Infer Partners with Top Data Providers Like InsideView to Predict a Company’s Top Net-New Leads

Press Release: New Infer Solution Blends Powerful Market Intelligence with Advanced Predictive Analytics to Increase Conversion Rates for Cold Accounts

Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced a new offering, which generates net new leads for sales and marketing teams. By partnering with top data providers such as InsideView, and using personalized predictive models to identify a company’s best-fit leads, Infer provides a list of the new accounts that are most likely to buy its products. Infer’s Net-New Leads solution saves businesses time and money by pushing only the very top pre-qualified contacts into their Salesforce databases.

Net-New Leads

“We’re excited to add Infer’s Net-New scoring to our predictive marketing capabilities,” said Scott Broomfield, CMO at Xactly. “Instead of purchasing tens of thousands of leads and manually slugging through them, Infer helps us programmatically evaluate list quality upfront and only pay for the best leads. Not only will this save us time and energy, it will also assure that our sales team can focus on the right prospects.”

Q&A with Bombora Co-Founder Mike Burton

There’s a lot of buzz in the marketing community around “intent data” — and our friends over at Bombora are at the forefront of this exciting new movement. As described in our recent eBook, external intent data is collected by networks of B2B publishers that track the pages a contact or IP address visits, content they download, their site searches and potentially comments they left on an article or video.

We recently penned a guest article on intent data in VentureBeat to help spark a conversation, and are pleased to continue the discussion here. Read on for the first in our Q&A series with sales and marketing experts…

Mike Burton, Co-Founder and SVP of Data Sales, Bombora

It seems like the place that 3rd-party intent data has gotten the most early traction is with email personalization and targeted advertising. Can you explain that use case?

Mike BurtonEnabling programmatic targeting is a big part of Bombora’s business for sure, and compared to email it’s relatively simple. We build targetable sets of cookies that have very high consumption against specific B2B topics. We also create account-based segments, which plays very well together with predictive. Email is trickier, because Marketing Automation is built to market to contacts, and the monitoring of the B2B web mostly takes place on a company + location level. So, we created a product called “Frog DNA” (a Jurassic Park Reference), which looks at each contact’s company, location, and department and appends fresh intent data to every record every month. If we cannot use company level data we’ll fill in the gaps with overall B2B topics that are surging across broad topics like tech, sales/marketing, etc. Marketers then use that data to reactivate leads, alter nurture paths, etc. Probably my favorite use case is aggregating all of the most popular topics and using it to create relevant new content with a data-driven approach.

Can you share a customer success story that highlights how companies can measure the ROI of intent data?

Does “Intent” Data Live Up to the Hype?

Originally posted on VentureBeat

With all the talk about predictive-driven sales and marketing, a new question is emerging – which data is most valuable? Many B2B businesses are achieving unprecedented customer insight by leveraging all kinds of external demographic and firmographic data to see if a company is a good fit for their product. Some are pairing that with signals from their marketing automation systems and web analytics to predict whether a prospect might be ready to buy soon.

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Now, another breed of “intent data” has emerged. External data providers like Bombora, The Big Willow, IDG and TechTarget are aggregating information about web visitors on B2B publisher networks to help businesses figure out when certain prospects might be in the market for their product. This kind of insight presents an exciting new frontier for data-driven marketing.

Jerry Yang on His Investment in Infer

Jerry YangI’ve been very lucky during my career to work with some brilliant mentors, one of whom is the founder of Yahoo!, Jerry Yang. I worked with Jerry at Yahoo!, where he helped me push an ambitious product called BOSS (which stands for “Build your Own Search Service”). We’ve stayed in touch since then and he’s been incredibly supportive of Infer’s approach. Many Yahoo! products related to web search, content optimization, etc. live and die on data science, so he’s passionate about the opportunity to bring this rigor into enterprise software.

Following a recent Business Insider profile, we asked Jerry to answer a few specific questions about why he decided to invest in our company, and in the predictive analytics space in general. Here’s what he shared:

Why do you think there’s such a big opportunity in predictive analytics? Yahoo! through its development of Hadoop witnessed what predictive analytics could do with the massive scale of user data. Now it’s exciting to see companies like Infer bringing this technology to other vertical industries that can benefit from it. There’s definitely a huge opportunity for businesses to transform their operations and decision making by using data.

Why did you invest in Infer? For me, I place a very high value on the entrepreneur and founder. In the case of Vik Singh, we go way back to working closely together while we were at Yahoo. Vik was working on Yahoo! BOSS, a search product that quickly became strategically important to the company. We had a great relationship that continued beyond Yahoo!, and it’s a pleasure to support Vik in this venture.

SmartBug Media Q&A with Infer’s Sean Zinsmeister

Inbound marketing agency SmartBug Media does a great job of educating its clients on new ways to increase marketing ROI and grow their business. Recently, the company’s director of marketing, Dolly Howard, sat down with our own Sean Zinsmeister to talk about the value HubSpot customers can enjoy by adding predictive scoring to their technology stack

What is predictive lead scoring

 

Here’s a an excerpt from their Q&A:

How is predictive lead scoring different than custom lead scoring in HubSpot? There are two big differences between predictive lead scoring and the kind of custom lead scoring in marketing automation platforms (MAPs). The first is that predictive uses both internal data from your CRM and MA systems plus thousands of external signals from a variety of data sources outside your company. The second major distinction is that predictive scoring solutions use machine learning to look at all kinds of combinations in the data that humans could never grok on their own. Whereas MAPs require you to manually come up with points-based calculations formed through your gut instincts, predictive solutions take the guesswork out of the equation and do all that work for you in order to better predict higher converting leads.

3 Ways Startups are Disrupting the Enterprise

Last month, venture capitalist and leading Internet forecaster Mary Meeker produced her 20th annual Internet Trends report, yet again encapsulating several valuable insights on the current state of technology. Now a partner with Kleiner Perkins Caufield & Byers, her latest publication includes all kinds of great observations, but what really caught my eye were her points about “re-imagining” enterprise computing (check out slides 28-45).

 

She talks about changing business process one segment at a time vs. trying to overhaul everything all at once, which makes a lot of sense. But the presentation also got me thinking about the broader approaches startups are using to entice companies to change their ways. If you look closely at the disruptive startups Meeker highlights in her presentation – from Gainsight, Slack and Zenefits, to Square, Stripe, Domo, Anaplan, etc. – you’ll notice some clear similarities in the methods they’re using to re-invent business processes.

Using Predictive Lead Scoring to Measure Demand Gen Campaigns

One of the best things about working at Infer is all of the brilliant strategies and tactics we learn from the smart marketers in our community of customers. Adam von Reyn is one such inspiration. He’s the marketing director at InsightSquared, a popular sales analytics app that takes the pain out of business intelligence so executives can get the information they need to forecast pipeline and grow revenue.

It’s only natural that such a data-centric business would excel at leveraging data to evaluate its own marketing programs. In a recent blog post, Adam gives a great overview of his team’s thoughtful approach to determining which demand generation campaigns deliver the best (not just the most) leads.

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Find Your Secret Sales Development Weapon

Sales development reps and managers know how tough it can be to drive a quality pipeline without the right tools. That’s why BrightTALK is hosting a group of innovative sales development leaders to have a roundtable discussion on the newest solutions that effectively accelerate sales and help companies get ahead of their competition.

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Check out the panel webinar later this week and hear what our very own director of sales development, David Dulany, along with Ralph Barsi of Achievers, Andrew McGuire of Zendesk and Sean Kester of SalesLoft have to say about the latest and greatest sales development tools on the market today.

The Game-Changing Potential of Predictive Analytics

Jeremy is Director of Marketing at Ambition, friend of Infer and guest blogger.

For sales professionals, time and money are one in the same. Ask any successful sales organization, and they’ll tell you that efficiency is the ultimate ally of a good sales process.

Matt Heinz preaches it. Lori Richardson preaches it. Dionne Mischler preaches it. Just yesterday, I spent a solid hour speaking with a Sr. Account Executive for an Enterprise SaaS company. The topic: Sales process adjustments his company made to increase efficiency, which cut his average sales cycle length in half.

Bottom line: If you’re not aggressively pursuing greater efficiency in your sales organization, here in 2015, you’re falling behind the curve and placing yourself at a disadvantage.

Infer Partners with HubSpot to Bring Predictive to Inbound Marketing

Press Release: Infer’s Pre-Built Integration Helps Marketers More Quickly and Easily Target Top Prospects

Infer - HubSpot IntegrationInfer Inc. today announced a new connector for HubSpot (NYSE: HUBS) that feeds predictive scores into the inbound marketing platform for better targeting and segmenting. Infer helps businesses predict and prioritize their highest potential prospects using advanced data science and external buying signals. Many fast-growing organizations such as BlazeMeter, Virool and HubSpot itself use Infer Scores inside HubSpot software to infuse their marketing campaigns with valuable insights about leads and contacts.

“The new integration makes it easier than ever for HubSpot customers to pull accurate predictive scores from Infer right into the software they use every day,” said Megan Keaney Anderson, director of product marketing at HubSpot. “As a result, our customers can hone in on their very best prospects and know which to send immediately to sales, and which to nurture with targeted email journeys, content, offers or campaigns.”