#1 most frequent
United States of America
100.0%7 installations of 7
Lattice Engines (discontinued)
11 Reviews and Ratings
What is Lattice Engines (discontinued)?
D&B Lattice (formerly Lattice Engines) was a Predictive Lead Scoring solution that blended the contact profile and behavioral information from Marketing Automation systems with additional attributes that could contain hidden buying signals. The product has been discontinued.
Categories & Use Cases
Who Buys & Uses Lattice Engines (discontinued)
Great for data-driven propensity model-in-a-box
Pros
- Firmographic Information on accounts - Lattice uses best in class data sources to make sure account information is up to date
- High Level technographic data - Lattice will generally identify which core products are being used at a company
- Easy to use UI and model building.
Cons
- Detailed technographic information - we had a lot of issues with Lattice not being able to identify specific technologies being used by a company, which would be able to provide us materially different context as a seller.
- Model is built once and is static until refreshed - do not get meaningful feedback into the model in real-time
- Hard to identify which attributes are meaningful enough to include as enrichment in SFDC.
Return on Investment
- Lattice provided information to sales reps on which accounts they should prioritize, but hard to measure any tangible ROI.
Other Software Used
Marketo, Salesforce Lightning
A free-falling product after the D&B acquisition
Pros
- 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
Cons
- Parts of the model are 'blackbox' and no one outside Lattice knows how they work
- Support/Success teams have been very difficult to work with since the acquisition
- Grading is a little too simplified - not much gradation
- Very heavyweight integration that uses a lot of resources within SFDC
Return on Investment
- Lattice hasn't been able to produce much ROI because of the wide spread in grading
- Since our sales development team has had success all across different Lattice grades, they don't trust it
- Lattice has not been able to accomodate the multi theater and multi segment models that our total addressable market includes
Alternatives Considered
EverString and 6sense
Other Software Used
SalesLoft, Marketo, Snowflake
Review
Pros
- Prospecting Prioritization - helps predict what companies may be great prospects for sales based on trends and outside information.
- Central location for information - compiles custom fields to easily see things like purchase history, contacts, and news articles in one place, so it limits my time spend researching before cold calling.
- Integration with Salesforce.com - integrates into our CRM tool so I can make notes on conversations, create opportunities right out of the tool, and also assign follow up items seamlessly.
Cons
- PRISM is really as good as the information that is fed into it. We have had issues with contacts being recognized between PRISM and Salesforce, but it was due to he information we loaded. I would love to see more competitive information, though I think that is something we need to work on internally.
Return on Investment
- Leads are converted quicker because it help me decide who to call first. I am quicker at opportunity creation in my pipeline because it can be done right out of the tool.
- PRISM is extremely helpful when covering a new geography where a rep may not have as much history because it integrates all the information we have about the customer into a central location and helps the rep decide how likely the customer will be to make a purchase.
- As a team we have seen significant ROI and increased opportunities after each "call blitz" centered around SalesPRISM campaigns.
Lattice Engine Review
Pros
- As I mentioned, the software identified high potential customers and focused our reps on better opportunities.
- It increased the velocity of sales of our new reps substantially. They spent much less time prospecting and much more time discussing real solutions with our customers
Cons
- The product performed fine - at times change management was difficult. That said, The Lattice team did a great job supporting us through this change.
Return on Investment
- We were looking for >20% ROI overall and >$300,000 in incremental revenue in the first 5 months of implementation. We blew past the $$ target. I left CCH before we had meaningful ROI results.
Usability
Proven ROI
Pros
- SalesPrism is provides a great way to target accounts that are likely to buy that product. By identifiying key account attributes you can narrow down a large potential pool of account candidates to an exact one for reps and marketing to target.
Cons
- The UI is not user friendly and does not fit incredibly well into SFDC. That said, with some use, it gets easier. Columns of key data presented on the accounts should be more standardized and sort from largest to smallest.
Return on Investment
- 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".
