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A
Anonymous
May 20, 2016
Question

We've Installed Sales Insight, now what?

  • May 20, 2016
  • 3 replies
  • 7319 views

Hi, We've recently installed MSI. Our next steps are launching to the tool to our sales team. Does anyone have any best practices or user documentation they would be willing to share on "in the eyes of a rep" - the critical things they need to know? I've skimmed the University but nothing seems to be straight and to the point.

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    3 replies

    Iryna_Zhuravel4
    Iryna_Zhuravel4
    Level 6
    May 21, 2016

    Hey Amy, Marketo has pretty solid documentation on MSI - Marketo Sales Insight - Marketo Docs - Product Docs

    Here are some more resources:

    Marketo Sales Insight Benefits Overview for Sales Teams

    http://www.marketingrockstarguides.com/wp-content/uploads/2013/12/Sell-Faster-with-Sales-Insight.pdf

    I've also attached a couple pdf's I had on MSI. There used to be a good video on this in the University, but it doesn't seem to be available any longer.

    I rolled it out to 3 different sales teams, so here are some practical tips from my experience:

    1. Most useful features (according to the sales reps)

         1.1. Opportunity Influence Analyzer - Configure an Opportunity Influence Analyzer - Marketo Docs - Product Docs

         1.2. Watchlist

         1.3. Customized views

         1.4. Interesting moments and other engagement data

    2. Things to consider from implementation and maintenance perspective

         2.1. Interesting moments - define what they should be (make sure your sales team agrees), log them consistently, a lot of MSI functionality depends on this. I would suggest setting up a series of smart campaigns that would listen to the activities in your instance and log interesting moments.

         2.2. Scoring - you need to have a functioning scoring system to use MSI to its full potential, without scoring you won't be able to use stars, flames, best bets, etc

    It's a pretty big topic, I am more than happy to have a chat about it offline, follow me so that we can message each other or hit me up on LinkedIn

      Josh_Hill13
      Josh_Hill13
      Level 10
      May 22, 2016

      Thanks!

      Please remember that most IMs should be combined with Scoring triggers or batches to reduce the load on the system. Most triggers here are precisely the same.

      Adam_Benitez1
      Adam_Benitez1
      Level 3
      May 22, 2016

      Josh, we have centralized scoring and IMs as that's how Marketo advised us to set it up initially. What you suggest makes sense. Do you have 1 program for main scoring and IMs with each trigger campaign having 3 flow steps (lead score, behavior or demo score, and IM)?

      A
      Anonymous
      November 10, 2016

      We are about to launch Marketo Sales Insights to our sales team and I am in the middle of putting together a training document for them outlining the purpose of each tab.  One tab I feel that will cause some confusion is the Anonymous Web Activity, mainly due to the fact that we don't have territories set up in Salesforce.

      My question is: is it necessary (or recommended) to have territories set up to use this feature?  Or can an individual MSI user just choose which states he/she wishes to monitor?

      Dory_Viscoglio
      Dory_Viscoglio
      Level 10
      November 10, 2016

      Hey Amy, check out the most recent Marketo KreweChat on MSI! #KreweChats - Episode #9: Marketo Sales Insight

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