leadmd doubles mqls with everstring predictive marketing
TRANSCRIPT
©2015 EverString
How LeadMD Doubled Qualified Leads & Opportunities through Predictive Marketing
Justin Gray – CEO, LeadMDJim Walker – VP Marketing, EverString
©2015 EverString
Thank you!
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JUSTIN GRAYFounder & [email protected]
JIM WALKERVP of Marketing
@jaymceEverstring.com
©2015 EverString3
Why are we here?
1. What is Predictive Analytics?2. How can you benefit from Predictive Marketing?
Define the buyer Understand the actions that lead to purchase/win Replicate: Rinse, repeat
3. What are the simple next steps to get started?
©2015 EverString4
Predictive analytics encompasses a variety of statistical techniques from
modeling, machine learning, and data mining that analyze current and
historical facts to make predictions about future, or otherwise unknown,
events.
©2015 EverString
Solving two problems for B2B marketers
Too fewprospectsHow do I get more?
I need to fill my pipeline with net new high quality leads and accounts?
Too manyprospectsWhere do I start?
How do I prioritize my leads and accounts so I can be more efficient?
©2015 EverString6
Predictive starts with Audience Selection
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BPredictive Marketing
starts with
Audience Selection
The process of using data to identify your
target accounts
Model your best customer and derive targets from all
accounts in the world
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©2015 EverString7
INTE
NT
FIT
ENGA
GEM
ENT
Out of Funnelbrowsing behavior, crawling
Upper FunnelPixels and cookies
Mid FunnelMarketing Automation
Lower FunnelCRM
Identifying your ideal accounts requires three key characteristics
FitDetermines how much an account or lead looks like your best customers (e.g., firmographics and tech stack)
EngagementQuantifies the degree of interaction that an account or lead has had with you (e.g., website visits, webinars, downloads)
IntentIdentifies buying signals that can’t be seen “on your site” (e.g., browsing activity, content consumption & behavior patterns by prospects)
©2015 EverString
What We Know
FIRMOGRAPHICLegacy Field Based Data Latency Issues Quality Issues
BEHAVIORALLegacy Interactions Engagement Content Fallacy
DECONSTRUCTEDLegacy “In Head” Data Subject to Prejudice Subjective / Biased
©2015 EverString
Three Core Data Sets
Psychological
Demographic Behavioral
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
THE PROOF
Unlock the hidden dimension of your lead
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
THE RESULTS
5X Opportunity Lift from Better Understanding of Buyers
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
Key Findings
A purely behavioral model (Lead Scores) predicts only 2% of the variance in amount purchased by buyers (mildly predicts buyer commitment, but not spending)
Adding demographic & psychological data bump this way up to 82%. THIS IS HUGE.
Adding demographic & psychological data
bump this way up to 82%
THIS IS HUGE.
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
Company Data
Account level data allows us to define the universe
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
Company Data
Account level data allows us to define the universe
Top insights
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
Meet The Buyers
Only looking for a fling
Dual Personality 60% of buyers Most cautious.
Doesn't want a long term relationship.
Most purchasing authority
Most sales background
Startup Sue Entrenched Ed Rising Rita Poly Pam
Young up and comer in a rising institution 15% of buyers Least time at
position Replacing the old
guard's contractual relationships.
Most team player - new wave of management style
Tenured Exec with the same lead manager doing the same thing and is bored to death 20% of buyers Most time at
position (bored) They want a fling
and they want it now (timing)
High budget control
Young, aggressive & looking for love 5% of buyers Most tech literate Least sales
background Lowest revenue,
smallest firm
©2015 EverString
How to get started
Look inside, Define your success what is success for you? For LMD it was opp creation. What is it for you? Opp close? Mql-sql handoff? Retention?
Database doesn’t have to be perfect. More data the better.
Don’t worry about lead scoring first. Uncover true best buyer today.
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©2015 EverString
What are we testing?
What Lead Sources desire different plays? Building ‘Products’ tailored to Personas Aligning sales via Persona Aligning Consultants via personality exam
©2015 EverString :: CONFIDENTIAL & PROPRIETARY
Takeaways
1. Use predictive not just for value in the immediate, but to start a deeper conversation
2. Defining the right buckets creates deeper alignment and instruments efficiency
3. Align your team for account based v traditional demand generation
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©2015 EverString
Thank you!
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JUSTIN GRAYFounder & [email protected]
JIM WALKERVP of Marketing
@jaymceEverstring.com