Sales Engagement vendor Outreach presented its 2020 product roadmap at its Unleash virtual conference. The most compelling announcement was Kaia, its voice-enabled sales assistant that works alongside sales reps during video calls to record, transcribe, and deliver real-time assistance. Other new capabilities include Sequence Intent Reporting, Outreach Voice Connectors, and Bombora Intent Scores.
“I’ve been waiting five years for Outreach Kaia. This is the most powerful tool to be introduced in the sales industry in a long time, and we are very excited to be bringing the next generation of sales technology to life,” crowed Outreach CEO Manny Medina, who demoed the digital assistant during his keynote. “Now more than ever, sales teams need Outreach Kaia — especially when so many of them are working remotely. Outreach Kaia’s ability to surface real-time information exactly when a sales rep needs it during a live conversation is powerful.”
“Imagine you’re on a sales call, and someone asks you a question about your product or your competitor’s pricing, and you don’t know the answer. Well, Outreach Kaia will automatically pull up the information you need – in real-time. This level of intelligent assistance will make sales teams productive immediately. Outreach already drives a nearly 5x return for our customers. Now, with Outreach Kaia, we expect that ROI to soar.”Outreach CEO Manny Medina
Kaia (Knowledge AI Assistant) delivers guided engagement for sales reps. At the outset, reps are shown meeting and attendee information. Tabs provide additional details on the account and opportunity, providing a quick pre-meeting review opportunity. As the call gets underway, real-time transcription and analysis take place so that reps do not need to jot many notes during the call. At any point, the rep can set a bookmark or add a short note. As the note is stored in context, it might only require a word or two (e.g. Roadblock, Budget).
Kaia both records and analyzes the discussion, providing in-line prompts to the rep, such as a quick overview of a third-party mentioned during the call, short answers to technical and product questions, or objection handling tips. The answers and objection handling are customer-defined, ensuring that company-specific details are displayed on a just-in-time basis. Not only does each content card provide a technical and product backstop for new sales reps, but it allows experienced reps to speak with confidence on more technical details or dynamic topics from which they might shy away.
Content and people cards are trackable, “so managers can see which cards produce the best results and scale these insights across their teams,” wrote Product Storyteller Sunny Bjerk.
Kaia also notes action items during the call, again relieving reps of note-taking duties. After the call, a summary is emailed to the rep with a set of action items, bookmarks, notes, and attendees. The rep can then customize the document and share it with other stakeholders.
Kaia is displayed as a meeting participant, with attendees alerted at the beginning of the call that is it being recorded. Transcripts and recordings are “securely stored within Outreach, which has enterprise-grade security measures already in place.” Transcripts are available for training or review after the call.
Outreach Kaia is available for Early Access Signup for the summer 2020 beta and will be generally available in late 2020. It is currently available for Zoom video conferencing with additional video partners in development.