salesPRISM Reviews and Ratings

Rating Summary of salesPRISM Reviews

Likelihood to Recommend
(5)8.8
Likelihood to Renew
(5)8.4
Product usability
(2)8.5
Product availability
(2)10
Product performance
(2)8.5
Support rating
(3)9.3
In-person training rating
(2)9
Online training rating
(2)7.5
Implementation satisfaction
(3)8
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Most Helpful Favorable Review

Mon Oct 29 2012 12:01:18 GMT-0500 (CDT)
Vice-President in Marketing
Job Type:  Vice-President
Department:  Marketing
Industry:  Information Technology and Services
Size:  10,001+ employees
Reputation
Points:  200
Founder
Trailblazer (1)

 - There is a clear step function increase in the measurable output of sales in each country it rolls out in. It’s different depending on country. There is an order of a 50-70% increase in direct attributable revenue to marketing plays, i.e. the conversion rate of the identified plays is 50-70% higher. Since marketing provides a portion of sales leads, the overall lift in sales productivity is 2-15%.

Overall Satisfaction

Overall salesPRISM Rating : 9 of 10

It’s been a huge advantage to them to be global at such an early stage of their development. They keep improving the product from level of customer interaction. They are a little overstretched but I think they’ll grow into it.

salesPRISM Pros

  • Ease of use. It is a no brainer for our sales teams. They go through just 10 minutes of training. It is very prescriptive and clear. There is a minimal amount of flipping to get through what they need to. Everything is just on one screen.
  • Integration to Salesforce.com. The level of integration today is moderate. It integrates opportunity to opportunity. As soon as a sales person converts, it flows.
  • They are highly responsive as a vendor. If there’s a field that we want to add, they will adapt the product for us very quickly.
  • The model for professional services (fee based) is very flexible. It’s as much as you need. They advocate high service level for ramping new regions, and are very flexible with feet on the ground and helping out.

salesPRISM Cons

  • Reporting integration has been a challenge. There are mismatches and different filtering on data. We are always trouble shooting the reports. We get different things in Salesforce.com to Lattice. In general reporting is not very flexible – it’s too canned.
  • We have always had capacity and bandwidth challenges – latency – when ramping up in new countries. Lattice have been able to flex by adding server capacity. For example, we had situations in Brazil and China where it took 45 seconds for button clicks. We had rolled out to 100s of sales people and there was mass level of complaining. I don’t think they’ll make that mistake again.
  • Lattice are talking about deeper integration with Marketing Automation platforms like Eloqua. The vision is however very rudimentary right now. The vision is not valuable yet.

ROI on salesPRISM purchase

  • There is a clear step function increase in the measurable output of sales in each country it rolls out in. It’s different depending on country. There is an order of a 50-70% increase in direct attributable revenue to marketing plays, i.e. the conversion rate of the identified plays is 50-70% higher. Since marketing provides a portion of sales leads, the overall lift in sales productivity is 2-15%.
  • We have not done a global ROI analysis – each country is looking at it. In America, ROI is probably 4-5x.
  • There are parallel paths from marketing to sales. Sales plays through lattice which are more outbound call plays. In these the rep often has to find the contact. We tell rep to call this account, but not necessarily a specific identified person. Most of it is to house accounts. Calls plays fall into different categories – retention, growth acquisition/Greenfield (where we have something very modest installed but less than 10% of potential). Leads are specific individuals who raise their hand and request follow-up. They go through a different path to Lattice.
  • I think it works best when there are a couple of factors present: 1) Where we have a relationship business, where sales does know who to call, they just need help prioritizing between accounts; 2) It works very well as you get to medium to small segment of customer business, where you have one rep that covers at least 100 accounts and up to 500. It really helps them prioritize. In strategic account territories (with very finite numbers of accounts), they don’t need as much help, though they still find the value in the 3rd party data.

Likelihood to Renew salesPRISM : 8 of 10

It is a significant investment and there’s always budget risk. It’s definitely a high return, however if funding gets cut to the bare bones, it will not be the last thing to go. Marketing is the one investing in lattice, and there are competing investment priorities.

Product Usage

salesPRISM Users and Roles

4000 - Rolled out globally to sales team.

salesPRISM Support Headcount Required

4.5 - We have one full time person in each region of the world – Americas, EMEA, Asian Pacific – it’s not enough – we should have more. There’s also a project manager and a half time IT person.

Key salesPRISM Use Cases

  • At a very basic level Lattice Engines prioritizes the outbound call plan for sales teams.
  • It targets both inside and outside reps, but is more directed towards inside sales.

Innovative Uses of salesPRISM

Future Planned Uses of salesPRISM

Evaluation and Selection

Products Replaced by salesPRISM

We did not have a specific software package per se for this purpose but had configured Salesforce.com to do a little bit of what Lattice does. - We had developed a custom module/tab in Salesforce.com called Sales Plays for calling plays. It was very rudimentary. It gave reps a list of accounts to call with some information. There was no intelligence behind it. Intelligence had to happen offline outside of Salesforce.com. We used a variety of analytical frameworks depending on the goal of the play. Ranged from things as simple as a list of accounts with warranty expiration, to a range of propensity targets that our BI team theorized would be good targets.

salesPRISM Alternatives Considered

Key salesPRISM Differentiators

salesPRISM Evaluation Lessons

Implementation

salesPRISM Implementation Rating and Lessons : 7 of 10

While the training is very easy, we had to do a lot of heavy lifting to really scale it. It’s been a bit of all hands on deck. We have had the marketing team walk the sales floor to get training to happen. Our challenge was having the bandwidth, however once it’s done it’s done.

salesPRISM Implementation Details / Implementation Partner

  • Vendor implemented
  • Implemented in-house

salesPRISM Implementation Phases

Change Management Lessons

salesPRISM Implementation Issues

Training

Methods Used for salesPRISM Training

Online training

salesPRISM In-Person Training Rating : null of 10

salesPRISM Online Training Rating

I have just watched videos. They have very good pure video based training for high level. I have seen the training for reps. It is not very complex.

Ease of salesPRISM Training

salesPRISM Configurability Rating and Impressions

salesPRISM Configuration Lessons

salesPRISM UI Customization

salesPRISM Extensibility and Code Customization

Additional salesPRISM Customization

We have customized page layouts to make them specific to our company required data – non-standard in product, naming conventions specific to our company. It was very easy. They did it all.

Support

Overall Support Rating for salesPRISM : 9 of 10

It's very good. They are very responsive. They aren’t pushy on providing too much. They are very transparent about what you’re getting and paying for.

salesPRISM Customer Support Pros and Cons

ProsCons
None
None

salesPRISM Premium Support

Yes - They offer a graded support level. Every quarter you can change support level.

salesPRISM Bug Resolution

Exceptional Examples of salesPRISM Support

Usability

salesPRISM Usability Rating : 7 of 10

It is very easy to use. Sales people really like the interface. For marketing not as easy to use due to the reporting. It’s a little bit difficult.

It’s not very set-up for marketing users who need a full on view of all sales users. It’s not like Salesforce.com where you have marketing admin access and can create dummy profiles and dummy accounts. It’s really designed for just a sales rep and their account set.

salesPRISM Usability Pros and Cons

ProsCons
None
None

Easy Tasks in salesPRISM

Difficult Tasks in salesPRISM

Mobile Interface Availability and Impressions

Reliability

salesPRISM Scaleability Rating

salesPRISM Availability Rating : 10 of 10

We have not had any outages.

salesPRISM Performance Rating : 7 of 10

Because of the international latency challenges described earlier.

Integration

Ease of Integrating with salesPRISM

Systems Integrated with salesPRISM

  • Our own customer order management system
  • Salesforce.com (our CRM)
Our own custom order management system as we do not store order history in Salesforce.com. This integration was a multi-year effort.

Salesforce.com – easier to achieve, but still not without challenges

Future salesPRISM Integration Plans

Types of Integration

salesPRISM Integration Lessons

Vendor Relationship

Lattice Engines Pre-Sale Rating

Pricing negotiation has been a little tough. Outside of contract, the overall relationship is good. There’s definitely some level of concern about the huge price variance from business unit to business unit and that wasn’t shared with us.

Lattice Engines Post-Sale Rating

Key Negotiation Points

We’re still negotiating as we keep bringing business units together. They were negotiating with each region individually and we’re trying to collapse. We’re blazing a trail on a graded cost structure.

Dealing with Lattice Engines

salesPRISM Upgrade Process

salesPRISM Upgrade Benefits

Anticipated Benefits from Future salesPRISM Upgrades

Changing Editions of salesPRISM

Future Edition Upgrade Plans

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Most Helpful Critical Review

Tue Jan 14 2014 10:37:46 GMT-0600 (CST)
Dorea Zalesak
Title:  Inside Sales Commercial Account Manager (Print & Personal Systems)
Job Type:  Account Manager
Department:  Sales
Company:  Hewlett-Packard
Size:  10,001+ employees
Reputation
Points:  40

 - I recommend using the tool regularly to colleagues. If you have a gap or have a weak pipeline, I always recommend starting prospecting activities with SalesPRISM.

Overall Satisfaction

Overall salesPRISM Rating : 8 of 10

I recommend using the tool regularly to colleagues. If you have a gap or have a weak pipeline, I always recommend starting prospecting activities with SalesPRISM. The toll helps focus on large opportunities with a high likelihood to purchase, and its integration with salesforce.com helps our reps find the right contact and get a snapshot of the company history quickly, so they can get more calls out in less time.

salesPRISM Pros

  • Prospecting Prioritization - helps predict what companies may be great prospects for sales based on trends and outside information.
  • Central location for information - complies custom fields to easily see things like purchase history, contacts, and news articles in one place, so it limits my time spend researching before cold calling.
  • Integration with Salesforce.com - integrates into our CRM tool so I can make notes on conversations, create opportunities right out of the tool, and also assign follow up items seamlessly.

salesPRISM Cons

PRISM is really as good as the information that is fed into it. We have had issues with contacts being recognized between PRISM and Salesforce, but it was due to he information we loaded. I would love to see more competitive information, though I think that is something we need to work on internally.

ROI on salesPRISM purchase

  • Leads are converted quicker because it help me decide who to call first. I am quicker at opportunity creation in my pipeline because it can be done right out of the tool.
  • PRISM is extremely helpful when covering a new geography where a rep may not have as much history because it integrates all the information we have about the customer into a central location and helps the rep decide how likely the customer will be to make a purchase.
  • As a team we have seen significant ROI and increased opportunities after each "call blitz" centered around SalesPRISM campaigns.

Likelihood to Renew salesPRISM : 8 of 10

I will continue to use PRISM, especially now, because I after 3 years in the same geography, I have just transferred to a new territory. The tool really helps me focus on the best opportunities to pursue, which can sometimes be difficult with over 100 assigned accounts.

salesPRISM Users and Roles

salesPRISM Support Headcount Required

Key salesPRISM Use Cases

Innovative Uses of salesPRISM

Future Planned Uses of salesPRISM

Products Replaced by salesPRISM

salesPRISM Alternatives Considered

Key salesPRISM Differentiators

salesPRISM Evaluation Lessons

salesPRISM Implementation Rating and Lessons

salesPRISM Implementation Details / Implementation Partner

salesPRISM Implementation Phases

Change Management Lessons

salesPRISM Implementation Issues

Methods Used for salesPRISM Training

salesPRISM In-Person Training Rating

salesPRISM Online Training Rating

Ease of salesPRISM Training

salesPRISM Configurability Rating and Impressions

salesPRISM Configuration Lessons

salesPRISM UI Customization

salesPRISM Extensibility and Code Customization

Additional salesPRISM Customization

Overall Support Rating for salesPRISM

salesPRISM Customer Support Pros and Cons

ProsCons
None
None

salesPRISM Premium Support

salesPRISM Bug Resolution

Exceptional Examples of salesPRISM Support

salesPRISM Usability Rating

salesPRISM Usability Pros and Cons

ProsCons
None
None

Easy Tasks in salesPRISM

Difficult Tasks in salesPRISM

Mobile Interface Availability and Impressions

salesPRISM Scaleability Rating

salesPRISM Availability Rating

salesPRISM Performance Rating

Ease of Integrating with salesPRISM

Systems Integrated with salesPRISM

Future salesPRISM Integration Plans

Types of Integration

salesPRISM Integration Lessons

Lattice Engines Pre-Sale Rating

Lattice Engines Post-Sale Rating

Key Negotiation Points

Dealing with Lattice Engines

salesPRISM Upgrade Process

salesPRISM Upgrade Benefits

Anticipated Benefits from Future salesPRISM Upgrades

Changing Editions of salesPRISM

Future Edition Upgrade Plans

 37 |   0 |  0

More Reviews of salesPRISM (1 - 5 of 5)

 58 |   0 |  0

Christian Wolfe
Title:  VP Business Intelligence & Strategy
Job Type:  Executive
Department:  Corporate
Company:  Stretchr, Inc.
Industry:  Computer Software
Size:  1001-5000 employees
Reputation
Points:  96

 - The Lattice team, pre and post sales, was great - absolutely dedicated to high levels of service and continuous improvement. We had a great team mentality to win.

 54 |   0 |  1

Matt Sullivan
Title:  vCloud Hybrid Services Specialist
Job Type:  Director
Department:  Sales
Company:  VMware
Size:  10,001+ employees
Reputation
Points:  70

 - Overall, very happy with this product. Used by our top reps with great success. Proven ROI. Lattice is always open to integrating new data sources to make the analytics even more accurate.

 17 |   0 |  0

No photo available

 - Increased efficiency and less pre-sales preparation. The predictive model gave me the tools I needed automatically.