Fliptop (Discontinued Product) vs. Lattice Engines (discontinued)

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.

Lattice has been difficult to work with in the past few months. We've struggled internally to try and improve their models, but it hasn't proven itself to offer substantial value. We're able to suppress low quality leads, but Lattice also promotes some questionable leads at times and also grades high potential leads as low scoring. We've tried time and time again to improve the model, but they haven't offered much in terms of help or partnership.

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.

• 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.

• 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)

• Detailed technographic information - we had a lot of issues with Lattice not being able to identify specific technologies being used by a company, which would be able to provide us materially different context as a seller.
• Model is built once and is static until refreshed - do not get meaningful feedback into the model in real-time
• Hard to identify which attributes are meaningful enough to include as enrichment in SFDC.

Incentivized

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

The product is part of a service. The team from Lattice did a great job of supporting us and of delivering the results we set out to attain. They became an integral part of our success.

We have not had any outages.

The Lattice team kept the timelines we agreed to and pushed the envelop to deliver ahead of time when we needed it.

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

Please see my answers to the previous question. We had very good feedback from our product management, strategy and sales leadership and reps regarding our training.

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

The implementation hit the milestones we established. Lattice was VERY committed to helping us make sure what we committed back to the organization was met.

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

Lattice was an incumbent tool from several years ago. Early on, we enjoyed a good relationship with the team there. After the acquisition, we have definitely seen a decrease in the quality of support and engagement from the team. As a result, we will look at several competing vendors when our contract ends with Lattice.

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.

• We have seen quantifiable ROI when our reps have used the product to target accounts. In a recent example we found that accounts that targeted these "hi-po" accounts identified by using Lattice analytics created over $27M in pipeline over a month long period for a key product we are interested in selling more of to customers, compared to a less than $1M for accounts that were not identified as "hi-po".