Download Infer:Host Analytics:LeanData

Infer:Host Analytics:LeanData
Nick Ezzo, Vice President of Demand Generation, Host Analytics
October 5th, 2016
Outline
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Intro - Who is Nick Ezzo?
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What does Host Analytics do?
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Setting Up the Challenge
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What is Predictive?
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Infer is the Line Judge
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Infer + LeanData Solution = Best Fit
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Dashboards
Hi, I’m Nick Ezzo!
Vice President of Demand Gen @ Host Analytics
Marketing strategist with extensive technology
experience (15+ years) leading enterprise and
product marketing at large and small companies
Started out in IT, moved into Marketing
Worked primarily with SaaS companies in the
last 10 years
Ohio University alumnus
@NickAEzzo
[email protected]
Host Analytics Business
Leader in cloud-based financial applications for planning,
consolidation, reporting and analytics.
Host Analytics enterprise performance management (EPM)
customers benefit from:
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Improved business agility
○
Improved security
○
Lower overall cost
Trusted by:
Sales & Marketing Challenges
Marketing Challenge
Too Many Prospects
Need a real-time way to:
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Determine quality of channels
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Evaluate inbound leads
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Quantify MQLs entering the system
Sales Challenge
Need to know:
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Which leads needs sales resources
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Which leads get sent to nurture
Shared Challenge
Needed to get the best prospects to the right reps
as quickly as possible to increase efficiency and
revenue
Which are the best fit to buy?
What is Predictive Analytics?
Existing Customer Data
With Pre-Build Connectors
Build Personalized Models
Using Machine Learning
CRM
Sales Automation
Marketing Automation
Fit Models
Behavioral Models
Usage Models
Add Infer’s External Signals
Thousands of Data Points
Public Filings
Data Partnerships
Proprietary Web Crawlers
What Does Predictive Enable?
What Does Predictive Enable?
Infer is the Line Judge
Send to Sales
Do Not Work
LeanData enables Account Based Routing
Fuzzy lead-to-account (L2A)
matching
Route & Convert all matching
leads for Customers, Targets, &
Open Opportunities
Account Execs can now work
exclusively out of Contacts
Infer + LeanData = Happy SDR team
Leverage Infer’s lead score to
ensure fair distribution
amongst reps
Round Robins A, B, C are the
same team of reps
Reps felt process was more
fair and were more productive
with new flow
Match & Route
LeanData allows Host Analytics to route
existing customer/target/partner leads
to the right rep
Personalize & Engage
Website
High-quality leads are evenly
distributed to reps with actionable
intelligence embedded directly into
Salesforce for aggressive follow-up
Identify & Qualify
Infer analyzes thousands of signals to
identify prospects that are the best fit
to buy a Host Analytics solution
Sales & Marketing Alignment