Continuing my discussion [Part 1] of PeopleGlass and Sales Solution for Salesforce….

“People.AI’s acquisition of Hero Research is changing the game for enterprise sales teams who use Salesforce,” said People.AI CEO Oleg Rogynskyy.  “Companies run sales on CRM, yet virtually every rep and manager we meet runs a shadow spreadsheet to manage what’s actually happening in their territories. Finally, we’re able to bring the two worlds together with People.ai and Hero Research’s best-in-class solution, so sales teams have the flexibility to manage their pipeline, territories, and activities in an optimal way, ultimately closing more deals.”

PeopleGlass simplifies CRM access to “a single pane of glass to do their job better than ever,” continued Rogynskyy.   There is “no more tab sprawl, no more cutting and pasting, no more shadow spreadsheets.”  Sales reps create a custom view with access to their CRM data without requiring admin or IT support.

“CRM is the place where most sales organizations want their reps and managers to spend their time. Unfortunately, it’s hard to find a rep that isn’t trying to fill critical CRM gaps by stitching together a patchwork of other siloed sales tools without a cohesive workflow. With the People.ai experience available inside of Salesforce, sales teams gain access to all of the data and insights they love incorporated into their daily workflows in a simple and unified way. That has a massive impact on CRM adoption and utilization.”

Thomas Wyatt, Chief Product and Strategy Officer at People.ai

People.AI is bringing the full Hero team onboard, including founders Morgan Bender and Daniel Chen, who will be joining the product organization.  No deal terms were disclosed.

“Combining our unique dataset with People.AI’s AI-driven insights creates a sales productivity solution unlike any other vendor in the market. Customers who have used the solution are reporting an increase of up to 25% in selling time,” commented Bender.

PeopleGlass is available on a freemium basis, sold both as a standalone offering and bundled with People.AI solutions.  According to COO Art Harding, the firm is still defining pricing and packaging following the acquisition.

While People.AI has simplified data access and update, reps will continue to access Salesforce for the “mission-critical workflows that can only be accessed within the solution.”  The new embedded Salesforce experience integrates “the power of People.AI’s benchmarks, leading indicators and sales insights with Salesforce’s native pipeline, account, and opportunity views.”  The integration also supports People.AI tools such as auto-populated relationship maps, deal scorecards, and digital playbooks.

The Sales Solution for Salesforce includes People.AI’s org chart tool built on their October 2020 ClosePlan acquisition.  The Sales Solution for Salesforce also displays engagement insights, peer benchmarks, and next-step recommendations for sales reps.

Sales Managers can track account health, opportunity execution, and rep performance through the Sales Solution.

“People.ai does the heavy lifting by bringing the tools and the data into Salesforce, allowing sales ops to deliver a better end-user experience to their teams and giving reps new tools to accelerate bookings,” explained Rogynskyy.  “Customers who have deployed the product tell me that in a few weeks, this solution has had a bigger impact on Salesforce adoption than years of serving up other carrots and sticks.”

People.AI employs over 200 and has revenue “well into the double digits.”