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[Webinar] Data, Predictive Analytics & Marketing Clouds: The Platform For The Modern Marketer

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To view the full webinar, please visit:
http://www.mintigo.com/webinar-data-predictive-analytics-marketing-clouds-platform-modern-marketer/

Description:

In today’s B2B marketing world, there’s an increase in marketing complexity and an explosion in the quantity and types of data. Left unmanaged, complexity and data overload could prevent marketers from finding and developing their ideal customers.

Enterprise software companies including Oracle are offering an expanding marketing platform to the CMO under the category of marketing clouds. It’s no secret that many are expecting CMOs to outspend CIOs on technology purchases within the next several years, and marketing clouds and data tools will be front and center for marketers.

Check out this webinar to learn how predictive analytics combined with marketing clouds will bring silos of data and customer experiences together by enabling marketers to understand who their most likely buyers are and centrally manage and orchestrate campaigns.

The topics covered will include:

- The rise of the marketing cloud as the centerpiece in customer-centric marketing
- How data and predictive analytics uncovers the insights to power the marketing cloud
- Where marketing clouds are headed and what marketers need to understand to succeed in their organization

Published in: Business
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[Webinar] Data, Predictive Analytics & Marketing Clouds: The Platform For The Modern Marketer

  1. 1. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com Data, Predictive Analytics & Marketing Clouds:
 The Platform For The Modern Marketer Tony Yang Webinar Host Jay Famico Technology Practice Director John Stetic Group VP of Product John Bara President & CMO
  2. 2. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com HouseKeeping Audio Check
 Audio is delivered via your computer speakers
 Please let us know in the chat window if there are audio issues Webinar Replay Available We will send you a recording of today’s session afterwards Ask Questions In The Chat Window Ask questions at anytime & we will answer them during Q&A
  3. 3. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com Mintigo 
 Enterprise Predictive Marketing Platform Our mission is to master data science to revolutionize the way people market and sell.
  4. 4. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com Jay Famico! Practice Director, Technology! @JayFamico! @SiriusDecisions!
  5. 5. Data, Predictive Analytics & Marketing Clouds 5
  6. 6. © 2014 SiriusDecisions. All Rights Reserved 6 Have You Ever Felt This Way At The End Of The Quarter?
  7. 7. © 2014 SiriusDecisions. All Rights Reserved 7 Have You Ever Felt This Way At The End Of The Quarter? Sales and marketing misalignment
  8. 8. © 2014 SiriusDecisions. All Rights Reserved 8 Have You Ever Felt This Way At The End Of The Quarter? Sales and marketing misalignment Modeling lacks realistic baseline
  9. 9. © 2014 SiriusDecisions. All Rights Reserved 9 Have You Ever Felt This Way At The End Of The Quarter? Sales and marketing misalignment Models are not granular enough Modeling lacks realistic baseline
  10. 10. © 2014 SiriusDecisions. All Rights Reserved 10 Have You Ever Felt This Way At The End Of The Quarter? Sales and marketing misalignment Models are not granular enough No visibility into potential shortfalls Modeling lacks realistic baseline
  11. 11. © 2014 SiriusDecisions. All Rights Reserved 11 Marketing Clouds Marketing Cloud Sales Force Automation Platform Data Enhancement Marketing Automation Web Conversion Optimization Social Management & Intelligence Analytics Content Management
  12. 12. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 12 Marketing Clouds Benefits Sales Effectiveness Insight into sales rep effectiveness Targeting Refined targeting and segmentation Forecasting Insight on how the company is trending toward its goals Marketing Clouds provide automation and insights that can and should be used to improve demand creation effectiveness.
  13. 13. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 13 Marketing Clouds Benefits Sales Effectiveness Insight into sales rep effectiveness Tactic Effectiveness Identification of tactics that accelerate time to revenue Targeting Refined targeting and segmentation Waterfall Effectiveness Identification of handoff, process or alignment issues Forecasting Insight on how the company is trending toward its goals Resource Balancing Identification of peaks and valleys of lead qualification Marketing Clouds provide automation and insights that can and should be used to improve demand creation effectiveness.
  14. 14. Conversion Rates We can do better
  15. 15. © 2014 SiriusDecisions. All Rights Reserved 15 To better understand why prediction is called for… Conversion Rates: We can do Better
  16. 16. © 2014 SiriusDecisions. All Rights Reserved 16 Conversion Rates: We can do Better Definition of Terms AQL A lead qualified through progressive profiling and lead scoring in marketing automation
  17. 17. © 2014 SiriusDecisions. All Rights Reserved 17 Conversion Rates: We can do Better Definition of Terms AQL A lead qualified through progressive profiling and lead scoring in marketing automation TQL A lead that is qualified by teleprospecting and deliverable to sales
  18. 18. © 2014 SiriusDecisions. All Rights Reserved 18 Conversion Rates: We can do Better Definition of Terms AQL A lead qualified through progressive profiling and lead scoring in marketing automation TQL A lead that is qualified by teleprospecting and deliverable to sales SQL A lead that sales has vetted and is putting into pipeline
  19. 19. © 2014 SiriusDecisions. All Rights Reserved 19 Conversion Rates: We can do Better Conversion % AQL > TQL 10%-30%
  20. 20. © 2014 SiriusDecisions. All Rights Reserved 20 Conversion % AQL > TQL 10%-30% TQL > SQL 10%-30% Conversion Rates: We can do Better
  21. 21. © 2014 SiriusDecisions. All Rights Reserved 21 Conversion from AQL to SQL = 1%-10% Conversion Rates: We can do Better
  22. 22. © 2014 SiriusDecisions. All Rights Reserved 22 Downstream People and Processes §  Call decision makers §  Ask key qualifying questions
  23. 23. © 2014 SiriusDecisions. All Rights Reserved 23 Downstream People and Processes •  Expensive •  Slow •  Limited to stock on hand •  Very high propensity
  24. 24. © 2014 SiriusDecisions. All Rights Reserved 24 The Future of B-toB Lead Development Find clues that exist out in the world, which reliably point to qualifying criteria you would ask the decision- maker if you could get him/ her on the phone? The Role of Data Science
  25. 25. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 25 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation.
  26. 26. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 26 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation. Buying Lists With Marketing Automation With Predictive Modeling
  27. 27. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 27 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation. 1.  List purchase and selection unsophisticated
  28. 28. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 28 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation. 1.  List purchase and selection unsophisticated List Buys
  29. 29. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 29 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation. 1.  List purchase and selection unsophisticated 2.  Technology does yet more qualification With Marketing Automation
  30. 30. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 30 The Lead Qualification 4-Box Expensive/ Deep Cheap/ Deep Expensive/ Shallow Cheap/ Shallow ShallowDeep Slow/ $$$ Fast/ $ DegreeofQualification The promise of predictive technology is to perform deep qualification of accounts and opportunities through data science and automation. 1.  List purchase and selection unsophisticated 3.  And sales becomes more efficient 2.  Technology does yet more qualification With Marketing Automation & Predictive
  31. 31. The 67% Myth (and why it matters)
  32. 32. © 2014 SiriusDecisions. All Rights Reserved 32 The 67% Myth (and why it matters) 67% …of the buyer’s journey ___________
  33. 33. © 2014 SiriusDecisions. All Rights Reserved 33 The 67% Myth (and why it matters) 67% is over before prospects talk to sales
  34. 34. © 2014 SiriusDecisions. All Rights Reserved 34 The 67% Myth (and why it matters) 67% is over before prospects talk to sales X
  35. 35. © 2014 SiriusDecisions. All Rights Reserved 35 The 67% Myth (and why it matters) 67% occurs through interactions with your digital assets
  36. 36. © 2014 SiriusDecisions. All Rights Reserved 36 The 67% Myth (and why it matters) 67% occurs through interactions with your digital assets X
  37. 37. © 2014 SiriusDecisions. All Rights Reserved 37 The 67% Myth (and why it matters) 67% of the buyer’s journey happens online…
  38. 38. © 2014 SiriusDecisions. All Rights Reserved 38 The 67% Myth (and why it matters) 67% of the buyer’s journey happens online… √
  39. 39. © 2014 SiriusDecisions. All Rights Reserved 39 The 67% Myth (and why it matters) 67% of the buyer’s journey happens online… and includes activity before and after prospects talk to sales √
  40. 40. © 2014 SiriusDecisions. All Rights Reserved 40 of the buyer’s journey happens online… and includes activity before and after prospects talk to sales and involves your assets, your competitors assets, influencers, communities, social media… √ The 67% Myth (and why it matters) 67%
  41. 41. What the Buyer’s Journey Really Looks Like And what it doesn’t look like
  42. 42. © 2014 SiriusDecisions. All Rights Reserved 42 The Buyer’s Journey - Fantasy
  43. 43. © 2014 SiriusDecisions. All Rights Reserved 43
  44. 44. © 2014 SiriusDecisions. All Rights Reserved 44
  45. 45. © 2014 SiriusDecisions. All Rights Reserved 45
  46. 46. © 2014 SiriusDecisions. All Rights Reserved 46
  47. 47. © 2014 SiriusDecisions. All Rights Reserved 47 Fantasy Lead Scoring “Oh, hey! I am feeling fully nurtured.”
  48. 48. © 2014 SiriusDecisions. All Rights Reserved 48 Fantasy Lead Scoring “I’ve established a budget and timeline, and I’m and ready to talk now…”
  49. 49. © 2014 SiriusDecisions. All Rights Reserved 49 The Buyer’s Journey - Reality
  50. 50. © 2014 SiriusDecisions. All Rights Reserved 50
  51. 51. © 2014 SiriusDecisions. All Rights Reserved 51
  52. 52. © 2014 SiriusDecisions. All Rights Reserved 52 ?
  53. 53. © 2014 SiriusDecisions. All Rights Reserved 53
  54. 54. © 2014 SiriusDecisions. All Rights Reserved 54
  55. 55. © 2014 SiriusDecisions. All Rights Reserved 55
  56. 56. © 2014 SiriusDecisions. All Rights Reserved 56 The Buyer’s Journey – A Long, Winding and Often Hidden Road “Oh, hey. Long time no see…”
  57. 57. © 2014 SiriusDecisions. All Rights Reserved 57 The Buyer’s Journey – A Long, Winding and Often Hidden Road “Thanks again for all that great information. Super helpful…”
  58. 58. © 2014 SiriusDecisions. All Rights Reserved 58 The Buyer’s Journey – A Long, Winding and Often Hidden Road “… So… yeah. Now’s not a good time… I just bought from your competitor.”
  59. 59. © 2014 SiriusDecisions. All Rights Reserved 59 The Buyer’s Journey – A Long, Winding and Often Hidden Road “But…. But… that’s not possible.”
  60. 60. © 2014 SiriusDecisions. All Rights Reserved 60 The Buyer’s Journey – A Long, Winding and Often Hidden Road “You’re only in stage 3 of the buyer’s journey…”
  61. 61. © 2014 SiriusDecisions. All Rights Reserved 61 The Buyer’s Journey – A Long, Winding and Often Hidden Road “We just degraded your score for inactivity.”
  62. 62. © 2014 SiriusDecisions. All Rights Reserved 62 The Buyer’s Journey – A Long, Winding and Often Hidden Road “I mean… have you SEEN your engagement score!!!”
  63. 63. 4 Truths About The Buyer’s Journey
  64. 64. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 64 The Reality of Buyers’ Journeys To really understand buyer’s journeys, marketers need to see more than what interaction with their own assets will tell them. Sometimes you see them and sometimes you don’t
  65. 65. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 65 The Reality of Buyers’ Journeys To really understand buyer’s journeys, marketers need to see more than what interaction with their own assets will tell them. They continue even when prospects stop interacting with you. http://explodingdog.com/title/thanksfornotanswering.html
  66. 66. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 66 The Reality of Buyers’ Journeys To really understand buyer’s journeys, marketers need to see more than what interaction with their own assets will tell them. Inactivity with respect to your assets may mean many things, and lack of interest is only one of those things
  67. 67. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 67 The Reality of Buyers’ Journeys To really understand buyer’s journeys, marketers need to see more than what interaction with their own assets will tell them. It is critical to understand where buyer’s are and to meet them where they are with relevant content
  68. 68. Adoption of Predictive technology in B-to-B
  69. 69. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 69 Lead Scoring Is Far From Universally Adopted Even among marketing automation users, only two-thirds of organizations are scoring leads. 16% Don’t score leads 68% Score leads 16% plan to score in 6 months 16% Don’t score leads
  70. 70. © 2014 SiriusDecisions. All Rights Reserved 70 Perceived Benefits of a more statistical approach Of users agree that predictive lead scoring provides more value than traditional lead scoring approaches
  71. 71. © 2014 SiriusDecisions. All Rights Reserved 71 Perceived Benefits of a more statistical approach Of respondents said they would buy predictive lead scoring again. 98% Agree that they are receiving value from their predictive lead scoring platform.
  72. 72. © 2014 SiriusDecisions. All Rights Reserved 72 The Growth of Predictive Lead Scoring The number of organizations adopting predictive is growing rapidly
  73. 73. Lessons from the Irish Development Authority
  74. 74. © 2014 SiriusDecisions. All Rights Reserved 74 “Missing the Industrial Revolution Was the Best Thing That Ever Happened to Ireland.” -- Irish Development Authority
  75. 75. © 2014 SiriusDecisions. All Rights Reserved 75
  76. 76. © 2014 SiriusDecisions. All Rights Reserved 76
  77. 77. © 2014 SiriusDecisions. All Rights Reserved 77 Failure Is Not A Prerequisite This is not a prerequisite… For this…
  78. 78. © 2015 Mintigo. All Rights Reserved. www.mintigo.com John Stetic! Group VP, Products! @JStetic! @OracleMktgCloud!
  79. 79. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   The  Future  of  MarkeDng  Clouds   Oracle  ConfidenDal  –  Internal/Restricted/Highly  Restricted  
  80. 80. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   80   The  Oracle  MarkeDng  Cloud   Unify  markeDng  data   and  execuDon   Deliver  personalized,   engaging  experiences   Provide  plaTorm  that   marketers  love  and  IT  trusts   MarkeDng  Simplicity   Customer-­‐Centricity   Enterprise  Ready  
  81. 81. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Oracle  ConfidenDal  -­‐  Restricted   81  
  82. 82. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Product     Service   Offering   What  
  83. 83. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform   a  be]er  customer  experience   Who   Product     Service   Offering   What  
  84. 84. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Oracle  ConfidenDal  -­‐  Restricted   84   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform   a  be]er  customer  experience   Who   Cross-­‐Channel  Engagement   Have  one  centralized  locaDon  to  orchestrate   experiences  across  every  channel   How   Product     Service   Offering   What  
  85. 85. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Oracle  ConfidenDal  -­‐  Restricted   85   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform   a  be]er  customer  experience   Who   Cross-­‐Channel  Engagement   Have  one  centralized  locaDon  to  orchestrate   experiences  across  every  channel   How   Product     Service   Offering   What  
  86. 86. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Oracle  ConfidenDal  -­‐  Restricted   86   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform   a  be]er  customer  experience   Who   Cross-­‐Channel  Engagement   Have  one  centralized  locaDon  to  orchestrate   experiences  across  every  channel   How   Product     Service   Offering   What  
  87. 87. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Who,  What,  Why  and  How   Oracle  ConfidenDal  -­‐  Restricted   87   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform   a  be]er  customer  experience   Who   Cross-­‐Channel  Engagement   Have  one  centralized  locaDon  to  orchestrate   experiences  across  every  channel   How   Analyze  Performance     &  ABribute  Revenue   True  cross-­‐channel  analyDcs  that  predicts   customer  behavior   Why   Product     Service   Offering   What  
  88. 88. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   An  Open,  Enterprise  PlaTorm   Oracle  ConfidenDal  -­‐  Restricted   88   Ac(onable,  Unified  Customer   Profiles   Unify  1st,  2nd  and  3rd  party  data  to  inform  a   be]er  customer  experience   Cross-­‐Channel  Engagement   Have  one  centralized  locaDon  to  orchestrate   experiences  across  every  channel   Open,  Extensible,  Integrated     Create  a  centralized  hub  to  pull  together   markeDng  tools  and  reduce  complexity   Analyze  Performance     &  ABribute  Revenue   True  cross-­‐channel  analyDcs  that  predicts   customer  behavior   Enterprise  Ready   Provide  the  scale  and  operaDonal  tools   to  support  the  enterprise  
  89. 89. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   •  Learn  more  about  customers   •  Score  leads   •  Segment  contacts   •  Target  and  personalized  content   89   Data,  Data  and  More  Data   Customers  provide  you  with  so  much  helpful  data   SERVICE   EMAIL   PURCHASE   WEB   CRM  
  90. 90. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Your  Data  Just  Got  Even  More  Useful   Oracle  ConfidenDal  –  Internal/Restricted/Highly  Restricted  
  91. 91. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Name:  Ma]  Jones   Geography:  New  York   Behavior:  Watched   Embedded  Videos,   Requested  Real-­‐Time  Web   Quote.     Opened:  A]ended  Remote   Telco  SoluDons  Webinar   Lead  Score:  A1         91  Oracle  ConfidenDal  -­‐  Restricted   UDlize  Segments  from  Cross-­‐Channel  MarkeDng  to  Enhance  DMP   Ac(onable  Customer  Profile     Hashed  ID  of     Known  User   DMP   Anonymous  ID   Access  valuable  data  about  your  customers  alongside  all  your  1st,  2nd  and  3rd  party  markeDng  data   Audience  Data  Management  
  92. 92. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   AcDvate  Data  to  Reach  More  Customers  Across  Channels   CUSTOMER     RETENTION   CUSTOMER     ACQUISITION   SEARCH   DISPLAY   SOCIAL   Bid  up  on   Google  keywords   Banner  on   relevant  media   Paid  media  on  business   related  social  networks   or  Twi]er     EMAIL   Orchestrate  individualized  messages   MOBILE  
  93. 93. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   And  Extend  Reach  Into  the  Marketer’s  Ecosystem   Media,  Data  and  Ad   Partners   Designed  on  open  web  standards,  the  Oracle  DMP  provides  immediate  integraDon  into  hundreds  of  partners  
  94. 94. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Deliver  a  Seamless  Cross-­‐Channel  Experience     Profile:  Male  30-­‐45   Title:  IT  CommunicaDons   Manager   Industry:  High  Tech   Region:  Central     Prospect  browses  web,   and  sees  display  ad     Prospect  becomes   known.    Lead  score  is   assigned.   Prospect   automaDcally  added   to  nurture  campaign   Prospect  searches  for   “Remote  TelecommunicaDon   SoluDon”  
  95. 95. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   More  Complete  Data   About  Known  Customers   Delivering  Value  to  Digital  Marketers  and  Their  Customers   Reach  buyers  at  the  right  Dme  in   their  buyers  journey   More  Data  A]ributes  and   AcDviDes  Stored  at  Scale     BeBer  Reach  Across     Marke(ng  Ecosystem   Connect  disparate  data  and  message   to  your  ideal  customers   Achieve  Customer  Centricity   with  Tailored  Messaging  
  96. 96. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Key  Use  Case  and  Business  Outcome   Customer     Acquisi(on   ü  Improve  conversion  rate   ü  Improve  customer   lifeDme  value   Discover  BeBer  Top-­‐of-­‐ Funnel  Prospects   Personalized   Re-­‐targe(ng   ü  Convert  anonymous   users   ü  Accelerate  purchase   paths   Keep  Relevant  Products   Top-­‐of-­‐Mind   Reten(on   Marke(ng   ü  Increase  customer   lifeDme  value     ü  Drive  larger  share  of   budget   Tailored  Messaging  Drives   Cross-­‐Sell  Revenue   Break  Down   Marke(ng  Silos   ü  Eliminate  redundant  costs     ü  Ensure  consistent  cross-­‐ channel  experience   Op(mize  Digital  Spend  
  97. 97. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   We  Are  Not  Alone   Oracle  ConfidenDal  –  Internal/Restricted/Highly  Restricted  
  98. 98. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Oracle  ConfidenDal  –  Internal/Restricted/Highly  Restricted   98  
  99. 99. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   The  Oracle  MarkeDng  AppCloud  Ecosystem   •  Industry’s  most  comprehensive   markeDng-­‐tech  and  ad-­‐tech   ecosystem   •  The  most  integrated,  open,   global  plaTorm  for  fast  growth   and  enterprise  marketers   •  +260  best-­‐of-­‐breed  apps   •  +200  dedicated  data  partners   •  +120  media  partners   Oracle  ConfidenDal  -­‐  Restricted   99  
  100. 100. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   AppCloud  PlaTorm:  Open  PlaTorm  for  Product  Extension   •  Push  audiences  into   campaigns  from  external   sources   •  Trigger  ac(ons  in  external   systems  from  a  campaign   and  receive  data  back   •  Control  campaign  flow  and   decisions  based  on  data  in   external  systems   100   Audiences Actions Decisions
  101. 101. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Oracle  ConfidenDal,  for  internal  use  by  Gartner   101  
  102. 102. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Oracle  ConfidenDal  -­‐  Restricted   102   Bridging  Big  Data  to  Real  Insights   “Big  data  isn’t  about  exabytes  or  petabytes.  Big  data  is  a  journey   that  every  company  must  take  to  close  the  gap  between  the  data   that’s  available  to  them,  and  the  business  insights  they’re  deriving   from  that  data.”  
  103. 103. © 2015 Mintigo. All Rights Reserved. www.mintigo.com John Bara! President & CMO! @John_Bara! @Mintigo!
  104. 104. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Mintigo 
 Enterprise Predictive Marketing Platform Our mission is to master data science to revolutionize the way people market and sell.
  105. 105. © 2015 Mintigo. All Rights Reserved. www.mintigo.com By the end of this decade all enterprise marketers will enable their marketing clouds with predictive marketing capabilities.
  106. 106. © 2015 Mintigo. All Rights Reserved. www.mintigo.com About 80% of marketing budget is wasted… 
 That is a scientific fact! The Marketing Black Hole
  107. 107. © 2015 Mintigo. All Rights Reserved. www.mintigo.com upside down funnel “the cliff” ACCORDING  TO  SIRIUS   DECISIONS  98.6%  OF   EVERYTHING  THAT  MARKETING   “QUALIFIES”  –  NEVER  CLOSES   98.6% LOSS RATE MQL   =  66%   SAL  =   49%   SQO  =   20%   Inquiries 2.89 PER 1000* WON   =  25%   *2014 Sirius Decisions waterfall benchmark funnel research
  108. 108. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Problem: data! •  Everywhere •  There is not much of it •  It’s limited/messy/incomplete
  109. 109. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  110. 110. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  111. 111. © 2015 Mintigo. All Rights Reserved. www.mintigo.com About 80% of marketing budget is wasted… 
 That is a scientific fact! The Marketing Black Hole
  112. 112. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Mintigo 
 Enterprise Predictive Marketing Platform ² Data ² Easy to Use SaaS Platform ² Native integration to marketing automation/CRM
  113. 113. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Mintigo Data: 
 Best B2B data in the market
  114. 114. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Challenge: you don’t know enough about your customers and prospects Company •  Revenue •  Number of Employees •  HQ Location •  Industry •  Contact information (title, etc.) •  Behavioral data •  Product Usage and Ownership
  115. 115. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Dumb Scoring 95
  116. 116. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  117. 117. © 2015 Mintigo. All Rights Reserved. www.mintigo.com customerDNA:cDNA™ 2,100+  MI’s   7M  Companies   100M  Uniques   Machine  Learning   Cleanse-­‐Enrich-­‐Append-­‐Analyze  
  118. 118. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  119. 119. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Challenge: you don’t know enough about your customers and prospects Company •  Revenue •  Number of Employees •  HQ Location •  Industry •  Contact information (title, etc.) •  Behavioral data •  Product Usage and Ownership
  120. 120. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Web Site Content and Techs •  Website Content: Host Webinars Offer Complex 1:1 Demo Use Inforgraphics, eBooks, White Papers and Blogs •  Website Technology: Ad Services, Live Chat Log-In, SSL •  Advertising Technologies: Atlas, Google Adroll, Google Adwords, DoubleClick for Advertisers •  CDN Technology: Akamai, Amazon •  DNS: Neustar, Amazon, Dyn Company •  Is SaaS •  Cloud Computing Techs: AWS •  Growing Company: Hiring >250 Employees Annual •  Location growth: Has Multiple Locations, new locations, distributed workforce, etc. •  Company has Call Center •  Compliance: SOX, HIPAA, FINRA/FISMA •  Mobile: BYOD, Mobile Developers •  Has Datawarehouse: Use Oracle OBIEE, SAP Business Objects CyberSecurity •  Hiring employees with security clearance, SEIM positions, cyber attack, cyber security, IT security, security certified, etc. positions •  Has had a breach, major security event •  Iaas, Paas, Saas, eCommerce companies •  High compliance requirements, PCI/DSS, HIPPA, Truste, etc. Competitors & Partners •  Using Web Conference Tools: Cisco Webex, Citrix GoToMeeting •  Webinar/Webcasting Tech: On24 •  Web Analytics Technologies: WebTrends, Optimizely, CoreMetrics, WordPress Stats, ClickTale •  Customer Experience: Foresee Integrations & Partners •  CRM: SalesForce, Siebel, Netsuite, MS Dynamics •  CMS Technologies: SiteCore, Joomla, WordPress, Drupal •  Using Collaboration Tool: Sharepoint, Jive, Atlassian, Jira •  Marketing Automation: Marketo, Eloqua, Pardot, Eloqua, HubSpot, ExactTarget •  Email Services: Dyn, Rackspace, icontact, Symantec cloud, McAffee SaaS, madrill, mailchimp
  121. 121. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  122. 122. © 2015 Mintigo. All Rights Reserved. www.mintigo.com cDNA™ at the heart of marketing LEAD  PRIORITIZATION   &  ENRICHMENT M  &  A CAMPAIGN SEGMENTATION CROSS  &  UP     SELL CUSTOMER   LIFETIME   VALUE FIT  ANALYSIS INSIGHTS
  123. 123. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Partners: 
 The Marketing Cloud
  124. 124. © 2015 Mintigo. All Rights Reserved. www.mintigo.com Mintigo-Oracle AppCloud Partnership •  Built Mintigo predictive marketing machine within Oracle Canvas •  Native Mintigo predictive solutions within Oracle marketing cloud •  Add Mintigo to your Oracle offering
  125. 125. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  126. 126. © 2015 Mintigo. All Rights Reserved. www.mintigo.com
  127. 127. © 2015 Mintigo. All Rights Reserved. www.mintigo.com “Mintigo is helping us find all the needles in our haystack of prospect data” Lisa  Joy  Rosner,  CMO   “Mintigo helped us get +23% engagement with qualified leads which was a 10X improvement from previous campaigns.” Meagen  Eisenberg,  VP  Customer  MarkeDng     “Mintigo intelligence completely changed my product marketing strategy for our upcoming fiscal year.” Fran  Wilson,  Dir,  Program  MarkeDng   “Mintigo is a driving force behind the reinvention of our demand generation process.” Michael de la Torre, Sr Dir, Demand Marketing
  128. 128. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com 3 Ways To Learn More: 1 2 3 Register For Oracle MME ‘15 Las Vegas, 3/31 – 4/2! modernmarketingexperience.com Check Out More Content mintigo.com/resources john@mintigo.com Consult With SiriusDecisions siriusdecisions.com
  129. 129. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com Q&A
  130. 130. © 2015 Mintigo. All Rights Reserved. @mintigo | www.mintigo.com THANK YOU!

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