The Next Big Thing… Leadspace: The Lead Sourcing Revolution!
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Leadspace is a lead sourcing company founded by former intelligence officers that uses big data analysis to find highly relevant leads. Their social lead targeting engine enriches lead data with information from online profiles and databases to provide quality, accurate leads. Marketers can generate targeted lists on demand, measure results to refine ideal customer profiles, and see improved conversion rates. During a demo, Leadspace showed how their platform automatically qualifies and segments leads, returning enriched data for marketing and sales engagement. They provide analytics on ideal buyer profiles and on-demand account prospecting of cross-verified leads.
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The Next Big Thing… Leadspace: The Lead Sourcing Revolution!
- 1. Host: David Lewis CEO & Founder DemandGen International, Inc. Guests: Ran Gishri VP of Marketing Leadspace Amnon Mishor Founder and VP Products Leadspace THE NEXT BIG THING… LEADSPACE: THE LEAD SOURCING REVOLUTION!
- 2. About Us • Founded by former army intelligence officers • Experts in analysis of big unstructured data • Funding from top-tier VC firms • Offices in CA and Israel Select Customers
- 3. Finding “The One” (And Then Many More Like It) o Information in lead databases is inaccurate o Many of the leads are simply irrelevant o And how do you find good new ones?…
- 4. Marketing Automation & CRM Ideal Buyer Targeting The Social Web Online Contact Databases Our Social Lead Targeting Engine: Quality + Relevancy
- 5. End-to-End Solution for All Lead Data Needs Inbound Outbound MarketingSales Real-time lead enrichment, Targeted nurturing Targeted lists on-demand, Social engagement Account prospecting, sales intelligence Lead intelligence & expansion Ideal Customer Analytics
- 6. Using Leadspace in Marketing and Sales Analyze Customers to Model Ideal Buyer Profile Generate Lists, Enhance Leads, Prospect Measure Results and Tune Ideal Buyer Profile
- 7. x2 Response Rate x3 Conversion Rate x2 Velocity The Business Value of Great Lead Quality Propensity Model 25% optimization Lead Segmentation 70% match rate Social Validation 92% accuracy
- 8. Auto-Qualification and Segmentation Drive Conversion Rates for Marketo Users Leads come in from the website or a list upload Name, Email, Company, … Basic lead information is instantly sent to Leadspace Company relevancy rank Individual relevancy rank Enriched company data – employees, revenue, … Enriched individual data – email, phone, job functions, tools, social profile, … Leadspace returns relevancy rank and enriched data for engagement and segmentation 1. 2. 3. Event/program leadsWeb form Qualified?
- 9. DEMO
- 10. Ideal Buyer Profile Analytics Confidential
- 11. On-Demand Account Prospecting Live cross-verified lead data “Pandora-like” feedback Relevant professional activities True role and job functions Accurate company data Social profiles Cross-verified contact information
- 12. Targeted Lists Confidential Profile based targeting on-demand Fresh, accurate and segmented lead data Unique company indicators Supports CRM dupe check Intelligent “Quality vs Quantity” trade-off Easy export to CRM
- 14. Confidential Group Num.)of)Leads)in)Group •" Linked:HR (#1 Human Resources Group) 95 •" HR & Talent Management Executive 40 •" Executive Suite 34 •" VP OF HUMAN RESOURCES, DIRECTOR OF HUMAN RESOURCES, AND CHIEF PEOPLE OFFICER NETWORK (1000 Plus)fg 26 •" CIO Forum 25 •" Chief Information Officer (CIO) Network - The Group for CIOs 22 •" Knowledge Management 20 •" SHRM (Society for Human Resource Management) Official Group 19 •" The Enterprise Architecture Network 17 •" HR.com 17 •" KM Edge 16 •" Australian Human Resources Institute 16 •" Harvard Business Review 14 •" Social Media Marketing 13 •" KM Practitioners Group 13 •" eMarketing Association Network 12 •" Cloud Computing 12 •" Worldwide Intranet Challenge (WIC) 12 •" Retail Industry Professionals Group 12 •" SharePoint Users Group 12 •" Knowledge Managers 11 •" HR Executive Network 11 •" Knowledge Management Experts 11 •" Job Openings, Job Leads and Job Connections! 11 •" CXO (CEO, COO, CKO, CFO, CMO, CAO, CVO, CDO, CRO, CLO, CSO & CTO) Communityjk 11 •" AIIM Global Community of Information Professionals 11 14 Lead Analytics High 14% Medium 17% Low 21% Moved company 27% Not relevant 21% Group Number of leads in group
Editor's Notes
- #4: The basic problem is all leads look the same – you don’t really know much about your leadsThere is huge problem with data accuracy - people often lie on web forms, data is incomplete, people are changing jobs and rolesThen there’s the more painful problem of data relevancy - titles are too generic or unknown – it is therefore hard to determine who the right person is!We found that the answer to these challenges lies in social web data – 70% of B2B buyers leave “digital fingerprints” that can help you understand:Who they areHow relevant they are to your products What their areas of interest are
- #5: The Leadspace targeting engine is based on army intelligence techniques adapted to the business worldUnlike any of the “old school” tools, Leadspace is not a database - it’s an engine that pulls lead data on-demand from multiple sources: paid contact databases, web sites and social networks; and it integrates to your CRM and Marketing Automation systemsIt finds the most relevant leads by matching myriad “social buying indicators”, such as a person’s skills, job functions and tools used, to your unique ideal buyer profileThe result is fresh, complete lead information based on the best data sources available, and tuned to your meet your needs
- #6: Leadspace supports all types of marketing needs – inbound and outbound, in marketing and in salesIt provides lead list generation, lead enhancement and sales prospecting – all based on the same ideal buyer profile, so marketing and sales always go after the same target personas Each activity helps improve profile accuracy and therefore search results
- #7: Here’s how it works (conceptually):The first step is to create your ideal buyer profile (one or many) – this is typically done simply by analyzing a sample of your best customers, and our data analysts can help tweak the profile as neededNext, you use our Web application for your inbound and outbound marketing and sales effortsFinally, you track results, tune your ideal buyer profiles, and get insight into your lead space – Leadspace is a learning system that continuously gets better results
- #8: With Leadspace you can:Verify lead information through their current social activities, e.g. find if a person really works at the company you think he’s withSegment leads based on many social indicators, such as true job functions and products begin used Prioritize leads based on their propensity to buy, so you can focus on the hottest leads firstThe results of lead quality and relevancy are much higher conversion rates and faster creation of new opportunities – as you have complete, accurate data and you know who you should be talking to