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Lattice Engines (discontinued)

Score2 out of 10

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

Reviews

What users are saying about Lattice Engines (discontinued).
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Great for data-driven propensity model-in-a-box

Incentivized
Charles WuView profile
Marketing Analytics in Marketing at Carbon Black, Inc. (201-500 employees employees)

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

Incentivized
Verified User
Manager in Sales (1001-5000 employees employees)

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

Dorea Zalesak
Inside Sales Commercial Account Manager (Print & Personal Systems) in Sales at Hewlett-Packard (10,001+ employees employees)

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

Christian Wolfe
VP Business Intelligence & Strategy in Corporate at Stretchr, Inc. (1001-5000 employees employees)

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

Matt Sullivan
in Sales at VMware (10,001+ employees employees)

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".

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