System and method for providing sales leads based on-demand software trial usage

• US 7,996,255 B1
• Filed: 09/29/2005
• Issued: 08/09/2011
• Est. Priority Date: 09/29/2005
• Status: Expired due to Fees

• Current Assignee: The MathWorks, Inc.
• Original Assignee: The MathWorks, Inc.
• Inventors: Teverovsky, Bella G., Dowley, Craig, Fluet, John, Shenoy, Rohit, Mosterman, Pieter J.
• Primary Examiner(s): Jarrett; Scott L
• Application Number:
  US11/238,721
• Time in Patent Office: 2,140 Days
• Field of Search: 705/10
• US Class Current: 705/7.31
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0202 Market predictions or forecasting for commercial activities

Abstract

Business management methods for on-demand trial based marketing and sales are introduced. Using on-demand trial technology, usage metrics can be automatically generated by tracking the usage of specific products and corresponding duration. Usage metrics and other data are automatically processed to qualify and channel leads to pertinent categories in sales and marketing. The present invention facilitates a more directed effort to investigate leads and makes the information of customers available for follow-up that has higher prospective sales potential. The present invention may also be used to dispatch pre-release reports automatically to a vendor.

Claims

1. A method of using on-demand software application trials to provide sales leads, said method comprising:

providing a user one or more software products as part of an on-demand trial issued over a network using a computational device;

starting the on-demand software trial on a computational device, the starting including;

providing access to the one or more software products for trial by the user, and

forwarding a client side control to the user for installation on a computational device of the user;

receiving usage information from the client side control, the usage information being obtained by tracking, using the client side control, usage of the one or more software products provided as part of the on-demand trial by the user, the usage information including information related to a product feature used by the user, any demo reviewed by the user, and time spent on the on-demand software trial;

determining, based on the received usage information, a usage metric for the user using the computational device;

assigning a score to the user according to the usage metric using the computational device, wherein the score indicates interest of the user to purchase at least one of the one or more software products included in the trial and the score is adjusted at least in part based on a user profile;

determining, based on the usage metric, additional products that the user might be interested in using, wherein the user does not try the additional products during the on-demand trial;

generating a sales lead notification including at least an identification of the user, the additional products and the score assigned to the user; and

using the sales lead notification as a basis to contact the user.

2. The method of claim 1 further comprising:

based on the score, informing a sales representative to contact the user.

3. The method of claim 2, wherein the sales representative is informed to contact the user when the score reaches a pre-determined threshold.

4. The method of claim 1 further comprising:

adjusting the score according to user locale.

5. The method of claim 1, wherein the user profile comprises at least one of history of product purchased by the user related to the software, history of other requested trials by the user related to the software, industrial background of the user, a type of technical support question asked by the user, and intended and eventual product usage indicated by the user.

6. The method of claim 1 further comprising:

adjusting the score according to a software application installed on the computing device that the user uses to experience the trial.

7. The method of claim 1 further comprising:

applying a data mining technique to data generated from the trial.

8. The method of claim 7, wherein the data mining technique comprises at least one of neural networks, fuzzy logic, and principal component analysis.

9. The method of claim 7 further comprising:

mapping at least one of the usage metric or the user profile to an industry model using the data mining technique.

10. The method of claim 1 further comprising:

generating a report including the score; and

sending the report to a sales representative.

11. The method of claim 10, wherein the report further includes at least one of the usage metric and a recommended next step for the sales representative to take.

12. The method of claim 1 further comprising:

sending a sales representative a notification.

13. A computer-readable storage medium storing instructions for execution on a processor to use an on-demand software application trials to provide sales leads, the medium storing instructions for:

providing a user one or more software products as part of an on-demand trial issued over a network;

starting the on-demand software trial on a computational device, the starting including;

providing access to the one or more software products for trial by the user, and

forwarding a client side control to the user for installation on a computational device of the user;

receiving usage information from the client side control, the usage information being obtained by tracking, using the client side control, usage of the one or more software products provided as part of the on-demand trial by the user, the usage information including information related to a product feature is used by the user, any demo reviewed by the user and time spent on the on-demand software trial;

determining, based on the received usage information, a usage metric for the user;

assigning a score to the user according to the usage metric, wherein the score indicates interest of the user to purchase at least one of the one or more software products included in the trial and the score is adjusted at least in part based on a user profile;

determining, based on the usage metric, additional products that the user might be interested in using, wherein the user does not try the additional products during the on-demand trial;

generating a sales lead notification including at least an identification of the use, the additional products and the score assigned to the user; and

using the sales lead notification as a basis to contact the user.

14. The medium of claim 13, further storing instructions for:

based on the score, informing a sales representative to contact the user.

15. The medium of claim 13, further storing instructions for:

adjusting the score according to user locale.

16. The medium of claim 13, wherein the user profile comprises at least one of history of product purchased by the user related to the software, history of other requested trials by the user related to the software, industrial background of the user, a technical support question asked by the user, and intended and eventual product usage indicated by the user.

17. The medium of claim 13, further storing instructions for:

adjusting the score according to a software application installed on the computing device that the user uses to experience the trial.

18. The medium of claim 13, further storing instructions for:

applying a data mining technique to data generated from the trial.

19. The medium of claim 18, wherein the data mining technique comprises at least one of neural networks, fuzzy logic, and principal component analysis.

20. The medium of claim 18, further storing instructions for:

mapping at least one of the usage metric or the user profile to an industry model using the data mining technique.

21. The medium of claim 13, further storing instructions for:

generating a report including the score; and

sending the report to a sales representative.

22. The medium of claim 21, wherein the report further includes at least one of the usage metric and a recommended next step for the sales representative to take.

23. The medium of claim 13, further storing instructions for sending a sales representative a notification.