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#SDSummitMay 26, 2016
Demand Creation Programs of the Year
Erin BohlinResearch Director@erinrbohlin
Carrie RedikerResearch Director@carrierediker
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SiriusPerspective:
17 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPerpetual Leverage: Predictive Analytics ProgramAn early adopter of predictive analytics continues to expand the use
cases and pilot new successful programs.
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SiriusPerspective:
18 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictive Analytics Program: Success FactorsNew Relic’s appetite for experimentation led to a pilot focused on
identifying “hidden” segments of leads for sales.
• Pilot using Infer predictive analytics model
![Page 4: New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform](https://reader031.vdocuments.us/reader031/viewer/2022030305/58717bbd1a28ab230b8b63d1/html5/thumbnails/4.jpg)
SiriusPerspective:
19 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictive Analytics Program: Success FactorsNew 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
![Page 5: New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform](https://reader031.vdocuments.us/reader031/viewer/2022030305/58717bbd1a28ab230b8b63d1/html5/thumbnails/5.jpg)
SiriusPerspective:
20 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictive Analytics Program: Success FactorsNew 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
![Page 6: New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform](https://reader031.vdocuments.us/reader031/viewer/2022030305/58717bbd1a28ab230b8b63d1/html5/thumbnails/6.jpg)
SiriusPerspective:
21 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictive Analytics Program: Success FactorsNew 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
![Page 7: New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform](https://reader031.vdocuments.us/reader031/viewer/2022030305/58717bbd1a28ab230b8b63d1/html5/thumbnails/7.jpg)
SiriusPerspective:
22 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictive Analytics Program: ImpactNew 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 oftenthan our average
prospect.
“ “