Cvent Lead Scoring vs. Lattice Engines (discontinued)

For me, I'm in a college town so when we have a tournament we get flooded with RFPs from schools for the same dates. Lead Scoring allows me to see which of the leads is better suited for our needs over those dates. For example, a school that only wants to stay for one night because they are only an hour away is less desirable than a school that has to fly in and needs to stay for 4 nights!

Incentivized

Lattice is ideal for a company who has not identified a list of targeted accounts or has not done segmentation. As long as the total addressable market is up for grabs and a company needs data on how to prioritize and distribute accounts, Lattice is able to add a ton of value. If you already have a list of accounts you are pursuing, Lattice will be able to help score than A-D, but generally will not tell you anything you don't already know

Incentivized

• Leverage real data and analytics to inform your strategy.
• Consider setting up more than one lead scoring model.
• Focus on high-value website actions and engagements.
• Don't assign points for every email open.
• Use negative attributes/scoring to avoid inflated scores.

Incentivized

• Lattice does a decent job of rating leads that are low performing/low priority
• The rating models allow for flexibility within the enterprise
• The grading model is easy to understand from an end user perspective

Incentivized

• \New channels, mediums and metrics influencing the customer journey are introduced every day.
• Committing to a lead scoring model that doesn't dynamically adjust as your customers do, will produce inaccuracies.
• Without manually adjusting on a regular basis, miscalculations won't be addressed in a timely manner.

Incentivized

• Speed and fluidity of the product. When updating pick list values it sometimes took 5 or 6 seconds to validate before moving on to the next step.

I will continue to use PRISM, especially now, because I after 3 years in the same geography, I have just transferred to a new territory. The tool really helps me focus on the best opportunities to pursue, which can sometimes be difficult with over 100 assigned accounts

It is very easy to use. Sales people really like the interface. For marketing not as easy to use due to the reporting. It’s a little bit difficult.

It’s not very set-up for marketing users who need a full on view of all sales users. It’s not like Salesforce.com where you have marketing admin access and can create dummy profiles and dummy accounts. It’s really designed for just a sales rep and their account set

The product didn't go down.

The Lattice team kept the timelines we agreed to and pushed the envelop to deliver ahead of time when we needed it.

Cvent is well suited for planners and those they are planning with to distribute and receive RFP to a variety of locations and venues. Wonderful!

Incentivized

It's very good. They are very responsive. They aren’t pushy on providing too much. They are very transparent about what you’re getting and paying for

Please see my answers to the previous question. We had very good feedback from our product management, strategy and sales leadership and reps regarding our training.

I have just watched videos. They have very good pure video based training for high level. I have seen the training for reps. It is not very complex

While the training is very easy, we had to do a lot of heavy lifting to really scale it. It’s been a bit of all hands on deck. We have had the marketing team walk the sales floor to get training to happen. Our challenge was having the bandwidth, however once it’s done it’s done

There are no other products like Cvent Lead Scoring that I have used or evaluated. The reason for this is because I've never had to stray from Lead Scoring, because it has been so beneficial.

Lattice was an incumbent tool from several years ago. Early on, we enjoyed a good relationship with the team there. After the acquisition, we have definitely seen a decrease in the quality of support and engagement from the team. As a result, we will look at several competing vendors when our contract ends with Lattice.

Incentivized

• Summary Lead. A summary lead is the most common and traditional lead in journalism.
• Single-Item Lead. This lead focuses on just one or two elements of a summary lead.
• Delayed Identification Lead.
• Creative Lead.
• Short Sentence Lead.
• Analogy Lead.

Incentivized

• We have seen quantifiable ROI when our reps have used the product to target accounts. In a recent example we found that accounts that targeted these "hi-po" accounts identified by using Lattice analytics created over $27M in pipeline over a month long period for a key product we are interested in selling more of to customers, compared to a less than $1M for accounts that were not identified as "hi-po".