TrustRadius
Lattice Engines' Predictive Lead Scoring blends the contact profile and behavioral information from your Marketing Automation system with thousands of additional attributes that could contain hidden buying signals. Whether it’s the Web, internal data, or third party sources, Predictive Lead Scoring discovers patterns in the data that rules-based scoring or gut instinct would simply miss. Once this lead “fingerprint” is identified, it can then be used to score all your leads based on their likelihood to close. With Predictive Lead Scoring, you have the power to know which leads are most sales-ready and which need more nurturing, so Sales and Marketing can both do their jobs more effectively.https://media.trustradius.com/product-logos/Gy/lb/MW40AHIJET5E.JPEGGreat for data-driven propensity model-in-a-boxI used Lattice in my previous role at Turbonomic. At the time, it was brought in by Marketing to help prioritize a list of target accounts for the sales organization to pursue. We used Lattice to identify signals in accounts that would indicate a propensity to purchase, as well as provide additional firmographic and technographic information to enrich in our CRM.,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.,7,Lattice provided information to sales reps on which accounts they should prioritize, but hard to measure any tangible ROI.,Marketo, Salesforce LightningReviewProspecting 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.,8,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.,8Lattice Engine ReviewAs 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.,9,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.,,,3,We used Lattice engine to identify customers with a higher likelihood to purchase our products based on rich transaction history. With 100s of products, Lattice was much more effective in mining our transaction history and zeroing in on customers with high potential We found that the product also really helped us make our NEW sales reps much more productive more quickly. Their prospecting focused on high likelihood to close customers,10,,,10,Online training In-person training,10,10,Yes,10,10,10,10,The intent was to integrate with Salesforce - I left CCH before that integration took place. Our own in-house systems that fed the data to Lattice.,We had customer service transaction databases that we wanted to integrate with but I'm not sure that happened after I left the firm.,Confidential - I can't speak to terms, however, Lattice was very flexible in the number of plays they gave us.Proven ROISalesPrism 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.,9,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".,This service from Lattice is used by our sales and marketing teams to develop high propensity target lists of customer and prospects to target for specific VMware solutions It is also used for account planning and account intellegence.,8,,Implemented in-house,7,Online training In-person training Self-taught,8,5,Generally yes, but the UI needs a good update. It's sometimes very frustrating when trying to get to information quickly. For example - why do you need to scroll through pages of results? Whey can you just see them all on one page? Scrolling around within the window is very arduous.,No,9From the front line -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.,9,Increased efficiency and less pre-sales preparation. The predictive model gave me the tools I needed automatically.,8Sales needed just 10 minutes of training.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.,9,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.,4000,4.5,At a very basic level Lattice Engines prioritizes the outbound call plan for sales teams. It targets both inside and outside reps, but is more directed towards inside sales.,8,,Implemented in-house,7,Online training,,Yes,9,7,10,7,Our own customer order management system Salesforce.com (our CRM),We’re still negotiating as we keep bringing business units together. They were negotiating with each region individually and we’re trying to collapse. We’re blazing a trail on a graded cost structure.
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Lattice Engines
11 Ratings
Score 7.4 out of 101
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Lattice Engines Reviews

Lattice Engines
11 Ratings
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Score 7.4 out of 101

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Charles Wu profile photo
Score 7 out of 10
Vetted Review
Verified User
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I used Lattice in my previous role at Turbonomic. At the time, it was brought in by Marketing to help prioritize a list of target accounts for the sales organization to pursue. We used Lattice to identify signals in accounts that would indicate a propensity to purchase, as well as provide additional firmographic and technographic information to enrich in our CRM.
  • 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.
Lattice is ideal for a company who has not identified a list of targeted accounts or has not done segmentation. As long as the total addressable market is up for grabs and a company needs data on how to prioritize and distribute accounts, Lattice is able to add a ton of value. If you already have a list of accounts you are pursuing, Lattice will be able to help score than A-D, but generally will not tell you anything you don't already know.
Read Charles Wu's full review
Dorea Zalesak profile photo
January 14, 2014

Review

Score 8 out of 10
Vetted Review
Verified User
Review Source
  • 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.
I recommend using the tool regularly to colleagues. If you have a gap or have a weak pipeline, I always recommend starting prospecting activities with SalesPRISM. The toll helps focus on large opportunities with a high likelihood to purchase, and its integration with salesforce.com helps our reps find the right contact and get a snapshot of the company history quickly, so they can get more calls out in less time.
Read Dorea Zalesak's full review
Christian Wolfe profile photo
October 16, 2013

Lattice Engine Review

Score 9 out of 10
Vetted Review
Verified User
Review Source
  • 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.
Lattice is a great team - they get in bed with you to WIN.
Read Christian Wolfe's full review
Matt Sullivan profile photo
October 02, 2013

Proven ROI

Score 9 out of 10
Vetted Review
Verified User
Review Source
  • 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.
Overall, very happy with this product. Used by our top reps with great success. Proven ROI. Lattice is always open to integrating new data sources to make the analytics even more accurate. Saves us a great deal of time and probably money if we had to do this ourselves. Lattice is doing good work by VMware. Thanks guys!
Read Matt Sullivan's full review
No photo available
November 15, 2013

From the front line -

Score 9 out of 10
Vetted Review
Verified User
Review Source
  • 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.
Review if your company has enough data to provide salesPrism predictive analysis.
Read this authenticated review
No photo available
Score 9 out of 10
Vetted Review
Verified User
Review Source
  • 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.
It’s been a huge advantage to them to be global at such an early stage of their development. They keep improving the product from level of customer interaction. They are a little overstretched but I think they’ll grow into it.
Read this authenticated review

About Lattice Engines

Lattice Engines' Predictive Lead Scoring blends the contact profile and behavioral information from your Marketing Automation system with thousands of additional attributes that could contain hidden buying signals. Whether it’s the Web, internal data, or third party sources, Predictive Lead Scoring discovers patterns in the data that rules-based scoring or gut instinct would simply miss.

Once this lead “fingerprint” is identified, it can then be used to score all your leads based on their likelihood to close. With Predictive Lead Scoring, you have the power to know which leads are most sales-ready and which need more nurturing, so Sales and Marketing can both do their jobs more effectively.

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