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01 Executive 08 Demand 09 Hiring & 15 Sales 44 Technology & 51 Resources 55 Directory
Technology &
Executive
Sales
Demand
Hiring &
Directory
Resources
Management
Training
Experimentation
Summary
Generation
Summary
Training
Experimentation
Management
Generation
Demand Generation: What is Perseus?
Perseus was conceived to address the needs of the buyer in this new landscape. Perseus focuses on a holistic approach to
demand generation, and is driven by proven success in both marketing and sales. Perseus executes large-scale sales and
marketing campaigns that incorporate modern marketing methods and telesales. The program itself is an outbound
engagement program that drives pipeline creation. Its objective is to qualify an opportunity to 20% then hand off to
partners. The automated qualified leads (AQLs) received by Perseus are assigned a score based on their chance of
conversion to a successful sale. This score is called the propensity score and is generated by EverString. Perseus
tele-prospects leads based on their propensity score. Perseus’ BPAs (Business Productivity Advisors) then call on these
prospects to collect information and further qualify the lead to 20%. Once qualified, the BPA hands off to a partner
based on ranking which is derived from a partner’s success rate as well as geographic location. Leads that aren’t
qualified to 20% are recycled and re-engaged with over time. While the process is straightforward, the mechanisms
and technology behind each step are unique and increase the likelihood of a successful sale. The combination of

these processes and technology are what sets Perseus apart.

The program’s success begins with accuracy. Every lead is qualified to ensure its propensity to deliver revenue.

Company and contact information is also collected. The data gathered from marketing campaigns and calls
during all stages of the pipeline is a collaborative effort that contributes to the program’s success. That
success begins with finding the right person and training quality BPAs. Management oversight and
pipeline quality assurance complement the BPA and assist with accuracy. Technology is what ties the
Perseus Program together. Tools like Yammer, a communication platform, ensure that the team
remains in touch day-to-day, communicates best practices, and shares challenges, all in real-time.
EverString provides the predictive scoring model that allows Perseus team members to focus on
opportunities that have a higher percentage chance of resulting in a sale. Tableau delivers near Confidential. For Microsoft Office 365 Internal and Channel Partner use only.

real time visual display of data to management and advisors so that the team’s current numbers,
goals, and forecasts are clear and easily consumable.

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