Dreamforce 2011: The Recap
September 15, 2011 
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We’re back after an exciting week at Dreamforce 2011. We were thrilled to have taken part in what is now the largest technology event in history (over 45,000 attendees).
The key takeaways were (i) Marc Benioff pushing the thinking forward on creating ‘the social enterprise’, and (ii) Eric Schmidt in describing how the big change ahead is ‘the ability to predict’ in all manners of our professional and personal lives. It was satisfying to hear that as our sales intelligence software is all about enabling sales people to ‘predict’ their customers’ next move.
Our presence at Dreamforce focused on accelerating sales growth and how sales intelligence software can help boost sales productivity.
View all of our our pictures from Dreamforce ’11 on Facebook.
Playing to a sold out crowd (literally, our session was completed sold out before the conference began), Lattice Engines took the stage at Dreamforce 2011. In our session, “Selling Smarter in B2B: How Predictive Sales Intelligence Accelerates Growth,” Shashi Upadhyay (Lattice Engines CEO) and Tom Miller (VP of Business Intelligence and Analytics for ADP) discussed how B2B companies like ADP are utilizing sales intelligence software to boost productivity.
Shashi highlighted why sales intelligence has become imperative for B2B sales organizations to operationalize, “Inside most companies, systems that store company data have become much more mature […] There’s a huge amount of information, especially in larger companies and increasingly in smaller companies, about what are your customers saying about you, what do they know about you, what are they interested in, what are similar people doing.”
Tom Miller stated that the power of predictive sales intelligence lies in “identifying patterns in data and allowing my sales reps to go after who they should be going after first and the adverse of that is don’t go after the people that there’s no chance of buying.” Tom further stated that his reps actively using salesPRISM “have [had] a 52% greater chance of creating an opportunity.”
You can watch the presentation in its entirety here.
During the conference, we had an opportunity to speak with some of the industry’s leading analysts including Jim Dickie of CSO Insights, Gerhard Gschwandtner of Selling Power and Peter Ostrow of Aberdeen Group, who gave us their take on what sales intelligence means for sales reps. You can view the video below:
As a company, Lattice Engines has always relied on math, data and logic to produce effective and tangible results. Not surprisingly, over the years, we chose to identify ourselves with the famous Lattice Rubik’s cube, which requires an algorithm to solve. We also enjoy the nostalgia it brings to you and the exciting challenge it presents to kids. Here’s Gerhard Gschwandtner, CEO of Selling Power, demonstrating his talent for juggling Lattice Engines Rubik’s cubes:
Want a Lattice Engines Rubik’s Cube for your office? Tweet us @lattice_engines using the hashtag #IwantmyLErubikscube and we’ll send one to the first 25 respondents!
Keeping with the theme of acceleration, visitors to our booth were entered to win one of two great prizes.
Grand Prize: The Richard Petty Driving Experience
Richard Petty Driving Experience puts you in a NASCAR race car for an adrenaline pumping thrill of a lifetime. You will get behind the wheel and experience the thrill of 600 horsepower.
Second Prize: xBox with Kinect and Joy Ride
Get in the game with xBox Kinect! Kinect™ Joy Ride brings the thrill of stunts into the world of racing, all without using a controller.
Congratulations to both winners!
Please feel free to share your experiences from Dreamforce 2011.
