New Relic - SiriusDecisions 2016 Demand Creation Program of the Year Award Winner using Infer's Predictive Sales & Marketing Platform

#SDSummitMay 26, 2016

Demand Creation Programs of the Year

Erin BohlinResearch Director@erinrbohlin

Carrie RedikerResearch Director@carrierediker

SiriusPerspective:

17 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker

#SDSummitPerpetual Leverage: Predictive Analytics ProgramAn early adopter of predictive analytics continues to expand the use

cases and pilot new successful programs.

SiriusPerspective:


#SDSummitPredictive Analytics Program: Success FactorsNew Relic’s appetite for experimentation led to a pilot focused on

identifying “hidden” segments of leads for sales.

• Pilot using Infer predictive analytics model

SiriusPerspective:





• New flavors of MQLs with high likelihood to convert

SiriusPerspective:






• Pilot details concealed from sales to measure true program effectiveness

SiriusPerspective:






• Pilot details concealed from sales to measure true program effectiveness

• “Infer Priority” field prioritizes daily calling and interprets behavior

SiriusPerspective:


#SDSummitPredictive Analytics Program: ImpactNew Relic’s pilot led to success with higher-scored leads that convert

better and faster and result in more revenue.

Performance

9.6xConversion improvement

Wins

51%won business from

“A” leads

Infer’s behavioral models

automatically surface deals that

will close significantly sooner

and more oftenthan our average

prospect.

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