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Storied Tabloid Newspaper Using Relationals to Drive Sales Efforts
(SUNNYVALE, CA) Relationals, the leader in customer relationship
management (CRM) and sales force automation (SFA) for the publishing
and media industry, announced today that Philadelphia Daily News has
selected the Relationals on-demand CRM platform for lead optimization and streamlining advertising sales
The Philadelphia Daily News and its set of online newspaper properties looks leverage Relationals' unified, on-demand
CRM platform to streamline lead management, customer acquisition and customer service. Relationals can provide the Daily News with the analysis and productivity needed for sales representatives and sales managers in the highly competitive newspaper and media-related
advertising industry.
About Relationals
Relationals, a pioneer of robust,
web-based, multi-tenant business applications, is a recognized leader
in CRM and SFA solutions for sales, marketing and customer service.
Relationals' highly adaptable CRM is helping major media industry
leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline
the processes of attracting, retaining, and servicing customers. Its
success is the direct result of being one of the most easy-to-use,
feature-rich, and cost effective Web 2.0 platforms available.
Wisconsin's Largest Newspaper Selects Leading Sales Force Automation Solution
(SUNNYVALE, CA) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the publishing and media industry, announced today that Milwaukee Journal Sentinel has selected the Relationals on-demand CRM platform to streamline their lead management and advertising sales processes.
"Relationals' ability to provide a complete 360-degree view of our leads and accounts is vital to our daily sales efforts," says Thomas Martin, project manager for Milwaukee Journal Sentinel. "We were able to integrate all of our disparate data sources into a single record of truth that our reps can immediately target and drive opportunities from."
Journal Sentinel's goal is to bring its sales team onto a unified platform to drive operations. Like for many other businesses, Relationals provided the key features and functionality required for today's newspaper and media-related challenges. Journal Sentinel expects to bring its entire sales team onboard.
About Milwaukee Journal Sentinel
Journal Sentinel Inc. publishes the flagship Milwaukee Journal Sentinel newspaper as well as a range of other print and electronic products, primarily serving southeast Wisconsin people and businesses. Journal Sentinel is committed to producing a newspaper that reflects the ever-changing world and fulfills the needs of readers and advertisers. In addition to the daily and Sunday newspaper, Journal Sentinel produces Web products and services through its Journal Interactive division, including JSOnline.com and PackerInsider.com. The company also offers direct mail and database marketing services, and the addition of a new printing facility in 2003 led to Journal Sentinel's recent entry to the business of commercial printing. Journal Sentinel Inc. is a Journal Communications' company. Sources: Scarborough Research, Comscore Media Metrics.
About Relationals
Relationals, a pioneer of robust, web-based, multi-tenant business applications, is a recognized leader in CRM and SFA solutions for sales, marketing and customer service. Relationals' highly adaptable CRM is helping major media industry leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline the processes of attracting, retaining, and servicing customers. Its success is the direct result of being one of the most easy-to-use, feature-rich, and cost effective Web 2.0 platforms available.
We are featuring a new success story on Daily Record, out of Ellensburg, Washington. Suzanne Williams, their Advertising Director spoke to us about how their newspaper relies on Relationals. The biggest takeaway we got from her was that because they are a critical component in their community and that they have a small, multitasking team, information and activity sharing between her reps is crucial.
It's something many smaller and suburban newspapers face on a daily basis. What happens if you have rep turnover, or someone is on vacation, or if they call in sick? For most small companies, this can have a huge impact on productivity.
The other takeaway is that for small and suburban newspapers to maximize their efforts, they need to be able to find, target, and reach advertisers under every rock and bush. Some of the datamining capabilities in Relationals definitely help.
For suburban newspapers publishers, you can certainly learn more about Relationals at the SNA Fall Publishers' & Advertising Directors' Conference in Philadelphia this week.
Columbus, Ohio's Primary Newspaper Using Relationals CRM
(SUNNYVALE, CA) Relationals, the leader in customer relationship
management (CRM) and sales force automation (SFA) for the publishing
and media industry, announced today that The Columbus Dispatch in Ohio has
selected the Relationals on-demand CRM platform for lead management and advertising sales processes. The Dispatch and its family of media products looks to streamline lead and customer acquisition and management on Relationals' unified, on-demand CRM platform. Relationals provides the essential business intelligence and automated functionality needed for newspaper and media-related advertising efforts. About Relationals
Relationals, a pioneer of robust,
web-based, multi-tenant business applications, is a recognized leader
in CRM and SFA solutions for sales, marketing and customer service.
Relationals' highly adaptable CRM is helping major media industry
leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline
the processes of attracting, retaining, and servicing customers. Its
success is the direct result of being one of the most easy-to-use,
feature-rich, and cost effective Web 2.0 platforms available.
Newspaper’s Sales Force to Automate Advertising Operations
(SUNNYVALE, CA — September 6, 2007) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the publishing and media industry, announced today that St. Louis Post-Dispatch has selected the Relationals on-demand CRM platform to streamline their sales processes including lead management and targeting, marketing and outreach, opportunity management and advertiser support.
“No other system provides the comprehensive approach to ad sales operations more than Relationals,” says Jamie McGinnis, product manager for St. Louis Post-Dispatch. “Their proven value to the media industry and their pre-sales support efforts have been remarkable.”
The challenge faced by St. Louis Post-Dispatch to centralize sales operations to improve customer retention, identify new and missed opportunities, and streamline reporting. As for many of today’s newspaper and media-related businesses, Relationals provided the features and functionality required to meet and exceed those needs.
About The St. Louis Post-Dispatch
The St. Louis Post-Dispatch, the largest of Lee Enterprises’ 53 daily newspapers, is the center of a powerful media platform. That platform includes 37 weekly newspapers (the largest group of weeklies in the United States, with a distribution of 1.2 million), specialty publications, a large shared-mail advertising delivery program, and stltoday.com, the leading local website with more than 50 million page views per month. (NYSE: LEE).
McClatchy Paper, The Wichita Eagle Streamlines Sales Efforts
(SUNNYVALE, CA) Relationals, the leader in customer relationship
management (CRM) and sales force automation (SFA) for the newspaper and media industry, announced today that The Wichita Eagle has
selected the Relationals on-demand CRM platform to improve lead conversion and advertising sales processes.
The Wichita Eagle looks to improve sales team operations and has adopted Relationals for its unique CRM focus required for
today's newspaper and media-related industries.
About Relationals
Relationals, a pioneer of robust,
web-based, multi-tenant business applications, is a recognized leader
in CRM and SFA solutions for sales, marketing and customer service.
Relationals' highly adaptable CRM is helping major media industry
leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline
the processes of attracting, retaining, and servicing customers. Its
success is the direct result of being one of the most easy-to-use,
feature-rich, and cost effective Web 2.0 platforms available.
Finance, Sales, and Marketing Teams All Using Web-Based CRM to Improve Advertising Operations
(SUNNYVALE, CA — August 15, 2007) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the publishing and media industry, announced today that Gannett Co. Inc. (NYSE: GCI) has deployed Relationals CRM to streamline sales operations, increase opportunity potential, and improve advertiser communication across 45 of their daily newspaper properties, including the The Cincinnati Enquirer, The Arizona Republic, The Indianapolis Star, and Asbury Park Press.
"Relationals CRM plays a critical role in changing the culture of Detroit Media Partnership's approach to advertising sales operations," says David Hunke, CEO of Detroit Media Partnership, a Gannett Co. company. "We required the most robust and configurable sales force automation and customer relationship management platform, and Relationals has been able to support even our most sophisticated requirements."
Best Practices Become Automated Processes
Using Relationals, Gannett has streamlined their operations by developing a set of best practices and automating processes to improve revenue opportunities including:
- Strategically managing and measuring lead distribution when importing from multiple sources, and creating automatic assignment and routing policies.
- Accelerating CRM adoption by minimizing the time and effort required to update customer contact information and opportunity pipeline, and creating telesales or email campaigns.
- Improving data quality of customer data within the CRM and with other systems in the organization (e.g. billing, accounting, etc.).
"Across the board, what makes the Gannett teams industry leaders is that they have the willingness and foresight to improve their company-wide operations," says Pankaj Malviya, CEO and President of Relationals. "Their approach fits ideally into the powerful capabilities of the Relationals on-demand platform."
About Gannett Co., Inc.
Gannett Co., Inc. is a leading international news and information company that publishes 85 daily newspapers in the USA, including USA TODAY, the nation's largest-selling daily newspaper. The company also owns nearly 1,000 non-daily publications in the USA and USA WEEKEND, a weekly newspaper magazine. Gannett subsidiary Newsquest is the United Kingdom's second largest regional newspaper company. Newsquest publishes nearly 300 titles, including 18 daily newspapers, and a network of prize-winning Web sites. Gannett also operates 23 television stations in the United States and is an Internet leader with sites sponsored by its TV stations and newspapers including USATODAY.com, one of the most popular news sites on the Web.
About Relationals
Relationals, a pioneer of robust, web-based, multi-tenant business applications, is a recognized leader in CRM and SFA solutions for sales, marketing and customer service. Relationals' highly adaptable CRM is helping major media industry leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline the processes of attracting, retaining, and servicing customers. Its success is the direct result of being one of the most easy-to-use, feature-rich, and cost effective Web 2.0 platforms available.
Some great feedback regarding the PowerUser training session from Brian Kurzynowski of Asbury Park Press in New Jersey and Dennis Sheely of the News Journal-Wilmington.
The recording from the Success Series webinar on HTML emails and how to go from concept to campaign is now available.
- To download it, right click this link and select "Save Target As...": Webinar Recording. To view the file, you will need Microsoft Windows Media Player. WARNING: This file is over 90MB so it may take some time to download.
- The sample files used during the session are also available. To download those files, right click this link and select "Save Target As...": Sample FIles.
If you have any problems using Internet Explorer to download the files, try using Mozilla Firefox. Also if you have Media Player version 9 or below, you will have to download the GoToMeeting codec interpreter at https://www.gotomeeting.com/codec and click "Install GoToMeeting Codec."
Scenario: A potential advertiser visits your website looking for your rate sheet or a media kit and would like more information. They go to your "contact us" page and are faced with a list of reps or email addresses. They call, maybe their English isn't great, they try to give you the name of the business, already you're three minutes into the call just getting their contact info.
Solution: Did you know that you can using a quick web form that adds links directly into Relationals as leads? An interested party can quickly provide their information, it immediately gets added into Relationals, and whatever lead assignment policies you have apply. Capture their name, email, phone number, business, address, even a product type their interested in. They can fill your lead sheet for you! Your rep can just pick up the phone, contact the customer, and provide that extra bit of service to close the deal.
To build your Web Lead form, you'll need rights to customize the Relationals lead object and a little help from your web content team.
- Go to Setup and under Customization, select Standard Objects.
- Click on Leads.
- Click the Web Leads Sub-tab.
- What you'll see is a form where you can select fields from the Leads tab that will be included in your form.
- You can also specify a landing page after someone submits a lead. Usually, this is a thank you or confirmation page.
- You can also specify what will be entered as the Lead Source value. The default is "Web Lead," but maybe you have a specific campaign you want to identify it with such as "Job Fair (Web Lead)." You can enter that as the lead source.
- Click Generate HTML. This produces HTML code which you can give to your web team to include in your "contact us" page. They can customize the code to fit the styling on your website.
You can have as many web leads as you want on as many pages of your website as you want. If you want to identify where they come from, change the Lead Source accordingly.
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