How it works
Data: Enrich your marketing data sets with IT installed-base, competitor intelligence and IT contacts with social connectors from global companies.
Patterns: Uncover each prospect account with hundreds of IT buying triggers such as system life-cycle, support expiry, data growth, new projects, IT budget etc
Sales-play: Discover sales-play scenarios from new and existing accounts such as complementary sale, competitor ‘take-out’
Lead Score: Identify relevant sales-ready leads from algorithmic predictive buying score based on data analytics, modelling, machine learning & data mining
CRM: Push the data sets directly to your CRM and Marketing systems; enrich with powerful sales intelligence data. Combine relevant customer engagement intelligence with the automation and reporting tools you use today. Design sales-ready campaigns, create new pipeline and increase sales revenue.
How is C360 different than traditional lead scoring?
There are several Marketing automation and Predictive analytics tools that support Lead scoring.
Marketing automation tools are primarily focused on website interactions, campaign history, CRM data, eDM, email opens/ clicks. You manually define value points based on a very limited intelligence you have from inbound leads, existing customer data etc. Predictive analytics tools focus on a broader and generic approach to gather data through web crawling, key word search, social media monitoring, web behavior etc. So, let us have a look at how are we different:
· Our software programs are designed solely for IT marketing purpose. Our product does not serve any other industry. This devoted approach makes us to deliver innovative data science to develop insight driven, actionable & the most relevant sales intelligence exclusively for IT marketers
· Our big data algorithms are programmed to look for web tags, java script embeds and social media that indicates enterprise technology presence by scanning 11 million+ world's most trafficked web sources. The unstructured data is further filtered, formatted & validated by data scientists and IT sales researchers to ensure highest level of suitability and accuracy
· Our data development processes and lead scoring engines are developed to identify highest relevancy for IT sales leads. We believe web monitored score alone does not complete the idea of predictive analytics for IT sales. A combination of additional data signals such as IT installed-base, patterns, competitive intelligence & IT contacts is vital to determine the best-fit target prospect in a timely manner.
· Our system is a complete marketing data platform that offers Company profiles, IT installed-base, IT contacts & Predictive scoring with real-time data refresh. The system complements and enriches CRM & marketing automation tools with powerful sales triggers. The platform can be also used as a side-by-side tool for daily sales efforts
What IT Sales signals does C360 track?
Our data development processes and lead scoring engines are developed to identify highest relevancy for IT sales leads. Besides firmographic and web mined data, some additional data signals we track include IT buying patterns, Tech refresh cycle, New product introductions, Installed IT systems, System life cycle, Product expiry, Competitor installations, IT budget, IT contacts etc.
Does predictive scoring work with our existing data?
Our predictive analytics system is a complete marketing data platform that offers Company profiles, IT installed-base, IT contacts & Predictive scoring with real-time data refresh. This approach allows enriching your existing CRM & marketing automation tools with the most relevant, recent & comprehensive data to derive sales leads that are most likely to convert into new pipeline creation and sales revenue performance.
Does predictive scoring work if I’m trying to enter a new market?
By far, we offer the largest IT marketing data sets with predictive score, covering 90% of the total addressable enterprise IT market. Our SalesCloud IT marketing data platform covers IT lead score of global IT rich enterprises from 100+ countries, covering 25+ industries. Some of the world’s largest IT companies and tech start-ups use our platform to accelerate pipeline creation, increase revenue, beat competition and expand to global markets.
Which is important when scoring IT leads, Suitability or Activity?
Traditional predictive scoring is designed to capture how much a prospect is engaged with your company or products through aggregating data points such as website visits, forms, clicks, social media monitoring etc. In this approach, the coverage is limited to inbound leads and existing customer data.
Suitability score is designed to analyze Firmographic data, Patterns, Competitor insights & Sales triggers to discover the most appropriate prospect. The impact of Suitability score approach is enormous. Your sales teams can determine the most qualified prospects, prioritize sales leads, and execute timely campaigns with tailored messaging to strike deals.
While both methods provide valuable data points, the first question to ask about any lead is whether it is a target prospect fit. Does it look like your existing customer or competitor customer? If the prospect is un-fit for your product, it doesn’t matter how engaged they are; they’re not likely to buy. The predictive analytics trending is that several companies use robust activity-scoring today, but very few have a Suitability approach to lead assessment for better results. That’s because doing it well requires large amounts of relevant data and advanced data science. Our platform helps to combine the best of both methods to ascertain the most relevant lead scoring possible for IT marketers.
What are the benefits of Predictive scoring for IT Marketers?
Relevant prospects: Determine the most suitable prospects for your products
Smarter campaigns: Perform campaigns based on sales triggers & competitor insights
New Pipeline: Accelerate new pipeline creation and reduce sales cycle
Sales Revenue Performance:
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