Dreamforce 14 - Customer Lifecycle Intelligence - SalesPredict Session
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Beyond Predictive Lead Scoring Customer Lifecycle Intelligence John Hulwick, VP Sales
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InsideView Open Lounge presentation given at Dreamforce 14 by Sales Predict.
Transcript of Dreamforce 14 - Customer Lifecycle Intelligence - SalesPredict Session
Beyond Predictive Lead Scoring
Customer Lifecycle Intelligence
John Hulwick, VP Sales
Benefits of Predictive Analytics
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?
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
Results
2xQualifiedPipeline
20 days to 2 days
LeadQualification
Time
Source: InsideView
+25%
ConversionRate
Customer Lifecycle Intelligence
Target
Marketing Lead
Sales Lead
Opportunity
Customer
Predictive Sales
Predictive
Marketing
Predictive Customer Success
Customer Lifecycle Intelligence
Predictive Marketing
Target
Marketing Lead
Sales Lead
Oppor-tunity
Customer Predictive Lead Scoring
Better Lead Gen: Laser-focused Segmentation
Customer Lifecycle Intelligence
Predictive SalesTarget
Marketing Lead
Sales LeadOpportunity
Customer Focus on Best Leads/Opportunities
Optimize Resources to Maximize Revenues
Customer Lifecycle Intelligence
Predictive Customer Success
Target
Marketing Lead
Sales Lead
Oppor-tunity
Customer Monitor Churn Risks
Accurate Renewal Forecasting
The Scientific Success Model
✓ Followers✓ Mentions
✓ Company Segment✓ Financials✓ Recruiting Areas✓ Buyer Persona✓ Seniority ✓ Employment
History
✓ Website Activities✓ Sales Touches✓ Marketing Channel
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
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
Marketing Impact of Predictive Analytics
Narrow The Funnel
Get more output in each phase
$ $$$
MQLs
TouchedLeads
SQLs
Deals
Marketing
Yaron Zakai-Or
Let's be consistent - talk about customer lifecycle and not funnel?
Yaron Zakai-Or
this sounds too much "engineering". I would rather suggest: "Increase conversion throughout the customer lifecycle"
Predictive Sales
SalesPredictive 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
SalesPredict in Customer Success
Customer SuccessPredictive Customer Scoring
Who‘s at risk to churn?
Who is nearly sure to renew?
Solid Renewal Forecasts
Valuable Information Supporting the Sales Cycle
DEMO
What Customers are saying ...
“SalesPredict helps us by finding new opportunities within a huge haystack of old leads”
Jeff CampbellChief Revenue Officer
Summary
Focus On Buyers Using The Power Of Science
Get more business closed quicker
True SaaS: No Deployment Headache, No upfront Cost
Get started
THINK BIGSTART SMALL
START NOW
Thank You
