This month we announced the release of Infer’s Profile Management Platform to general availability, as well as the addition of the Net-New Profile Builder. We’re excited to share more details about these product updates below.
It’s been an exciting couple of months at Infer — from product announcements and company updates to industry insights and best practices, we’ve had a lot to talk about. This “In The News” roundup highlights Infer’s insights around the web, including how our customers are seeing success with predictive and why hyper-segmentation is enabling B2B marketers to turn data into actionable intelligence that drives real revenue.
As the proliferation of sales apps increases, sales is taking marketing into its own hands, and marketers are being asked to give up some turf at the top of funnel. Infer CEO, Vik Singh, shares tips for how sales and marketing can stay in sync as companies’ sales stack inches towards marketing automation:
“If you work to solidify your goals, unify your stack, and establish which departments own which data and workflows, your GTM culture and targets will stay intact regardless of which new tools come and go.”
Companies today employ all kinds of techniques to drive growth and increase sales efficiencies. To meet these goals, many are innovating both their inbound and outbound marketing techniques — both by generating quality inbound leads and targeting new outbound accounts that are highly likely to convert. But without a way to filter out the noise, these strategies can be hampered by misdirected time and effort on leads that aren’t a good fit for the product or service a company is selling.
Over the years we’ve had the opportunity to work with amazing companies like Booker, New Relic and ZenDesk that are part of the movement shaping the future of predictive for sales and marketing. This playbook highlights how Booker, a service commerce platform for small local businesses, integrated predictive scoring into its sales and marketing workflows to boost sales efficiencies and internal alignment. As a result, the company saw a 60% increase in the number of contracts closed in under a month.
Inside you’ll learn how to:
- Prioritize your best leads and align effort to the highest revenue opportunity
- Lift lead conversion rates and optimize performance by routing prospects to the right nurture tracks and sales reps
- Employ a “test-and-invest” strategy to identify marketing campaigns and channels that generate the highest quality leads
This is a playbook we often recommend to companies are ready to kickstart their predictive journey by embedding predictive into sales and marketing workflows. We also have other playbooks for analyzing a model’s performance, accelerating expansion, sales prioritization, sales and marketing alignment, nurture, customer support, and test and invest.
If you’d like to see how predictive sales & marketing can add value across your organization, request a demo today.
Press Release: Proven Account-Based Marketing and Demand Generation Workflows Help Businesses Move Up-Market with Predictive
Infer Inc., a leading predictive sales and marketing platform that helps companies win more customers, today announced new predictive demand generation capabilities that help businesses grow up-market by targeting high-quality profiles of net-new prospects. Infer’s Net-New Builder extends the first-of-its-kind Infer Profile Management platform, which the company launched last November and is now generally available for all companies.
“The biggest hurdle to an effective account-based marketing strategy isn’t just getting more prospects, it’s bringing the new leads into day-to-day sales and marketing activities in ways that actually deliver results. Most of today’s demand generation vendors sell you a list – perhaps with predictive scores if you’re lucky – and then just walk away,” said Vik Singh, co-founder and CEO of Infer. “Infer, on the other hand, provides an open architecture that has helped over 120 businesses operationalize proven, structured workflows by infusing predictive intelligence into their sales and marketing systems. Our latest capabilities extend this unrivaled customer success by bringing Infer’s unique profiling concept to the task of net-new lead generation.”
The new demand generation capabilities released today leverage Infer’s novel profiling approach to build on the net-new offering the company launched last summer with partners like InsideView. Infer Profile Management combines data that’s trapped in companies’ internal systems with thousands of proprietary external signals. It intelligently matches, merges, interprets and filters all of these data points to create actionable intelligence in the form of data-rich, descriptive prospect profiles. Since its beta launch four months ago, dozens of customers have built over 2,750 profile combinations on the platform.
This is the second post in our profile management blog series. Last month we talked about where the Infer Profile Management platform (PMP) fits into your sales and marketing stack. In this post, we’ll discuss whether or not you need to layer in predictive scoring to reap the full benefits of PMP, and identify where Infer’s platform can fit into your predictive journey.
A question we hear quite often is whether or not a predictive model is required in order to leverage the full capabilities of Profile Management. While predictive scoring models enhance PMP, you can still identify your ideal customer profile and get significant value from the platform without any type of scoring model:
- PMP allows companies to combine all of of their prospects’ buying signals (i.e. firmographics, geography, personas, engagement, free trial usage, etc.) into data-rich, descriptive and actionable profiles, which can be sliced and diced in countless ways to get more granular. We call this hyper-segmentation.
- These profiles can be shared across your CRM and other sales or marketing tools (like Marketo or Eloqua), instantly enabling better targeting, at-a-glance personalization for reps, and a clear understanding of the pipeline metrics surrounding each segment.
- Access thousands of predictive signals to build profiles to help you expand into areas you might not currently have data sets for – new products, geographies, or going upmarket (ABM).