Infer:Host Analytics:LeanData Nick Ezzo, Vice President of Demand Generation, Host Analytics October 5th, 2016
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Infer:Host Analytics:LeanDataNick Ezzo, Vice President of Demand Generation, Host Analytics
October 5th, 2016
Outline ● Intro - Who is Nick Ezzo?
● What does Host Analytics do?
● Setting Up the Challenge
● What is Predictive?
● Infer is the Line Judge
● Infer + LeanData Solution = Best Fit
● Dashboards
Hi, I’m Nick Ezzo!
Marketing strategist with extensive technology experience (15+ years) leading enterprise and product marketing at large and small companies
Started out in IT, moved into Marketing
Worked primarily with SaaS companies in the last 10 years
Ohio University alumnus
@NickAEzzo [email protected]
Vice President of Demand Gen @ Host Analytics
Leader in cloud-based financial applications for planning,
consolidation, reporting and analytics.
Host Analytics enterprise performance management (EPM)
customers benefit from:
○ Improved business agility
○ Improved security
○ Lower overall cost
Trusted by:
Host Analytics Business
Too Many Prospects
Which are the best fit to buy?
Marketing Challenge
Sales & Marketing Challenges
Need a real-time way to:● Determine quality of channels● Evaluate inbound leads● Quantify MQLs entering the system
Sales Challenge
Need to know:● Which leads needs sales resources● Which leads get sent to nurture
Shared Challenge
Needed to get the best prospects to the right reps as quickly as possible to increase efficiency and revenue
Existing Customer DataWith Pre-Build Connectors
Add Infer’s External SignalsThousands of Data Points
Build Personalized ModelsUsing Machine Learning
CRMSales Automation
Marketing Automation
Fit ModelsBehavioral Models
Usage Models
Public FilingsData Partnerships
Proprietary Web Crawlers
What is Predictive Analytics?
What Does Predictive Enable?
What Does Predictive Enable?
Infer is the Line Judge
Send to Sales
Do Not Work
Fuzzy lead-to-account (L2A) matching
Route & Convert all matching leads for Customers, Targets, & Open Opportunities
Account Execs can now work exclusively out of Contacts
LeanData enables Account Based Routing
Leverage Infer’s lead score to ensure fair distribution amongst reps
Round Robins A, B, C are the same team of reps
Reps felt process was more fair and were more productive with new flow
Infer + LeanData = Happy SDR team
Match & RouteLeanData allows Host Analytics to route existing customer/target/partner leads
to the right rep
Identify & QualifyInfer analyzes thousands of signals to identify prospects that are the best fit
to buy a Host Analytics solution
Personalize & EngageHigh-quality leads are evenly
distributed to reps with actionable intelligence embedded directly into Salesforce for aggressive follow-up
Website
Sales & Marketing Alignment
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