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Building Economical Simulators Dr. Kira Radinsky, CTO & Co-founder

Building Economical Simulators

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Building Economical Simulators

Dr. Kira Radinsky, CTO & Co-founder

2

Customer Lifecycle Intelligence

Predictive Marketing

Predictive Customer Success

Predictive Sales

3

Uriel’s Journey

IT Senior DirectorIT

?

IT

Aredemographics alone

enough for predictions?

4

Customer Lifecycle Intelligence

Articles readSocial Posts

access

NAC

Network Access Control

Access Control Solutions

Physical Security

Unmanaged Servers

What is Dell Reading About?

Month

Identity Management

Is It the Right Time to Contact Dell?

Trend Analysis: Is it the Right Time?

What is Uriel Writing About?

14

You Get a Summary Screen

IT Senior Director

IT

Lead Twitter Topic FitIT

Low Influencer

Company Interest Trend

High

Integrated inSalesforce and Marketo

15

Customer Lifecycle Intelligence

Articles readSocial Posts

Website InteractionsWebinar Attendance

Uriel’s Website Visitation Patterns

Webinar

Email Response

Contact Me

Call

2nd Interaction

87%

10%

69%

34%

17

Dynamic Predictive Lead Scoring

IT Senior Director

IT

IT

18

Customer Lifecycle Intelligence

Articles readSocial Posts

Website InteractionsWebinar Attendance

Campaign ResponseEmail Response Time

19

Historical Response Analysis

Response Time

Fast Response: 70%Slow Response: 30%

20

How Fast Does Uriel Respond?

Fast Response: 70%Slow Response: 30%

Response Time

21

Lead Score Changes Automatically

IT Senior Director

IT

IT

Slow ResponseResponse Rate

Responds to Emails?

22

How Fast Does Uriel Respond?

Response Time

Mid Response: 60%

23

Several Factors Make Him an “A” Prospect

IT Senior DirectorIT

IT

Medium ResponseResponse Rate

Responds to Emails?

24

Customer Lifecycle Intelligence

Articles readSocial Posts

Website InteractionsWebinar Attendance

Campaign ResponseEmail Response Time

Support Cases Usage Patterns

Cases with High Severity

Usage of basic authentication

Usage of advanced NAC feature

Uriel’s Engagement and Usage Level?

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Predictive Customer Success: Renewals

FAQ Campaign

How To Ramp-Up Campaign

Cases with High Severity

Usage of basic authentication

Usage of advanced NAC feature

Uriel’s Engagement and Usage Level?

28

Predictive Customer Success: Renewals

Good candidate for Upsell campaign

Upsell Campaign – did you see our new features?

Success Model

Opportunity

Score + Insights

Wins Losses

Internal Data Sources

External Data SourcesDemographicsFirmographics

Behavioral

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On-the-spot Predictive Scoring + Insights

Update 1x/week

1x/min

31

Insights from Historical Data Analysis

32

Installed in <1 hour

Qualified Pipeline Renewal Rate

1.75x

Conversion Rate

2x +10%

Easy Install, Fast Time to Value

150 years of news articles

Billions of tweets

Millions of web searches

Event1

Merchant shipCollide

Tanker

05/25/2010 11:00

SingaporeLocation

Performed on

Actio

n

Time-frame

Actor

Caus

ed

Event2

spill

05/25/2010 15:00

Perform

ed on

Actio

n

Time-frame

Time

“Tanker and merchant ship collide”

“Oil spill off Singapore”

Oil

Location Singapore

Event1

Go up

Gas prices

05/25/2010 11:00

Actio

n

Time-frame

Actor

Caus

ed

Event2

spill

05/25/2010 15:00

Perform

ed on

Actio

n

Time-frame

Time

“Oil spill off Singapore”

Oil

Location Singapore

“Gas prices go up”

Causality GraphCausality Graph

Simulating the MarketConnecting Macro & Micro Economics

Thank You!