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
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
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
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
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
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