Marketing and sales are both indispensable steps in B2B commerce. With the availability of novel forms of digital media and mobile devices, as well as cloud computing platforms, unprecedented amount of data is collected for and during the processes. However, for all the costs incurred in collecting, storing and managing this data, not much business value is realized.

This workshop on data-driven B2B aims to promote discussions about potentials and challenges of big data in B2B marketing and sales.

Workshop Date: 1:30pm - 5:30pm, October 29, 2015

Room Bayshore, 2nd floor,
5101 Great America Parkway,
Santa Clara, CA 95054

The workshop is co-located with IEEE International Conference on Big Data, 2015. Please check here for registration.


1:30pm - 1:40pm

Opening and Welcome

Lei Tang and Shipeng Yu

1:40pm - 2:10pm

From single node MySQL to cluster running Impala/Hadoop/HDFS: creating a scalable data pipeline

Nisheeth Ranjan, CTO and co-founder, BrightFunnel

2:10pm - 2:40pm

Learning Safe Strategies in Digital Marketing

Mohammad Ghavamzadeh, Senior Analytics Researcher, Adobe Research

2:40pm - 3:10pm

Mitigating selection bias in social media for explanatory analytics

Arnau Tibau Puig, Data Scientist, Quantifind

3:10pm - 3:40pm

Modeling a sales funnel and lead behavior for predictive lead scoring

Brendan Duncan, Data Scientist, Fliptop & LinkedIn

3:40pm - 3:50pm

Coffee Break

3:50pm - 4:20pm

Application of predictive analytics for sales pipeline evaluation and forecasting

Venkat Rangan, CTO and co-founder, Clari

4:20pm - 4:50pm

Predictive Analytics for B2B Customer Success

Sherif Botros, Chief Data Scientist, Gainsight

4:50pm - 5:30pm

Panel Discussion 

Adobe, BrightFunnel, Clari, Gainsight, InsideSales, LinkedIn, Quantifind

Workshop Organizers
  • Lei Tang, Chief Data Scientist, Clari Inc.
  • Hui Xiong, Business School, Rutgers University

Program Committee
  • Hady Lauw, Singapore Management University, Singapore