Demandbase One vs. Lattice Engines (discontinued)

Demandbase One is well-suited for ABM Marketing, providing intent-based account details, account scoring methods, and understanding account intent. It also enables creating a list of accounts and individuals for retargeting based on specific filters. Easy to integrate with Salesforce, LinkedIn, Google Ads, and multiple other channels. Advertising through the Demandbase channel is more effective for advertisers who use retargeting with the intent list.

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

• 'Call Prep' - a list of industry-related questions to ask my prospects during the phone call to enhance trust and credibility as a business partner.
• Regularly scrubbed email and phone numbers of prospects. The verified direct-dial mobile number is GOLD. You may be able to get some of these elsewhere by paying extra with a separate standalone service. Having this integrated has improved my workflow, saving time from switching in and out of different apps.
• The family tree of organizations is particularly useful for targeting enterprise accounts that often come with convoluted company shareholding structures.
• 'Challenges' and 'Trends' - information to engage prospects during conversations.

• 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

• Under the "highlighted" section there are only 6 accounts to see. It would be nice to have more than 6.
• The engagement is rated in "minutes" while that's not really what is being scored. It's a little confusing as to how their engagement is scored.
• It would be nice to be able to mute or hide of some contacts that we have already spoken to so that it opens space for other prospects.
• Overall happy with the product

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.

Relatively inexpensive service for a decent current awareness service. They have added little in sales functionality in the past year as they focused on building a marketing version of the product. Except for the addition of broader European coverage last spring (thin Equifax records), the database was static over the past year.

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

InsideView was extremely user-friendly. I was able to quickly understand how to efficiently use the software and get the most out of the service. I only had a short time to quickly learn how to use the functions offered by InsideView, and I felt confident within the first day of my understanding and ability to successfully use this tool.

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

Seems to always work.

The product didn't go down.

It's pretty fast.

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

We had an intro session with a customer success rep and were given a rundown of the platform and it was absolutely perfect. The rep was able to show us advanced search options and shortcuts that cut our search time.

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

She was fine, but we only had one session

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.

Seeing the demo during the sales cycle, not much training was needed due to this application being plug and play.

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

Implementation is trivial. This is a cloud based solution. it is easy to identify companies and execs for alerting.Users looking to use the connections tool must download from social media and Outlook. They then have to upload the files to the platform.While they support custom sales triggers, users must define the key terms which define the event. Users must then wait several hours for the system to build the alert.

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

We selected Demandbase based on their premium B2B DSP, their integrations with third party ad sites and our CRM and tech stack. Their intent signals and ability to integrate the data we have in Demandbase to GCP through their DataStream product to build our own models and leverage in our own dashboards has been extremely beneficial

Incentivized

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

• Demandbase has given us the visibility our sales and marketing team needs in order to see how their top strategic accounts are performing and what their engagement level is like with our brand.
• Demandbase makes it easy for us to scale our efforts because it is an easy-to-use platform.
• We are able to demonstrate ROI and show the impact our Demandbase campaigns are having on our target accounts.

• 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".