Spotting Buying Signals At All Stages: Applying Predictive Analytics Across The Customer Lifecycle #LLCSeries
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Demand Gen Report's Lead LifeCycle Series session brought to you by SalesPredict #LLCSeries
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Spotting Buying Signals At All Stages: Applying Predictive Analytics Across The Customer Lifecycle #LLCSeries
- 1. #LLCSeries #LLCSeries Spo$ng Buying Signals At All Stages: Applying Predic7ve Analy7cs Across The Customer Lifecycle SPONSORED BY
- 2. #LLCSeries Follow this webinar on LinkedIn & Twi>er #LLCSeries Demand Gen Report: @DG_Report SalesPredict : @SalesPredict Forrest Leighton : @ForrestLeighton Yaron Zakai-‐Or: @yzakai
- 3. #LLCSeries #LLCSeries Prize Box For each live session you a>end from the #LLCSeries, you will be entered to win an item from the Prize Box! Up to 12 entries per registrant allowed. MicrosoW Surface 3 Apple Watch Sport Fitbit Flex Three #C2C16 Tickets
- 4. #LLCSeries About Demand Gen Report • Launched in 2007 to track best prac^ces in lead genera^on • Newsle>er has grown to more than 30,000 readers • We also offer a menu of research and best prac^ces reports • New audio/video podcasts at DemandGenReport.com @DG_Report h>p://linkd.in/DG_Specialists
- 5. #LLCSeries On24 Logis^cs • Whitepaper • Datasheet • Contact Us Link • Whitepaper • Datasheet • Contact Us Link
- 6. #LLCSeries Panelists Forrest Leighton Vice President of Marke^ng MarcomCentral MODERATOR: Carol Kroll Editor-‐in-‐Chief, Demand Gen Report Yaron Zakai-‐Or Co-‐founder & CEO SalesPredict
- 7. Yaron Zakai-Or Co-Founder & CEO Finding Hidden Buying Signals Throughout the Customer Lifecycle
- 8. Buyers Research Independently Predictive Distills Hidden Buying Signals The Revenue Challenge Interest can be Gauged Outside Marketing Automation + CRM
- 9. Millions Wasted on Demand Gen & Churn • B2B Cost-per-Lead (CPL): $11-$100 • Slow response = low conversions • 21x decrease between 5-30 mins. • 35%-64% of leads never get called! • New customer acquisition costs 4x-10x retaining a customer
- 10. Who’s Likely to Buy? Who’s Likely to Buy More? Who’s Likely to Churn? How Predictive Technology Can Help
- 11. 1x/min 1x/Week Score + Insights Success Model Opportunity Automated Predictive Scoring & Insights Wins Losses External Data Sources Internal Data Sources Demographics | Firmographics | Behavioral
- 12. Qualified Pipeline Lead Qualification Speed Conversion Rate 1.3x 8x 2.75x Typical Results with SalesPredict Renewal Rate +10%
- 13. SalesPredict helps us by finding new opportunities within a huge haystack of old leads. Jeff Campbell Chief Revenue Officer Scientific Approach Yields Results
- 14. Stop Fighting About “Qualified” Leads Conversion Increase 1.75x SalesPredict is a lifesaver at filling the gap between sales and marketing! Jim Herkert, CEO
- 15. 2x 9x +25% Conversion RateLead Qualification SpeedQualified Pipeline Case Study: Customer Lifecycle Intelligence Renewal Rate +10%
- 16. InsideView: Predictive Lifecycle SalesPredict allowed us to reach 100% accuracy on renewal predictions for key segments of our customer base.This allowed me to allocate resources more effectively & increase renewal rates by 10%. Mike Gettman Director,Customer Success
- 18. Forrest Leighton Vice President of Marketing MarcomCentral July 21, 2015
- 19. Agenda • About Us • Our Marketing Approach • Technology Stack • Why Salespredict • Insights
- 20. About PTI & MarcomCentral § Long Track Record – Incorporated in 1999 – Over 8,300 MarcomCentral Sites – Nearly 2,000,000 MarcomCentral User Accounts – Many of the Fortune 500 use MarcomCentral § Outstanding People – Dedicated to Software Development & Services – 80+ Employees – Solana Beach, CA HQ – Development Office in Chicago – Total Commitment to Client Success
- 21. MarcomCentral • Branded Web Portal • Centralized Marketing Materials • Controlled Versioning • Intelligent User Access • Marketing Personalization • Automated Workflows • On-Demand Campaigns
- 22. Marcom Central Portal Examples
- 23. Marcom Central Portal Examples
- 24. MarcomCentral • MarcomCentral manages and customizes marketing pieces across your entire organization. Control your brand and distribute any kind of asset – when and how you need it.
- 25. Marketing Approach • Generate qualified leads using various channels • E-mail, PPC, Display, Etc… • Lead Qualification Specialists qualify leads before passing to sales • Field Sales Organization • Goal is for aggressive growth
- 26. Technology Stack A few of the key ones… • Marketo – Marketing Automation • SalesForce - CRM • InsightSquared – Analytics (new) • SalesPredict – Predictive (new) • Bizible – Search Analytics
- 29. Marketo Campaign
- 30. Activity Tracking – SFDC Updates
- 31. Challenges • Large database • Highly reactionary lead generation • How to identify and target the best opportunities for outbound and inbound • Sales reps and LQS’s need to generate their opportunities not provided by Marketing • Campaign approach needs help • Data acquisition • Social targeting i.e. LinkedIn, Facebook
- 34. Preliminary Results • Great insights for Sales – focus time on the right opportunities • LQS can dig deeper • Future purchases of only “A” leads • The model will continue to learn
- 36. #LLCSeries Q & A // Panelists Forrest Leighton Vice President of Marke^ng MarcomCentral MODERATOR: Carol Kroll Editor-‐in-‐Chief, Demand Gen Report Yaron Zakai-‐Or Co-‐founder & CEO SalesPredict
- 37. #LLCSeries Thanks for a>ending this webinar! NEXT SESSION: www3.demandgenreport.com/lls15