Platform Updates: New Salesforce Reporting Package, Nested Subqueries in Profile Management, Raw Marketo Signals, Short Fields for Profiles, and More

Predictive Marketing Platform Updates August 2016

We’re excited to share all of our newest product features and updates in greater detail below for our August 2016 release:

New Salesforce Reporting Package

Our new Salesforce reporting package adds 24 new reports across Leads, Accounts, Contacts and Opportunities to help monitor performance of your Infer Fit and Behavior models directly within Salesforce. Reports in this package include:

  • Opportunity Velocity Reports
  • Campaign Performance Reports
  • Account to Closed Won Reports

Sean Zinsmeister and Microsoft Talk Account-Based Marketing

Sean MFST interview

At this year’s Marketo Summit, we had the pleasure of connecting with Alex Sessoms from Microsoft, who hosts an interview series aimed at teaching marketers how to get the most out of their ABM resources. In this interview, Sean Zinsmeister covers all the ABM basics, including: what types of companies can benefit from ABM, best practices for ABM implementation, how to measure success, and why organizations are using predictive analytics to boost their Account-Based Marketing strategies.

You can watch the video below, or listen to the audio interview on our podcast channel on SoundCloud.

How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization

This article was originally published on MarTech Review by Infer customer Lauren Licata, Vice President of Marketing at Belly.

Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%

Belly quote, lauren licata

Belly is a high-growth company based in Chicago. It was founded in 2011 as a technology company focused on enhancing customer loyalty for small and medium-sized businesses, like coffee shops, retailers and dry cleaners. Belly has helped over 10,000 businesses serve loyalty rewards programs to about 8 million consumers with its iPad and mobile-based solutions. It’s a “two-sided” network that serves both businesses and consumers (those businesses’ Members).

Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. We found that customer acquisition costs were 30% lower with inside sales than outside sales, and that inside sales were more willing to properly use CRM (Salesforce), giving Marketing more control. However, the shift to inside sales required that we retool our marketing and sales systems to optimize the sales process.

Act-On Improves Marketing Efficiencies by Embracing Predictive Marketing

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At Infer, we’re fortunate to work with forward-looking marketers around the world. As more companies join the predictive revolution, we love sharing their great success stories — and marketing automation innovator Act-On is no exception. To support its focus on the mid-market CMO, the company’s marketing team adopted Infer Predictive Scoring and gained a better understanding of how closely each lead fits Act-On’s ideal customer profile.

In a recent conversation with Act-On CMO, Kevin Bobowski, he discussed why his team adopted predictive, how it has changed their workflows, and several benefits that they’ve realized in just their first year of using Infer.

Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs

We believe that predictive intelligence serves as the brain of the sales and marketing stack. As such, we partner with technologies all across the stack to make sure it’s easy for our customers to fully power any workflow with predictive for maximum business impact. Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce, Marketo and others.

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The ABM Cloud for Salesforce partner program is helping marketers understand the MarTech software product landscape and select best-in-class tools across functional categories to implement account-based marketing programs at scale. Our integration with Terminus lets marketers measure the quality of their ABM programs in real-time, enabling them to quickly fine-tune messaging and channels for maximum effectiveness and efficiency.

Infer Launches Industry’s First Predictive Account-Based Behavior Scoring

Press Release: Innovative Companies like AppDynamics, Druva and PayScale Use Infer’s Game-Changing Account Engagement Insights to Bolster ABM Programs

Infer Inc., a leading provider of predictive technologies that help companies win more customers, today launched the industry’s most advanced account behavior scoring offering, which helps companies accelerate revenue generation by supercharging their account-based marketing (ABM) programs. Building on Infer’s pioneering lead behavior and account fit scoring models, the company’s new Account-Based Behavior Scoring allows marketing teams to laser-focus their campaigns on the business-to-business (B2B) deals that are most likely to close quickly.

“Our research shows that while ABM adoption has grown explosively in recent months, companies are struggling to understand which of their top accounts are in the market at any given time. CRM applications can aggregate account-level sales activity, but they do not reveal buying signals or marketing engagement in a clear, actionable way,” said Tom Scearce, senior analyst, demand generation at TOPO. “Infer’s new Account-Based Behavior Scoring uses predictive analytics to help B2B companies identify marketing-qualified accounts that both look and act like ideal buyers.”

ABBS - Scoring Matrix

Sean Zinsmeister Discusses All Things Product, Predictive, and ABM

Flip the Switch podcast

Sean Zinsmeister recently joined Hana Abaza from Uberflip for “Flip the Switch,” which is a great weekly marketing podcast series that interviews growth-oriented marketing leaders about how they get results, approach problems and drive growth. Sean and Hana chatted about why product marketing should be the core of your content marketing strategy, the underlying truth about ABM that no one talks about, and how businesses are using predictive analytics help companies determine where to spend their marketing efforts and identify valuable untapped whitespace.

You can listen below, or on our podcast channel on SoundCloud.