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Ariba Looks to NextPrinciples and Its Award Winning "Insight-to-Action" Social Media Platform for Augmented Lead Generation

(May 15, 2012)

MILPITAS, CA -- (Marketwire) -- 05/15/12 -- NextPrinciples, Inc., an innovative leader in Social CRM, today announced that Ariba, Inc. has selected NextPrinciples Insight-to-Action to augment its lead generation capabilities.

Ariba is one of the more forward thinking companies who understand the value of Social Media channels. More and more data bears this out. A recent study conducted by IBM showed that a full 1/3 of buyers are already directly engaging with vendors over social media channels and that a full 75% of respondents use social media as a part of their decision process.

Ariba was looking for a solution to enable the sales team to search through social networks to obtain qualified leads and then place those leads into "The solution from NextPrinciples readily integrates with SalesForce and as a result, we were able to be up and running with it quickly," said Rachel Spasser, Vice President, Marketing, Ariba. "In addition, the service is quite intuitive, making it easy for anyone on our sales team to use and drive greater productivity."

The tool also bridges the all too common gap between sales and marketing by enabling marketing to monitor campaign and event activity on social channels, appropriately filter the activity, and then hand the leads and all gathered intelligence to sales through automated tools.

One of the channels Ariba has opted to focus on is LinkedIn. The company leverages the site as a primary channel through which it can provide its sales and marketing teams with more complete thoughts and greater depth of information. Insight-to-Action is able to search the LinkedIn activity and correlate that activity with information in the company's CRM.

Insight-to-Action filters out the noise and enables the sales team to focus on the most relevant opportunities. Using the solution, Ariba can obtain greater insight into customer perspectives on topics and products, including their candid views on competitive products and service, enabling Ariba sales team members to listen more intelligently to their customers.

"For inside sales especially, social channels provide greater insight into customer issues and point of view," Spasser said.

With Insight-to-Action, Ariba's sales team has access to powerful yet easy-to-use features and greater analytics capabilities that they can use to find interested leads and maintain better relationships with customers by better understanding their needs.

"Connecting with our customers across multiple social channels and communicating over the channels with which they are most comfortable and prefer is important to us; and NextPrinciples enables us to fulfill that goal," Spasser said.

NextPrinciples is excited to welcome Ariba as a customer," said Satya Krishnaswamy, CEO of NextPrinciples. "We are always interested to see the varied applications that our customers find for Insight-to-Action. Ariba's lead generation application will blaze a new trail for other users of Insight-to-Action."

About NextPrinciples
NextPrinciples is pioneering a new social CRM software service, "Insight-to-Action" that can be used on any device, by anyone in your organization, to effectively monitor, manage and act on social media interactions and conversations across channels.

The SaaS-based platform quickly transforms social media data into actionable engagement. Raw data and analysis of trends, conversations and activities can be easily shared through the web and social networks.

Insight-to-Action has proven itself valuable in events, campaigns and community engagements. The company won the SNCR Award for Excellence in New Media Communications in 2011, was a finalist in the Enterprise 2.0 Launchpad Competition and a winner in the SugarCon App Throwdown 2012.

Media Contacts:
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