Lattice Engines (discontinued)

Lattice hasn't been able to produce much ROI because of the wide spread in grading

Since our sales development team has had success all across different Lattice grades, they don't trust it

Lattice has not been able to accomodate the multi theater and multi segment models that our total addressable market includes

Lattice provided information to sales reps on which accounts they should prioritize, but hard to measure any tangible ROI.

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.

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

We were looking for >20% ROI overall and >$300,000 in incremental revenue in the first 5 months of implementation. We blew past the $$ target. I left CCH before we had meaningful ROI results.

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".

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.