Interview with Parker Trewin from Genius.com, Inc.
TechAddress: Tell me a bit about your company, what it does and what’s your value proposition?
Genius: Genius.com, Inc. is the leading on-demand provider of real-time, 1-to-1 marketing solutions for sales and marketing professionals. Genius empowers them to instantly understand and qualify prospects, determine the success of marketing initiatives and personalize customer service—without any programming skills or IT involvement required.
Genius products enable sales and marketing professionals to connect, cultivate and close prospects in a way like never before. SalesGenius shows instantly which prospects have responded to e-mails and which have visited on the corporate website. Armed with this information, sales reps know which prospects are most interested and what those prospects are most interested in—before making the first phone call. As a result, the rep can contact the highest potential prospects and engage in the right discussions, resulting in faster sales cycles, more closed deals and more satisfied customers.
Genius: Genius is the first company to empower individual sales professionals to get smart about their customers, with no programming and no IT involvement. SalesGenius, our flagship product, connects individual sales reps with their prospects through the corporate website, enabling them to observe prospect interest and deliver personalized service, through live chat and personalized greetings. With Genius, the company web site becomes an interactive store, where sellers and buyers can connect in real time.
While partial solutions exist in the Web Analytics and Marketing Automation categories, they are typically very expensive, require extensive web site coding, and deliver aggregated analytics. These solutions offer little value to the people who need prospect data the most: frontline teams who are charged with generating revenue. Genius delivers actionable insights directly to frontline sales and marketing professionals in real time. SalesGenius is affordable, easy-to-use and 100% IT free.
SalesGenius is available via an affordable monthly subscription starting at $29 per user, per month and offers a free, no-obligation trial so sales professionals can get started immediately.
TechAddress: What are some of the main features?
Genius: SalesGenius enables individual sales and marketing professionals to send fully trackable e-mails. This includes:
– Track e-mails from SalesGenius or from Microsoft Outlook (using the SalesGenius Outlook plug-in), simply by including one or more links to the company website in outbound e-mails.
– Receive instant alerts of individual e-mail opens and web site visits through the Genius Tracker, an IM-like client that provides alerts and displays results in real-time.
– View page-by-page instant replays of individual prospect visits to the company web site.
– Review detailed reports by contact or by e-mail activity. Contact history reports show all e-mail opens and web site visits (page-by-page analysis) for each e-mail recipient. E-mail activity reports show opens, clicks and bounces for every e-mail sent.
– Set up SmartGroups to analyze results more easily by grouping prospects into categories based on their behavior (e.g., visited 2 or more pages, spent more than 3 minutes on the web site) or demographics (e.g., company name).
– Send trackable e-mails and access all features from within salesforce.com.
TechAddress: Who’s your target customer or audience?
Genius: Frontline sales and marketing professionals in all sizes of businesses, from SMBs to global enterprises.
TechAddress: Any new things in particular that you’re working on right now?
Genius: Genius Interactive Edition is in private beta and allows sales professionals to initiate live chat sessions and send personalized messages while their prospects and customers are visiting the corporate website.
TechAddress: Where do you see your company heading in the future?
Genius: Genius.com will continue to solidify its leadership in providing real-time, 1-to-1 marketing solutions for sales and marketing professionals.
TechAddress: Any negative feedback or criticism regarding technology and services?
TechAddress: So what would you say is the guiding principle behind your company?
Genius: Genius builds productive, on-demand, easy-to-use solutions that empower end-users without requiring programming or IT.
TechAddress: What is the mission of your company and what are you bringing to the market that is innovative?
Genius: Genius.com empowers individual sales and marketing professionals by turning corporate websites into interactive stores where they can engage, inform and serve their customers. With SalesGenius they can better understand their customers, close more deals and offer better customer service. Genius products are designed and built with the end-user in mind: they are immediately usable and useful to the frontline—with no IT required.
TechAddress: Where are you in terms of funding and your lifecycle?
Genius: Series A, $5.1 million raised.
TechAddress: If your technology or service is not formally launched yet, when’s the launch date?
Genius: We launched on May 1, 2006.
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