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 Named a “Cool Vendor” by Gartner

Predictive Leader Powers Smarter Sales and Marketing by Pinpointing Buying Signals

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Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced it has been included in Gartner Inc.’s list of “Cool Vendors” in the “Cool Vendors in Tech Go-to-Market, 2015[i]” report. Vendors selected for this report are considered innovative, impactful and intriguing in providing applications that optimize technology marketing, sales or channel management.

Infer’s New Behavior Scoring Predicts Imminent Buyers with Unprecedented Accuracy

Press Release: New Relic Boosts Win Rates by Using Infer to Model Nearly 10 Million Monthly Marketing Automation Signals and Uncover Prospects Who Will Convert within Three Weeks

Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced the general availability of its behavior scoring solution, which helps sales and marketing teams predict which prospects will convert in the next three weeks. Infer is the first company to extensively mine the full spectrum of detailed activity data that is summarized in marketing automation platforms, and use advanced machine learning and predictive analytics to produce highly accurate behavior scores. Already delivering results for several rapidly growing businesses like AdRoll, Chef and New Relic, Infer has generated over 30 million behavior scores for New Relic alone by modeling 47 million activity records.

Take a Listen to “Moneyball for Marketing”

This week our CRO, Jim Herbold, got a chance to sit down with B2B marketing thought leader, Glenn Gow, for his popular Moneyball for Marketing podcast.

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Jim and Glenn talked about all things predictive – including marketing use cases for predictive intelligence, real world success stories, and four B2B barriers to predictive analytics adoption that are rapidly disappearing. Check out this excerpt from their lively discussion…

Glenn: Tell us an example of what companies are doing in the real world and how they’re taking advantage of predictive analytics.

Jim: Well, there’s an easy example I can speak to. I was the first customer of this company Infer when I worked at Box. When I was running sales at Box, I had the luxurious challenge of dealing with very large lead flows. We had a freemium aspect to the business. We also had a very vibrant free trial aspect to allowing people to get into our service pretty quickly. So, very large flows and leads, we’re talking tens of thousands and I could never afford to apply a lead qualifier to plow through all of those leads systematically over time. I needed a way to find the proverbial needle in a haystack and I started working with Infer.

Infer Helps Leading B2B Companies Accelerate Expansion into New Markets Using Predictive Analytics

Press Release: Companies Like Brightcove, Atlassian and Optimizely Leverage Infer Models to Predict Winning Customers across Multiple Regions, Products and Industries

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Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced that businesses such as Brightcove, Atlassian and Optimizely have used Infer’s “Lenses” solution to successfully accelerate expansion into new geographies, industries and products. Infer Lenses extrapolate market-specific predictive scores from existing Infer models, providing a faster and more accurate way for a company to identify top prospects in new markets.

“We’ve worked with countless companies from early stage to IPO and beyond, and have seen how they’ve expanded into new markets to grow their business,” said Vik Singh, co-founder and CEO at Infer. “With Infer Lenses, we leverage all of a company’s great learnings from other markets and tune their predictive scores so they are useful and actionable for a new region or industry, even if there’s no customer data there yet. This unique service is a huge breakthrough in helping companies scale, and it’s something Infer uniquely provides.”

Where are You on the Path to Predictive?

Going into 2015, experts agree that predictive analytics will provide differentiation to companies in increasingly competitive markets. Now that these tools are readily available to businesses of all sizes, salespeople and marketers need to make the leap from being simply data-driven to being fully predictive-driven. So, where are you on this path?

As any organization grows, it naturally progresses towards greater data sophistication, which increases the efficiency at which you can operate. In sales and marketing, we typically see five levels of customer relationship management (CRM) and marketing automation (MA) maturity, and at each stage customer insight grows and automation increases:

Predictive Intelligence

The Rise of the B2B Predictive Marketer

Marketers have always been a curious bunch. Since Nielsen started conducting formalized surveys in the 1920s, there has been a long history of consumer-based market research that helped explain buyer personas, identify propensities to purchase, and explore the psychology behind the overall journey. Much later, and driven by the advent of the web, companies like Amazon, Target, Netflix, and Google took advantage of the explosion in new data-points to create robust recommendation engines using predictive analytics. The idea was to use statistical models examining historical behaviors to anticipate possible future actions. So if Pandora can suggest which musical artists a user is likely to enjoy based on listening patterns, why is the equivalent in B2B sales and marketing only coming into recent fruition?

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Infer Raises $25 Million to Fuel Leadership in Predictive Intelligence

Press Release: Series B Funding from Redpoint Ventures Will Help Infer Meet Exploding Demand for Predictive Marketing and Sales

Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced a $25 million Series B funding round led by inside investor Redpoint Ventures, bringing the company’s total financing to $35 million. Infer will use the funds to aggressively accelerate its mission of bringing predictive analytics to all types of sales and marketing organizations. Since the company’s launch just eighteen months ago, it has signed an impressive roster of enterprise customers – including AdRoll, Cloudera, New Relic, Optimizely, SurveyMonkey, Xactly and Zenefits – and grown revenue bookings 150 percent quarter over quarter.

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“We’ve sparked a data revolution that goes way beyond lead scoring. Our predictive platform is helping enterprises achieve the same consumer-grade data intelligence as companies like Google and Amazon, and delivering big wins for our customers — like 4X conversion rates and 3X deal sizes,” said Vik Singh, co-founder and CEO of Infer. “Given our growth and leadership in the market, we were very fortunate to receive considerable VC interest from both outside and inside investors. We couldn’t be happier to further align Infer with a great partner like Redpoint so we can help every company out there drive its next phase of growth.”

Infer Joins New Salesforce Analytics Cloud Ecosystem to Advance Predictive-First Sales and Marketing Intelligence

Press Release: Infer’s predictive intelligence platform harnesses the power of Salesforce Analytics Cloud to give business users accurate, forward-looking sales and marketing insight on any device

Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced it has joined the Salesforce Analytics Cloud ecosystem. Infer helps businesses predict and prioritize the highest potential sales and marketing prospects by using advanced data science and external signals from the web. Many fast-growing companies – including AdRoll, Box, New Relic, Optimizely and Xactly – already use Infer Scores inside of their Salesforce Dashboards to unlock revenue. Salesforce Analytics Cloud now empowers Infer’s customers with a whole new level of insight across the sales and marketing funnel.

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