Item: Fliptop (Discontinued Product)
Rating: 9
Author: Mark Farnell

Overall Satisfaction with Fliptop

Use Cases and Deployment Scope

Fliptop is being used:

To target accounts most likely to create winnable opportunities.
To focus sales resource on those opportunities we are more likely to win.

Pros and Cons

Pros

Listening to customers - very responsive customer success team.
Working with customers to build the most predictable model.
Easy to set up and get useful reporting quickly.

Cons

A little more explanation of how different factors can affect the model in terms of the customer objectives - they've really listened here and have really focussed on the changes we needed to make.
Update specific fields/features e.g. multi-currency support (now done), non-confusing field names (being released), custom fiscal years for reporting (coming I believe)

Return on Investment

Before fliptop around 50% of our MQLs were in lower quality accounts, that number has reduced to around 15%.
We have identified the key market segments that drove over 50% of our growth last year.
Real focus for the marketing teams and intel on where to focus key email and nurture campaigns.

Alternatives Considered

Infer,lattice,everstring

We pushed Fliptop through to preferred vendor because (at that time):

Fast set up time with zero cost
Public appexchange listing (passed salesforce security)
Demonstrated best understanding of our requirements

1. Be sure to specify and understand the impact on your model when looking at volume versus value factors.
2. Ask all your potential vendors about set-up costs and time.
3. Understand, with any predictive model, how it will affect both marketing and sales - a predictive tool should bring the two closer together.
4. Remember - its predictive, not all-knowing and brief/train your teams accordingly.

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Fliptop turned our heads around

Software Version