We’re back with another episode of Stack & Flow! This week we’re joined by Top Predictive Innovator Carolyn Wellsfry Cheng from Shoretel to discuss the differences between account-based marketing and selling, which strategy she predicts is here to stay, and why buying flashy tools isn’t always the best choice.
It’s always a pleasure to uncover a new predictive innovator in our customer community, especially when they tell us that they were able to make an impact within just one week of adopting Infer. For example, content management software company DNN saw a 25% jump in its lead-to-opportunity conversions with Infer, along with a 75% jump in conversations to MQLs for its top group of leads. This success was the result of using Infer’s predictive models to find DNN’s highest revenue potential prospects, and gaining clear visibility into which sources and marketing channels generate the very best leads.
We recently had the pleasure of sitting down with Franck Ardourel, DNN’s director of marketing, who elaborated on the impact Infer’s predictive sales and marketing platform has had on his organization:
Additionally, you can download the full snapshot to learn more about how DNN is using Infer Predictive Scoring to:
- Identify the leads most likely to convert to customers.
- Improve sales prioritization, and increase new business opportunity conversion rates.
- Optimize lead gen acquisition programs in order to consistently produce higher quality leads and increase ROI.
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.
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.
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
Today, we are excited to announce that we are launching our very own podcast series called Stack & Flow. Hosted by Infer’s Sean Zinsmeister and EventHero’s John Wall, the podcast is designed to be a platform for up and coming thought leaders to share how they’re solving technology and data challenges in modern businesses. With the sales and marketing automation landscape being reimagined everyday, we aim to provide listeners with tangible insights that will enable them to implement innovative programs, tactics and best practices to fuel go-to-market success in real-world scenarios.
Each episode will discuss key news stories and events in the sales and marketing technology space, and feature interviews with the top practitioners, strategists and influencers who are helping to shape a vision for the sales and marketing technology stack of tomorrow.
One of the best parts of Dreamforce is getting to meet so many pros who are changing how their companies do business and engage customers. This year’s event was a great reminder of all the passion for sales and marketing innovation that exists within the Infer community of folks who we have the pleasure of growing with and working alongside everyday. These innovators are helping to build and align their businesses using predictive intelligence, and many of them joined us at our booth to share how they leverage Infer. They talked about how they’ve reinvented the way their companies identify and target their best prospects to increase conversion rates, boost average deal size, optimize marketing spend, and more.
When we decided to celebrate the Top Predictive Sales and Marketing Innovators, it was hard to narrow it down to just 25. However, the following group of Infer customers are truly leading the pack when it comes to predictive sales and marketing. Each of these predictive practitioners has their own unique story of how they’re driving real and tangible value across their businesses, and they share a spirit of innovation and dedication to building data-driven sales and marketing organizations.
Over the years we’ve had the tremendous opportunity to work with some of the best companies in the world that are helping to shape the future of predictive for sales and marketing. One such business is veteran customer Host Analytics, who has achieved amazing business results over the years by leveraging predictive intelligence in their sales and marketing stack.
With the entire company focused on MQLs as a leading indicator of whether it will hit its revenue targets, the Host Analytics marketing team needed a better way to evaluate and prioritize good leads. This included reducing spend on marketing channels that deliver bad leads and gaining real-time insight into how marketing programs are performing. On the sales side, the team couldn’t risk spreading itself too thin by calling every lead that exhibited any type of interest.
Press Release: Company Doubles Customer Base and Expands Leadership Bench by Adding Pete Westenhiser as Vice President of Sales
Infer Inc., a leading provider of predictive technologies that help companies win more customers, today announced significant growth across the business, including doubling its customer base year-over-year and increasing average deal size (ACV) by 50 percent in its most recent quarter. In addition, the company announced a 41 percent increase in bookings quarter-over-quarter, marking the highest bookings achieved to date in the company’s history. This continued expansion underscores the accelerating market demand for artificial intelligence and for Infer’s solutions, as well as the consistent success Infer customers experience from infusing predictive insights into their own growth strategies across sales and marketing.
“The increasing speed of our sales cycles indicates that we’re on the precipice of mass adoption for artificial intelligence and predictive solutions. Businesses are increasingly recognizing the huge opportunity and very low risk of leveraging accurate, actionable insights to convert more customers faster than ever before,” said Vik Singh, co-founder and CEO of Infer. “Our strong business and customer results — including consistent growth in deal sizes and customers — reflect Infer’s continued commitment to creating the most scalable and advanced products, and ensuring customer success across the board.”
We’re officially kicking off the countdown to Dreamforce 2016! With over 2,000 sessions to choose from over four days that span industries, specialties, and roles, there’s truly something for everyone. We’re looking forward to connecting with many of you there, so we’ve put together a list of where you can find us at the big event. See you in San Francisco!
Visit our Booths, #2104 & #2212. Drop by one of our two booths located in Moscone South, where you can meet the Infer team (we’ll be wearing the green Infer t-shirts below!), chat with some of our best and brightest customers, or get a demo of our predictive solutions like Predictive Scoring or Profile Management. You can also pre-schedule a demo here.
With more and more world-class marketers joining the predictive revolution, we at Infer want to amplify their knowledge by sharing best practices throughout the community. A prime case in point is the game-changing online user engagement company WalkMe, which hails from San Francisco, New York City, Tel-Aviv, Raleigh and Sydney. Last year, the company’s marketing team adopted Infer Predictive Scoring to help measure campaign performance in real-time and improve sales and marketing alignment around the definition of a good lead.
In our conversation with Omri Erel, WalkMe’s head of advertising and performance marketing, he discusses why his company needed predictive intelligence, how the team rolled out Infer, and the benefits the organization is seeing across sales and marketing.