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The Big Willow overview and client uses cases
- 1. Intent-‐Based Marketing and Selling Overview
- 2. Recap: The Big Willow helps you Find AND Engage your buyers faster than your competition* * And ours! J
- 3. Revenue and Pipeline Creation Sales Rep Productivity Marketing Effectiveness Impact we have
- 4. What The Big Willow Does…1B times/day Website/Publisher Keyword analysis Category of interest Company Location People A New Channel for B2B Leads & Insight -‐ Which companies… -‐ Are research what topics… -‐ Who is taking action, how often? Track: 150 Million+ B2B and B2C PCs, Phones, Tablets Monitor: 20,000+ B2B and B2C web destinations
- 5. We help you turn intent data into action via services & platform SERVICES
- 6. “Always-‐On” services solving problems w/ Device-‐Level Intent SOLUTIONS* Account Validation & Growth Brand to Demand Close/Won Attribution Web Behavioral Pre-‐Targeting Churn Model/ Defection Detection SDR Enablement * Our solutions are client driven. We are not smarter than them!
- 7. Pre-‐Targeting via Intent Data at Commvault
- 8. Commvault: Pre-‐Targeting Via The Buyer’s Journey Opportunity Created in CRM 8/26/13 180 Days Before Opportunity Creation 2/27/13 Opportunity Closed Won 10/31/14 3/25/13 Tech Target Content Syndication Storage Magazine Online: March 2013 4/4/13 Network World Content Syndication Digital Spotlight on Enterprise Storage 8/23/13 InfoWorld Content Syndication Digital SDDC Spotlight-‐ Modernizing Enterprise IT 9/16/13 Virtualization Review Content Syndication Gartner BaR MQ 10/29/13 Tech Target Content Syndication Balancing Cost, Risk & Complexity in Your DR Strategy 2/11/14 Integrate Content Syndication Get Smart About Big Data 2/21/14 Virtualization Review Content Syndication CIO Guide to Virtual Server Data Protection 5/14/14 Tech Target Content Syndication Webinar: Modernize Disaster Recovery with Simpana 10 6/27/14 IDG Enterprise Content Syndication Windows XP Migration: Protect, Secure Critical Data 8/4/14 Tech Target Content Syndication Storage E-‐zine July 2014 Web Buyer Intent CRM/MAP Data Pre-‐Targeting Zone
- 9. “[What explains the]…biggest growth in software in five years?” “We made a major investment in digital…to bring leads into the funnel… and getting out in front of competition.” Commvault: Pre-‐Targeting gets CXO attention Commvault CEO Bob Hammer, 01/27/16 Earnings Call
- 10. Named Account Validation and Growth at Electric Cloud
- 11. Step 1: Determine & Augment Named Account List “Look Back” 60/90/180 days for Web Buyer Intent Sales Delivers Named Account List: 1000 Named Accounts 300 – Intent Confirmed 600 -‐ No Active Web Research Shown 700 -‐ Net New Accounts Showing Web Buyer Intent Deliverable: “Validated TIM” Deliverable: “Net New TIM” 100 Were Active, Now Inactive
- 12. 12 Electric Cloud’s ABM execution In 8 months found via intent, engaged via phone and closed:
- 13. Brand to Demand Attribution at Five9
- 14. Five9 Results “The Big Willow was able to deliver a view through conversion rate 53X better than the next closest ad-‐network.” Jason Yang VP of Digital Marketing
- 15. Intent-‐Based Sales Enablement at Apperian
- 16. Sales Insights via Onsite + Offsite Intent
- 17. ABM Results
- 18. Predictive Customer Churn Modeling at Akamai
- 19. Intent-‐Based Churn Modeling Renewal Date 20% of all customers that defected exhibited the same multi-‐spike behavior of buying committee researching alternatives online
- 20. “Like DemandBase…but across the entire web, not just my site.” Sr. Director Market Operations F1000 company