Project Indication EngineAdvanced Intelligence For Improving SalesApril 2013
2A Distant Early Warning System WhichAnticipates Key Buyer Behavior
Confronting The Challenges OfThe Ever-Evolving B2B Sales EnvironmentYou recognize some of the current challenges in the B2...
Project Indicator Business IntelligenceLSC’s proprietary "Project Indication Engine” is a sophisticated Business Intellige...
5Project Indication Engine In Action
The Eight-Step Project Indication Engine6
Step One: Choosing The Target Audience7
Step Two: Provide Your Topics8
Step Three: Learning Machine9
Step Four: White Listing10
Step Five: Publisher Data11
Step Six: Scoring12
Step Seven: Project Indication13
Step Eight: Optional: Internal Corporate Data14
15Appendix
LSC Experience For 35 years, full service marketingservices organization Lead development & lead nurturing DNA Go-to-ma...
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Project Indication Engine

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Project Indication Engine

  1. 1. Project Indication EngineAdvanced Intelligence For Improving SalesApril 2013
  2. 2. 2A Distant Early Warning System WhichAnticipates Key Buyer Behavior
  3. 3. Confronting The Challenges OfThe Ever-Evolving B2B Sales EnvironmentYou recognize some of the current challenges in the B2B Marketplace:• Encountering a more protracted sales cycle• Continued and growing complexity of the regulatory and legislative approvalprocess• Increased cost-control, price-sensitivity pressures• The disintermediation of the Sales Force by electronic media• The ever-increasing role of the CFO/Procurement departments in Sales andMarketing buying decisions• The omniscient corporate buyer, made so by the access to supplier data –product specifications, product benefits, pricing, terms and conditions, etc.We believe Project Indicator Business Intelligence can improve salesproductivity in the face of these challenges.3
  4. 4. Project Indicator Business IntelligenceLSC’s proprietary "Project Indication Engine” is a sophisticated Business Intelligencetool that allows Marketing and Sales to "monitor" current and prospective client’sonline behavior.LSC examines web searches, downloads, research activities, and the like to identifythose who are preparing to make a purchase / investment decisions.In effect, this is a “Distant Early Warning“ anticipatory intelligence capability. Thisallows Marketing to "score" current and prospective clients in accord with yourassessment of their importance as influencers or deciders in the sales cycle.The scoring allows Sales & Marketing to know when and how Business DecisionMakers [BDMs] are "moving" through the relationship process. It allows Marketingand Sales to budget more efficiently by generating better information and identifyingorganizations with a high likelihood of having a need for which you are appropriate.4
  5. 5. 5Project Indication Engine In Action
  6. 6. The Eight-Step Project Indication Engine6
  7. 7. Step One: Choosing The Target Audience7
  8. 8. Step Two: Provide Your Topics8
  9. 9. Step Three: Learning Machine9
  10. 10. Step Four: White Listing10
  11. 11. Step Five: Publisher Data11
  12. 12. Step Six: Scoring12
  13. 13. Step Seven: Project Indication13
  14. 14. Step Eight: Optional: Internal Corporate Data14
  15. 15. 15Appendix
  16. 16. LSC Experience For 35 years, full service marketingservices organization Lead development & lead nurturing DNA Go-to-market strategies for healthcaremarketing and sales channels Database marketing and analytic-basedprogram design and deployment Campaign management and workflowmanagement Multi-tactic campaigns across allmarketing channels

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