Lattice Engines (discontinued)

Lattice does a decent job of rating leads that are low performing/low priority

The rating models allow for flexibility within the enterprise

The grading model is easy to understand from an end user perspective

Parts of the model are 'blackbox' and no one outside Lattice knows how they work

Support/Success teams have been very difficult to work with since the acquisition

Grading is a little too simplified - not much gradation

Very heavyweight integration that uses a lot of resources within SFDC

Firmographic Information on accounts - Lattice uses best in class data sources to make sure account information is up to date

High Level technographic data - Lattice will generally identify which core products are being used at a company

Easy to use UI and model building.

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.

Prospecting Prioritization - helps predict what companies may be great prospects for sales based on trends and outside information.

Central location for information - compiles 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.

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.

UI is very simple and easy to navigate.

The ramp up time for use on the product was extremely quick.

Speed and fluidity of the product. When updating pick list values it sometimes took 5 or 6 seconds to validate before moving on to the next step.

As I mentioned, the software identified high potential customers and focused our reps on better opportunities.

It increased the velocity of sales of our new reps substantially. They spent much less time prospecting and much more time discussing real solutions with our customers

The product performed fine - at times change management was difficult. That said, The Lattice team did a great job supporting us through this change.

SalesPrism is provides a great way to target accounts that are likely to buy that product. By identifiying key account attributes you can narrow down a large potential pool of account candidates to an exact one for reps and marketing to target.

The UI is not user friendly and does not fit incredibly well into SFDC. That said, with some use, it gets easier. Columns of key data presented on the accounts should be more standardized and sort from largest to smallest.

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.

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.