Featured Customers"Thousands of sales and marketing software vendors promise the world, but Infer actually delivers." Kevin Gaither, VP of Inside Sales
A Fortune Teller for Sales
Retargeting and Display Advertising | San Francisco, CA | <500 Employees
To maintain its amazing growth trajectory and stay one step ahead of the competition, AdRoll has instilled a culture of data-driven decision making. Infer helps the company scan thousands of signals from across the web so that it can identify which potential customers are most likely to convert. AdRoll has one set of leads that converts at 4x the baseline, and one set that will never convert – and Infer helps tell the difference between the two. As the company’s sales reps consider who to call out to, Infer ensures they focus where they’ve got the best shot at winning.
Predictive Allows AppDynamics to Focus on Best Fit
Application Intelligence | San Francisco, CA | <500 Employees
AppDynamics’ Application Intelligence Platform was built from the ground up to enable its customers to operate effectively in today’s ever-changing environments. But with these complex businesses comes a wide range of customers, and AppDynamics needed a better way to figure out which ones would fit their platform.
With Infer, AppDynamics’ sales team was able to hone in on the prospects that were much more likely to convert. By scoring leads with Infer, they’re able to automatically identify these customers faster and with more precision than ever before.
Brightcove Uses Predictive across Customer Segments
Online Video Platform | Boston, MA | <500 Employees
In 2004, the founders of Brightcove realized that online video would become a powerful medium for all kinds of content. Today, they have turned Brightcove into a global public company that provides a sophisticated media platform for customers in dozens of countries.
With a diverse set of use cases and numerous industries on its platform, Brightcove’s marketing team was looking for a more data-heavy approach to qualifying leads. Infer’s predictive scoring helped the company accurately identify its best-fit prospects, regardless of industry.
Cloudera Predicts Big Data Sales
Big Data Platform | Palo Alto, CA | <1000 Employees
As one of the first Big Data companies in the world, Cloudera understands the value of empowerment through quality data. Its enterprise product has numerous use cases and is depended on by thousands of professionals across every industry.
Given this breadth of reach, spending time on bad prospects can result in a lot of wasted energy for the company’s sales team. With Infer, Cloudera gains useful, data-based predictions about which prospects are worth pursuing proactively and which can be safely disregarded.
Mindflash Uses Infer to Predict Loyal Customers
Online Training Software | Palo Alto, CA | <150 Employees
Mindflash is a cloud-based learning platform for employee and customer training. Like many subscription-based (or SaaS) companies, its business centers around a free trial model. As its number of sign-ups has grown, the company has had to figure out how to filter through the noise and work smarter.
Mindflash’s Sales & Marketing Challenges
- Lots of Volume: Lean startup sales team fielding thousands of free trial sign ups a month
- Wasted Effort: Too much sales and support effort was spent on the wrong customers
- Gut-Feel Approach: Failed to determine which leads were a good fit
- Lagging Indicators: Trial usage took months to measure, and was a misleading indicator
- Revenue Targets: Needed to identify higher monthly and annual revenue prospects
Enter Predictive Scoring
Mindflash turned to Infer’s predictive lead scoring solution, and in just two weeks they began to benefit from the instant, data-driven identification of its best leads. With the power of Infer’s signals and predictions, Mindflash was able to clearly define its ideal customers, and the business soon began leveraging Infer Scores to drive sales, marketing, customer support and product decision-making.
Within four days of turning on Infer, it was obvious that its predictive approach would revolutionize our sales operations by letting us accurately prioritize every single lead.
Jason MacMurry – Mindflash, VP of Sales and Operations
Prioritizing Incoming Leads
- Faster Contact. By filtering down their focus to only A-Leads, Mindflash reps make contact with the best new trial customers faster and get a jump on the competition.
- Better Perseverance. Even if a customer isn’t ready to try or buy the product right away, sales reps know which leads are worth cultivating over time.
- Fewer Missed Opportunities. Mindflash’s marketing team can pinpoint hot prospects even if they never start a free trial (i.e. from events or white paper downloads).
Optimizing Marketing Tactics
- Rapid Marketing Decisions. By making adjustments on the fly and quickly eliminating campaigns that fail to deliver A-Leads, Mindflash frees up marketing funds for better tactics.
- Targeted Messaging. Mindflash cut email volumes in half by segmenting its marketing email lists by Infer Scores.
- Better Website Optimization. Mindflash runs frequent A/B tests to compare the effectiveness of different content and/or design and can now hone in on techniques that increase the number of A-Lead scored trial leads.
- Highly Effective List Investments. Mindflash is transforming the impact of list buys by measuring vendors according to the percentage of A-Leads they deliver and even adds a 48-hour out clause to contracts so the team can run lists through Infer.
“At Mindflash 90% of our promoters come from our Infer A-Leads”
Randhir Vieira, Mindflash, VP of Products and Marketing
Fueling Customer Success
- Insightful Evangelist Targeting. The company reduces customer churn by doubling down on A-scoring customers. It has found that these customers have the highest Net Promoter Scores (NPS) because the product meets their needs.
- Calibrating Support Response. By monitoring Infer Scores Mindflash is able to go above and beyond for its most valuable customers.
- Strategic Product Planning. Mindflash has even shaped its product roadmap based upon Infer signals. For example, the predictive model found that most of their good customers shared a common technology vendor. Therefore the company plans to invest more in integrating that application.
Since bringing in Infer, our whole business has pivoted around predictive lead scoring. Rather than spreading our resources thin, we assess every interaction based on its impact to our Infer A-Leads and focus on the relationships that add the most value.
Randhir Vieira, Mindflash, VP of Products and Marketing
New Relic Knows the Value of Data
Application Performance Management | San Francisco, CA | <500 Employees
New Relic is a software analytics company that makes sense of billions of data points about millions of web and mobile applications in real time. A data-centric company itself, New Relic appreciates the difference Infer is making in its sales process.
As the company grew, its sales team needed helping keeping pace with a rapidly expanding sales pipeline. Using Infer’s predictive scoring, New Relic was able to immediately identify and convert great leads that had been buried in its nurture database. New Relic continues to leverage Infer’s applications to better prioritize and forecast all types of sales and marketing efforts.
Predictive Scoring Increases Nitro’s Conversions by 7x
Document Productivity & Collaboration | San Francisco, CA | <500 Employees
Nitro, a digital document platform, provides free product trials for both consumers and enterprises. Instead of its sales and marketing team working through a cone shaped customer funnel, Nitro’s looked more like a martini glass. Infer took the company’s trial leads, scored them, and relayed which should be pushed to the Nitro sales team.
Suddenly, the company was able to see which prospects were great and which were simply not a fit for its product. As a result, the volume of qualified leads sent to sales increased by 3x, and Nitro’s highest-scored leads converted 7.4x better than its average conversion rate. Additionally, Nitro uses Infer to optimize its AdWords customer acquisition spending based on the quality of leads yielded by various keywords.
PayScale Does More Deals with Less Leads using Predictive
Compensation Platform | Seattle, WA | <200 Employees
Creator of the largest database of individual compensation profiles in the world, PayScale provides an immediate and precise snapshot of current market salaries to employees and employers through its online tools and software. And as the company grew, so did their number of potential customers.
PayScale’s lead volume became a challenge for its sales reps, who needed a way to understand marketing effectiveness through the qualified leads created. By implementing Infer, they were given a data-drive approach to evaluate marketing programs, and by providing sales with fewer leads, were actually able to close significantly more accounts.
Tableau Uses Predictive to Deepen Customer Insight
Business Intelligence & Analytics | Seattle, WA | <5000 Employees
Tableau is the creator of one of the most widely used analytics tools across industries. With over 21,000 customers using its product, Tableau has convinced the world of the value in visualizing big data-based business intelligence. Along with its growth came huge lead volumes that were difficult for the company’s sales and marketing teams to qualify.
Infer’s predictive scoring helped Tableau eliminate wasted effort on bad leads, while identifying the best prospects to prioritize. Infer’s signals provide unique data insights that even Tableau would not have identified on its own.
Xactly Manages Growth with Predictive
Incentive Compensation Solutions | San Jose, CA | <500 Employees
Xactly was founded with the belief that there is huge latent potential value in leveraging compensation across different areas of businesses. And over the years, it has become clear that its customers agree wholeheartedly. Today, Xactly’s compensation platform is used in a variety of functions by companies all over the world.
With an increasingly diverse value proposition, the company’s lead pipeline has grown significantly. By working with Infer, Xactly is now able to predict not just its best fit prospects, but its highest value ones as well.
Xamarin Develops Predictive Customer-facing Playbook
Mobile App Development Platform | San Francisco, CA | <150 Employees
Xamarin partners with some of the biggest companies in the world and is used by nearly 1,000,000 mobile developers, who create new use cases for its software every day. As more and more enterprises found value in its platform, Xamarin needed a better way to prioritize its funnel.
Infer built a custom predictive model that fed into a clear playbook for Xamarin’s sales team. With new, effective lead scoring in place, the company’s customer-facing team was able to hone its focus and pursue enterprises that are the best fit for the product.
Yesware’s New Predictive-Driven Sales
Sales Productivity Software | Boston, MA | <150 Employees
Yesware’s founders were frustrated by the lack of sophistication in sales tools and analytics. The company was founded to help its customers make better, faster sales decisions by providing insights into email activity data. And as a hyper-growth software company, Yesware also believes in leveraging data-centric processes to scale.
Infer built a predictive scoring model specifically for Yesware’s business, and helped the company identify the types of customers that drive the vast majority of its revenue. With this insight, Yesware has better aligned its sales efforts and further accelerated growth.
Zendesk Infuses Sales with Predictive Scoring
Customer Service Software | San Francisco, CA | <1000 Employees
Over 30,000 companies use Zendesk to deliver great customer service to over 200 million people. Zendesk’s innovative solutions have driven rapid growth – something the company thinks about in terms of 10x.
With Infer’s predictive scoring, Zendesk is turning its innovation inward and inventing new ways to manage high-volume sales and marketing programs, and scale operations at a low cost. Infer helps the company optimize its hybrid enterprise and self-service sales models by analyzing each lead’s fit for the Zendesk product, as well as its free trial usage in order to identify which select leads should be assigned to sales reps.
“Life before Infer was going back to the Stone Age.”
Bill Macaitis, Chief Marketing Officer
Infer supercharged Zendesk’s revenue by taking the guesswork out of determining lead quality. The vast majority of its closed/won opportunities are identified by Infer’s predictive model, helping the sales team sharpen its focus and increase productivity by 70%.
“We now have full confidence that the leads we’re getting are the leads we should spend time on. We can focus all of our energy on providing a better sales experience and marketing can focus on better hyper-targeting of our leads.”
Jim Cyb, VP of Sales
In the words of Zendesk’s CMO, Infer has become a “core piece of technology” to Zendesk.