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on March 26, 2015

Event Reporting: It’s More Than Just Leads

introhive booth

Here at Introhive we attend a lot of events. They provide us with great value as they are a excellent source for lead generation, while at the same time strengthening our relationship with the number of customers and partners that we have.

After any event, it’s important to take stock on whether it was a success or not. Here are a few things we take into consideration when deciding on how worthwhile the event was, as well as whether or not we should attend next year:

Pipeline Driven
This is the easiest and one of the most valuable metrics that we track. By creating a Campaign in our CRM around each event, we can track not only how many leads were generated at a particular event, but also the resulting growth of our sales pipeline. This gives us a great indication on how much direct business was generated as we compare and evaluate one event to another.

Relationships Nurtured
We never go into an event and simply put up a booth and hope for the best. Lots of leg-work goes in ahead of time setting up meetings around the event (or at our booth) with key partners, customers, and prospects. After each event we summarize all the meetings to identify a couple of things when evaluating our success:

– Were we able to move existing pipeline along with our prospects?
– Were we able to strengthen our relationship with partners and their customers?
– Were we able to strengthen our relationship with our customer-base?

This analysis give us a good reference point on all the softer analytics that were derived from the event when we look back, which are just as important to us as a booth lead.

New vs. Existing Relationship Breakdown
One of the key things that we always like to track from events is the breakdown between people we met that were brand new to Introhive vs. people we met that we had an existing relationship with. We always record everyone we interacted with at the event in a CRM campaign. Once we have a record of our interactions, we can cross-reference this with our Introhive relationship data, giving us an indication as to the percentage of people from the event that were brand new to Introhive vs. those with an established relationship with our brand that we were able to further the conversation along with.

Taking all 3 of these things into account gives us a good idea as to if an event was a success or not. What are some of the key metrics you use when measuring the success of your events? We’d love to hear them.

on March 11, 2015

Introhive at Microsoft Convergence

Heading to Microsoft Convergence in Atlanta next week? So are we and we’d love to chat with you about how Introhive is helping Microsoft Dynamics CRM customers drive cleaner and more complete data into their CRM, while increasing end-user adoption and accelerating their sales pipelines.

Here’s how:

Swing by booth #759 as Mark Timmons or myself would love to chat and show you a demo of Introhive in action.

on March 2, 2015

More Than Just Introductions

Relationship mapping and social selling are starting to become hot topics, as everyone is looking to get a competitive edge. It has led to the popularity in the business world of social networks like LinkedIn, Facebook, and Twitter as people try to figure out who they know that knows someone that might be interested in their business.

It has also led to companies such as Introhive, who go beyond the relationship mapping of just social connections by also incorporating those connections found in email, meetings, and mobile. No matter where the connection is, these powerful relationships can be leveraged for much more than simply asking for a warm introduction to someone.

Here’s how Introhive helps:

Collaboration & Insight
Many Introhive clients leverage existing relationships through intelligence gathering from colleagues of theirs who might have inside information about a particular prospect or company. This intelligence can be leveraged during the RFP-crafting process, or ny simply having the intel in your back pocket as you head into an important meeting or demo.

Relationship Trending
Not all relationships are built the same. Because of this, we’ve built relationship intelligence into our platform to give an indication of how well someone knows someone else. First off, this gives you an indicator of the likelihood that a person can provide you with an introduction, or, at the very least, with some deep insights into the account. Secondly, by rolling up the scores of all the connections inside a particular account, not only can you can see how well your overall company is connected to other organizations, you can also see whether that relationship is trending in a positive or negative way.

Account Sponsorship
Relationship selling isn’t just limited to the sales team. Executive teams and board members typically have deep and important relationships at a number of organizations. Identifying these relationships can help account planning, as you determine which executives and/or board members might be the best fit as an executive sponsor on a particular account. See which execs not only have relationships inside a particular account, but identify the departments, title level, and relationship strength of each to make sure you can make strategic decisions when it comes to assigning members of your team to the best accounts.

These are just a couple ways companies are using relationship mapping with Introhive to go beyond simply asking for an introduction. Have we missed any? We’d love to hear of other ways you are using relationship mapping to further your business.

on January 8, 2015

Come join our QA team!

Love technology? So do we! Introhive is looking for a Technical Support QA Analyst to join our fast-paced development team in Fredericton, NB.

The ideal candidate will be highly motivated and a team player. Post-secondary education is a must. Knowledge of Windows OS, Exchange, Domino, ActiveDirectory, and AWS is preferred.

Interested candidates can submit resumes to info@introhive.com.

on November 18, 2014

Come Join Our Team

Introhive is looking for a Marketing Content Coordinator to join our exciting and rapidly growing team in either Fredericton or Halifax.

Working closely with sales, marketing, and key stakeholders the successful candidate will be responsible for the creation of marketing materials, RFPs, and various presentations. The successful candidate will also be responsible for the development, expansion, and maintenance of Introhive’s social media presence.

The right candidate for this position has 1-3 years of experience with strong written and verbal skills. A background in marketing, communications, or PR is preferred.

Interested candidates should email their resume to Dan Stratton at dan.stratton@introhive.com.

on October 6, 2014

EY Emerging Entrepreneur Award

EOY Recipient Banner

Introhive is pleased to announced that its co-founders Jody Glidden, Stewart Walchli, and David Alston were awarded the EY Emerging Entrepreneur 2014 Atlantic Award. We are very proud to be recognized by EY with this award and would like to thank EY, the Introhive team, as well as our customers and investors. Full details of the EY awards can be found here: http://www.ey.com/CA/en/Newsroom/News-releases/2014-EOY-Atlantic-Winners.