Remove the Guesswork with

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1 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Remove the Guesswork with Pass Predictive Quality Leads to Sales - Faster Time to Market - Scoring Strong Measurable Results Heading Predictive Lead & Opportunity Scoring 516 Copy With CRM analytics, learn how to focus on the right leads and opportunities at the right time.?? Angoss KnowledgeSCORE TM cloud solution for CRM

2 Stop Guessing, Start Predicting Most companies today rely on gut instinct and/or rule-based scoring systems to determine which leads should be passed to sales and which opportunities are most likely to close. These heuristic, rule-based approaches are manual, based on assumptions and compromises, resulting in the arbitrary assignment of scores. In today s highly competitive and resourceconstrained environment, marketing, sales, and channel resources need to be focused on the right leads and opportunities at the right time, by leveraging predictive analytics. Angoss KnowledgeSCORE is a cloud-based solution for CRM systems that uses predictive analytics to score leads and opportunities increasing sales productivity and revenues. Based on past downloads 258 I think the prospect score should be 800 My thought is I see a lot of activity 3,658

3 Table of Contents Introduction CRM Analytics... 4 Predictive Characteristics... 5 Predictive Analytics Delivers... 6 Bridge the Gap between Marketing and Sales Pass Quality Leads to Sales... 7 Faster Time to Market... 8 Strong Measurable Results... 9 Improved Sales Productivity Angoss KnowledgeSCORE TM This ebook is divided into 4 chapters. Introduction Predicting future customer behaviour from your customer data is a vital means of competing and growing. Bridge the Gap By understanding which leads provide the best opportunity for conversion, marketers are able to pass the strongest possible leads to sales. Focused Opportunity Management More Accurate Forecasts Deploy Directly into CRM Conclusion KnowledgeSCORE TM Resources Improved Sales Productivity With predictive scoring sales professionals are able to consistently focus their time on the opportunities most likely to close. Conclusion Angoss cloud-based lead and opportunity scoring solution for CRM accelerates time to value and minimizes investment risks.

4 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM CRM Analytics - Predictive Characteristics - Predictive Analytics Delivers CRM Analytics Performing predictive analysis on customer data with Customer Relationship Management (CRM) systems is becoming a leading means of competition and growth for sales organizations. As the pace of business quickens, and competition stiffens, the ability to focus and generate better and faster decisions will be what differentiates market leaders. Organizations commonly focus on using this data to foster insight into understanding what happened or what is happening. While applying a retroactive strategy to grasp rear-view mirror sales and revenue trends is important, the same pool of customer data remains a largely untapped source for powerful predictive insight. 4

5 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM CRM Analytics - Predictive Characteristics - Predictive Analytics Delivers Predictive Characteristics Which leads should I target to drive the best response rate and campaign ROI? Your customers and prospects are more predictable than you think. They engage, inquire, negotiate, and purchase according to patterns etched into transactional and behavioral histories, as well as social media interactions. Most of this is already stored in your very own CRM system. Which of your opportunities are most likely to close? How well qualified is this lead being sent to sales? Each lead and opportunity has a unique set of characteristics or sales markers, that determine its strength and likely outcome. When mined and analyzed these characteristics can predict likelihood to close. Which clients are likely to grow? What is our historical win rate in those segments and industries? With CRM analytics you are able to predict the answers to key business questions by leveraging the predictive power of these characteristics. TM KnowledgeSCORE continually analyzes customer data, updating predictive models to account for changes in buying behaviour. 5

6 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM CRM Analytics - Predictive Characteristics - Predictive Analytics Delivers Predictive Analytics Delivers Despite wide spread implementation of CRM systems, sales productivity and marketing effectiveness continue to be key challenges. Research shows that 90% of CRM systems are implemented without significant business gains 1 and only 19% of companies surveyed are satisfied with their CRM analytics 2. Market leaders deploying predictive analytics with their CRM systems and data are seeing double digit improvements in their sales productivity - best-in-class companies are able to grow incremental sales by 24%, by adopting predictive analytics 3. Each lead and opportunity has a unique set of characteristics or sales markers that determine its strength and likely outcome. 92% Highest Scorer Medium Scorer 92% 75% Forrester Research has found that companies leveraging lead scoring in their lead nurturing process generate 50% more sales ready leads at 33% lower cost 4. Predictive analytics unleashes the power of the data locked within CRM systems. Lowest Scorer With KnowledgeSCORE TM, sales leaders are able to build more accurate forecasts and not rely on guesswork and instincts. 60% 1. crmsolutions.crmnext.com 2. SFA Analytics Survey Dimensional Research 3. Aberdeen Group 4. Forrester Research 6

7 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion TM KnowledgeSCORE Pass Quality Leads to Sales - Faster Time to Market - Strong Measurable Results Pass Quality Leads to Sales Passing Quality Leads to Sales Not a High Quality Lead Increasingly, marketers are measured on the quality of the leads generated, not the quantity. Predictive lead scoring leverages all-source customer data, including and beyond a CRM database, to determine the value of each individual lead and predict the best opportunities for sales. By understanding which leads provide the best opportunity for conversion, marketers are able to pass the strongest possible leads to sales while creating a nurture plan for the remaining leads. Not a High Quality Lead Predictive lead scoring leverages customer data, including and beyond a CRM database, to determine the strength of each individual. 7

8 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Pass Quality Leads to Sales - Faster Time to Market - Strong Measurable Results Faster Time to Market Not only are rules-based scoring systems generally ineffective, they are time consuming to create, implement, and maintain. With a proven library of powerful, configurable, and predictive models, Angoss KnowledgeSCORE TM automatically determines the most important buying signals based on all-source customer behaviour, industry and market data, in order to produce and maintain accurate scores within the CRM system. Opporunities Lead Scoring Qualified Leads Once in place, KnowledgeSCORE TM continually analyzes customer data, updating predictive models to account for changes in buying behaviour. Wins KnowledgeSCORE TM continually analyzes customer data, updating predictive models to account for changes in buying behaviour. 8

9 TM Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Pass Quality Leads to Sales - Faster Time to Market - Strong Measurable Results Strong Measurable Results Marketing organizations are responsible for achieving significant revenue growth and measurable return on investment (ROI), with systematic productivity improvement in their marketing operations. KnowledgeSCORE TM helps marketing organizations develop predictive lead qualification strategies that drive higher levels of marketing effectiveness and thus sales performance. With a scoring system that relies on the power of predictive analytics, marketing teams can feel confident in the leads they pass through to their sales team and can see measurable results and ROI on their marketing efforts. Marketing teams can see measurable results and ROI on their marketing efforts. 9

10 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Focused Opportunity Management - More Accurate Forecasts - Deploy Directly into CRM Focused Opportunity Management Sales professionals routinely juggle a large number of opportunities, using past experience combined with instinct and judgement to determine which opportunities to pursue. While often effective at an individual level, this approach does not scale to maximize productivity across the sales organization. With predictive opportunity scoring, sales professionals are able to consistently focus their time on the opportunities most likely to close. Utilizing the predictive attributes of previous wins locked within the CRM system, sales professionals can more efficiently prioritize their activities and manage their pipeline, raising sales productivity. Sales professionals can more efficiently prioritize their activities and manage their pipeline, raising sales productivity. 10

11 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Focused Opportunity Management - More Accurate Forecasts - Deploy Directly into CRM More Accurate Forecasts Leads Sales leaders are required to give accurate sales forecasts on which opportunities are expected to close. To build forecasts, they rely on guesswork and the instincts of their sales team in order to provide accurate forecasts. As a result, sales forecasting may be inconsistent. Predictive opportunity scoring looks at patterns in the entire sales history in order to predict strong opportunities. Sales leaders are then able to deliver more confident and accurate forecasts. Best accurate opportunity outcome based on Angoss KnowledgeSCORE TM All opportunities are NOT created equal. Each opportunity has a unique set of characteristics that determine its likely outcome. 11

12 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion KnowledgeSCORE TM Focused Opportunity Management - More Accurate Forecasts - Deploy Directly into CRM Deploy Directly into CRM Companies invest significantly in CRM systems, and KnowledgeSCORE TM can be integrated into any system, immediately leveraging the data within the CRM data to create a more productive sales force, providing rapid time to value. Once in place, KnowledgeSCORE TM will automatically analyze the data and account for changes in buying behaviour to make sure the system is always accurate. Once deployed, KnowledgeSCORE TM will automatically analyze the data for changes and ensure the system is always accurate. 12

13 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion TM KnowledgeSCORE KnowledgeSCORE - Resources KnowledgeSCORE TM Angoss KnowledgeSCORE is a cloud-based solution for CRM systems that uses predictive analytics to score leads and opportunities, increasing sales productivity and revenues. KnowledgeSCORE for CRM Analytics is predictive, comprehensive and actionable, and is delivered via KnowledgeHUB an integrated analytical cloud-based platform that produces predictive outcomes using CRM analytic modules. Clients accelerate their time to value, increasing marketing and sales productivity up to 30% while delivering accurate, actionable insights to their executive teams -- without the high risk of investments in IT or the uncertain expense of specialized human resources. 13

14 Introduction - Bridge the Gap - Improved Sales Productivity - Conclusion TM KnowledgeSCORE KnowledgeSCORE - Resources Resources Video Series: Customer Analytics Roadmap Analytics in the Cloud - KnowledgeHUB Platform Resource Center Explore each of the eight stages of the customer analytics roadmap by viewing these on-demand videos. Learn more about how marketers and customer intelligence professionals can analyze customer data for insights that improve marketing campaign performance, attract new customers and improve customer loyalty. Watch Now Learn more about Angoss scalable cloud-based analytical platform which, together with rapid deployment processes and professional services, quickly delivers KnowledgeCLOUD solutions in a hosted environment. Learn More Visit our News and Resources Center to access many more resources to help unlock the power of your customer data using predictive analytics. Learn More 14

15 About Angoss About Angoss Software. Angoss is a global leader in delivering predictive analytics to businesses looking to improve performance across sales, marketing and risk. With a suite of desktop, client-server and big data analytics software products and cloud solutions, Angoss delivers powerful approaches to turn information into actionable business decisions and competitive advantage. Angoss software products and cloud solutions are user-friendly and agile, making predictive analytics accessible and easy to use. Headquartered in Toronto, Canada, Angoss has offices in the United States and United Kingdom. For more information, visit