Word on the Street: Predictive Advice from Infer Customers

Earlier this month, G2 Crowd sat down with Infer customers InsightSquared and Yesware to ask about how they use Infer’s predictive analytics and AI platform, what benefits they’ve seen, and their recommendations for other early adopters.

First up was Matthew Bellows, CEO of Yesware, a long-time customer of Infer. During the interview, he shared some helpful tidbits about how his sales team uses predictive to automatically qualify the best prospects from their high-volume lead flow, focus on the right accounts, and increase overall sales velocity and performance:

For more helpful advice from Yesware, check out this recent webinar with their director of demand gen, and learn how she was able to build a revenue-centric funnel with Infer. As a result, the company eliminated wasted sales efforts and won more deals.

G2 Crowd also chatted with Joe Chernov, VP of Marketing at InsightSquared, about how the company’s go-to-market teams use Infer to build alignment around the best accounts, and drive engagement as part of their account-based sales and marketing strategies.

Read our full snapshot to learn more about how InsightSquared is using Infer Predictive Scoring to make their marketing and sales machine much more efficient by identifying high-value leads and accounts, increasing conversions from top leads, and reducing overall cost-per-lead.

And for even more “word on the street” comments from other customers, browse Infer’s many reviews at G2 Crowd.

AdRoll Uses Infer to Increase Sales Performance Management and Marketing Effectiveness

AdRoll is a leading performance marketing platform with over 25,000 clients worldwide, and receives hundreds of thousands of inbound leads every year. To maintain its amazing growth trajectory and stay one step ahead of the competition, AdRoll has instilled a culture of data-driven decision making.

AdRoll uses Infer’s Predictive Platform to qualify and prioritize its best fit leads so that sales reps can focus their energy on the “fireballs” that are most likely to convert. The company also uses Infer to measure marketing effectiveness and efficiency by identifying which marketing channels and campaigns are driving the highest quality prospects. Not only has predictive intelligence helped AdRoll to fortify sales and marketing alignment, the company has also increased sales performance management with a 15% increase in deals per seller over their flourishing global org.

AdRoll’s Jessica Cross, Head of Customer Lifecycle Marketing, and Chris Turley, Global Head of Revenue Operations, sat down to share how they’ve incorporated Infer inside the organization.

Infer Extends Profile Management to the Oracle Marketing Cloud

Customers can now use engagement data from Eloqua to build lead, contact and account-based profiles in Infer Profile Management

We’re excited to announce that Infer Profile Management now supports Eloqua engagement data, allowing customers to take their segmentation and profiling one step further and ensure that they’re sending the right message to the right person at the right time. While customers like Tableau and Avalara have been using Infer Predictive Scoring with Eloqua for a while, we’re happy to now extend that seamless connection to users of the Infer Profile Management platform as well.

For those who aren’t yet familiar with Infer Profile Management, it’s a self-service solution that gives marketers and sales reps unprecedented control in targeting their ideal customer profiles for more personalized outreach. The platform joins your company’s internal records with signals from Infer’s data cloud, which contains hundreds of individual attributes and useful data points for use in segmenting your database. With this full spectrum of information, Infer Profile Management lets you easily build profiles over lead, contact, account and opportunity data directly from your CRM system. To bring this to life, here’s a real-world use case of Infer Profile Management from our customer Looker:

In addition to engagement data from sources like Google Analytics and Marketo, Eloqua data can now be pulled directly into the Profile Management interface so you can build dynamic segments at the lead, contact and account levels. Once you decide to publish these profiles, Infer will index your entire CRM system to identify any leads, contact and/or accounts that meet your specific definitions of engagement (such as “Infer A-Accounts, that attended a webinar in the last month and use Amazon Web Services”), and then tag those records across your systems for follow up.

Infer Profile Management’s addition of Eloqua engagement data allows you to:

  • Enhance your account-based sales and marketing tactics by immediately tagging engaged accounts in your CRM for more aggressive follow up at the right times
  • Gain visibility into your most highly-engaged accounts and contacts
  • Easily hyper-target your database in order to deliver personalized follow up based on specific behaviors and engagement
  • Bridge the sales and marketing divide by making Eloqua’s marketing engagement data more useful and accessible for sales

Contact us today for a demo of how Profile Management can help you connect, define and engage your prospect database.

 

UserVoice Increases MQLs by 37% Using Predictive Marketing

Many of our customers come to us with a common problem: they have no good way to differentiate best-fit prospects from the tire-kickers, and are often left to rely on “gut instinct” when it comes to prioritizing who they should target. This was a particular pain point for UserVoice, who needed a way to more efficiently prioritize lead flow so their reps could focus their effort on those prospects with the most revenue potential. Additionally, both the sales and marketing teams wanted more transparency into what attributes defined an ideal customer profile so they could personalize and prioritize high-value outreach to these buyers.

UserVoice deployed a fit-based Infer Predictive Scoring model, and is now able to identify and prioritize leads based on how likely they are to purchase the company’s product management software. Armed with new predictive insights, the company saw a 2x increase in conversion rates and a 37% increase in marketing-qualified leads.

Connor Fee, COO at UserVoice, recently joined us to share his company’s predictive intelligence story, and how Infer has become a core technology in their sales and marketing stack:


The Front Lines of Predictive Intelligence

This article was originally published on the Hubspot Blog by Infer customer, Nicholas Heim, Director of Inbound Marketing at Hotjar.

HotJar HubSpot

Hypergrowth SaaS businesses like my company, Hotjar, are often faced with the happy problem of too many free trial leads flooding into HubSpot. Thanks to lots of word of mouth buzz around our mission to democratize user analytics, and some clever advertising, we took off fast a couple years ago.

I wasn’t around for the early “fresh-out-of-beta days,” but as a newer team member, it’s quite nice to stand on the shoulders of an amazing product and founders who are true visionaries. When I joined around nine months ago, it had become challenging for our team to vet which leads (out of around 600+ new users each day) to target for premium business and agency plans.

While we get tons of value from using HubSpot for both our CRM and marketing automation needs, we couldn’t properly segment and personalize messages for our highest potential users out of the gate.

That is, until we added Infer Predictive Scoring to the mix. Now, we have a custom predictive model that works with HubSpot and our Intercom customer messaging platform to provide accurate data-based predictions of how well each lead matches Hotjar’s ideal customer.

Here’s what we’ve learned by using predictive intelligence to inform more advanced sales and marketing tactics.

Carolyn Wellsfry Cheng of Shoretel Discusses Integration, Adoption, Closed Loop Reporting, and Combining Cloud and Location Based Solutions [Podcast]

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.

Justin Norris of Perkuto on the State of B2B Advertising, How ABM is Making Outbound Cool Again, and Extending Marketo [Podcast]

This week, we’re joined by Justin Norris, Solutions Architect at Perkuto to talk about how his experience with hundreds of Marketo-based sales and marketing stacks has given him a unique perspective on sales automation, lead routing, and architecting solutions that string together many technologies and systems to do awesome things. Justin also chats with the hosts about his thoughts on B2B advertising and why ABM is making outbound cool again.