Marketing to marketers

Brian KellyCMO, InsideView

“Leads that convert to revenue are all that matter. Want your bonus? Drive revenue.”-my

boss

“We’re generating over 8,000 leads per month!” -me

#predict2014

A perfect storm of challenges…

Accountresearch

reduces sales

productivity

Traditional demand

generationlosing

effectivenessBuyers are informed and driving the

process

Inbound leads lacking required

information

Automation isn’t

enoughto fuel revenue

growth

#predict2014

Facing the perfect storm of challenges…

Increase win rates

Focus on

best leadsBetter lead quality

Improve email and call

response rates

Do it all with current

spend

#predict2014

Yes, it can work: Timing and relevance drive engagement

Only 10% respond to cold calls or unsolicited emails, yet…

Over 80%will engage with a when they are connected with timing and value.

#predict2014

Delivering more of the leads that matter

Predictive Scoring

Market Intelligenc

e+

+Marketing Automation

#predict2014

Market Intelligence provides relevance and timing

DATA INSIGHTS CONNECTIONS

WHO Accurate company and

contact information

WHAT Curated news and

social posts

HOWComprehensive relationship map

#predict2014

Core Marketing Infrastructure at InsideView

Predictive Lead Scoring

Market Intelligence

Marketing Automation

#predict2014

Inbound Marketing Process

5-8K inbound

leads

4 fields

Enrich leads

28 fields Leads

AE’s and SDR’s focus on best leads. Marketing nurtures rest.

Results

90% conversion on A’s

40% conversion on B’s

Nurture C’s and D’s

More Deals

Predict, score, deliver

#predict2014

Outbound Marketing Process

“Give me more leads

like those…”

Target

Build the targeted

list…

Contact Engage

SDR’s contact best leads. Email campaigns handle the rest.

Results

Win

Execute the

campaign Increased engagement

SDR’s get A’s & B’s

Email for C’s and D’s

#predict2014

Fliptop + InsideView delivers better lead-to-revenue productivity

Focus on the right leads

Win with relevance and

timing

Get your bonus!

Results