MALVERN, Pa., May 1, 2013 /PRNewswire/ -- Ricoh was honored at the recent Marketo Summit 2013 (#MUS13) during The Revenue Performance Excellence Awards, aka "The Revvies," which recognize and celebrate customers and partners that are creating dramatic business impact with their innovative uses of the Marketo® marketing software solutions to push outside the bounds of existing markets and away from their competition.
Ricoh integrated Marketo with its customer relationship management (CRM) platform salesforce.com® to provide its 4,000 sales professionals in the U.S. with a robust sales and marketing automation tool to drive demand generation, build customer loyalty and improve sales productivity. Launched in July 2012, Ricoh's Marketo implementation supports Ricoh's complex B2B solutions sales model, with customer segmentation by size, as well as key vertical, and reps and solutions specialists covering its base.
Ricoh integrated Marketo Sales Insight® with salesforce.com to provide reps visibility to lead activity, as well as web analytics. By automating and prioritizing lead generation, the system helps reps prioritize interest and direct sales focus. Tracking prospect and customer behaviors and web activity, Marketo indicates level of interest in Ricoh's products and solutions, and also prioritizes leads for sales reps to increase their productivity.
"Selling to today's increasingly self-directed customers requires companies to understand buyer behaviors at differing stages of the buying cycle across social, web and traditional channels," said Bill Binch, Senior VP Sales and General Manager at Marketo. "Within a year of starting with Marketo, Ricoh has embedded these concepts into their revenue processes to create more engaged relationships with their prospective customers. At Marketo, we are honored to be partnering with Ricoh and congratulate them on winning this Revvie award."
Ricoh also deployed the AppExchange® event app to help manage event registration and follow up. The tool enables Ricoh to check attendees in at an event on-site, and then trigger a stream of follow-up communications after the event. Ricoh is using this application for its ongoing series of Business Information Solutions conferences to register and track attendance.
Through an API, Ricoh is also in the process of integrating its service technician handheld wireless application, Edge, into the Marketo lead stream. Valuable leads from Ricoh's service technicians will now be pushed directly into Marketo, and will be prioritized and nurtured for sales professionals.
"As Ricoh transitions to a services-led business model, it's essential that we understand our customers' business problems and communicate with them in a relevant way," said Suzanne Payer, Director, New Media & Communications, Ricoh Americas Corporation. "By implementing Marketo with our sales force automation system, that communication is now more dynamic – through various digital channels – and brings in real-time information that Sales can use to prioritize opportunities and increase productivity."
Ricoh's next phase of implementation will include the Revenue Cycle Analytics tool which will enable us to understand our campaigns' true success and revenue contribution.
For details on Ricoh's full line of products, services and solutions, please visit www.ricoh-usa.com.
Marketing Software. Easy, Powerful, Complete. Marketo uniquely provides an easy-to-use, powerful and complete marketing software platform that propels fast-growing small companies and global enterprises alike. Marketo® marketing automation and sales effectiveness software streamlines marketing processes, delivers more campaigns, generates more win-ready leads, and improves sales performance. With proven technology, comprehensive services and expert guidance, Marketo helps thousands of companies around the world turn marketing from a cost center into a revenue driver.
Known for providing breakthrough innovation and fueling growth, in both 2011 and 2012 Marketo received the CRM Market Leaders Awards Winner for Marketing Solutions by CRM Magazine. Salesforce.com customers also honored the company with the AppExchange Customer Choice Awards for 2012 in the marketing category.
| About Ricoh |
Ricoh is a global technology company specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2013, Ricoh Group had worldwide sales of 1,924 billion yen (approx. 20 billion USD).
The majority of the company's revenue comes from products, solutions and services that improve the interaction between people and information. Ricoh also produces award-winning digital cameras and specialized industrial products. It is known for the quality of its technology, the exceptional standard of its customer service and sustainability initiatives.
Under its corporate tagline, imagine. change. Ricoh helps companies transform the way they work and harness the collective imagination of their employees.
For further information, please visit www.ricoh.com/about/
© 2013 Ricoh Americas Corporation. All rights reserved. All referenced product names are the trademarks of their respective companies.
Ricoh Americas Corporation
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