Revenue Intelligence vendor People.AI announced a trio of product enhancements to its Platform: Engagement Dashboards, Account Planning, and People.ai for Oracle Sales Cloud. The enhancements are intended to “help sales and ops teams drive greater efficiency, deeper relationships, and clearer visibility.”
According to Seth Marrs of Forrester, 82% of sales activities are digital and available for capture and analysis. Furthermore, these analytics go beyond historical engagement data such as email opens and downloads and include insights concerning the nature of the interaction, buyer sentiment, open questions, and next steps.
Marrs sees the biggest RevTech trends as “the availability of interaction data and what that can do to really drive visibility into where you want to go, visibility into how you can better interact with customers, visibility into what you need to do to win more. It’s unprecedented. Now the big thing is how you pull that all together into an insight engine that can really help sales leaders and sellers. And on the other side of it, how do you get sales leaders and sellers to adopt this.”
One issue is the fragmentation of channels, with few vendors supporting cross-channel insight gathering and analytics.
“The real nuggets and the real value are in your ability to go out and find insights in that data that are actually new or that you couldn’t see before that you can use to help the seller win more deals, that you can use to identify more deals,” expanded Marrs.
Marrs called Revenue Intelligence insights “force multipliers” that aren’t geared towards doing things faster but improving sales efficacy. While automated activity capture offers efficiency gains by removing sales rep data entry, its true value is in standardizing the data capture and offering insights.
“The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We’re clearing the pathway so teams can focus on what matters: building revenue,” said Oleg Rogynskyy, CEO of People.ai. “Our newest product offerings aim to transform the B2B sales process by providing our customers with more data and greater insight to accelerate business decisions that will grow pipeline, increase deal sizes, shorten sales cycles and boost win rates.”
Engagement Dashboards improve the visibility of buyer and sales engagement and identify at-risk accounts and opportunities. Engagement Dashboards offer personalized tables with custom metrics for any CRM or People.AI field, providing an improved understanding of opportunity and pipeline health. Dashboards are self-service and can be created by either users or admins.
Reps can find out which high-value accounts have low engagement or are missing key stakeholders, which accounts have pipeline potential, and which accounts are vendors properly engaged at the department and persona level.
Engagement Dashboards also assist with rep coaching with a My Performance page that compares current performance against past performance and peers.
The People.AI Account Planning application operationalizes a company’s account planning methodology within Salesforce. Account Planning helps visualize each “buyer’s business, goals, and obstacles” for enhanced opportunity discovery.
ClosePlan, a 2021 acquisition, has been integrated with People.AI. ClosePlan offers scorecards and playbooks designed around sales methodologies such as MEDDIC, MEDDPIC, Miller Heiman, BANT, and Value Selling. Reps can quickly qualify opportunities and identify blind spots. Deal Scorecard dashboards display opportunity health to align deal conversations better and take corrective actions. New features include the ability to attach opportunities and account maps to account plans.
Engagement data is integrated into account maps, identifying which departments are engaged and which ones present deal risk. Maps also identify positive and negative relationships across accounts.
New stakeholder insights cards (see image on the right) detail engagement trends, upcoming activities, sales team connections, and the opportunities with which the stakeholder is affiliated.
PeopleGlass, which offers a single pane of glass for viewing and updating opportunities across accounts, added field-level commenting and sharing across the account team.
People.AI also refreshed the PeopleGlass UX to simplify onboarding, personalization, navigation, and integration with Salesforce templates. Users can also @ share with colleagues specific fields, share the full PeopleGlass view, and quickly create new opportunities in Salesforce.
People.AI for Oracle Sales Cloud helps generate revenue by “increasing sales productivity, which will drive more and bigger deals faster and increase buyer satisfaction.” People.AI supports automated data capture with matching, filtering, and contact enrichment, freeing “sellers from tedious data-entry tasks,” allowing them to focus on selling. The service also offers “prescriptive and contextual seller actions” that assist with account targeting and activity prioritization.
“We’re collaborating with People.ai because we’re equally laser-focused on transforming the sales process into a modern revenue engine,” said Katrina Gosek, Product Management VP, Oracle Customer Experience. “Together, we will be able to provide our mutual customers with the actionable revenue insights needed to drive significant revenue transformation and growth.
People.AI already supports Salesforce, with over 250 implementations.
In its November release, People.AI will be supporting summary visualization for addressing questions such as with which personas and departments we should be engaging, which high-value accounts have low engagement, and how much pipeline is at risk.
People.AI will also begin managing data gathering and reporting across multiple CRM instances, providing an overview of account activity across different divisions or regions. Multi-CRM unification provides “visibility into who’s talking to which accounts, identify cross-sell opportunities, and gain buyer group intel across business units and acquisitions.”
I am covering CRM data capture and enrichment vendors this week in my blog. Yesterday, I covered Nektar.AI, and on Thursday, I will cover Winn.AI.
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