Cvent Lead Scoring vs. Fliptop (Discontinued Product) vs. SalesChoice Predictive Insights Engine

For me, I'm in a college town so when we have a tournament we get flooded with RFPs from schools for the same dates. Lead Scoring allows me to see which of the leads is better suited for our needs over those dates. For example, a school that only wants to stay for one night because they are only an hour away is less desirable than a school that has to fly in and needs to stay for 4 nights!

Incentivized

1. Be sure to specify and understand the impact on your model when looking at volume versus value factors. 2. Ask all your potential vendors about set-up costs and time. 3. Understand, with any predictive model, how it will affect both marketing and sales - a predictive tool should bring the two closer together. 4. Remember - its predictive, not all-knowing and brief/train your teams accordingly.

• Leverage real data and analytics to inform your strategy.
• Consider setting up more than one lead scoring model.
• Focus on high-value website actions and engagements.
• Don't assign points for every email open.
• Use negative attributes/scoring to avoid inflated scores.

Incentivized

• Listening to customers - very responsive customer success team.
• Working with customers to build the most predictable model.
• Easy to set up and get useful reporting quickly.

• \New channels, mediums and metrics influencing the customer journey are introduced every day.
• Committing to a lead scoring model that doesn't dynamically adjust as your customers do, will produce inaccuracies.
• Without manually adjusting on a regular basis, miscalculations won't be addressed in a timely manner.

Incentivized

• A little more explanation of how different factors can affect the model in terms of the customer objectives - they've really listened here and have really focussed on the changes we needed to make.
• Update specific fields/features e.g. multi-currency support (now done), non-confusing field names (being released), custom fiscal years for reporting (coming I believe)

Cvent is well suited for planners and those they are planning with to distribute and receive RFP to a variety of locations and venues. Wonderful!

Incentivized

There are no other products like Cvent Lead Scoring that I have used or evaluated. The reason for this is because I've never had to stray from Lead Scoring, because it has been so beneficial.

We pushed Fliptop through to preferred vendor because (at that time):

• Fast set up time with zero cost
• Public appexchange listing (passed salesforce security)
• Demonstrated best understanding of our requirements

• Summary Lead. A summary lead is the most common and traditional lead in journalism.
• Single-Item Lead. This lead focuses on just one or two elements of a summary lead.
• Delayed Identification Lead.
• Creative Lead.
• Short Sentence Lead.
• Analogy Lead.

Incentivized

• Before fliptop around 50% of our MQLs were in lower quality accounts, that number has reduced to around 15%.
• We have identified the key market segments that drove over 50% of our growth last year.
• Real focus for the marketing teams and intel on where to focus key email and nurture campaigns.