how to integrate predictive marketing into your abm strategy
TRANSCRIPT
Mintigo MarTech Stack
Marketing
Attribution
Tool
Direct
Starting Off With ABM & Predictive –
A Simple Approach
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Predictive Models Identifies Accounts That Fit Your Ideal
Customer Profile
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Is This How You Select Your Target Accounts?
Your ICP: Low-Res or HD?
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Ideal Customer Profile
(aka “CustomerDNA™”)
Customers
(“Positives” List)
Prospects
Predictive Models/
Machine Learning
Signals From The Web
(i.e., tech, org/hiring, financials, intent, etc.)
How Predictive Modeling Works
Ideal Customer Profile
(aka “CustomerDNA™”)
Selecting Target Accounts via Predictive Account Scoring
• Revenue: Above $1B
• Industry: Software & Manufacturing
• Marketing Tools: Marine Software, Ensighten, BazaarVoice
• CX: ForeSee, OpinionLab
• PPC Spend: Above $5K
• Alexa Rank: < 100K
• CDN: Akamai• Analytics: Adobe
Omniture
• Hires Demand Gen roles…
Initech Corp.
Aviato Inc.
Cyberdyne
Systems
Predictive
Score 75 or Rank B
Predictive
Score 54 or Rank C
Predictive
Score 92 or Rank A
Mintigo : Create A Predictive Model In As Quick As 15 Min
Mintigo : Identify High-Propensity-To-Buy Accounts
“In-Funnel”
“Net New”
Find The Best Contacts From Your Target Accounts
To Engage With
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Accounts are Critical…
But Remember “People” Scope and Sign The Checks
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Ideal Customer Profile(aka “CustomerDNA™”)
Customers
Prospects
Predictive Models/
Machine Learning
Signals From The Web
(i.e., tech, org/hiring, financials, intent, etc.)
Your Data
Records(those already in
your funnel)
“Total Addressable
Market”
• Data for tens/hundreds
of millions of accounts &
contacts
• Score all of these
accounts & against your
ICP
• Download net new into
your MA or CRM
systems, or use in
named-account
campaigns
Predictive Platforms Finds “Net New” Contacts
Mintigo : Download Lists Of Contacts For High
Scored Accounts
…but don’t
batch & blast!
Mintigo : Generate Leads From Target Accounts
Through Content Syndication
Predictive Data Helps Identify Relevant Messages & Offers
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Mintigo : CustomerDNA™ Shows Important Characteristics Of Your ICP
Predictive Data Unveils “Non-Intuitive Insights”
5X
Insights From Predictive Data Can Help Personalize
Your Value Proposition
Engage With The Right Contacts At The Right Accounts
With The Right Message Through Multiple Channels
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
Timely & Personalized Messages Are Driven By
Having Predictive Data In Other Marketing Systems
Mintigo : Don’t Forget Your
Most Important Channel – SALES!
© Copyright 2016. Mintigo Inc. All Rights Reserved. @tones810 | @mintigo | #FlipMyFunnel
“For my ally is the Force, and a powerful ally it is…Its energy surrounds us and binds
us.” ―Jedi Master Yoda describing the Force to Luke Skywalker
Data, Like The
Force, Connects
All Things
data
our martech stack
Mintigo MarTech Stack
Marketing
Attribution
Tool
Direct
4 Ways To Integrate Predictive Into Your ABM Strategy
Discover
Target
Accounts
Engage
Multi-Channel
Driven By Data
Personalize
Content From
Predictive Insights
AWSShopping Cart
Retail
Global
CRM
High Web
Traffic
Identify
Decision Makers
& Influencers
Thanks!