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#SDSummit
May 26, 2016
Demand Creation
Programs of the Year
Erin Bohlin
Research Director
@erinrbohlin
Carrie Rediker
Rese...
SiriusPerspective:
17 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPerpetual Leverage:P...
SiriusPerspective:
18 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics ...
SiriusPerspective:
19 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics ...
SiriusPerspective:
20 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics ...
SiriusPerspective:
21 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics ...
SiriusPerspective:
22 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics ...
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New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 1 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 2 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 3 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 4 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 5 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 6 New Relic  - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform Slide 7
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New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform

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New Relic is a software analytics company that makes sense of billions of data points about millions of web and mobile applications in real time. A data-centric company itself, New Relic appreciates the difference Infer is making in its sales process.

As the company grew, its sales team needed helping keeping pace with a rapidly expanding sales pipeline. Using Infer’s predictive scoring, New Relic was able to immediately identify and convert great leads that had been buried in its nurture database. New Relic continues to leverage Infer’s applications to better prioritize and forecast all types of sales and marketing efforts.

New Relic’s pilot led to success with higher-scored leads that convert 9.6x better and faster and result in more revenue.

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New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform

  1. 1. #SDSummit May 26, 2016 Demand Creation Programs of the Year Erin Bohlin Research Director @erinrbohlin Carrie Rediker Research Director @carrierediker
  2. 2. SiriusPerspective: 17 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPerpetual Leverage:PredictiveAnalytics Program An early adopter of predictive analytics continues to expand the use cases and pilot new successful programs.
  3. 3. SiriusPerspective: 18 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPredictiveAnalytics Program: Success Factors New Relic’s appetite for experimentation led to a pilot focused on identifying “hidden” segments of leads for sales. • Pilot using Infer predictive analytics model
  4. 4. SiriusPerspective: 19 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPredictiveAnalytics Program: Success Factors New Relic’s appetite for experimentation led to a pilot focused on identifying “hidden” segments of leads for sales. • Pilot using Infer predictive analytics model • New flavors of MQLs with high likelihood to convert
  5. 5. SiriusPerspective: 20 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPredictiveAnalytics Program: Success Factors New Relic’s appetite for experimentation led to a pilot focused on identifying “hidden” segments of leads for sales. • Pilot using Infer predictive analytics model • New flavors of MQLs with high likelihood to convert • Pilot details concealed from sales to measure true program effectiveness
  6. 6. SiriusPerspective: 21 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPredictiveAnalytics Program: Success Factors New Relic’s appetite for experimentation led to a pilot focused on identifying “hidden” segments of leads for sales. • Pilot using Infer predictive analytics model • New flavors of MQLs with high likelihood to convert • Pilot details concealed from sales to measure true program effectiveness • “Infer Priority” field prioritizes daily calling and interprets behavior
  7. 7. SiriusPerspective: 22 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker #SDSummitPredictiveAnalytics Program: Impact New Relic’s pilot led to success with higher-scored leads that convert better and faster and result in more revenue. Performance 9.6xConversion improvement Wins 51%won business from “A” leads Infer’s behavioral models automatically surface deals that will close significantly sooner and more often than our average prospect. “ “
  • cunniet1

    Jan. 14, 2017

New Relic is a software analytics company that makes sense of billions of data points about millions of web and mobile applications in real time. A data-centric company itself, New Relic appreciates the difference Infer is making in its sales process. As the company grew, its sales team needed helping keeping pace with a rapidly expanding sales pipeline. Using Infer’s predictive scoring, New Relic was able to immediately identify and convert great leads that had been buried in its nurture database. New Relic continues to leverage Infer’s applications to better prioritize and forecast all types of sales and marketing efforts. New Relic’s pilot led to success with higher-scored leads that convert 9.6x better and faster and result in more revenue.

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