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.
Great for data-driven propensity model-in-a-box
Review
From the front line -
Lattice Engine Review
Proven ROI
Sales needed just 10 minutes of training.
Pricing
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.
Entry-level set up fee?
- No setup fee
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- Free Trial
- Free/Freemium Version
- Premium Consulting/Integration Services
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What is Lattice Engines (discontinued)?
Lattice Engines (discontinued) Competitors
Lattice Engines (discontinued) Technical Details
Operating Systems | Unspecified |
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Mobile Application | No |
Frequently Asked Questions
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Reviews and Ratings
(11)Attribute Ratings
Reviews
(1-2 of 2)Lattice Engine Review
- 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
- Vendor implemented
- Online training
- In-person training
- 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.
Sales 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.
- 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.
- 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.
- Vendor implemented
- Implemented in-house
- Online training
- Our own customer order management system
- Salesforce.com (our CRM)