Infer & Lattice Engines: Making a Case for Predictive Sales & Marketing
Transcript of Infer & Lattice Engines: Making a Case for Predictive Sales & Marketing
Making the Case for Predictive
Your Speakers Today
Kerry CunninghamSr. Research Director
@KerrySirius
Sean Zinsmeister Sr. Director, Product Marketing
@SZinsmeister
Nipul ChokshiVP Marketing
@nipulc
3 © 2016 SiriusDecisions. All Rights Reserved
@KerrySirius
What is Predictive Analytics for B-to-B marketing?
Internal: MAP | SFA |
Web |CX
External: Intent |
DataInternal and
ExternalStatisticsTo find patterns
**Statistics and advanced algorithms allow marketers to identify patterns that identify buyers that would be otherwise invisible; Machine Learning involves feedback loops embedded within statistical modeling processes to enable continuous model refinement
PredictionsDiscovered
patterns
**Some vendors also add in additional services like data enrichment to enable more effective marketing and sales tactics
**Predictive Providers provide external data, which creates a much more complete view of who the prospects are and whether they are in the market for solutions
SiriusPerspective:
© 2016 SiriusDecisions. All Rights Reserved4@KerrySirius
Grouping Waterfall Issues Addressed by Predictive
Prospects in the TAM
AQLs for tele to call effectively
Inquiries hitting MAP
TGLs from tele
AQLs from TQLs C/W from pipeline Calls to
conversations
Problem Example Solution
Too Many
Too Few
Conversion
Prioritize
Source
Engage
Demand Waterfall®
Total Addressable MarketInquires
AQLsTQLs
Closed/WonRetained
Grown
Knowing where to start with predictive begins by considering waterfall performance and understanding where performance needs to improve.
SiriusPerspective:
© 2016 SiriusDecisions. All Rights Reserved5@KerrySirius
Grouping Waterfall Issues Addressed by Predictive
Knowing where to start with predictive begins by considering waterfall performance and understanding where performance needs to improve.
Problem SolutionToo Many
Too Few
Conversion
Prioritize
Source
Engage
Demand Waterfall®
Total Addressable MarketInquires
AQLsTQLs
Closed/WonRetained
Grown
Predictive Analytics Use
Cases, Applications
Predictive
6 © 2016 SiriusDecisions. All Rights Reserved
@KerrySirius
There’s A Predictive Application For That
Govern prospect outreach with findings from statistical analysis: best time to call by persona, region, etc.
Contact EngagementAugment sales rep estimates for how likely a prospect is to buy, along with purchase timing and deal value
Opportunity Scoring
Determine existing customers’ propensity to buy additional products and identify attrition risk
Customer ScoringCreate more precise segmentation using an array of third-party data
Segmentation
Identify which buyers are more likely to prefer your brand and offerings using big data and analytics
Predictive Personas
Prioritize prospects for sales follow-up;
Replaces or augments existing point-based scoring systems
Prospect Prioritization
Detect buying journeys, deliver the next best communication using machine learning
Tactic Matching
Acquire new prospects that share traits and behaviors with known buyers or target prospects: look-alikes
Prospect SourcingMonitor shopping behaviors. Source accounts that exhibit surges in shopping behaviors
Intent Monitoring
7 © 2016 SiriusDecisions. All Rights Reserved
@KerrySirius
Predictive users must map the results of bottom-up
modeling processes to top-down derived beliefs
Top Down v. Bottom-Up ApproachesTop Down – We already know what constitutes a good prospect.
What sales says qualifies a prospect:
What the math says qualifies a prospect:
Implicit Explicit BANT
Intent
data
Firmo Buy Signal
s
Tech –Inferred
Model variables
MAP Scoring/ Sales Qualification
Bottom Up – We let the data and statistical methods tell us how to identify the best prospects.
Tech
TOO MANY LEADS
Sales Prioritization
Sales Prioritization
Sales Prioritization
Cost of Sales Team
$1.2M 30% $360,000
Bad Leads $$$$
Number of Sales Reps
20 Sales Reps $60,000 $1.2M
Average Monthly Cost per Rep $$$$
Sales Prioritization in Action
Kevin Gaither
Focused sales on highest value lead targets
Decreased time spent on bad leads by almost 20%
Established data-driven workflows with aggressive follow-up
Drove top-line results through effort reallocation
SVP of Sales
Fully Loaded Cost of the Inside Sales
Team
Headcount 19% $$$Sales Effort Saved by
Not Working Bad Leads
Monthly Cost Savings from Reduced Effort on
Bad Leads
Cost Savings
4x Conversion RateBy prioritizing leads based on data and following up more aggressively
3x Average Deal SizeBy spending more time on the right customers
Sales Prioritization in Action
Kevin Gaither
Focused sales on highest value lead targets
Decreased time spent on bad leads by almost 20%
Established data-driven workflows with aggressive follow-up
Drove top-line results through effort reallocation
SVP of Sales
Total Revenue by Lead Score
Before Infer (Day Zero)
After Infer (Day 60)
Infer A-Leads
Infer B-Leads
Infer C-Leads
Infer D-Leads
+53%
+154%
+180%
+690%
+4xconversion
rate
+3xaverage deal size
+12xreturn on
investment
+19%sales effort saved
Aligning Lead Effort with Impact
Lauren Licata
Reps call Infer A and B-Leads First
Email A Leads within 5 min and call within 1 hour vs. 8 hours it takes
Increased effort spent on A-Leads by 3x & decreased effort spent on D-Leads by 1.5x
Result: Increased sales by 30%
VP of Marketing
+30%increase in sales-
qualified leads
+30%lift in sales
~3xincrease in the
effort spent on A-Leads
1.5xdecrease in the
effort spent on D-Leads
2xlead to demo conversion
Using Fit & Behavior Buying Signals Together
Isaac Wyatt
Route best fit & engaged free-trials directly to sales
Find hidden segments of leads
Prioritize daily sales outreach
Interpate buying behavior
Director of Marketing Strategy & Operations
ALEXANDRE PAPILLAUDDIRECTOR, GLOBAL DEMAND CENTER, INTEL SECURITY
Lattice helps us filter out low probability leads before they reach sales. I love the ability to dive deep into the predictors of what makes a good lead…and our sales team loves Lattice because they know they are focused on the best opportunities.
Proprietary & Confidential
“20%Lower cost per
opportunity
Top 11% Convert at 6x Higher Rate
Data-driven Insights for Prioritizing Leads
Share of Servers Virtualizedat Company
Public vs. Private Cloudat Company
Network-Based Storageat Company
Company is UndergoingRapid Growth
Company is UsingAmazon Web Services
10,000+ Business and Tech Attributes on 100M+ Entities
30%Greater velocity
We wanted sales to work the most enterprise-ready accounts. Lattice was able to surface accounts with high likelihood of conversion and accelerating them in the pipeline.”
“Shantel ShaveDirector, Demand Gen
Accelerating the Enterprise Business
TOO FEW LEADS
Security Software Provider:Creating Pipeline with Competitive
Plays
26%Higher Win Rate
20%Higher call to win
rates on list-based outbound efforts
VP/GM of Distribution
We understand a good customer when it sees one, but with a small sales team, it would be impossible to visit millions of websites to find the ideal prospects. With Lattice, we can identify the right revenue opportunities.”
“Increasing Penetration into
SMB
$1B+ Financial Payments Processor:
Optimize list buys
30%Lower acquisition
costs
Lattice customer since
2010
3xHigher conversions
Personalize Sales Interactions with 360-degree views of the
customer
Top LinkedIn Post on Tuesday, 10/27/15
50%Lower cost per
opportunity
Direct Mail for High-Value, High Intent Targets
Direct Mail for High-Value, High Intent Targets
Identified high value targets
Determined buyer stage
Created custom data visualization
Added to direct mail campaign
Offer to meet and explain
Tangible package Automated follow-up
Email & Phone call from rep
• How we created this?• Insights gained about
your network
Improving Marketing Efficiency
Kevin Bobowski
Route highest best leads to sales for immediate follow-up
Develop regular full-funnel pipeline forecasts
Continuously score marketing channels to test & invest
Optimized content syndication and list-buy programs
CMO
+50%marketing
efficiency
+50%increase in monthly
pipeline creation
2.2xhigher converted A-Leads than average
Campaign 1
Campaign 2
Leads Cost $ /Lead
140
110
$5,000
$5,000
$35.71
$45.45
Campaign
Campaign 1 appears best under CPL metrics
A
B
C
Leads Opportunities Lead to Opp
3,000
5,000
7,000
500
325
125
16.7%
6.5%
1.8%
Type of Lead
A-Leads worth almost 3x B-Leads
A
B
C
10
30
100
140 $5,000
Type of Lead
Campaign 1
Leads Cost $ / Lead Fcast Opps Forecast & / Opps
1.7
2.0
1.8
5.4$35.71 $926
A
B
C
35
30
45
110 $5,000
Type of Lead
Campaign 2
Leads Cost $ / Lead Fcast Opps Forecast & / Opps
5.8
2.0
0.8
8.6$45.45 $582
Campaign 2 wins on quality weighted cost
Adam von Reyn
Instant campaign feedback
Reduced cost-per-lead
Tests new marketing copy against D-Leads
Developed MQA for ABM strategy
Decreased 40% of totallead flow
VP of Growth Marketing
Scour your Marketing Systems
Real Results
5000Marketing-qualified
leads were unconverted in its
database, leading to a dramatic run-rate
increase
3xThe number of leads converted to closed
deals tripled
+150%
Conversion rates increased by 150%,
from 0.8% to 2%
+76%Closed deals for new
solutions were boosted by 76%
POOR CONVERSIO
N
• Ran a series of roadshows to drive pipeline for their Enterprise business
• Scored their database to identify high fit accounts who would receive targeted ads promoting the roadshows
• Identified high fit late stage buyers who would be invited directly by sales (in addition to receiving an ad)
• Enriched Marketo with account data so they could deliver hyper-personalized messages
Hyper-segmentation for ABM at Scale
40%70%
Greater ROI on ad spend
Increase in pipeline
35%
Higher engagement within target accounts
Ads Email SDR Calls
Every account gets scored and the next steps for engagement are initiated.
Lift curve changed to protect customer confidentiality
Score and Prioritize Targets
Lattice identifies the attributes that make a lead and account a good target for you
Orchestrate Multi-channel Outreach to Maximize Conversion
“A” Targets
Targeted Ads Personalized Email Invites
SDR Callsonly for those in market
“B” and ”C” Targets
Generic Email
Invites
Orchestrate Multi-channel Outreach to Maximize Conversion
“A” Targets
Targeted Ads Personalized Email Invites
SDR Callsonly for those in market
“B” and ”C” Targets
Generic Email
Invites
Personalize based on key attributes:
• Complementary tech• Amazon AWS• Google Cloud• Microsoft Azure
• Industry• Financial Services• High Tech• Telecom
Standard Ad Ad for companies using Amazon
AWS
Ad for companies using Google
Cloud
Example: Customer personalized their ads based on developer platforms they were using (e.g. Amazon AWS,
Google Cloud, etc).
Hyper-personalize Content and Messaging
Standard Ad Ad for companies using Amazon
AWS
Ad for companies using Google
Cloud
Example: Customer personalized their ads based on developer platforms they were using (e.g. Amazon AWS,
Google Cloud, etc).
Hyper-personalize Content and Messaging
Social Tables Challenge
Steady flow of 1,400 trial leads every month
like clockwork Took on a paid content
marketing strategy Leads skyrocketed to 6,000 total Net New
Leads per month
#humblebrag
Month 1 Month 2 Month 3
At Social Tables all leads get assigned…
all 6,000…to 4 BDRs
Lead
M
anag
emen
tCollateral
AssignmentCapture/Nurture
General Analytics
>
>>
>>
>>
>
Hyper-Segmentation with Profiling
Ray Miller
Launched high-value outreach with personalized nurture
Identified 900+ high-potential prospects for sales
Hyper-segmented current and past trialers into ICPs
Prioritized A & B-Leads for accelerated sales follow-up
Senior Marketing Operations Manager
AT A GLANCE
+7%boosted overall revenue
+10%increased average deal size
+$500k/mogrew opportunity pipeline
+35%increased trial signups
+25%Expanded MQL volume
KEY CONSIDERATIONS
TO GETTING STARTED
Sales & Marketing Alignment
Demand Gen compensation plan built on Infer
Uses Infer to negotiate w/ partners and Lead providers
Leverages Infer to overcome the Sales and Marketing divide to define MQL
Nick EzzoVP Demand Gen
Sales & Marketing Alignment
Demand Gen compensation plan built on Infer
Uses Infer to negotiate w/ partners and Lead providers
Leverages Infer to overcome the Sales and Marketing divide to define MQL
Nick EzzoVP Demand Gen
+23%Increase in Average
Deal Size
-53%Decline in poor quality leads
Sales & Marketing Alignment
+200%Increase in
incremental revenue
+31%Lead to MQL improvement
Every company should use predictive analytics to gain clear customer parameters that the whole organization can agree on – now that we have predictive scores, I’ll never go back.
Our Infer model makes all the difference when it comes to sales and marketing alignment.
Nick Ezzo, VP Demand Gen
DATA QUALITY MATTERSA Predictive Model is only as the good as thedata that goes into it.
YOUR BUSINESS IS NOT ONE-SIZE-FITS-ALLAnd a One-Size-Fits-All modelingapproach leads to bad results across your business.
OPERATIONALIZATION IS CRITICALMarketing and Sales cannot execute without Full Transparency and ActionableInsights.
LACK OF ENTERPRISE SECURITY IS A NON-STARTERYou are giving the vendor access to your CRM and MAP and your data needs to be protected.
Key Operational Considerations
THANK YOU!
Q&A
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• Please leave feedback
Kerry CunninghamSr. Research DirectorSiriusDecisions@KerrySirius
Sean ZinsmeisterSr. Director, Product MarketingInfer, Inc.@szinsmeister
Nipul ChokshiVP Marketing, Lattice Engines@nipulc
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