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This document contains proprietary & confidential information of Lattice Engines , Inc. and its Customers. Do not distribute this document to any persons other than employees of Lattice Engines, Inc. or the company whose logo is presented above.Do not read this document if you are not an employee of the companies whose logos are presented above.

2012 Impact of Big Data on Sales Performance

A New Study from CSO Insights and Lattice Engines

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About The StudyThis report covers the CSO Insights survey on the impact of Big Data on sales performance. Survey answers from 218 CEOs, CSOs, Sales Executives and Managers were obtained during the month of June, 2012.The purpose of this survey was to learn:• How and where sales reps are obtaining information on their prospects• How serious the problems of collecting and analyzing data are for sales

organizations• How many companies are using technology to consolidate and gain insight

on prospect information• Benefits seen in providing easy-to-access information• Additional benefits from adding insight to data• The role of Big Data in this issue

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Yes, we feel very challenged

24.3%

Yes, we feel somewhat challenged

57.4%

No, we do not feel challenged

at all17.4%

Not sure0.9%

Do you and your sales team feel challenged by the amount of data available and time it takes to research a prospect

before making a call?

This question was designed to discover how big a problem the lack of information intelligence really is. We got the answer.

Only 17.4% of our survey participants are not sweating this. The other 80%+ feel challenged.

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Yes, Many Opportunities

22.9%

Yes, Some Opportunities

65.1%

No, we haven’t missed any

8.3%

Don’t know3.7%

Do you feel your company has missed opportunities because sales representatives cannot effectively leverage all of the

internal, external, and social information available on prospects?

The responses to this question surprised us in their near-unanimity.

Wouldn’t you like to know who is in the 8.3% that haven’t missed a thing?

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Yes--easy info access19.7%

Yes-- info access + alerts 15.6%

No52.3%

Planning to implement

11.9%

Don't know0.5%

Do you have a single technology system in place that enables sales reps to easily access internal and external

information on prospects AND gain insight from it?Sales reps in the over 50% of the companies surveyed are either spending lots of time searching for information or conducting sales calls without the knowledge they might gain from their research.

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Noticeably I ncrease22.0%

Increase49.5%

Minor I ncrease15.6%

No Impact5.5%

Do Not Know7.3%

What impact do you think an effective Big Data strategy could have on sales effectiveness?

CSO Insights will continue to monitor this technology, as it expects Big Data adoption for sales to increase substantially in the next few years.

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To continue reading, please visit Lattice Engines to see these statistics and more about how Big Data can capture sales growth today.