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INTRODUCTION30 YEARS AGO15 YEARS AGONOWThe sales world is constantly in flux. With rapidly transformingmarkets, ever-changing customers, and new technologiesalways around the corner, sales professionals mustevolve with the industry to thrive.Thirty years ago, leads were generated in the yellow pages andorganized using forms and folders. Fifteen years ago, bulky andcumbersome software did the job. Now, it’s all about seamlessintegration to save time and increase efficiencies.Today’s business leads are generated in the inbox and organizedwithin Customer Relationship Management (CRM) systems. Tools thatintegrate the two quickly and efficiently prove invaluable, increasingefficiencies and creating faster turnarounds. Ensure your sales team ispositioned for success.2

TABLE OFCONTENTS1. How Do Salespeople Spend Their Workdays?5 The Inbox: Salespeople’s Most Useful Tool62. CRM and Inbox Solutions9 Why Use the Cloud10 Salesforce Interest Surges11 Google Apps Gains Momentum Why Companies Choose Google Happy Admins1213143. Integrating Salesforce and Gmail16 Cirrus Insight Why Companies Choose Cirrus Insight1718 Salesforce and Google Ecosystem Overlap19 The Cirrus Insight Mobile App: Integration on the Go224. Equip with the Best25

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HOW MUCH TIME DOSALESPEOPLE SPEND SELLING?Assuming a 40-hour work week, the average 9-5 officeworker logs more than 2,000 hours annually atwork—on things like emails, meetings, calls, and otherrole-specific tasks.24% of thatFor the average salesperson onlytime is spent actively selling each week.Based on a 40-hour workweek, that’s roughlyOr fewer than10 HOURSPER WEEK500 HOURSPER YEARSources: Alexander Group ebook “Sales Analytics: Understanding and Improving the Utilization of Your Sales Assets”

THE INBOXSALESPEOPLE’SMOST USEFUL TOOL87B87 billionemailsdrafteddailyaroundthe world94% of Americans ages 12 regularly use email94%72%Despite social mediaand non-standardcommunication’s surge inpopularity, email is stillthe preferred businesscommunication methodworldwide—andthat’s not changinganytime soon.#1of companies usesome kind of socialtechnology, butemail remains theNo. 1 method ofcommunication.58% check theirinboxes first-thingin the morning2X ROI comparedto other channels 58% 1 email marketing spent 40.56 ROISources: McKinsey Global Institute Report “The social economy: Unlocking value and productivity through social technologies;” Cirrus Insight; Marketo6

By utilizing the toolsavailable, salespeople canmake the best use of theirtime. Identifying strengthsand weaknesses within theinbox can save precioustime and money.7

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CRM ANDINBOXSOLUTIONSSalesforce Interest SurgesFrom the inbox toCRM, salespeopleknow the importanceof saving time andstreamlining leadgeneration andpipeline management—regardless of thetool in use.41.6% of customers usea cloud-based CRM.95%95% of Salesforce customers indicate that they definitely orprobably will continue to use Salesforce in the future.71%71% of customers have recommended Salesforce to colleagues.Via Bluewolf.Sources: BetterCloud, Bluewolf33.8% choose Salesforce.com.69

WHYUSE THECLOUD?40%Google Apps boasts 50 millionusers and more than 5 millionbusinesses, including 74 ofthe top 100 universities inthe U.S. The solution is soldby a community of more than6,000 Google Apps resellers,according to Google spokesmanTim Drinan.40% of CRM systems sold areSaaS-based. 18B 12.5% 16B20112012The CRM worldwide market grewfrom 16B to 18B, attaining a 12.5%growth rate from 2011 to 2012.A recent Gartner report noted that Googleis winning one-third to one-half of new, paid,cloud-based office system seats.When considered alongside Gartner’sprediction that cloud penetration will growfrom 6% of the market in 2012 to 65% of themarket by the end of the decade, the trendposes an obvious threat to Microsoft’s longdominance in the office productivity sphere.Sources: Forbes, Google, Gartner Report “Google Upsetting Microsoft’s Cloud Office System Ambition”2012202010

WHYCOMPANIESCHOOSESALESFORCESalesforce is successfulin two important areas:customer engagement& user empowerment.Named Fortune’s Most Admired Company in the computersoftware industry in 2013, Salesforce controls more andmore of the CRM market each year with more than100,000 unique customers and a 70% ROI.100,000UNIQUE CUSTOMERS &70%ROICustomer Engagement84%84% believe customer engagement, rather thanproductivity, will drive growth.60%60% make customer engagement their top priority.Empowering Users89%89% train admins and developers.47%47% consult users before, during, and afterchanges are made.Sources: Bluewolf, SalesforceSources: Bluewolf, Salesforce11

GOOGLEAPPS GAINSMOMENTUMBusinesses are switchingto Google Apps andtaking advantage of thetools available.Google Apps is sweeping the United States,currently in use in:Data from Google:5 MILLIONbusinesses63%of small businessessupport or plan tosupport Gmail.of 5045states’ government agencies29%of larger companiessupport or plan tosupport Gmail.20%of companies with50 or more employeesuse Gmail andGoogle Apps.74TOPuniversitiesSources: Tech Crunch, Google12

WHY COMPANIESCHOOSE GOOGLE1.No hardware orsoftware to manageIncreases in GoogleApp Use Since 2013Current trends show 58% of companiesare slowing or eliminating their MicrosoftOutlook usage. But why are they turningto Google more than any other solution?2.Reduced cost andinfrastructure133% Hangouts Google’s stated goalis to allow businessusers to work simplyand securely in thecloud—meaning easy,fast, secure, anduniversal access toGoogle Apps.3. Public andcloud-based The entire GoogleApps platformlives within yourpreferred browser.88% Chromebooks25% Google 10.6% Google DocsEasy mobileintegration40%95%of Americans ownsmartphones.of Americans usecloud services intheir consumer lives.Sources: Google, BetterCloud4. Cloud-basedmeans there’sless infrastructureto manage andmaintain, whichsaves money. 329% GoogleApps ROIContinuedinnovationSimple and sustainedpricing structure.New features continue to be introduced,but the price stays the same.5. Cloud Integration50% of the cloud messagingmarket is Google-owned.73.4% of customers arealready on the cloud (and themove for the rest is inevitable).A platform forbusiness growthGoogle provides toolson a scalable platformto yield future growth.13

HAPPY ADMINSWhen a company goes Google, IT Directors and SystemAdministrators become the Google Apps Administrators.Often, these experienced professionals aren’t just integralto the Google Apps adoption; they’re the ones pushingfor the change.63110 59.2% of Google Apps adminshave 10 years of experienceworking in the IT field.Sources: BetterCloud67.9% asked theircompanies to goGoogle.89% GoogleApps satisfactionAverage number ofGoogle Apps users14

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INTEGRATINGSALESFORCE AND GMAILIf you use Salesforce and Gmail, you need a way tointegrate them. You need to make sense of the largeamount of data both systems can store.Avoiding integration essentially throws time away, and time is a company’s most precious andscarce resource. Increasingly, companies are understanding the need for maximizing efficiency.SalesforceGoogle56%20% of Salesforcecompanies useGoogle Apps.Sources: Bluewolf, BetterCloudSalesforce itself uses Google,and Google uses Salesforce.56% of Salesforceconsulting partnersuse Google Apps.Google Apps customerschoose Salesforce 3:1over other CRMs.16

CIRRUS INSIGHT:THE NO.1 INTEGRATIONSOLUTIONBridging the gap between Gmail and Salesforce,Cirrus Insight’s browser extension displaysSalesforce customer information within Gmail,enabling users to view contacts, create new leads,track emails, and more—all from a Gmail inbox. Instantly view customerinformation Create and manage leads,contacts, tasks, events,cases, and opportunitiesright from GmailSources: Cirrus Insight Save emails andattachments toSalesforce in one click Effortlessly sync withyour Google calendar Create and edit Salesforcerecords Customize your Salesforceexperience within Gmail Track email opens17

WHY COMPANIES CHOOSECIRRUS INSIGHTSalesforce Cirrus Insight Google AppsSUPPORT STACK:Integrates with support appslike Zendesk, Desk.com,ScheduleOnce and more tocreate an ideal support stackSource: Cirrus InsightSALES STACK:Seamlessly integrates with salesapps like UberConference,Conga, EchoSign, LevelEleven,and ScheduleOnceMARKETING STACK:Integrates with MarketingAutomation Platformssuch as Marketo, Pardot,Hubspot, and Eloqua18

CIRRUS INSIGHT PRESENTSA NUMBER OF SOLUTIONSFOR BRIDGING THEGAP FROM GMAILTO SALESFORCE.The app is enterprise-ready, haswell-established trust in the industry,and helps users reach their goalsthrough increased productivity,engagement, and data onCirrus Insight supports: 5-second install for Single Sign-OnChrome and Firefox(SSO) Salesforce OAuth 2.0 User ProfilesSources: BetterCloud Record Types Custom Fields Validation Rules Custom Buttons Dependent Picklists Related Lists19

CIRRUS INSIGHT:A ROBUST PLATFORM900,000,000Salesforce API transactions7,500,000emails logged to Salesforce750,000new leads and contacts createdTrustedby:Enterprise25%increasein end-userproductivity5x increasein userengagementand datacreationSource: Cirrus InsightGovernment Faster sales cycles More leads 3x more leadsand contactsgenerated inSalesforce withCirrus InsightHigher Education Faster customersupport responsetimes 2x faster sales cycles D ominating win ratesover the competitionNonprofit Better customersatisfaction andretentionSMB No morecut and paste 5x more Salesforce data input Maximize ROI: 70% Salesforce;329% Google Apps20

With CirrusInsight, youget the No. 1choice forSalesforce Gmail/Google Apps,ensuring maximumcloud ROI.Source: Cirrus Insight21

THE CIRRUS INSIGHTMOBILE APP:INTEGRATION ON THE GOFor salespeople on the go, mobile integration is key for business success. No more flagging emails to update Salesforcelater, resulting in postponing or skipping CRM altogether. Updating tasks, events, opportunities, and cases helps drivesales conversions, customer retention, and happiness.There’s an app for that:CIRRUS INSIGHT.70%70%: Emailsfirst read onmobile devices40: Number of times people check their mobile email, dailyThe Cirrus Insight mobile app enables swift and painlessCRM updates, so sales reps can quickly add new leadsand get back in the game.Sources: Bluewolf, Litmus, Apsis22

BETTERBYODCumbersome CRM solutions will breakdown efficiencies, as people now counton the ability to swiftly and easily run allkinds of platforms on their own tech atwork. Employees expect a seamless workexperience on any device.This makes Cirrus Insight Mobile’sSalesforce Email integration invaluable.53% of employeesnow use their owntechnology for workpurposes.83% of respondentswork in organizationsthat support BYODpolicies.Device types supported by BYOD organizations’ policies:93%Smartphones88% 85%LaptopsCirrus Insight’s mobile app leads to:The Power of Salesforce in the Mobile Inbox: Greater visibility into customer data Enhanced business intelligence Better data synchronization A cohesive working experience Improved efficiency across multiple tasks View customer context Save emails to Salesforce Create new leads/contacts Set reminders for follow-upSources: BetterCloudTablets Schedule meetings Log calls to Salesforce Create and updateopportunities and cases23

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EQUIP WITH THE BESTCirrus Insight delivers a top-of-the-line collaborationand communication solution for today’s businessneeds. Refine the tools your salespeople need to workeffortlessly and efficiently, and make your softwarework for you.1- 844-287- 0950 sales@cirruspath.com

The sales world is constantly in flux. With rapidly transforming markets, ever-changing customers, and new technologies always around the corner, sal