Watch This Free Webinar On-Demand: http://dg-r.co/2gB7GFR - Artificial Intelligence is Here–4 Stories that Prove the Power of Predictive Get an inside look at how your peers are embracing next generation AI to drive revenue This session will provide a real-world look at where progressive adopters of predictive tools have found big impact and help marketers prepare for the next generation of analytics and artificial intelligence tools emerging. Specific areas that will be addressed through use case examples and best practices tips will include: • The impact of inaccurate and incomplete data; • The need for a singular source of truth; • The keys to utilizing predictive signals across channels; and • An inside look at how four of your peers drive revenue with AI.

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Artificial Intelligence is Here:
4 Stories that Prove the Power of
Predictive

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John Hurley: @Johnsjawn

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Featured Speakers
John Hurley
Director of Demand
Generation
Radius
@Johnsjawn
MODERATOR:
Carol Krol
Editor-In-Chief
Demand Gen Report

8. Artificial Intelligence is Here:
4 Stories that Prove the Power of Predictive
John Hurley, Director of Demand Generation
Carol Krol, Editor-in-Chief, Demand Gen Report

10. “No one really
knows where the
value is.”
Marc Benioff

11. What is AI?
How to fix the data problem?
What use cases are essential for AI? (STORIES!)
How can you assess if your ready for AI in 2017?
Agenda

12. Artificial Intelligence (AI) = Predictive Analytics

13. CRM
“System of Record”
Marketing Automation
“System of Engagement”
Predictive Analytics
“System of Insights”

14. pre·dic·tive
prəˈdiktiv/
Predictive uses your past data to predict outcomes.
Predict which 20% will convert.
Pick winners!

15. Predictive analytics is reaching escape velocity
At the “Peak of
Expectations”
On trajectory
to “significant
success”

17. Data is king

18. Einstein only works on data inside Salesforce. It's like
talking to someone who has “only read five
books.”.
“Data is AI’s Achilles’ heel. No matter how smart
the algorithms, their effectiveness is crippled if
you use them with the same old basic, static
contact data in your CRM or purchased from
traditional data vendors.
“You cannot predict an outcome. There are so
many variables. The value lies within surfacing
the critical data.”
“To do data science, you need a lot of data. One
of the fantastic things about doing AI at
Salesforce is that we have tons and tons of
data.”
Fall 2016

19. “The challenge going forward is access to great
data. Our mission is the build the most accurate,
sophisticated data source on US businesses.” -
Darian Shirazi, CEO of Radius (November 2012)

20. Big Data ≠ Quality Data

21. Taking B2B Data Into the Age of Intelligence

23. Network Effects Solve the Data Quality Problem

24. Accuracy
Accuracy Improvements with Customer Network Effects
1

25. Comprehensiveness
2
Without
the Customer Network
With 10 Companies
In the Customer Network
With 50 Companies
In the Customer Network

26. Freshness
3
Data is Refreshed Up to 10 Times Faster
Traditional Methods With Data Science and
Customer Network Effects

27. Predictive use cases

28. Middle of the FunnelPREDICTIVE
USE CASES
Across the Funnel

29. Fuel Your Funnel with Predictive Acquisition

30. Fuel Your Funnel with Predictive Acquisition
✓100% YoY growth
✓99.98% customer retention
✓Shortened sales cycle by 3 weeks

31. Optimize Inbound Demand with Predictive Prioritization

32. Optimize Inbound Demand with Predictive Prioritization
2x close rate
From 6% to 12% on top priority leads

33. Select and Segment Target Accounts with Predictive ABM

34. Select and Segment Target Accounts with Predictive ABM
125% increase in sales

35. Predictive
PrioritizationScale Co-Marketing with Instant Audience Visibility

36. Scale Co-Marketing with Instant Audience Visibility

37. Planning for 2017

39. 5 Step Assessment Process
1. What problem are you trying to solve?
2. What vendors solve your problems?
3. What are your pre-requisites?
4. How should vendors enable your success?
5. How should you test a vendor?

40. Run a Proof of Concept

41. Key Takeaway

42. AI is only as good as the underlying data. Leverage
networked data sources in 2017.

43. Read Why Infusionsoft Evolved to Predictive 2.0 by Doug
Sechrist on Demand Gen Report.
“With the right predictive solution acting as
a backbone system of insight, we can
target prospects that match our Ideal
Customer Profile.”

44. Q&A

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Q&A / Speakers
John Hurley
Director of Demand
Generation
Radius
@Johnsjawn
MODERATOR:
Carol Krol
Editor-In-Chief
Demand Gen Report

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