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How Product Interest Scoring Revolutionized FireEye's Ability to Cross-Sell to Customers

Linlin Li
FireEye
Sr. Director, Mktg Ops, Americas ADR & Sales Enablement Ops
Prachi Chheda
Sr. Marketing Operations Analyst
FireEye
Tom Grubb
Chief Strategy Officer
Digital Pi

April 26th at 11:30am

Location: Room 2001/2003

Everyone wants new logos – but how do you grow lifetime value once you’ve acquired them? The obvious answer is to sell more products to your customers, yet hardly anyone thinks about Marketo as a cross-selling engine. Cross-selling may not sound as sexy as new logos, but savvy executives and investors care a lot about lifetime value (LTV). FireEye marketing ops pursued a bold vision that gave sales and marketing a new and important source of buying signals that changed the game for cross-selling into their customer base: product interest scoring.

In this eye-opening session you will learn:

  • FireEye’s blueprint for success: a killer plan
  • A scalable design to score multiple products
  • How product scoring rocked sales and marketing
  • How break-through analytics changed everything