Search past winners/finalists


  • MESA logo

Lattice Engines salesPrism

How to EnterCompany: Lattice Engines, San Mateo, CA
Entry Submitted By: SHIFT Communications
Company Description:Lattice is revolutionizing sales by harnessing Big Data to develop the most informed sales pros, engaging the most receptive customers in the most compelling ways. Our Big Data analytics platform, salesPRISM, delivers real-time, actionable, account-specific insight directly to sales reps via CRM, email, or mobile devices. Fortune 5000 companies rely on Lattice to generate more opportunity.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Automation Solution – New Version

Nomination Title: salesPRISM: Big Data for Big Sales

Tell the story about this nominated product or service (up to 500 words). Describe its function, features, benefits, and sales to date:

Salespeople have more information about customers and prospects at their fingertips than ever before, but for many this tidal wave of data is harming rather than helping their performance. A recent survey by sales effectiveness research firm CSO Insights showed that 89 percent of sales leaders believe that their sales force is missing opportunities because of this data deluge. In fact, Aberdeen Research (“The Sales Intelligence Imperative for B2B Sales Organizations,” September 2011) found that the average sales representative spends 24 percent of his or her time researching prospect information.

Lattice Engines developed salesPRISM to combat this challenge by delivering real-time insights derived from Big Data directly to salespeople. salesPRISM arms salespeople with specific directives on who they should be targeting, what they should be selling, and what they should be saying to get a deal done. salesPRISM does this by applying the science of Big Data with the traditional nsights of relationship selling to create a platform that is capable of predicting the buyer’s intent. High-powered analytics allow representatives to cull huge amounts of external data, such as social media, company filings and news, and government contract awards, as well as internally stored information like customer purchase and service history, and website visits. This “raw” information is then matched with predictive analytics to derive previously unknown insight into a buyer’s intent, allowing a salesperson to intelligently target only those that are most apt to make a purchase.

In order to make salesPRISM as functional and easy to use as possible, Lattice also developed key partnerships over the past year. In September, Lattice announced a multi-year agreement with LexisNexus to incorporate news from the LexisNexis database into salesPRISM. This gives sales professionals timely access to the latest relevant news on customers and prospects, including executive moves, earnings, product introductions and competitor activity. Lattice is also a salesforce.com AppExchange partner.

With a majority of Lattice customers already using Salesforce CRM, salesPRISM tightly integrates with it providing a seamless experience for salespeople. The success of salesPRISM is evident in the rapid and continued adoption of the platform by sales professionals around the world. Over 40 large B2B enterprise companies in more than 25 countries use salesPRISM, accounting for more than 50,000 users worldwide. salesPRISM customers have increased their sales productivity by as much as 40 percent in just one year. For instance, in its first year as a customer, Staples recorded four consecutive quarters of $100K+ lift in new revenue per sales representatives . Other major companies using Lattice to improve sales are: EMC, Staples, ADP.

The success of salesPRISM has translated into success for the company. Lattice Engines is one of the fastest growing companies in the U.S. and expanding globally. Starting with the company’s opening of a Beijing, China office. Lattice will also be announcing another round of funding in the coming months, which will allow the company to aggressively hire and expand around the globe.

 

Provide a brief (up to 100 words) biography about the leader(s) of the team that developed this nominated product or service:

Prior to founding Lattice Engines in 2006, Shashi Upadhyay was a partner at McKinsey & Company where he advised Fortune 500 clients on improving their productivity. The idea for Lattice came out of his experiences at McKinsey where he found he was constantly solving the same productivity issues, and decided to productize his expertise, resulting in the salesPRISM analytics platform.

Shashi holds an undergraduate degree from the Indian Institute of Technology at Kanpur and a Ph.D. in Physics from Cornell University.