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May 2016 Radius Release Notes

The May 2016 Radius release brings you Segment Lift Scores, Marketo static list deployment, and Radius Scoring (in Beta).

A Note on Feature Access

Features and enhancements are available based on your Radius contract. Please contact your Radius Customer Success Manager or email support@radius.com for feature access and guidance on getting started.

What’s new?

With the May Radius release, two key features are generally available.

Segment Lift Scores

Segment Lift scores helps you analyze and target your segments based on predicted likelihood of success. 

Marketo Static List Deployment

Our Marketo Integration enhancement, Marketo Static List Deployment, lets you deploy New records to the Marketo Lead object and New, Open, Won, and Lost records to a Marketo static list. 

Radius Scoring (Beta)

Radius scoring lets you identify your highest priority prospects, accelerate delivery of those prospects to sales, nurture remaining prospects with personalized content, and optimize marketing spend based on which channels produce the best prospects.

Segment Lift Scores (Generally Available)

Who can use this feature?

  • Customers with Build segments permission.
  • By default, Administrator and Normal users can build segments.

Segment Lift Scores helps you make data-driven decisions about which segments to target based on the predicted likelihood of success. This feature provides a list of up to your top 10 recommendations on the Recommended page’s new Top Recommendations view. Segments are ranked by the new Predicted Lift score. 

From the Top Recommendations list, one click takes you to Custom Recommendations, where you can select and rank up to five signals. Those you select are more likely to be included in recommended segments. Custom recommended segments that make the top 10 will appear in Top Recommendations along with other segments that Radius generates.  

Radius generates top recommendations once per week and updates their predicted lift scores with any changes each day, so you may notice adjustments to the list of top 10 recommendations from time to time. And if you dismiss a top segment, another may take its place. Segments you dismiss may reappear after 30 days if Radius still considers them to be top recommendations. 

Considerations for Using Segment Lift Scores

  • Segment Lift Scores currently predicts the outcome for Open records only. It will include New records in the near future.
  • Segment lift score is calculated per goal, and any goal you select should have 500 or more Won records, 500 or more Lost records, and 100 or more Open records. 
  • For a segment to appear in Top Recommendations, it must have at least 50 Open records and a minimum predicted lift of 1.1x.
  • Segments you dismiss may reappear after 30 days if Radius still considers them to be top recommendations based on their predicted lift scores.
  • If your organization uses Multigoal and you switch from the current goal to a different one, you may see a different list of top segments, depending on how the new goal is configured. 

What is Predicted Lift?

Here’s how we calculate Predicted Lift.

Predicted Lift = Predicted Success Rate (for the segment) / Historical Success Rate for your entire CRM for the selected goal

So, for example, if Goal A has a Historical Success Rate of 40%, and a given segment has a predicted success rate of 84%, the Predicted Lift score is 2.1x, which means that we predict that deploying records from that segment will provide more than two times your historical success.

Work With Your Top Recommendations View

The Recommended page’s new Top Recommendations view (1) shows up to your top 10 recommended segments by goal—including recommended segments we create for you as well as custom recommended segments you generate.  Here’s how to work with your Top Recommendations view.

  • Select your goal (2) to view its recommended segments and Historical Success Rate (3).
  • A blue dot (4) next to a segment means you haven’t looked at it yet. A green checkmark (5) means the segment has been added to Your Segments.
  • Sort the list by Predicted Lift (6), which is the default, or by any other column.
  • Want to keep a top segment? Add it to Your Segments (7). Dismiss segments you don’t need (8).
  • Click Lift & Gain Chart (9) to view lift and gain charts for the selected goal.
  • (Optional) Click Custom (10) to generate your own custom recommended segments.  Those that make the top 10 will appear in your Top Recommendations view. 

Generate Custom Recommended Segments

It’s easier now to generate custom recommendations using the signals most important to you. 

  1. From the Recommended Segments page, click Custom to see your current customized recommendations. 
  2. Click Recommend and select and rank the signals you want to prioritize.  Those you select are more likely to be included in recommended segments.
  3. Click Submit to start the recommendation process. We’ll send you an email when your segments are ready. Any segments that make the top 10 will appear in your Top Recommendations view. 

Add a Top Recommendation to Your Segments

Top recommendations are generated weekly and predicted lift scores are updated each day, so your list of top segments may shift from time to time. If you want to keep a top segment for analysis or deployment, add it to Your Segments. Just select the top segment and click Add Segment. Name and save it.

Dismiss a Segment from Top Recommendations

If you want to remove a segment from your top recommendations, just select it and click Dismiss. Segments you dismiss may reappear after 30 days if Radius still considers them to be top recommendations.

View Predicted Lift on Every Segment

Thanks to the Segment Lift Scores feature, you can now see predicted lift on every segment in Radius, whether it’s a recommended segment we’ve generated or one you built yourself. 

View Your CRM Lift and Gain

To view CRM lift and gain charts, click the link for Your CRM Lift  at the bottom of the Recommended page.


What is Lift? An Example

Lift is a predictive metric. It indicates how many times more likely you are to achieve successful responses by using our recommendations than you would be if you targeted prospects without them. So, for example, a lift chart might show that if you target the top 40% of your prospects based on our recommendations, you’re two times (2x) more likely to get successful responses than you would be if you targeted 40% of your prospects without applying our recommendations. 

What is Gain? An Example

Gain shows the performance of a predictive model. It indicates the total percentage of successful responses you can expect to get when targeting prospects according to our recommendations as compared with random targeting. For example, a gain chart might show that if you target 30% of your prospects using our recommendations, the expected total percentage of successful responses is 85%—versus a 30% expected total successful response if you targeted your prospects randomly.  

The May 2016 Radius release brings you Segment Lift Scores, Marketo static list deployment, and Radius Scoring (in Beta).

Marketo Integration Enhancement: Static List Deployment (Generally Available)

Who can use this feature?

If you integrate Marketo with Radius, you can now use a wizard to deploy New records from Radius to the Marketo Lead object. The wizard also lets you deploy New records from Radius as well as existing Marketo records from Open, Won, and Lost to a Marketo static list. Records you deploy from Won and Lost must be linked between Marketo and Salesforce. Depending on your company’s business rules, you might choose to deploy records linked from Marketo to Salesforce, records in Marketo only, or both.

Considerations for Deploying Records to a Marketo Static List

  • Before using this feature, make sure you’ve synced Radius with Marketo and Salesforce.
  • Due to limitations in the Marketo API, you can only create a new static list in Marketo: it’s not possible to create one directly from the Radius deployment wizard.

Deploy Records to the Marketo Lead Object or a Marketo Static List

The wizard makes it easy to deploy records to Marketo. 

Marketo help:

If you need to, consult the Marketo documentation for information on static lists. Search: “Understanding Static Lists.”

  1. Make sure you’ve synced Radius with Marketo and Salesforce.
  2. If you want to deploy records to a Marketo static list, make sure you have the list ready in Marketo. 
  3. In Radius, open the segment with the records you want to deploy.
  4. From the Deploy drop-down menu, select Marketo.
  5. Follow the wizard to select the record types you want to deploy. If you’re deploying New records to the Marketo Lead object, select the number you want to deploy. If you’re deploying New, Open, Won, or Lost records to a Marketo static list, select the list to deploy to.

    Note: When you deploy New records from Radius to the Marketo Lead object, the wizard supplies the segment name in the Lead Source field (Radius-[segmentname]), but you can edit that value within the wizard during the deployment flow.
  6. (Optional) If you’re deploying New records, you can select the Email me a copy... checkbox if you want a copy of the New records from your deployment as a CSV file. 
  7. Review your deployment summary and click Deploy. You’ll receive an email when your deployment is complete.

How Open Records are Deployed to Marketo: An Example

Radius deploys records that are maintained in Marketo only, as well as records that are in both Marketo and Salesforce. Radius does not deploy records to Marketo that are maintained in Salesforce only. Let’s take a closer look at how Open records are deployed from Radius to Marketo.

For each segment, customers who integrate with Marketo can see how many records can be deployed to Marketo. To see how many of the segment’s records are maintained in Marketo only, we’ll hover over the Open bar and see 200. The segment has 600 Open records in Salesforce, and some or all of those may also be linked to Marketo. 

From the segment, we’ll click Deploy to launch the wizard.  

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

The wizard starts by showing us which of the segment’s records we can deploy to Marketo. From this segment, we can deploy 700 Open records.

 

 

 

 

 

 

 

 

 

 

 

Following the wizard, we now see that 500 of the Open records in Salesforce are also linked to Marketo records. Those that are not (that is, the 100 records in Salesforce only) can’t be deployed to Marketo. 

Therefore, the total 700 Open records that can be deployed consist of the 200 records maintained in Marketo only and the 500 records that are linked between Marketo and Salesforce. 

 

 

 

 

 

 

 

 

 

 

 

Radius Scoring (Beta)

Who can use this feature?

Radius scoring is a new predictive feature for customers that integrate Marketo with Radius. It lets you identify your highest priority prospects, accelerate prospect delivery to your sales organization, nurture remaining prospects with personalized content, and optimize marketing spend based on which channels produce the best prospects.

Like Segment Lift Scores, Radius scoring applies firmographic data from the Radius Business GraphSM to calculate a predicted score for each prospect. That score is appended to Marketo records during the initial sync that you initiate when you set up the feature. After that, incremental syncs from Radius to Marketo append scores to new records and update existing records if their scores have changed. Incremental syncs run every 30 minutes.

Radius Scoring Beta Documentation

For complete details on setting up and using Radius scoring, please visit the Radius Scoring documentation

Radius Scoring Workflow

Radius scoring is logical and powerful. Here’s an overview of the workflow.

First, you’ll sync Salesforce with Marketo so you have the same records in both systems. Then you’ll sync both Salesforce and Marketo with Radius. For the goal you want to use with Radius scoring, you’ll create custom fields in Marketo to receive Radius values for grade (A, B, C, D, and so on) and score (from 1 to 100).  Selecting a Radius goal is important, as its Won / Lost definitions are used to drive what the predictive algorithm optimizes for. 

In Radius, follow the Radius scoring wizard to select the goal for which records will be scored, then set up grade ranges for scores. For example, a lead record with a score of 75 to 100 might be grade A: the most likely to convert to a Won record, as defined in the goal selected for Radius scoring.

When you finish setup in the Radius scoring wizard, you’ll sync Radius scores to Marketo so that the records in Marketo are graded and scored based on their likelihood to convert. We’ll send you an email when it’s done. 

When the scoring sync from Radius to Marketo is complete, you can create workflow to drive marketing efforts in Marketo based on Radius scores and grades. Or sync the scores to Salesforce and create and run your campaign there.

Contact Radius Customer Success to get best practices for setting up Radius scoring and leveraging its predictive capabilities. 

Considerations for Using Radius Scoring

  • Radius scoring is calculated per goal, and the goal you select for use with Radius scoring should have 500 or more Won records and 500 or more Lost records.
  • Before using this feature, make sure you’ve synced Radius with Marketo and Salesforce.
  • For the selected goal, Radius scoring provides a score for every record that was matched from Marketo to the Radius Business Graph. Records that aren’t matched do not get scored.
  • If you modify the goal you use for Radius scoring or switch to a different goal, you may need to reconfigure the feature. If you delete the goal you use for Radius scoring, you’ll need to select a different goal to continue using the feature.  Any change to the goal you use for Radius scoring requires resyncing scores to Marketo, which make take time. 
  • Editing or deleting a grade will automatically adjust all remaining grades for the current goal when you save and sync scores. 

Other Changes

The May Radius release also offers these enhancements and issue fixes. 

Multigoal Menu Goes “Global”

Organizations that have Multigoal enabled will now find the Goal menu to the left of the main setup menu on all Radius pages. On the Recommended Segments page, the Historical Success rate now appears in the spot where the Goal menu used to be. 

Segment Page Issue Fixed

We’ve fixed an issue on the segment detail page related to the ability to drill down into certain categories. 

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