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ArtificialIntelligenceisHere:4StoriesthatProvethePowerof

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FeaturedSpeakers

JohnHurleyDirectorofDemandGenerationRadius

@Johnsjawn

MODERATOR:CarolKrolEditor-In-ChiefDemandGenReport

Artificial Intelligence is Here:4 Stories that Prove the Power of PredictiveJohn Hurley, Director of Demand Generation

Carol Krol, Editor-in-Chief, Demand Gen Report

“No one really knows where the value is.”

Marc Benioff

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

Artificial Intelligence (AI) = Predictive Analytics

CRM“System of Record”

Marketing Automation“System of Engagement”

Predictive Analytics“System of Insights”

pre·dic·tiveprəˈdiktiv/

Predictive uses your past data to predict outcomes.Predict which 20% will convert.Pick winners!

Predictive analytics is reaching escape velocity

At the “Peak of Expectations”

On trajectory to “significant success”

Data is king

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

“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)

Big Data ≠ Quality Data

Taking B2B Data Into the Age of Intelligence

Network Effects Solve the Data Quality Problem

Accuracy

Accuracy Improvements with Customer Network Effects

1

Comprehensiveness2

Withoutthe Customer Network

With 10 CompaniesIn the Customer Network

With 50 CompaniesIn the Customer Network

Freshness3

Data is Refreshed Up to 10 Times Faster

Traditional Methods With Data Science and Customer Network Effects

Predictive use cases

Middle of the FunnelPREDICTIVEUSECASES

AcrosstheFunnel

Fuel Your Funnel with Predictive Acquisition

Fuel Your Funnel with Predictive Acquisition

✓100% YoY growth

✓99.98% customer retention

✓Shortened sales cycle by 3 weeks

Optimize Inbound Demand with Predictive Prioritization

Optimize Inbound Demand with Predictive Prioritization

2x close rateFrom 6% to 12% on top priority leads

Select and Segment Target Accounts with Predictive ABM

Select and Segment Target Accounts with Predictive ABM

125% increase in sales

Predictive PrioritizationScale Co-Marketing with Instant Audience Visibility

Scale Co-Marketing with Instant Audience Visibility

Planning for 2017

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?

Run a Proof of Concept

Key Takeaway

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

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.”

Q&A

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Q&A/ Speakers

JohnHurleyDirectorofDemandGenerationRadius

@Johnsjawn

MODERATOR:CarolKrolEditor-In-ChiefDemandGenReport

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