Recap: The Big Willow helps you
Find AND Engage your buyers faster
than your competition*
* And ours! J
What The Big Willow Does…1B times/day
Website/Publisher Keyword analysis Category of interest
Company Location People
A New Channel for B2B Leads & Insight -‐ Which companies… -‐ Are research what topics… -‐ Who is taking action, how often?
Track: 150 Million+ B2B and B2C PCs, Phones, Tablets
Monitor: 20,000+ B2B and B2C web destinations
“Always-‐On” services solving problems w/ Device-‐Level Intent
SOLUTIONS* Account Validation & Growth
Brand to Demand Close/Won Attribution
Web Behavioral Pre-‐Targeting
Churn Model/ Defection Detection
SDR Enablement
* Our solutions are client driven. We are not smarter than them!
Commvault: Pre-‐Targeting Via The Buyer’s Journey
Opportunity Created in
CRM 8/26/13
180 Days Before
Opportunity Creation 2/27/13
Opportunity Closed Won
10/31/14
3/25/13 Tech Target
Content Syndication Storage Magazine Online: March 2013
4/4/13 Network World
Content Syndication Digital Spotlight on Enterprise Storage
8/23/13 InfoWorld
Content Syndication Digital SDDC Spotlight-‐
Modernizing Enterprise IT
9/16/13 Virtualization Review Content Syndication Gartner BaR MQ
10/29/13 Tech Target
Content Syndication Balancing Cost, Risk & Complexity in Your DR Strategy
2/11/14 Integrate
Content Syndication Get Smart About
Big Data
2/21/14 Virtualization Review Content Syndication CIO Guide to Virtual
Server Data Protection
5/14/14 Tech Target
Content Syndication Webinar: Modernize Disaster Recovery with Simpana 10
6/27/14 IDG Enterprise
Content Syndication Windows XP
Migration: Protect, Secure Critical Data
8/4/14 Tech Target
Content Syndication Storage E-‐zine
July 2014
Web Buyer Intent
CRM/MAP Data
Pre-‐Targeting Zone
“[What explains the]…biggest growth in software in five years?”
“We made a major investment in digital…to bring leads into the funnel…and getting out in front of competition.”
Commvault: Pre-‐Targeting gets CXO attention
Commvault CEO Bob Hammer, 01/27/16 Earnings Call
Step 1: Determine & Augment Named Account List
“Look Back” 60/90/180 days for Web Buyer Intent
Sales Delivers Named Account List: 1000 Named Accounts
300 – Intent Confirmed
600 -‐ No Active Web Research Shown
700 -‐ Net New Accounts Showing Web Buyer Intent
Deliverable: “Validated TIM” Deliverable: “Net New TIM”
100 Were Active, Now Inactive
Five9 Results
“The Big Willow was able to deliver a view through conversion rate 53X better
than the next closest ad-‐network.”
Jason Yang VP of Digital Marketing
Intent-‐Based Churn Modeling
Renewal Date
20% of all customers that defected exhibited the same multi-‐spike behavior of buying committee researching alternatives online