According to the company, Infer Predictive Scoring helps to reveal pipeline gaps by using tens of thousands of internal and external data signals to predict which leads and accounts are the best fit for a particular product, and which of those are currently in market to buy it.
Furthermore, Infer Profile Management helps marketers build advanced segments of ideal customers by pulling in attributes from a variety of data sources, such as a company’s customer relationship management (CRM), marketing automation and web analytics applications.
By infusing these insights into the dashboards available from Power BI, Infer aims to help sales and marketing executives focus their teams on opportunities that drive faster growth.
“Infer’s whitespace analytics help any business user – from a marketer or sales manager all the way up to the CEO – see the gold sitting in their database with just a few clicks, so they can power growth by squeezing more out of their customer acquisition investments,” said Vik Singh, Co-founder and CEO, Infer.
“Best-in-breed BI services, like Microsoft Power BI, are rapidly innovating around how data is visualized, and we’re glad to advance that effort by providing the predictive intelligence layer for the next generation of sales reporting. Now our customers can infuse the most visually stunning, flexible dashboard solutions available today with Infer’s advanced predictions and customer signals.”
The company claims that the new analytics package automatically feeds Infer’s predictive fit and behavior scores – along with defined profiles and rich customer signals – into a company’s business intelligence (BI) solution. Infer then organizes the data for enhanced, easy-to-build visualizations to get an insight into pipeline forecasts, including deeper reporting around ideal customer profiles and underserved segments of leads.
For example, Infer provides dashboards about:
Marketing Leads: By identifying good leads and accounts in a company’s nurture database and monitoring how long they’ve been neglected, this dashboard can be used to pinpoint segments that need more attention, monitor conversion trends across lead sources and account-based marketing tactics, and build goals on these metrics.
Sales Development (SDR) Accounts: This dashboard allows leaders to find both inbound and outbound accounts that are ripe for more aggressive follow up, and determine the appropriate strategy to achieve this – such as redistributing accounts to SDRs with more bandwidth, or providing more context into why and how they should be targeted.
Account Executive (AE) Opportunities: Sales executives can monitor older opportunities that remain assigned to quota-carrying AEs for too long without receiving enough attention. This dashboard helps them consider which prospects should be assigned back to SDRs, and which should be revisited by AEs to help rebuild pipeline for the next quarter.
Whitespace Scorecard: Infer’s overall scorecard presents a simple, big picture view by adding up all the “whitespace” opportunities across a company’s pipeline, applying predicted conversion rates, and forecasting how much topline revenue can be closed in the current quarter.
“By bringing intelligence from Infer’s predictive models into Microsoft Power BI, business users can better visualize the valuable information sitting in their CRM or marketing automation systems,” said John Doyle, Director, Microsoft Power BI, Microsoft Corp.
“The whitespace analytics that Infer has packaged for Power BI can change the way executives think about sales metrics. We’re excited to see this innovation, which demonstrates the openness of our platform as well as Infer’s platform.”
