Welcome!

@CloudExpo Authors: William Schmarzo, Liz McMillan, Elizabeth White, Pat Romanski, Flint Brenton

News Feed Item

Lattice Engines and Industry Leaders Make 2013 Predictions: The Era of Big Data Arrives to Sales and Marketing

More than 20 Big Data, sales and marketing leaders share their predictions for the New Year

SAN MATEO, Calif., Dec. 10, 2012 /PRNewswire/ -- Today Lattice Engines and an esteemed group of more than 20 Big Data, sales and marketing leaders announced their predictions for what's to come in 2013. The predictions center on the arrival of Big Data to sales and marketing organizations and its projected impact.

"Sales and marketing is the next frontier for Big Data," said Shashi Upadhyay, CEO of Lattice. "The last generation of cloud-based sales and marketing technology delivered massive improvements, but was designed in a world of data scarcity. Today's data-intensive world offers every business the opportunity to translate Big Data into big sales."

Lattice Predictions for 2013

  • Big Data injects information science into relationship selling. While many large companies today leverage internal data to aid their selling efforts, in 2013, companies will take it to the next level by combining internal data (e.g. purchase history, customer service data and marketing automation data) with external data (e.g. firmographic data, company growth indicators and third party data sources such as Lexis Nexis) to make stronger predictions about which customers and prospects are most likely to buy.
  • Sales and marketing professionals learn to trust predictions made by Big Data. Most organizations will start small by experimenting with new products or prospecting for new customers, but over time, they will gain the confidence to run a large part of their marketing and sales efforts informed by machine-driven predictions.
  • Big Data dramatically increases the value of CRM technology. Companies using Big Data technology will increase adoption of their CRM systems by transforming them to actually help sales teams sell more as opposed to primarily being used as a tool for management. Analytics identify each sales rep's most receptive customers/prospects, recommend what to sell them and prompt them on what to say.

Industry Leader Predictions for 2013

Following is a sampling of more than 20 different predictions from Big Data, sales and marketing leaders featured in this new ebook from Lattice.

  • Greg Alexander, CEO of Sales Benchmark Index: Sales rep prospecting will be a top challenge. In 2012, companies over rotated towards lead generation being the exclusive responsibility of the marketing department. Sales has to generate their fair share of the leads. These muscles have not been used for a while and reps currently are not very good at generating their own leads. Sales departments got caught up in the hype cycle of marketing automation.
  • Dave Brock, president at Partners in EXCELLENCE: High performance sales hone in on prospects. In 2013, high performance sales organizations will provide their sales people with "intelligent leads." Today, these companies are leveraging marketing automation systems, lead nurturing, lead scoring and other techniques to provide high sales accepted leads. By incorporating rich analytics, these organizations will make quantum leaps in lead quality/conversions.
  • Brad Feld, a managing director at Foundry Group: Big Data is miniscule. Twenty years from now, the thing we call Big Data will be tiny data. It will be microscopic data. The volume that we're talking about today is a speck. The key for 2013 with Big Data is to figure out how you can make a difference. Don't let marketing noise obscure what's real and what isn't.
  • Heidi Melin, CMO Eloqua: Companies will continue to seek a deeper understanding of buyers and the foundation for achieving this will be Big Data. Marketers will leverage their ecosystem of technology and the insight it provides to further understand their buyers' 'digital body language.'  The explosion of available data, beyond demographics, that captures a prospect's online behavior will help organizations move potential customers through the buying stages by delivering the right information at the right time in their journey from awareness to consideration to ultimately, purchase.  If marketers can take advantage of Big Data, companies will benefit from the insights necessary to drive revenue.
  • Anneke Seley, CEO and founder of Reality Works Group: Without the sales insights made possible by Big Data, sales teams will waste a lot of time and alienate a large number of buyers who aren't ready to buy or will never buy. Forward-thinking "Sales 2.0" companies have recognized that selling strategies informed by data and enabled by technology lead to measurably better business results and happier customers. Big Data and analytics have already contributed to major advances across industries and functions and it's time for sales to reap these rewards as well.

More 2013 predictions from thought leaders across the industry are available in this new ebook.

About Lattice Engines

Lattice is revolutionizing sales and marketing through the power of Big Data. The company's Big Data for Sales platform, salesPRISM, delivers real-time, predictive and actionable insight to sales and marketing professionals wherever they are so they can engage the most receptive customers in the most compelling ways. Fortune 5000 companies such as ADP, Dell, EMC and SunTrust rely on Lattice to generate 75 percent more pipeline, triple conversion rates, and double win rates. Lattice is privately held and backed by NEA and Sequoia Capital with headquarters in San Mateo, CA. Learn more at www.lattice-engines.com and follow @Lattice_Engines.

SOURCE Lattice Engines

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

@CloudExpo Stories
In his session at 18th Cloud Expo, Bruce Swann, Senior Product Marketing Manager at Adobe, will discuss how the Adobe Marketing Cloud can help marketers embrace opportunities for personalized, relevant and real-time customer engagement across offline (direct mail, point of sale, call center) and digital (email, website, SMS, mobile apps, social networks, connected objects). Bruce Swann has more than 15 years of experience working with digital marketing disciplines like web analytics, social med...
What a difference a year makes. Organizations aren’t just talking about IoT possibilities, it is now baked into their core business strategy. With IoT, billions of devices generating data from different companies on different networks around the globe need to interact. From efficiency to better customer insights to completely new business models, IoT will turn traditional business models upside down. In the new customer-centric age, the key to success is delivering critical services and apps wit...
The essence of data analysis involves setting up data pipelines that consist of several operations that are chained together – starting from data collection, data quality checks, data integration, data analysis and data visualization (including the setting up of interaction paths in that visualization). In our opinion, the challenges stem from the technology diversity at each stage of the data pipeline as well as the lack of process around the analysis.
Many banks and financial institutions are experimenting with containers in development environments, but when will they move into production? Containers are seen as the key to achieving the ultimate in information technology flexibility and agility. Containers work on both public and private clouds, and make it easy to build and deploy applications. The challenge for regulated industries is the cost and complexity of container security compliance. VM security compliance is already challenging, ...
As cloud and storage projections continue to rise, the number of organizations moving to the cloud is escalating and it is clear cloud storage is here to stay. However, is it secure? Data is the lifeblood for government entities, countries, cloud service providers and enterprises alike and losing or exposing that data can have disastrous results. There are new concepts for data storage on the horizon that will deliver secure solutions for storing and moving sensitive data around the world. ...
Designing IoT applications is complex, but deploying them in a scalable fashion is even more complex. A scalable, API first IaaS cloud is a good start, but in order to understand the various components specific to deploying IoT applications, one needs to understand the architecture of these applications and figure out how to scale these components independently. In his session at @ThingsExpo, Nara Rajagopalan is CEO of Accelerite, will discuss the fundamental architecture of IoT applications, ...
As machines are increasingly connected to the internet, it’s becoming easier to discover the numerous ways Industrial IoT (IIoT) is helping to shape the business world. This is exactly why we have decided to take a closer look at this pervasive movement and to examine the desire to connect more things! Now if you need a refresher on IIoT and how it is changing the world, take a moment and listen to Greg Gorbach with ARC Advisory Group. Gorbach believes, "IIoT will significantly change the worl...
Enterprise networks are complex. Moreover, they were designed and deployed to meet a specific set of business requirements at a specific point in time. But, the adoption of cloud services, new business applications and intensifying security policies, among other factors, require IT organizations to continuously deploy configuration changes. Therefore, enterprises are looking for better ways to automate the management of their networks while still leveraging existing capabilities, optimizing perf...
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo 2016 in New York and Silicon Valley. Learn what is going on, contribute to the discussions, and ensure that your enterprise is as "IoT-Ready" as it can be! Internet of @ThingsExpo, taking place Nov 3-5, 2015, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 17th Cloud Expo and will feature technical sessions from a rock star conference faculty ...
The 19th International Cloud Expo has announced that its Call for Papers is open. Cloud Expo, to be held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, Big Data, Internet of Things, DevOps, Containers, Microservices and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding business opportunity. Submit y...
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with the 19th International Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world and ThingsExpo New York Call for Papers is now open.
There are several IoTs: the Industrial Internet, Consumer Wearables, Wearables and Healthcare, Supply Chains, and the movement toward Smart Grids, Cities, Regions, and Nations. There are competing communications standards every step of the way, a bewildering array of sensors and devices, and an entire world of competing data analytics platforms. To some this appears to be chaos. In this power panel at @ThingsExpo, moderated by Conference Chair Roger Strukhoff, panelists will discuss the vast to...
SYS-CON Events announced today that Enzu, a leading provider of cloud hosting solutions, will exhibit at SYS-CON's 18th International Cloud Expo®, which will take place on June 7-9, 2016, at the Javits Center in New York City, NY. Enzu’s mission is to be the leading provider of enterprise cloud solutions worldwide. Enzu enables online businesses to use its IT infrastructure to their competitive advantage. By offering a suite of proven hosting and management services, Enzu wants companies to foc...
SYS-CON Events announced today the How to Create Angular 2 Clients for the Cloud Workshop, being held June 7, 2016, in conjunction with 18th Cloud Expo | @ThingsExpo, at the Javits Center in New York, NY. Angular 2 is a complete re-write of the popular framework AngularJS. Programming in Angular 2 is greatly simplified. Now it’s a component-based well-performing framework. The immersive one-day workshop led by Yakov Fain, a Java Champion and a co-founder of the IT consultancy Farata Systems and...
Customer experience has become a competitive differentiator for companies, and it’s imperative that brands seamlessly connect the customer journey across all platforms. With the continued explosion of IoT, join us for a look at how to build a winning digital foundation in the connected era – today and in the future. In his session at @ThingsExpo, Chris Nguyen, Group Product Marketing Manager at Adobe, will discuss how to successfully leverage mobile, rapidly deploy content, capture real-time d...
IoT generates lots of temporal data. But how do you unlock its value? How do you coordinate the diverse moving parts that must come together when developing your IoT product? What are the key challenges addressed by Data as a Service? How does cloud computing underlie and connect the notions of Digital and DevOps What is the impact of the API economy? What is the business imperative for Cognitive Computing? Get all these questions and hundreds more like them answered at the 18th Cloud Expo...
In his keynote at 18th Cloud Expo, Andrew Keys, Co-Founder of ConsenSys Enterprise, will provide an overview of the evolution of the Internet and the Database and the future of their combination – the Blockchain. Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life ...
@DevOpsSummit taking place June 7-9, 2016 at Javits Center, New York City, and Nov 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with the 18th International @CloudExpo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world.
The cloud market growth today is largely in public clouds. While there is a lot of spend in IT departments in virtualization, these aren’t yet translating into a true “cloud” experience within the enterprise. What is stopping the growth of the “private cloud” market? In his general session at 18th Cloud Expo, Nara Rajagopalan, CEO of Accelerite, will explore the challenges in deploying, managing, and getting adoption for a private cloud within an enterprise. What are the key differences betwee...
SYS-CON Events announced today that ContentMX, the marketing technology and services company with a singular mission to increase engagement and drive more conversations for enterprise, channel and SMB technology marketers, has been named “Sponsor & Exhibitor Lounge Sponsor” of SYS-CON's 18th Cloud Expo, which will take place on June 7-9, 2016, at the Javits Center in New York City, New York. “CloudExpo is a great opportunity to start a conversation with new prospects, but what happens after the...