HG Insights Platform vs. Lattice Engines (discontinued)

For someone working in B2B IT Marketing, the HG Insights Platform has a wide range of data available that is suited for both a data level employee as well as an ISR. The one draw back is the integration with SFDC isn't as great as we'd like, meaning it is more manual for us to run propensity models using more than one source of data.

Incentivized

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

• It works great for seeing if the site or app for a company is hosted on AWS.
• Intricately uses a different approach (vs the other tools we use) - which helps confirm from another angle.
• It has a great google chrome plug-in.
• UI/UX is modern and clean.

Incentivized

• 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.

• integration with SFDC could be better
• Sometime provides back an incorrect/no match when a better is available from an uploaded file, though this is getting slightly better
• A way to gauge how many hits you will get off an intent topic before selecting them so you don't feel like one is going to waste could be useful.

Incentivized

• 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

It’s very easy to use, and the team is very responsive and friendly to work with. The information is unique and usable and can complement some of the data we get from call recordings. The integration with Salesforce is easy to implement and offers good insights into our database.

Incentivized

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.

- Sales Intel seems to be more of a direct competition. Their human research seems to be something interesting. Also the claim to focus on firmographics - We went with Bombora for intent technology in the past - We did not move forward with 6sense

Incentivized

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

• I don't massively get involved in financial matters, but the propensity models we use internally to help run our campaigns are certainly a big factor when our sales people approach our clients.
• Every campaign sold now comes with a flat data fee for us to run and use a propensity model for the activity we complete on behalf of our clients.
• Whilst the client will never see the raw data behind the model (of which HG does play a part along with our other data sources) they are briefed on the methodology and reasoning behind them.

Incentivized

• 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".