InsideView Open Lounge presentation given at Dreamforce 14 by Sales Predict.

1. Beyond Predictive Lead Scoring
Customer Lifecycle Intelligence
John Hulwick, VP Sales

2. Benefits of Predictive Analytics

3. Are You a Candidate?
Source: InsideView
Is there a lead quality debate between sales and marketing?
Do you wonder whether your hottest leads get immediate attention
from the right person?
Is your ideal customer profile driven by folklore rather than scientific
evidence?
Do you have trouble forecasting which customers will buy again and
which will churn?
Are you confident that you’ll be alerted when a customer relationship
gets off track?

4. Case Study
Source: InsideView
Profile:
Software company based in San Francisco
Salesforce users
51-200 employees
Challenges:
Not enough sales bandwidth to reach every lead
Reached ceiling on improvements from internal data analysis
Needed to increase conversion rates for leads

5. Results
Qualified
Pipeline
2x 20 days
to 2 days
Lead
Qualification
Time
Source: InsideView
Conversion
Rate
+25%

6. Customer Lifecycle Intelligence
Target
Marketing
Lead
Sales Lead
Opportunit
y
Customer
Predictive
Sales
Predictive
Marketing
Predictive
Customer
Success

7. Customer Lifecycle Intelligence
Predictive
Marketing
Predictive Lead Scoring
Better Lead Gen: Laser-focused
Segmentation

8. Customer Lifecycle Intelligence
Predictive
Sales
Focus on Best Leads/Opportunities
Optimize Resources to Maximize
Revenues

9. Customer Lifecycle Intelligence
Predictive
Customer Success
Monitor Churn Risks
Accurate Renewal Forecasting

10. The Scientific Success Model
✓ Followers
✓ Mentions
✓ Company Segment
✓ Financials
✓ Recruiting Areas
✓ Buyer Persona
✓ Seniority
✓ Employment History
✓ Website Activities
✓ Sales Touches
✓ Marketing Channel

11. Predictive “Myth Busters” ...
Customer: SaaS, 100-500 Employees, US
Myth: "Prospects going for a free trial are more
likely to convert!“
Predictive
Analytics:
Reason:
Segment: Heavy Industries,
> 1000 employees, US, No trial!
Pilots with larger companies led to long,
risky sales processes

12. Predictive “Myth Busters“ ...
Customer: SaaS, 100-500 Employees, US
Myth: “Customers with high usage levels and
high amounts of training will renew”
Predictive
Analytics:
Reason:
(Customer Segment:
Telecommunication, > 1000 employees, US,
No Training in the last year)
Inefficient product usage drove continual
re-training of team

13. Marketing Impact of Predictive Analytics
Narrow The Funnel
$ $$$
Get more output in each phase
MQLs
Touched
Leads
SQLs
Deals
Marketing

14. Predictive Sales
Sales
Predictive Lead Scoring
Boosts conversion MQL SQL Opportunity Customer
Clear Visibility Who is Likely to Buy
No Time Wasted on
Low Quality Leads
Valuable Information
Supporting the Sales Cycle

15. SalesPredict in Customer Success
Customer
Predictive Customer Scoring Success
Who‘s at risk to churn?
Who is nearly sure to renew?
Solid Renewal Forecasts
Valuable Information
Supporting the Sales Cycle

16. DEMO

17. What Customers are saying ...
“SalesPredict helps us by finding new
opportunities within a huge haystack of old
leads”
Jeff Campbell
Chief Revenue Officer

18. Summary
Focus On Buyers Using The Power Of Science
Get more business closed quicker
True SaaS: No Deployment Headache, No upfront Cost

19. Get started
THINK BIG
START SMALL
START NOW

20. Thank You