Using Demandbase's Predictive Models to Find and Prioritize Accounts
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Using Demandbase's Predictive Models to Find and Prioritize Accounts
- 1. 1 Copyright © 2022 Demandbase
- 2. 2 Copyright © 2022 Demandbase
- 3. 3 Copyright © 2022 Demandbase Find accounts that matter
- 4. 4 Copyright © 2022 Demandbase Using Demandbase’s Predictive Models Take the right action at the right time for each of your accounts. Focus your time and budget on the accounts most likely to become pipeline opportunities. Automate sales-marketing alignment by telling sales when accounts are ready for outreach.
- 5. 5 Copyright © 2022 Demandbase F.I.R.E - Fit, Intent, Relationship, Engagement
- 6. 6 Copyright © 2022 Demandbase Your Ideal Customer - Quantifying Fit Qualification Score Going beyond firmographics, quantify what truly defines an ideal customer. This scores helps you understand the likelihood of an account ever becoming a customer. Score: 0 – 100% F it Accounts in your ICP I ntent Interest in your products and/or competitors R elationship Context and history with the account E ngagement Time spent with your company
- 7. 7 Copyright © 2022 Demandbase Pipeline Predict See every account with a high propensity to become an opportunity within the next 30 days. Minimize lost opportunities and maximize marketing & sales attention to the right accounts. Predict Pipeline - Discovering Hidden Opportunities Score: 0 – 100% F it Accounts in your ICP I ntent Interest in your products and/or competitors R elationship Context and history with the account E ngagement Time spent with your company
- 8. 8 Copyright © 2022 Demandbase Lowest priority – Marketing should be providing air cover with these accounts Score = 36 Score increases to 49 Score increases to 62 Score increases to 70 Score increases to 95 Score increases to 38 If no inbound activity occurs, Sales Development Reps should begin outreach Account Executives start personalized outbound efforts All-out effort to engage the buying committee from multiple channels Executive to executive outreach should begin if the account has not responded Sales takes note and prioritizes the higher accounts Sales: What to do with Pipeline Predict Scores?
- 9. 9 Copyright © 2022 Demandbase Putting F.I.R.E. into more action Predictive Models/Scores Awareness Engaged MQA Opportunity Customer Cross-Sell Retention Qualified Account Journeys Customizable Stages Uncover Unknown Accounts Showing Interest Predictive Analytics with FIRE F it Accounts in your ICP I ntent Interest in your products and/or competitors R elationship Context and history with the account E ngagement Time spent with your company AI + Big Data Finds and Scores Buying Patterns
- 10. 10 Copyright © 2022 Demandbase Putting F.I.R.E. into more action Pipeline Predict AI-Driven Journeys Uncover Unknown Accounts Showing Interest Predictive Analytics with FIRE F it Accounts in your ICP I ntent Interest in your products and/or competitors R elationship Context and history with the account E ngagement Time spent with your company AI + Big Data Finds and Scores Buying Patterns Little Interest A little Interested Act Now! Reach out ASAP! No Interest
- 11. 11 Copyright © 2022 Demandbase 11 Copyright © 2022 Demandbase Final Takeaway A Smarter GTM.
- 12. 12 Copyright © 2022 Demandbase Thank you! YOU’RE DEE BEST!