ShoreTel Infuses Predictive for More Efficient Demand Gen

Shortel Q&A

Every Infer customer we talk with seems to share a new best practice that can benefit the entire sales and marketing community. Most recently, we explored how 20-year-old ShoreTel is infusing predictive insights into its mature demand generation workflows to drive dramatic efficiency improvements. This large telephony and unified communications provider has no shortage of leads, and recognizes that having more people to call isn’t necessarily better. Instead, their demand gen team focuses on working smarter by tightly aligning effort around those activities that deliver the greatest impact for the business.

In a recent conversation with ShoreTel’s head of demand gen (and one of Infer’s Top 25 Predictive Sales and Marketing Innovators), Carolyn Wellsfry Cheng described her company’s demand generation programs, predictive use cases, marketing challenges and cost-per-MQL measurement approach.

Inbound Marketing, AI and the Future of Stack Interaction [Podcast]

We’re back with another great episode of Stack & Flow! In this episode, Jon Dick, VP of Marketing at Hubspot, joins the podcast to talk about how marketers can leverage technology to interact with their data and martech stack more closely to better understand performance. We take an introspective look at Jon’s scientific approach to marketing, why ABM isn’t all that new, and how he uses predictive analytics to make the Hubspot sales team more productive and efficient.

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Bitly Discusses Managing Lead Flow

This podcast interview with Infer customer Seiya Vogt, Director of Demand Generation at Bitly, was originally published on Marketing Over Coffee.

There’s nothing we enjoy more than hearing our customers share their predictive sales and marketing success stories. Bitly, a company most well-known for helping to opimize links through their link shortener tool, sat down with John Wall at Marketing Over Coffee to discuss their enterprise business, how they’re using Infer for lead and account scoring, and why implementing an account-based marketing strategy has helped them transform their marketing and sales funnel.

Listen to the interview below, or head over to our SoundCloud.

Episode Breakdown:

Learn how the Bitly team use:

• Predictive Lead Scoring to manage and qualify 10,000 leads a month, and 4–7k free users a day

• A combination of Behavior + Fit modeling to define their MQL for sales and marketing workflows

• Account Scoring to prioritize and target their best accounts for Bitly Enterprise’s ABM and upmarket strategy

Improving the Customer Journey through Lead Routing [Podcast]

In this episode of Stack & Flow, we’re talking all about how to keep your sales and marketing stack agile. Evan Liang, CEO of LeanData, discusses the benefits of lead management in this endeavor and the impact it has on the customer experience. Evan also shares how he prioritizes agility within LeanData’s expansive martech stack, which includes technologies like Builtwith, Datanize, Yesware, Outreach, SalesLoft, Persist IQ, Trello, SFDC, GoToMeeting, WebEx, Zoom, Capterra, UberFlip, DocuSign and Marketo!

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Hacking Content Marketing With Predictive Analytics [Slideshare]

It’s time for content marketers to change their thinking. We all have heard the cliche “quality over quantity” message, but we’re always left wondering how exactly to execute on such a nebulous strategy. 

Last month, we co-hosted a Meetup with DNN to talk with Bay Area marketers about how predictive analytics can better inform their content marketing strategy. We had a great time sharing simple tactics and strategies for how they can use predictive insights to gain instant feedback on their content marketing programs, and gather insights like:

  • Am I reaching the right audience (i.e., those that are most likely to buy your product)?
  • What are my top-performing content pieces?
  • What are my best content distribution channels?

To learn more about how predictive analytics and content marketing go hand-in-hand, you can view the deck from the event below. Additionally, we sat down with Sean Zinsmeister, Infer’s Senior Director of Product Marketing, to find out how his marketing team uses predictive insights in their own content marketing strategy, his predictions for the modern marketing organization, and more.