#LLCSeries #LLCSeries Spo$ng Buying Signals At All Stages: Applying Predic7ve Analy7cs Across The Customer Lifecycle SPONSORED BY
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#LLCSeries #LLCSeries
Spo$ng Buying Signals At All Stages: Applying Predic7ve
Analy7cs Across The Customer Lifecycle
SPONSORED BY
#LLCSeries
Follow this webinar on LinkedIn & Twi>er
#LLCSeries
Demand Gen Report: @DG_Report SalesPredict : @SalesPredict
Forrest Leighton : @ForrestLeighton Yaron Zakai-‐Or: @yzakai
#LLCSeries
#LLCSeries Prize Box For each live session you a>end from the #LLCSeries, you will be entered to win an item from the Prize Box! Up to 12 entries per registrant allowed.
MicrosoW Surface 3 Apple Watch Sport Fitbit Flex Three #C2C16 Tickets
#LLCSeries
About Demand Gen Report • Launched in 2007 to track best prac^ces in
lead genera^on
• Newsle>er has grown to more than 30,000 readers
• We also offer a menu of research and best prac^ces reports
• New audio/video podcasts at DemandGenReport.com
@DG_Report h>p://linkd.in/DG_Specialists
#LLCSeries
On24 Logis^cs
• Whitepaper • Datasheet • Contact Us Link
• Whitepaper • Datasheet • Contact Us Link
#LLCSeries
Panelists
Forrest Leighton Vice President of Marke^ng
MarcomCentral
MODERATOR: Carol Kroll Editor-‐in-‐Chief, Demand Gen Report
Yaron Zakai-‐OrCo-‐founder & CEO
SalesPredict
Yaron Zakai-Or Co-Founder & CEO
Finding Hidden Buying Signals
Throughout the Customer Lifecycle
Buyers Research Independently
Predictive Distills Hidden Buying Signals
The Revenue Challenge
Interest can be Gauged Outside Marketing Automation + CRM
Millions Wasted on Demand Gen & Churn
• B2B Cost-per-Lead (CPL): $11-$100 • Slow response = low conversions
• 21x decrease between 5-30 mins. • 35%-64% of leads never get called! • New customer acquisition costs 4x-10x retaining a customer
Who’s Likely to Buy?
Who’s Likely to Buy More?
Who’s Likely to Churn?
How Predictive Technology Can Help
1x/min
1x/Week
Score + Insights
Success Model
Opportunity
Automated Predictive Scoring & Insights
Wins Losses
External Data Sources
Internal Data Sources
Demographics | Firmographics | Behavioral
Qualified Pipeline Lead Qualification Speed
Conversion Rate
1.3x 8x 2.75x
Typical Results with SalesPredict
Renewal Rate
+10%
SalesPredict helps us by finding new opportunities within a huge haystack of old leads.
Jeff Campbell Chief Revenue Officer
Scientific Approach Yields Results
Stop Fighting About “Qualified” Leads
Conversion Increase 1.75x
SalesPredict is a lifesaver at filling the gap between sales and marketing!
Jim Herkert, CEO
2x 9x +25% Conversion Rate Lead Qualification Speed Qualified Pipeline
Case Study: Customer Lifecycle Intelligence
Renewal Rate
+10%
InsideView: Predictive Lifecycle
SalesPredict allowed us to reach 100% accuracy on renewal predictions for key segments of our customer base. This allowed me to allocate resources more effectively & increase renewal rates by 10%.
Mike Gettman Director, Customer Success
Forrest Leighton Vice President of Marketing
MarcomCentral July 21, 2015
Agenda
• About Us • Our Marketing Approach • Technology Stack • Why Salespredict • Insights
About PTI & MarcomCentral § Long Track Record
– Incorporated in 1999 – Over 8,300 MarcomCentral Sites – Nearly 2,000,000 MarcomCentral
User Accounts – Many of the Fortune 500 use
MarcomCentral
§ Outstanding People – Dedicated to Software Development
& Services – 80+ Employees – Solana Beach, CA HQ – Development Office in Chicago – Total Commitment to Client Success
MarcomCentral
• Branded Web Portal • Centralized Marketing Materials • Controlled Versioning • Intelligent User Access • Marketing Personalization • Automated Workflows • On-Demand Campaigns
Marcom Central Portal Examples
Marcom Central Portal Examples
MarcomCentral • MarcomCentral manages and customizes marketing pieces across your entire organization.
Control your brand and distribute any kind of asset – when and how you need it.
Marketing Approach
• Generate qualified leads using various channels • E-mail, PPC, Display, Etc… • Lead Qualification Specialists qualify leads before
passing to sales • Field Sales Organization • Goal is for aggressive growth
Technology Stack
A few of the key ones… • Marketo – Marketing Automation • SalesForce - CRM • InsightSquared – Analytics (new) • SalesPredict – Predictive (new) • Bizible – Search Analytics
Marketing Channels
E-mail SEO/PPC Organic Web Social Events Webinars PR Referral
Example: Organic Search
Marketo Campaign
Activity Tracking – SFDC Updates
Challenges • Large database • Highly reactionary lead generation • How to identify and target the best opportunities
for outbound and inbound • Sales reps and LQS’s need to generate their
opportunities not provided by Marketing • Campaign approach needs help • Data acquisition • Social targeting i.e. LinkedIn, Facebook
SalesPredict – “Conversation Starter”
Preliminary Results
• Great insights for Sales – focus time on the right opportunities
• LQS can dig deeper • Future purchases of only “A” leads • The model will continue to learn
Forrest Leighton [email protected]
#LLCSeries
Q & A // Panelists
Forrest Leighton Vice President of Marke^ng
MarcomCentral
MODERATOR: Carol Kroll Editor-‐in-‐Chief, Demand Gen Report
Yaron Zakai-‐OrCo-‐founder & CEO
SalesPredict
#LLCSeries
Thanks for a>ending this webinar! NEXT SESSION:
www3.demandgenreport.com/lls15
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