How To Integrate Predictive Marketing Into Your ABM Strategy

Mintigo MarTech Stack

Marketing

Attribution

Tool

Direct

Mail

Starting Off With ABM & Predictive –

A Simple Approach

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Predictive Models Identifies Accounts That Fit Your Ideal

Customer Profile

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Is This How You Select Your Target Accounts?

Your ICP: Low-Res or HD?

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Ideal Customer Profile

(aka “CustomerDNA™”)

Customers

(“Positives” List)

Prospects

Predictive Models/

Machine Learning

Signals From The Web

(i.e., tech, org/hiring, financials, intent, etc.)

How Predictive Modeling Works

Ideal Customer Profile

(aka “CustomerDNA™”)

Selecting Target Accounts via Predictive Account Scoring

• Revenue: Above $1B

• Industry: Software & Manufacturing

• Marketing Tools: Marine Software, Ensighten, BazaarVoice

• CX: ForeSee, OpinionLab

• PPC Spend: Above $5K

• Alexa Rank: < 100K

• CDN: Akamai• Analytics: Adobe

Omniture

• Hires Demand Gen roles…

Initech Corp.

Aviato Inc.

Cyberdyne

Systems

Predictive

Score 75 or Rank B

Predictive

Score 54 or Rank C

Predictive

Score 92 or Rank A

Mintigo : Create A Predictive Model In As Quick As 15 Min

Mintigo : Identify High-Propensity-To-Buy Accounts

“In-Funnel”

“Net New”

Find The Best Contacts From Your Target Accounts

To Engage With

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Accounts are Critical…

But Remember “People” Scope and Sign The Checks

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0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 1 1 0

0 1 0 1 1 0 1 1 0

Ideal Customer Profile(aka “CustomerDNA™”)

Customers

Prospects

Predictive Models/

Machine Learning

Signals From The Web

(i.e., tech, org/hiring, financials, intent, etc.)

Your Data

Records(those already in

your funnel)

“Total Addressable

Market”

• Data for tens/hundreds

of millions of accounts &

contacts

• Score all of these

accounts & against your

ICP

• Download net new into

your MA or CRM

systems, or use in

named-account

campaigns

Predictive Platforms Finds “Net New” Contacts

Mintigo : Download Lists Of Contacts For High

Scored Accounts

…but don’t

batch & blast!

Mintigo : Generate Leads From Target Accounts

Through Content Syndication

Predictive Data Helps Identify Relevant Messages & Offers

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Mintigo : CustomerDNA™ Shows Important Characteristics Of Your ICP

Predictive Data Unveils “Non-Intuitive Insights”

5X

Insights From Predictive Data Can Help Personalize

Your Value Proposition

Engage With The Right Contacts At The Right Accounts

With The Right Message Through Multiple Channels

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Timely & Personalized Messages Are Driven By

Having Predictive Data In Other Marketing Systems

Timely & Personalized Messages Are Driven By

Having Predictive Data In Other Marketing Systems

Timely & Personalized Messages Are Driven By

Having Predictive Data In Other Marketing Systems

Mintigo : Don’t Forget Your

Most Important Channel – SALES!

© Copyright 2016. Mintigo Inc. All Rights Reserved. @tones810 | @mintigo | #FlipMyFunnel

“For my ally is the Force, and a powerful ally it is…Its energy surrounds us and binds

us.” ―Jedi Master Yoda describing the Force to Luke Skywalker

Data, Like The

Force, Connects

All Things

data

our martech stack

Mintigo MarTech Stack

Marketing

Attribution

Tool

Direct

Mail

4 Ways To Integrate Predictive Into Your ABM Strategy

Discover

Target

Accounts

Engage

Multi-Channel

Driven By Data

Personalize

Content From

Predictive Insights

AWSShopping Cart

Retail

Global

CRM

High Web

Traffic

Identify

Decision Makers

& Influencers

Thanks!