Big Data - Does Big Data Know Your Next Customer Before You Do? - Jason Garoutte

Watch the video at InterestBase.com

Does Big Data Know Your Next Customer Before You Do?

Jason GaroutteCMO, Mintigo@jgaroutte


About Mintigo


Agenda

1. New data you must start using

2. Interest selling really works

3. Are you smarter than a machine?

4. Essential tools for winning


• Websites• LinkedIn• Facebook• Blogs• Tumblr

The Amazing New Data

• Twitter• News articles• Press releases• Job boards• Databases

2.5 quintillion bytes per day90% created in last 2 years - IBM


It’s All Connected, Man

Social Graphsand

Interest Graphs

http://scobleizer.com/2010/11/16/first-look-gravity-is-making-interest-graphs-of-your-social-content/


A New Tool from Facebook

https://www.facebook.com/about/graphsearch


Playing with Facebook








Selling with Facebook?


Selling with Facebook?


Wild Goose Chase?

“How many new baby pictures do you Like a month? You may not even actually like babies – you’re just being polite.”


Agenda






1000 Words Create a Picture

Business Model Org chart

Social Profile

SpendingTechnologies


From Raw Data to Interests

Hiring in sales

Uses Salesforce

Tweets about salesSVP

Demo on website

Sales management

Inbound marketing

50 employees


It Works on Websites

Determine visitor interests:• Clickstream• IP address• Time of day• Device

20% more leads


It Works with Email

4X Email ResponseFind prospects interested in field sales productivity based on:• Hiring• Org chart• Business model

Target titles Target interest


It Works for Inside Sales

CONFIDENTIAL

130% More Conversion

Target titles Target interest

Find small businesses interested in reducing their monthly teleco expense.


Agenda






“Sure, We Know our Buyer”

Using what data?• Industry ?• Revenue ?• Titles ?

SIC codes established in 1937


What Machines Can See

Selling to a segment Selling to an interest

Software companies “Streamline our technical sale”• Software• Large part of org chart is Sales• Currently hiring sales engineers• Website has words “request demo” or

“free trial” but not “credit card”• Website offers “whitepapers” and other

enterprise assets


What Machines Can See

Selling to a segment Selling to an interest

Marketers who use Salesforce

“Modern digital marketing”• Salesforce users• Many sales reps• Website links to Twitter and LinkedIn• JQUERY – 15X more likely!


Learning by Example

Your Samples Data Collection Big Data Analytics Prospects & interests


Example: Webinar Invites

VPs are 80% less likely to register for a webinar than managers.


Machines aren’t smarter.Just a lot faster.


Agenda






#1. Find your TAM

• Add interest data• Find your 90/10


#2. Learn your personas


#3. Use a scoring system

Sales-ready

Nurture: finance

Nurture: tech

New inbound leads


#4. Give the data to reps


Interested?

New eBook on “your perfect persona”[email protected]

@mintigowww.mintigo.com