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Host Analytics Case Study

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® HOST ANALYTICS SUCCESS STORY How Host Analytics operationalizes intelligent workflows by combining lead management and predictive analytics THE CHALLENGE Host Analytics, a leader in cloud-based financial applications, knows all about making data actionable. Executives run the company with a "math of the business" approach, determining the metrics they need to hit using reverse waterfall calculations. This starts with Annual Recurring Revenue (ARR) and Average Selling Price (ASP) targets, and tracks up to precise goals for how many deals, pipeline opportunities (at each stage), and ultimately Marketing Qualified Leads (MQLs) they need to hit each month. With the entire company focused on MQLs as a leading indicator of revenue targets, the marketing team needed a better way to evaluate and prioritize good leads. They wanted to reduce spend on marketing channels that deliver bad leads by gaining real-time insights into program performance. On the sales side, the business had scaled to a point when the team could no longer risk spreading itself too thin by reaching out to every lead that exhibited any type of interest. Infer and LeanData are two of my favorite, best of breed technologies that provide tremendous value on their own. Together, they become a powerhouse that enables seamless and intelligent workflows across sales and marketing. With Infer and LeanData's open architectures, we're able to orchestrate complex processes to become a more connected and impactful go to market organization across the board." – Nick Ezzo, Vice President of Demand Generation, Host Analytics

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