DNN Boosts Marketing ROI and Conversions with Predictive

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.
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How Host Analytics Operationalizes Intelligent Workflows With Predictive Analytics

Host Analytics Blog

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.

WalkMe Aligns Go-to-Market Effort with Business Impact

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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.

How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization

This article was originally published on MarTech Review by Infer customer Lauren Licata, Vice President of Marketing at Belly.

Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%

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Belly is a high-growth company based in Chicago. It was founded in 2011 as a technology company focused on enhancing customer loyalty for small and medium-sized businesses, like coffee shops, retailers and dry cleaners. Belly has helped over 10,000 businesses serve loyalty rewards programs to about 8 million consumers with its iPad and mobile-based solutions. It’s a “two-sided” network that serves both businesses and consumers (those businesses’ Members).

Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. We found that customer acquisition costs were 30% lower with inside sales than outside sales, and that inside sales were more willing to properly use CRM (Salesforce), giving Marketing more control. However, the shift to inside sales required that we retool our marketing and sales systems to optimize the sales process.

3 Growth Hacks to Boost Revenue Upwards of 10%

This byline by Infer’s Sean Zinsmeister was originally published on the Salesforce blog.

Every sales leader, in every company, is searching for a killer growth angle. We all want to know how to squeeze more out of our pipeline. The best go-to-market managers differentiate themselves by pinpointing key segments where they can close deals quickly. However, this isn’t a code many people can easily crack. Whether you know it or not, your company is sitting on at least some “white space” of untapped opportunities that are already in your funnel. Few businesses realize how much potential revenue they’re actually leaving on the table, but we’re seeing more and more elite sales and marketing shops figure out how to turn pipeline gaps into revenue growth upwards of 10% – and I’ve had the privilege of learning from several of them.

One thing I’ve noticed in top-notch Sales VPs is that it all starts with how good they are at forecasting pipeline. But even when management is great at predicting how much revenue each rep and each channel will bring in, high-growth companies are never quite on target. That’s why identifying gaps is crucial to meeting sales goals. Once you determine where your team is missing the mark, you need to make adjustments quickly to address those gaps. This could mean reassigning territories, changing the makeup of the team, mandating training programs, etc. Good managers go through this cycle again and again to optimize and perfect sales motions until they hit or exceed their number.

The second stage in that sales management cycle – identifying gaps – is the toughest to nail, especially as a company evolves. But I’ve found that the gray area of discovering hidden gems already sitting in a CRM or Marketing Automation system is actually one of those variables that can have a large impact on the topline.

5 Ways to Supercharge Sales with Predictive Lead Scoring

This byline by Infer’s Sean Zinsmeister was originally published on the HubSpot blog.

Even if you’re not the “early adopter” type, you’ve probably heard about the rise of predictive analytics for sales. Perhaps your marketing team has tried out HubSpot’s new predictive lead scoring capabilities and is recognizing the value this kind of data-driven insight can bring. If you’re wondering whether predictive intelligence could make your sales team’s job easier as well, the answer is a resounding yes.

Predictive technology has matured rapidly, and there’s now a whole community of forward-looking businesses that are already showing proven results. Rather than rely on human intuition to guess who your best leads are, why not use advanced predictive scoring models that take into account thousands of signals and employ sophisticated data science to compute accurate predictions?

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Here are five ways smart sales teams should leverage this technology to double down on the most promising opportunities in their funnel:

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.

Predictive Analytics: A Content Marketer’s Secret Weapon

We had a great time co-hosting a webinar with Uberflip last week about why predictive analytics matters for content marketers. Research shows that most B2B content just isn’t living up to its true potential. With a predictive-driven content marketing strategy, however, B2B marketers are able to leverage historical data from their content to produce more effective materials by relying less on educated guesswork and more on data.

Uberflip + Infer Webinar

 

In this webinar replay, you will learn:

  • Why content marketing and predictive analytics go hand-in-hand
  • How to drive more value from content using effective targeting and segmentation from predictive analytics
  • How top B2B organizations are leveraging predictive analytics to boost their B2B marketing results

We hope you enjoy the webinar, which you can watch here.

For more details on how predictive is helping businesses create more effective marketing organizations, request a free demo or start a free 14-day trial of Profile Management now.

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.