After two years in stealth mode, Revenue Operations solution provider Nektar.AI was unveiled earlier this month. Nektar looks to solve the “CRM data leakage” problem whereby critical lead, contact, and opportunity data is omitted or decays. For example, Nektar recognizes meeting attendees missing from the CRM and automatically creates contact records that include email, direct dial phone, title, and buying committee role. Out-of-date or missing data negatively impacts both the sales process and operational functions such as analytics, automated recommendations, and pipeline forecasting.
Nektar offers a no-code platform that applies natural-language processing against email, calendar, chat, and social touchpoints, capturing revenue activity data across the full customer lifecycle and syncing it with the CRM. Automated activity capture improves rep productivity, allowing sales professionals to focus on selling instead of data entry and updating.
“Sales teams depend on their CRM data to gain insights into team productivity, pipeline insights, and revenue forecasting. Despite a CRM being an important system of record for modern go-to-market teams, it still grapples with the problem of poor user adoption and missing data. As per estimates, 40-50% of sales activity data remains missing from a CRM, while 27% of the data that’s available in a CRM decays every month. This leads to major data and productivity leakage,” stated the firm.
Furthermore, deals are becoming increasingly complex, with larger buying committees and sales teams communicating across an expanding array of sales channels. While most of these conversations are now digital, they take place across disparate platforms and channels, resulting in data fragmentation. Nektar’s mission is to collect this fragmented intelligence and feed it into the CRM, making it available to the revenue team without requiring sales resources to key this intelligence.
“There are a lot of reporting and analytics solutions out there. Other solutions have been investing primarily in the downstream problem with respect to visibility and analytics, an important problem to solve. But the core problem actually starts upstream, which is where activities are taking place and where data is being generated. A lot of that data doesn’t make its way into CRM, which actually results in downstream problems. If there’s poor data in, you will have poor insights available,” explained CEO Abhijeet Vijayvergiya to GZ Consulting.
“We found our product-market fit when we found that more than 50% of critical revenue activity data is not going into CRM,” continued Vijayvergiya. “This data leak results in productivity leaks, and that results in revenue leaks.”
Furthermore, as firms make staffing cuts, “they’re trying to do more with less” and losing implicit knowledge that never made its way into the CRM. Nektar allows companies to recover much of this lost activity and contact intelligence, boosting a firm’s ability to manage revenue operations during a recession.
“There are tools like Gong and Clari and some other forecasting solutions which provide good insights,” expanded Vijayvergiya on Nektar’s value proposition. But these systems are not resolving the data leakage problem.
Nektar claims 95% accuracy in its data capture and syncing processes. The service can go live in ninety minutes and begins providing time to value in three days as it gathers both historical data missing from the CRM and populates it with ongoing activity capture.
Nektar operates in the background, collecting and syncing data. Thus, there are no training sessions or additional UIs to learn. Sales reps do not need to toggle to other platforms, and their data entry work is significantly reduced.
“Nektar plugs the CRM data leakage without a user lifting their finger. We basically eliminate the need for user adoption and give all the time back to salespeople to go and sell while relieving their administrative burden,” said Vijayvergiya.
While there have been third-party solutions to populate and enrich account and contact data records for over a decade (e.g., Dun & Bradstreet, ZoomInfo), these vendors were blind to the demand unit unless a sales rep entered all members. Nektar is complementary to third-party DaaS providers, Revenue Intelligence vendors (e.g., Clari, Revenue Grid), Conversational Sales (e.g., Gong, Chorus), and business intelligence vendors (e.g., Tableau).
“We are aware that some of these solutions have their own activity capture system, but most of their activity capture solutions work in silos for certain sets of users who adopt their solution,” continued Vijayvergiya. “Users are not adopting the solution, or data loss happens anyway. A solution which we replace, more often than not, is Salesforce Einstein Activity Capture.”
Nektar supports email and domain exclusion lists to prevent mining confidential information (e.g., legal, investor relations, partner development).
Nektar is generally available as a native Salesforce solution, with HubSpot and Microsoft Dynamics on the roadmap. In addition, all of its system integrations are native, providing higher quality and performance.
Nektar.AI closed a $6 million seed round last summer, raising its total funding to $8.1 million. The round was led by B Capital Group, with Nexus Venture Partners, 3One4 Capital, and angel investors also joining.
Nektar has not disclosed pricing, but it is per user per month with SaaS-based pricing billed quarterly or annually.
Nektar is a fully remote company with 32 employees across seven countries with plans to hit fifty employees by the end of this year. Although emerging from stealth, it already supports over 1,500 users.
Nektar’s goal through year-end is to focus on its go-to-market strategy and North American hiring.
Data capture as an AI tool is becoming increasingly important. It probably isn’t a standalone offering but an underlying capability for populating the CRM with harvested digital intelligence, monitoring buyer engagement, and building out the buying committee. As such, it is core to both CRM data enrichment and revenue intelligence.
I have seen a series of data capture announcements from vendors of all sizes: big (Microsoft Viva Sales), medium (People.AI, Introhive), and small (e.g., Nektar, Winn.AI). I will be covering People.AI and Winn.AI later this week.