Infer:Host Analytics:LeanDataNick Ezzo, Vice President of Demand Generation, Host Analytics

October 5th, 2016

Outline ● Intro - Who is Nick Ezzo?

● What does Host Analytics do?

● Setting Up the Challenge

● What is Predictive?

● Infer is the Line Judge

● Infer + LeanData Solution = Best Fit

● Dashboards

Hi, I’m Nick Ezzo!

Marketing strategist with extensive technology experience (15+ years) leading enterprise and product marketing at large and small companies

Started out in IT, moved into Marketing

Worked primarily with SaaS companies in the last 10 years

Ohio University alumnus

@NickAEzzo nezzo@hostanalytics.com

Vice President of Demand Gen @ Host Analytics

Leader in cloud-based financial applications for planning,

consolidation, reporting and analytics.

Host Analytics enterprise performance management (EPM)

customers benefit from:

○ Improved business agility

○ Improved security

○ Lower overall cost

Trusted by:

Host Analytics Business

Too Many Prospects

Which are the best fit to buy?

Marketing Challenge

Sales & Marketing Challenges

Need a real-time way to:● Determine quality of channels● Evaluate inbound leads● Quantify MQLs entering the system

Sales Challenge

Need to know:● Which leads needs sales resources● Which leads get sent to nurture

Shared Challenge

Needed to get the best prospects to the right reps as quickly as possible to increase efficiency and revenue

Existing Customer DataWith Pre-Build Connectors

Add Infer’s External SignalsThousands of Data Points

Build Personalized ModelsUsing Machine Learning

CRMSales Automation

Marketing Automation

Fit ModelsBehavioral Models

Usage Models

Public FilingsData Partnerships

Proprietary Web Crawlers

What is Predictive Analytics?

What Does Predictive Enable?

What Does Predictive Enable?

Infer is the Line Judge

Send to Sales

Do Not Work

Fuzzy lead-to-account (L2A) matching

Route & Convert all matching leads for Customers, Targets, & Open Opportunities

Account Execs can now work exclusively out of Contacts

LeanData enables Account Based Routing

Leverage Infer’s lead score to ensure fair distribution amongst reps

Round Robins A, B, C are the same team of reps

Reps felt process was more fair and were more productive with new flow

Infer + LeanData = Happy SDR team

Match & RouteLeanData allows Host Analytics to route existing customer/target/partner leads

to the right rep

Identify & QualifyInfer analyzes thousands of signals to identify prospects that are the best fit

to buy a Host Analytics solution

Personalize & EngageHigh-quality leads are evenly

distributed to reps with actionable intelligence embedded directly into Salesforce for aggressive follow-up

Website

Sales & Marketing Alignment