building economical simulators
TRANSCRIPT
Building Economical Simulators
Dr. Kira Radinsky, CTO & Co-founder
2
Customer Lifecycle Intelligence
Predictive Marketing
Predictive Customer Success
Predictive Sales
3
Uriel’s Journey
IT Senior DirectorIT
?
IT
Aredemographics alone
enough for predictions?
4
Customer Lifecycle Intelligence
Articles readSocial Posts
access
NAC
Network Access Control
Access Control Solutions
Physical Security
Unmanaged Servers
What is Dell Reading About?
Month
Identity Management
Is It the Right Time to Contact Dell?
Trend Analysis: Is it the Right Time?
What is Uriel Writing About?
14
You Get a Summary Screen
IT Senior Director
IT
Lead Twitter Topic FitIT
Low Influencer
Company Interest Trend
High
Integrated inSalesforce and Marketo
15
Customer Lifecycle Intelligence
Articles readSocial Posts
Website InteractionsWebinar Attendance
Uriel’s Website Visitation Patterns
Webinar
Email Response
Contact Me
Call
2nd Interaction
87%
10%
69%
34%
17
Dynamic Predictive Lead Scoring
IT Senior Director
IT
IT
18
Customer Lifecycle Intelligence
Articles readSocial Posts
Website InteractionsWebinar Attendance
Campaign ResponseEmail Response Time
19
Historical Response Analysis
Response Time
Fast Response: 70%Slow Response: 30%
20
How Fast Does Uriel Respond?
Fast Response: 70%Slow Response: 30%
Response Time
21
Lead Score Changes Automatically
IT Senior Director
IT
IT
Slow ResponseResponse Rate
Responds to Emails?
22
How Fast Does Uriel Respond?
Response Time
Mid Response: 60%
23
Several Factors Make Him an “A” Prospect
IT Senior DirectorIT
IT
Medium ResponseResponse Rate
Responds to Emails?
24
Customer Lifecycle Intelligence
Articles readSocial Posts
Website InteractionsWebinar Attendance
Campaign ResponseEmail Response Time
Support Cases Usage Patterns
Cases with High Severity
Usage of basic authentication
Usage of advanced NAC feature
Uriel’s Engagement and Usage Level?
26
Predictive Customer Success: Renewals
FAQ Campaign
How To Ramp-Up Campaign
Cases with High Severity
Usage of basic authentication
Usage of advanced NAC feature
Uriel’s Engagement and Usage Level?
28
Predictive Customer Success: Renewals
Good candidate for Upsell campaign
Upsell Campaign – did you see our new features?
Success Model
Opportunity
Score + Insights
Wins Losses
Internal Data Sources
External Data SourcesDemographicsFirmographics
Behavioral
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On-the-spot Predictive Scoring + Insights
Update 1x/week
1x/min
31
Insights from Historical Data Analysis
32
Installed in <1 hour
Qualified Pipeline Renewal Rate
1.75x
Conversion Rate
2x +10%
Easy Install, Fast Time to Value
150 years of news articlesBillions of tweets
Millions of web searches
Event1
Merchant shipCollide
Tanker
05/25/2010 11:00 SingaporeLocation
Performed on
Actio
n
Time-frame
Actor
Caus
ed
Event2
spill
05/25/2010 15:00
Performed on
Actio
n
Time-frame
Time
“Tanker and merchant ship collide”
“Oil spill off Singapore”
Oil
Location Singapore
Event1
Go up
Gas prices
05/25/2010 11:00
Actio
n
Time-frame
Actor
Caus
ed
Event2
spill
05/25/2010 15:00
Performed on
Actio
n
Time-frame
Time
“Oil spill off Singapore”
Oil
Location Singapore
“Gas prices go up”
Causality GraphCausality Graph
Simulating the MarketConnecting Macro & Micro Economics
Thank You!