Lattice Engines (discontinued)

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.

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 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

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.

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.

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.