. You can read about additional successes at contactually.com/case-studies.
Allinio: Impressive. Contactually has been around less than two years and you’ve gotten a lot of traction. What is your greatest challenge as a marketing organization?
Pesin: Our greatest challenge is educating our potential customers about exactly what our product is and does, and how it will fit into their pre-existing routine. This becomes especially true when it comes to messaging across different verticals, as our versatile product has many uses for a wide variety of industries and professionals. It’s critical to hone in on specific pain points so we can then address them in our efforts to recruit new users.
Allinio: Brian, it’s clear to us that Marketing and Salespeople can quickly extract value from using Contactually. Good luck with it in 2013!