New Relic is a software analytics company that makes sense of billions of data points about millions of web and mobile applications in real time. A data-centric company itself, New Relic appreciates the difference Infer is making in its sales process. As the company grew, its sales team needed helping keeping pace with a rapidly expanding sales pipeline. Using Infer’s predictive scoring, New Relic was able to immediately identify and convert great leads that had been buried in its nurture database. New Relic continues to leverage Infer’s applications to better prioritize and forecast all types of sales and marketing efforts. New Relic’s pilot led to success with higher-scored leads that convert 9.6x better and faster and result in more revenue.

1. #SDSummit
May 26, 2016
Demand Creation
Programs of the Year
Erin Bohlin
Research Director
@erinrbohlin
Carrie Rediker
Research Director
@carrierediker

2. SiriusPerspective:
17 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPerpetual Leverage:PredictiveAnalytics Program
An early adopter of predictive analytics continues to expand the use
cases and pilot new successful programs.

3. SiriusPerspective:
18 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics Program: Success Factors
New Relic’s appetite for experimentation led to a pilot focused on
identifying “hidden” segments of leads for sales.
• Pilot using Infer predictive
analytics model

4. SiriusPerspective:
19 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics Program: Success Factors
New Relic’s appetite for experimentation led to a pilot focused on
identifying “hidden” segments of leads for sales.
• Pilot using Infer predictive
analytics model
• New flavors of MQLs with high
likelihood to convert

5. SiriusPerspective:
20 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics Program: Success Factors
New Relic’s appetite for experimentation led to a pilot focused on
identifying “hidden” segments of leads for sales.
• Pilot using Infer predictive
analytics model
• New flavors of MQLs with high
likelihood to convert
• Pilot details concealed from
sales to measure true program
effectiveness

6. SiriusPerspective:
21 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics Program: Success Factors
New Relic’s appetite for experimentation led to a pilot focused on
identifying “hidden” segments of leads for sales.
• Pilot using Infer predictive
analytics model
• New flavors of MQLs with high
likelihood to convert
• Pilot details concealed from
sales to measure true program
effectiveness
• “Infer Priority” field prioritizes
daily calling and interprets
behavior

7. SiriusPerspective:
22 © 2016 SiriusDecisions. All Rights Reserved@erinrbohlin @carrierediker
#SDSummitPredictiveAnalytics Program: Impact
New 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 often
than our average
prospect.
“ “