Predictive Insights - FAQ

Anaplan Predictive Insights makes it easy for revenue teams to discover their total addressable market, build target audiences around key insights, and orchestrate campaigns at scale. Whether you’re just getting started with ABM or looking to amplify your go-to-market strategy, Anaplan can help.

What is Anaplan Predictive Insights?

Anaplan Predictive Insights is a data enrichment platform that maintains a database of information on millions of global accounts.

How Do Clients Use It?

  • Develop an Ideal Customer Profile (ICP).
  • Score and prioritize lists and accounts.
  • Filter through Anaplan's PI database to identify new prospects to target.

How Does Predictive Insights Develop the Ideal Customer Profile?

Clients provide Anaplan with a list of their historical conversion data. The Predictive Insights tool uses this list to develop an ICP based on 4,500 unique data points per account. Anaplan Predictive Inisghts will highlight 50 key data points are particularly relevant for the ICP.

What is a Houselist?

The Houselist is the universe of potential targets (prospects), in your systems, for this model. Examples:

  1. If you are trying to optimize the Marketing funnel, then the relevant universe consists of all of the leads in your marketing platforms.
  2. If you are trying to optimize the BDR performance, then the relevant universe consists of your MQLs that are passed on to BDRs.

What is a Positive List?

The positive set is a subset of the total universe, where the desired outcome has occurred. For example, if you are optimizing for closed-won, you would take the closed-won records from the CRM.

What Are Anaplan's Predictive Ranks and Scores?

Anaplan provides a rank and score per account:

Predictive account score:
This is a score from 0-100 that rates how closely a given account resembles our Ideal Customer Profile

  • An account with a score of 100 looks identical to our ICP; an account with a score of 1 looks nothing like our ICP
  • Higher-scored accounts should be prioritized as they are more likely to convert into customer 

Predictive account rank:

Simply a letter grade of the 0-100 score, similar to grades in school

  • 100-85: A
  • 84-60: B
  • 59-35: C
  • < 34: D

How Can I Use Anaplan?

You can use Anaplan in several different ways:

  • To view the score of a lead or contact that already exists within our systems

  • If you want to have a list of accounts scored and enriched, you can send us a CSV file with the name of the account, and the account's website, and we can provide you with that account's detailed profile.

  • If you would like to be provided a list of heretofore unknown accounts, please set up a call with your Anaplan Customer Experience Manager.

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