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Infer:Host Analytics:LeanData
Nick Ezzo, Vice President of Demand Generation, Host Analytics
October 5th, 2016
Outline
● Intro - Who is Nick Ezzo?
● What does Host Analytics do?
● Setting Up the Challenge
● What is Predictive?
● Infe...
Hi, I’m Nick Ezzo!
Marketing strategist with extensive technology
experience (15+ years) leading enterprise and
product ma...
Leader in cloud-based financial applications for planning,
consolidation, reporting and analytics.
Host Analytics enterpri...
Too Many Prospects
Which are the best fit to buy?
Marketing Challenge
Sales & Marketing Challenges
Need a real-time way to...
Existing Customer Data
With Pre-Build Connectors
Add Infer’s External Signals
Thousands of Data Points
Build Personalized ...
What Does Predictive Enable?
What Does Predictive Enable?
Infer is the Line Judge
Send to Sales
Do Not Work
Fuzzy lead-to-account (L2A)
matching
Route & Convert all matching
leads for Customers, Targets, &
Open Opportunities
Accou...
Leverage Infer’s lead score to
ensure fair distribution
amongst reps
Round Robins A, B, C are the
same team of reps
Reps f...
Match & Route
LeanData allows Host Analytics to route
existing customer/target/partner leads
to the right rep
Identify & Q...
Sales & Marketing Alignment
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Infer and LeanData - Host Analytics Customer Case Study

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Host Analytics wanted to further automate its sales lead routing process in order to avoid giving reps too few or too many good leads. By integrating predictive and lead routing technologies, Host Analytics hoped to create an intelligent, end-to-end lead management system that would get the best prospects to the right reps, and ultimately help increase efficiency and revenue.

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Infer and LeanData - Host Analytics Customer Case Study

  1. 1. Infer:Host Analytics:LeanData Nick Ezzo, Vice President of Demand Generation, Host Analytics October 5th, 2016
  2. 2. Outline ● Intro - Who is Nick Ezzo? ● What does Host Analytics do? ● Setting Up the Challenge ● What is Predictive? ● Infer is the Line Judge ● Infer + LeanData Solution = Best Fit ● Dashboards
  3. 3. Hi, I’m Nick Ezzo! 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 nezzo@hostanalytics.com Vice President of Demand Gen @ Host Analytics
  4. 4. Leader in cloud-based financial applications for planning, consolidation, reporting and analytics. Host Analytics enterprise performance management (EPM) customers benefit from: ○ Improved business agility ○ Improved security ○ Lower overall cost Trusted by: Host Analytics Business
  5. 5. Too Many Prospects Which are the best fit to buy? Marketing Challenge Sales & Marketing Challenges Need a real-time way to: ● Determine quality of channels ● Evaluate inbound leads ● Quantify MQLs entering the system Sales Challenge Need to know: ● Which leads needs sales resources ● 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
  6. 6. Existing Customer Data With Pre-Build Connectors Add Infer’s External Signals Thousands of Data Points Build Personalized Models Using Machine Learning CRM Sales Automation Marketing Automation Fit Models Behavioral Models Usage Models Public Filings Data Partnerships Proprietary Web Crawlers What is Predictive Analytics?
  7. 7. What Does Predictive Enable?
  8. 8. What Does Predictive Enable?
  9. 9. Infer is the Line Judge Send to Sales Do Not Work
  10. 10. 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 LeanData enables Account Based Routing
  11. 11. 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 Infer + LeanData = Happy SDR team
  12. 12. Match & Route LeanData allows Host Analytics to route existing customer/target/partner leads to the right rep Identify & Qualify Infer analyzes thousands of signals to identify prospects that are the best fit to buy a Host Analytics solution Personalize & Engage High-quality leads are evenly distributed to reps with actionable intelligence embedded directly into Salesforce for aggressive follow-up Website
  13. 13. Sales & Marketing Alignment

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