Druva Chooses Infer to Predict Highest Potential Prospects

We’re always happy to welcome another customer to the Infer family. Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up. The company chose Infer Predictive Scoring to take the guesswork out of the equation and better predict its highest converting leads.

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In a recent conversation Melissa Davies — who is in the process of implementing Infer Predictive Scoring at Druva — shared her adoption tips learned from building successful predictive programs over the years, why she chose Infer, and her goals for predictive at Druva.

Melissa, you’re no stranger to predictive. What are your best practices for driving adoption?

Before rolling out a predictive initiative across the entire organization, I recommend first running a controlled pilot program with a few sales reps. By piloting predictive scoring with a small group, you can build trust, create internal champions, test your use cases and strategy, and then optimize as needed. Once the approach has been perfected and you’ve shown its potential impact, it becomes easy to scale predictive across across sales and marketing, quickly gain alignment and buy-in, and ensure consistent adoption.

You’ve worked with several predictive vendors over the years. What made you choose Infer when you joined Druva?

I chose Infer over other predictive vendors because of its high quality data and open platform, which ensures I’m able to leverage all of my prospect data to recognize the full potential of our top prospects. Infer is now an integral part of our sales and marketing stack, and will help Druva become a fully data-driven organization powered by predictive insights.  

What immediate benefits do you expect to see once Predictive Scoring is in place?

Within the first month of implementation, I expect a ten percent increase in meetings booked with more qualified prospects, and with less time and energy spent getting there. Infer will also help us programmatically evaluate the quality of purchased leads upfront so the team can focus time, energy and marketing spend towards the list vendors and prospects that will make the biggest impact on revenue.

Download the full snapshot to learn more about how Druva plans to utilize Infer Predictive Scoring to drive revenue and build sales and marketing alignment.

 

 

How Marketing Helped Social Tables Increase Leads and Revenue 400+%

This article was originally published on MarTech Review by Infer customer Ray Miller, Senior Marketing Operations Manager at Social Tables.

Lessons from Using a Smorgasbord of Approaches including Content Marketing, Social Marketing, Lead Generation, and Predictive Analytics

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Social Tables is a high-growth company based in Washington, DC. It was founded in 2011 as a cloud-based event management software platform. Social Tables has helped venues and event planners work more collaboratively and efficiently together to plan over 1,000,000 events to date.

With our free mobile applications and 14-day free trial on our Website, we had figured out a way to consistently generate about 1400 leads per month. The Business Development team would pursue most of these leads, but they were often not great. They could be international leads (in markets we do not support), or leads from smaller event planners or venues where the transaction would be too small to justify an extensive sales effort.

In this blog, we will be sharing details about how we increased leads from 1400 to over 6000 per month, and then how we started managing those leads for maximum efficiency and impact. We used a number of techniques and technologies to achieve this, including:

  • Whitepapers and new mobile applications on the content side;
  • Facebook and Twitter advertising;
  • Deep analyses with Excel’s Stat Pack to assess the value of different types of leads;
  • Lead scoring and management with Infer (predictive analytics), Velocify (lead operations), Pardot, and Salesforce;
  • A full Marketing Technology stack for improved operations, including C3 Metrics; and
  • An online (aka, “low-touch”) sales model for smaller leads.

This blog is most relevant to B-to-B marketers, especially within high-growth companies.

New Relic Wins 2016 Demand Program of the Year

It’s always exciting when one of the outstanding predictive innovators in the Infer customer community is recognized for their forward-looking approach. We are thrilled to congratulate Baxter Denny, Isaac Wyatt and the New Relic team on winning a SiriusDecisions 2016 Demand Program of the Year Award. This impressive achievement celebrates their success using predictive analytics over the past four years to create demand for New Relic’s software analytics products.

New Relic Predictive Marketing Success

Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing

Our friends at Marketing Over Coffee recently interviewed one of our fantastic customers, Allison MacLeod from Rapid7. A provider of security data and analytics solutions, the publicly traded company has experienced major growth in recent years and needed a better way to qualify best-fit prospects. In this podcast, Allison talks account-based marketing, achieving sales and marketing alignment, and how Infer has helped Rapid7 shift to a quality over quantity approach.

Listen to the interview here, or check out some excerpts from Allison’s interview below.

How Social Tables Captures New Revenue Opportunities with Infer

Social Tables is a cloud-based event management software that helps venues and event planners work more collaboratively together. When the company looked to expand its business last year, the marketing team added more passive channels to drive new inquiries at the top of the funnel. They hit gold with content marketing and were soon inundated with 6,000 new leads per month, creating an enviable “champagne problem” — how to manage this high lead volume.

This company adopted Infer’s Profile Management platform and Predictive Scoring, and uncovered new revenue and expansion opportunities that increased its monthly opportunity pipeline by$500K and overall revenue by 7%.

Social Tables - Case Study Preview for Blog

Inside you’ll learn how Social Tables leveraged predictive to:

  • Identify new revenue channels and expansion opportunities by increasing effort with key groups of best-fit, high-value customer profiles.
  • Better qualify prospects through targeted outreach, resulting in deeper cross-functional alignment and a boost in sales efficiencies.
  • Gain a more comprehensive, at-a-glance view of both inbound and outbound prospects, allowing marketing and sales to fine-tune their conversation points and marketing strategies with personalization at scale.
  • Better profile inbound lead flows and understand shifts in ideal customer segments, enabling marketing to adjust campaigns in real-time and amplify their effectiveness.

Download the case study here >

Trevor Lynn, Social Tables for Infer

Read more about how other companies like Box, Zendesk, and New Relic use Infer to add value across their organizations, request a demo today, or sign up for a 14-day free trial.

Improving Sales Efficiency Through Predictive-Driven Lead Routing

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.

Predictive Sales and Marketing lead routing

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

Download your copy here >

Predictive Sales and Marketing - Booker

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.

Bridging The Sales and Marketing Divide

Many organizations tend to find themselves in cyclical debates around what makes a good lead, but these conflicts can be diffused with a common definition that both sales and marketing trust. Predictive scoring provides an objective, data-driven method for determining if a prospect is a good fit to buy a product and whether they are likely to convert soon, building confidence in the scores – eliminating the finger-pointing that’s so common.

Over the years we’ve had the opportunity to work with amazing companies like Host Analytics, New Relic and Zendesk that are part of the movement shaping the future of predictive for sales and marketing. This playbook highlights best practices that veteran customer Host Analytics has used to bridge the sales and marketing divide through executive dashboards, MQL-based compensation plans, marketing mix optimization, and more.

How to Use Predictive Analytics to Improve Sales & Marketing Alignment

InsightSquared on its Predictive Sales & Marketing Success

Recently one of the most innovative customers we know, Adam von Reyn, sat down with John J. Wall for his Marketing Over Coffee podcast. Adam hails from InsightSquared, a rapidly growing business intelligence powerhouse out of Boston. John interviewed Adam about how InsightSquared started its predictive marketing journey, what their funnel looks like, why they chose Infer, and the results they’re achieving.

Have a listen to the interview here, or check out some excerpts from Adam’s comments below.