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Lattice Engines (discontinued)

Lattice Engines (discontinued)

Overview

What is Lattice Engines (discontinued)?

D&B Lattice (formerly Lattice Engines) was a Predictive Lead Scoring solution that blended the contact profile and behavioral information from Marketing Automation systems with additional attributes that could contain hidden buying signals. The product has been discontinued.

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Pricing

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What is Lattice Engines (discontinued)?

D&B Lattice (formerly Lattice Engines) was a Predictive Lead Scoring solution that blended the contact profile and behavioral information from Marketing Automation systems with additional attributes that could contain hidden buying signals. The product has been discontinued.

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Product Details

What is Lattice Engines (discontinued)?

D&B Lattice was a customer data platform (CDP) that provided predictive lead scoring. The service has been discontinued, but similar capabilities are now provided by D&B's modern product line.

Lattice Engines (discontinued) Competitors

Lattice Engines (discontinued) Technical Details

Operating SystemsUnspecified
Mobile ApplicationNo

Frequently Asked Questions

D&B Lattice (formerly Lattice Engines) was a Predictive Lead Scoring solution that blended the contact profile and behavioral information from Marketing Automation systems with additional attributes that could contain hidden buying signals. The product has been discontinued.

Demandbase One and 6sense are common alternatives for Lattice Engines (discontinued).

Reviewers rate Support Rating highest, with a score of 8.7.

The most common users of Lattice Engines (discontinued) are from Enterprises (1,001+ employees).
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Comparisons

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Reviews and Ratings

(11)

Attribute Ratings

Reviews

(1-5 of 5)
Companies can't remove reviews or game the system. Here's why
January 14, 2014

Review

Dorea Zalesak | TrustRadius Reviewer
Score 8 out of 10
Vetted Review
Verified User
  • 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.
  • 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.
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.
November 15, 2013

From the front line -

Score 9 out of 10
Vetted Review
Verified User
  • 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.
  • Increased efficiency and less pre-sales preparation. The predictive model gave me the tools I needed automatically.
Integration with existing CRM
October 16, 2013

Lattice Engine Review

Christian Wolfe | TrustRadius Reviewer
Score 9 out of 10
Vetted Review
Verified User
  • 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.
  • 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 picked this system because of the overall approach of Lattice. Installing a predictive analytics engine requires transformation and change management of sales, product owners, and their associated leadership. Lattice Engines has a holistic approach that includes hand-holding an organization through the change needed to be successful.
Identification of customers with a much higher likelihood to purchase software and information products than the average customer
3
We had three DB specialists managing the BI component and a working team of several product managers and sales and marketing leaders that met weekly to review the results with sales teams. Suggestions from this group would be provided to Lattice.
  • 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
In my new position I will certainly be calling the team from Lattice to help me identify high potential clients and drive the change through the sales force that is needed.
This was a greenfield installation. We believed in the power of predictive analytics.
  • Vendor implemented
We worked with Lattice to get the data collected and structured - they were with us every step. Once the data was ready we passed it over to Lattice and they ran with it.
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.
  • Online training
  • In-person training
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.
Our sales teams really enjoyed the in-person training sessions. Ongoing support was also available to them. We had weekly follow-up meetings with sales leadership and the Lattice team was always there to help course correct us when we got off track.
Yes
We paid for ongoing support because we decided that it was in our best interests to have predictive analytics experts on our team. The incremental costs were worth it.
The Lattice team really became part of our project. They did a great job leading us when needed and also supporting us at all hours weekdays and weekends.
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.
The product didn't go down.
The Lattice team kept the timelines we agreed to and pushed the envelop to deliver ahead of time when we needed it.
  • 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.
Please see the answers above
  • 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.
October 02, 2013

Proven ROI

Matt Sullivan | TrustRadius Reviewer
Score 9 out of 10
Vetted Review
Verified User
  • 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!
  • 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.
SalesPrism is a very valuable tool to our sales team.
We did not switch from another vendor.
  • Implemented in-house
I did not implement it, so difficult to say how difficult the connection to SFDC was.
  • Online training
  • In-person training
  • Self-taught
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
Excellent customer service, especially from Erin Durfee! Excellent problem solver, very proactive, follows up and dedication to the details.
Score 9 out of 10
Vetted Review
Verified User
  • 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.
  • 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
Rolled out globally to sales team.
4.5
We have one full time person in each region of the world – Americas, EMEA, Asian Pacific – it’s not enough – we should have more. There’s also a project manager and a half time IT person.
  • 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.
It is a significant investment and there’s always budget risk. It’s definitely a high return, however if funding gets cut to the bare bones, it will not be the last thing to go. Marketing is the one investing in lattice, and there are competing investment priorities.
We did not have a specific software package per se for this purpose but had configured Salesforce.com to do a little bit of what Lattice does.
  • Vendor implemented
  • Implemented in-house
While the training is very easy, we had to do a lot of heavy lifting to really scale it. It’s been a bit of all hands on deck. We have had the marketing team walk the sales floor to get training to happen. Our challenge was having the bandwidth, however once it’s done it’s done.
  • Online 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.
Yes
They offer a graded support level. Every quarter you can change support level.
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.
It is very easy to use. Sales people really like the interface. For marketing not as easy to use due to the reporting. It’s a little bit difficult. It’s not very set-up for marketing users who need a full on view of all sales users. It’s not like Salesforce.com where you have marketing admin access and can create dummy profiles and dummy accounts. It’s really designed for just a sales rep and their account set.
We have not had any outages.
Because of the international latency challenges described earlier.
  • Our own customer order management system
  • Salesforce.com (our CRM)
Our own custom order management system as we do not store order history in Salesforce.com. This integration was a multi-year effort. Salesforce.com – easier to achieve, but still not without challenges
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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