Conversational Intelligence vendor Gong previewed a set of product and ecosystem integrations that “solidify its status as the platform for revenue teams.” New products include Gong Assist for automated task management and Reality-Based Forecasting for improved pipeline projections. The new Gong Collective supports its expanded universe of partner integrations.
“These moves come as the Gong Reality Platform – which captures and analyzes customer interactions and makes recommendations based on those interactions – continues to improve the performance of customer-facing teams,” stated the firm.
Gong Assist goes beyond task reminders to automate burdensome tasks that steal time away from the primary goals of sales reps: fostering long-term relationships and growing revenue. For example, instead of simply reminding a rep to set up a meeting or send an email, Gong will draft the email or meeting invite for the rep. Gong can also tee up congratulatory notes to contacts that have assumed new roles.
Gong will also be launching a new Reality-Based Forecasting product that provides “streamlined, bottoms-up forecasting and a fuller look at revenue trends.” Reps and sales management can view and maintain forecast data directly within Gong instead of toggling to other apps. In addition, reality-Based Forecasting will automatically remind reps to update forecasts “based on customer interactions that have been captured and analyzed by Gong.”
The Gong Collective is a branding of their partner ecosystem, which supports more than one hundred integrations. Gong provided details on a few of its partnerships:
DocuSign will present contracts within Gong. It will also alert teams when deals have progressed, but no sales contract has been drafted.
Slack Connect, Salesforce’s private channels for customers and partners, are ingested by Gong and treated as an additional engagement signal.
“Gong and Slack create that digital sales floor where revenue leaders can confidently manage sales teams — motivating and mentoring sales reps remotely, forecasting more accurately, engaging with customers effectively, and closing business more efficiently in a hybrid sales environment,” said Brad Armstrong, SVP of Business Development at Slack.
HighSpot and Seismic suggest which content should be shared and Gong gathers visiting analytics “to help customer-facing teams engage effectively and keep deals moving forward.”
“Gong has created raving fans by optimizing the performance of customer-facing teams,” said Gong CEO Amit Bendov. “Our new products only add to this value, making the Gong Reality Platform an even more valuable, centralized destination for teams to be successful.”
Mediafly recently released Revenue360, a revenue intelligence service that combines “content engagement, buyer intent, and sales activity data for a 360-degree view of opportunity and account health in one visual dashboard.” The solution helps revenue teams assess opportunity health, improve forecasting, and accelerate revenue.
The dashboard brings together Mediafly’s content analytics with sales activity captured from Salesforce, SAP, or Microsoft Dynamics and 6sense intent data. Mediafly argues that a broader view of engagement is required for analyzing deal health.
“Many companies claim to have revenue intelligence capabilities, but their solutions provide users with only partial intelligence. In a digital selling environment, sales organizations can no longer rely solely on what happened in the meeting to accurately gauge opportunity health. They also need to understand how buyers engage with content outside of live sales interactions. With the most robust content engagement analytics in the market, Mediafly is uniquely positioned to bridge the gap, offering revenue teams full visibility into insights derived from engagement – or lack thereof – with the content that is presented, shared, and available online.”
Mediafly CEO Carson Conant
Mediafly argues that content engagement is a missing element in deal health analysis, with the average B2B Buyers consuming thirteen pieces of content across their journey. Mediafly captures content consumption regardless of channel (e.g., in a content hub on the website, presented in a sales meeting, sent as a follow-up). In addition, Mediafly captures the assets viewed, time and duration viewed, and whether it was shared.
“A wealth of data often goes unnoticed in sales pipelines,” said Tom Pisello, chief evangelist at Mediafly. “Unfortunately, many companies rely on partial insights from CRM or qualitative feedback from sales reps following their meetings. While these insights are helpful, revenue teams have an opportunity to secure a holistic view of the entire deal pipeline, breaking down silos and gaining perspective into the overall health of an account. The addition of Revenue360 allows us to consolidate data and provide prescriptive recommendations unlike any platform on the market.”
The service is in limited release, with full availability planned for later this quarter.
Continuing from yesterday’s post that discussed revenue innovation and the Sales Execution Gap. Today I am discussing their new Outreach Commit and Outreach Success Plans.
Outreach Commit, based on their Canopy acquisition, offers sales analytics and forecasting capabilities that augment Outreach’s AI-based buyer sentiment and Success Plans, providing Outreach customers with “true visibility across the entire revenue cycle.”
“The use of deep learning and big data has the potential to transform B2B forecasting in the same way it has transformed B2C forecasting. Such changes are shifting the emphasis on forecasting from predicting the number to beating the number…Reliable activity data allows sales leaders, for example, to drive more rigorous pipeline reviews and estimate forecasts with greater confidence. It allows companies to discover and capture data about prospects and customers that previously lived in the realm of the ‘shadow pipeline’ — that murky world of secret selling that organizations have traditionally been blind to.”
Forrester Research Principal Analyst Anthony McPartlin, “Enabling B2B Interaction Visibility In A Converging Sales Tech Landscape” (June 2021)
Commit provides a flexible forecasting model with multi-level views, allowing managers to view a probabilistic model of outcomes for multiple periods and teams based upon prior win-loss histories, current pipeline, and adjustable assumptions. Revenue forecasts are broken into Booked, Weighted Pipeline, and Intra-period high-velocity deals (i.e., projected new opportunities that are not in the pipeline but will close before the end of the period). In addition, models can be adjusted to account for events external to the model (e.g., new product launches, tradeshow held earlier or late in the quarter, economic shocks). The underlying KPIs that drive the models are selectable when setting them up, with the model updating every fifteen minutes.
Commit provides individualized rep scorecards based on company KPIs. Managers can set targets, coach to outcomes, and level up their team. Managerial note-taking helps them track 1:1’s, assign tasks, and track completion.
Commit supports active deal monitoring that flags deal risks and delivers insights. “Signals notify leaders of the things they need to know today. From opportunity risk identification to shifts in top of funnel metrics, Signals act as your eyes and ears–ensuring your frontline leaders are focused on what matters most to your business.” Deal risk is significantly reduced when issues are flagged early to reps, and managers can provide on-demand coaching to address nascent problems.
Commit also supports Custom Signals. Revenue Operations sets custom thresholds and unique parameters.
At a recent analyst briefing, Outreach management emphasized that they offer a tripartite value proposition: Engage (Sales Engagement), Guide (Kaia Conversation Intelligence), and Commit (Outreach Commit).
“To achieve predictable, efficient growth, every organization needs to engage with their buyers, guide their sellers through strong sales cycles, and then commit the number with confidence.”
Canopy deal terms were not disclosed. All nine employees have joined Outreach. The startup, founded in 2019, had raised $2.1 million.
Outreach also provided updates on Outreach Kaia and Success Plans at its Unleash event. Kaia, its Conversation Intelligence platform that was developed in-house, is adding real-time talk analytics, Comprehensive Search, Saved Search, and Outreach Voice Import. The new capabilities will be available by the end of the month.
Call analytics provide real-time talk-time visibility, letting reps self-correct if they are speaking too much.
Comprehensive Search provides managers with access to notes, content cards, action items, and transcripts across the sales organization. Additionally, both meeting platform intelligence and Outreach Voice cold calls are included. Thus, “leaders can identify trends and risks across teams and at various stages of the sales cycle.”
Saved Search Alerts provide scheduled intelligence on key topics, allowing managers to track competitors, pricing, functional requests, etc.
Outreach Voice Import supports post-call analysis of Outreach Voice and Microsoft Teams. Fully integrated support for Teams is scheduled for 2022.
Outreach warns RevOps not to trust the algorithm blindly. Instead, revenue teams should understand “the math behind every forecast to see what’s actually driving the number.” Accordingly, Outreach maintains the fidelity of data signals such as engagement and sentiment through transparency that displays “every opportunity and signals where sellers should take action.”
“Canopy’s Augmented Revenue Analysis engine combines advanced statistical modeling with machine learning and artificial intelligence,” states the Canopy website. “Simply put, we show our math. Instead of black box predictions, we show you every trend and variable driving our predictions, ensuring you have access to every data point necessary to confidently call your business.”
Users can also review “where you started and where you finished,” providing a post-mortem period review that “pinpoints slippage, forecasting variance, and conversion rates across any data point from any time window.” They can also generate “what if” scenarios with multiple assumptions.
Outreach Success Plans, which were announced back in May, will be generally available on October 27. Success Plans align buyers and sellers to improve action and predictability in a shared deal room. They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines. Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents. Only invited individuals can participate in the Success Plans.
Success Plans provide an additional set of engagement intelligence for tracking deal risks and momentum. The Opportunity View includes Success Plan views, comments, resource downloads, and shares, providing engagement insights specific to deal planning and document sharing.
Outreach Success Plans deliver “unparalleled visibility into pipeline opportunities and risks,” blogged VP of Product Marketing Victoria Grady.
Outreach claims that two-thirds of buyers have “stopped working with a company mid-deal, simply because the competitor provided a better buying experience.” Thus, streamlining the document sharing process, framing the timeline, and agreeing on success criteria not only facilitates the process and improves deal visibility but improves the likelihood of winning each deal. Outreach supports 5,000 customers, including 19 of the 25 fastest-growing public companies and more than 60% of the Cloud 100.
Sales Engagement Platform Outreach expanded its value proposition with the acquisition of Revenue Intelligence service Canopy. Outreach immediately began integrating the service into its platform, with GA expected in H1 2022. The new Outreach Commit service “significantly expands” Outreach’s revenue intelligence capabilities, “giving revenue leaders the sales analytics and forecasting capabilities they need in today’s sales environment.”
“In the past 18 unpredictable and transformative months, we have seen the rise of a new cohort of leaders we are calling Revenue Innovators who have thrived by embracing the digital disruption of sales,” said Outreach CEO Manny Medina. “These are leaders who had to adapt and evolve their mindset to embrace automation and machine learning as the keys to driving predictable, efficient growth – consistently and despite the uncertainty in the market. They need tools that combine engagement with intelligence and marry together the art and the science of sales. The evolution of the Outreach platform does exactly that.”
Outreach provides revenue innovators with “predictable, efficient growth” based upon AI guidance for more effective engagement, improved forecasting, and next best actions. The objective is to reduce the “Sales Execution Gap” between revenue potential and actual performance based on instinct and limited data; instead, data and AI will narrow the gap.
“The Sales Execution Gap manifests itself in several ways across the business — decisions based on gut instincts, slow rep ramp times, competing priorities, random achievement, missed opportunities with little understanding as to why,” explained Medina. “And yes, lost revenue, but also a growing disconnect between what high-performing reps want and what employers can deliver.”
“Once a seller has experienced the power of an Engagement and Intelligence platform, they won’t want to go back to inefficient, broken workflows — and they’re making career decisions because of it.”
Outreach CEO Manny Medina
Unfortunately, CRMs were “not designed for sellers.” They are systems of record that store information but lack engagement and insights. Firms that want reps to “live in the CRM” will drive away their best sales reps and candidates who “demand AI-driven insights and workflow automation to guide their actions in real-time.” As more sellers become “digital natives,” this performance gap will widen.
Top-performing reps and managers that have enjoyed modern SalesTech tools will be reluctant to work without digital tools. They expect their sales toolbox to include AI-generated intelligence, including email sentiment, live meeting guidance, real-time call analysis, and automated deal review and scoring. They are also looking for sales engagement with templated sequences (cadences), multi-channel outreach, task prioritization, and recommended actions. Finally, they are looking for improved forecasting, risk alerts, engagement data, and deal facilitation.
With Commit, Outreach has added forecasting and expanded risk analytics to its toolkit.
“Revenue innovators are embracing automation and AI in real-time to provide guidance to reps mid-cycle, guide more effective engagement with customers, and entirely rethink how they forecast because they have the signals that can proactively identify risk in their pipeline and deals,” stated the firm.
Continue to Part II which discusses Outreach Commit and product enhancements announced at the Outreach Unleash virtual meeting.
Revenue Intelligence platform Clari announced the acquisition of DealPoint. DealPoint supports deal management and collaboration by enabling “new visibility for sales teams into the connections and agreements between buyers and sellers.” In addition, DealPoint supports deal rooms and Mutual Action Plans (MAPs), helping reduce friction between buyers and sellers and fostering deal alignment.
“With mutual action plans, sales teams can improve alignment with buyers, drive scalable process and rigor, and improve win rates,” said Clari CEO Andy Byrne. “Our acquisition of DealPoint gives Clari customers a new insight they have never had — a view into what buyers are thinking. Combined with our new execution insights, managers and reps will have comprehensive visibility and new inspection capabilities in one unified workspace.”
At the front end of the collaboration, workflow is deal qualification, including defining the pains, processes, and priorities. Next, the teams develop a joint interactive timeline, team maps, and shared team resources (e.g., case studies, requirements, proposals). Finally, engagement metrics help reps quickly determine “which buyers are engaged, and who’s just kicking the tires.”
DealPoint monitors milestone completion and warns reps when milestones have been missed, helping keep deals on schedule.
“With a MAP, sellers get instant validation on value prop, buyer team, and timeline. Because both sides are operating from an actual plan, frontline managers can see not only what has been done on a deal, but also what hasn’t been done.
In other words, we know which buyers are serious, which deals are going to stall, and what needs to happen to keep everything running smoothly.
Incorporating those buyer signals gives Clari new insight into deal health that will revolutionize deal inspections, resource allocation, and forecast accuracy for frontline managers.”
Tom Williams, Head of DealPoint
Having a joint plan assists with buy-in, providing a psychological edge for the sales team. “By providing a clear plan to value, you guide the customer journey and keep the conversation focused on fixing their problem with your product,” states DealPoint. “Buyers adopt your plan as their own, edging out competitors and reducing surprises.”
Sales Managers also benefit from instituting a repeatable process. According to DealPoint, 50% of reps quickly abandon new methodologies. Thus, streamlining the methodology helps ensure buy-in and compliance.
Once integrated with Clari, managers will have even more confidence in forecasts based upon milestone tracking. Additionally, managers can ask reps what needs to be done to bring the deal back on plan, and sales reps can ask similar questions to buyers, helping foster shared accountability.
Customer Success teams benefit from smooth handoffs and pre-defined expectations.
DealPoint argues that taking a set of small steps helps foster trust that reduces perceived buyer risk as milestones are met. Likewise, collaborating on a joint plan helps build relationships between the revenue team and the buying committee.
DealPoint comes with the MEDDIC methodology out of the box, but users can implement others.
DealPoint is priced at $59 per rep per month on an annual contract. Seats include an unlimited number of customers and Mutual Action Plans. In addition, DealPoint is integrated with Salesforce and HubSpot.
Deal Rooms are a logical extension of Revenue Intelligence as they facilitate communications between sales reps, customer success, and buyers. Collaboration also aligns buyers and sellers, fosters collaboration, reduces the probability of surprises, improves forecast confidence, and gooses close rates.
The integrated Deal Room GA is scheduled for Q4. Acquisition terms were not announced.
Revenue Grid which rebranded last year from Invisible.io following its pivot into revenue intelligence, closed on a $20 million Series A to expand its AI-based revenue insights and guided selling recommendations. The round was led by W3 Capital, with participation from ICU Ventures and existing investors.
Funds will be dedicated to scaling company growth with investments in sales, marketing, and R&D. The firm plans to continue innovating around guided selling, revenue intelligence, and best practices research.
“Revenue Grid is ahead of the market in intelligent, guided selling, and sales automation,” said Steve Wadsworth, Partner at W3 Capital. “What has impressed us the most about Revenue Grid is their level of technology and product advancement and their innate understanding of the Sales and Revenue functions within organizations. Revenue Grid has already developed the solutions that the market is just now starting to look for.”
Revenue Grid offers a set of revenue opportunity, engagement, and risk signals that spur sales reps to take action. It also automates sales routines, supports playbooks, fosters best practices, recommends modifications to the sales process, and measures the impact of recommended changes.
Core Revenue Grid capabilities include CRM data auto-capture, pipeline inspection, health checks, deal guidance, and revenue signals.
Revenue Grid ingested over one billion “communications items” to train its AI, including emails, meetings, and calls. Communications are indexed by industry and sales process types and correlated against success rates. Other features include sentiment analysis, sales opportunity summarization, and detecting demand unit members that have not been associated with an opportunity or added to the CRM.
“Revenue Grid can track objections and suggest the right mitigation on different levels of the sales funnel — from lead outreach to late opportunity stages. [It can] understand a communication type like ’email ping pong,’ ‘on hold,’ ‘no authority or power,’ and commitments tracking like whether email needs replying or whether a specific date for follow up or commitment was mentioned.”
CEO Vlad Voskresensky
“It is our mission to give companies an unbeatable competitive advantage by completely digitizing their sales processes, and right now we are in the perfect position to expand globally and help companies transform their sales process,” said Voskresensky. “We are bringing smarter AI to sales, but it goes beyond just that. It is quite literally shifting the sales tech stack from the ‘view mode’ to the ‘do mode.’”
While the round is a Series A, Revenue Grid is well established with 1,200 customers, including Hilton, Western Union, Moody’s, Trip Advisor, Red Cross, and Robert Half. Over 800,000 sales professionals rely on Revenue Grid. Through OEM deals, it supports an additional 20,000 companies.
The firm claims that its platform generates 21% faster revenue per account for its clients and offers a 250% ROI.
Revenue Grid is growing “seventy to eighty percent year-to-year,” said Voskresensky. The firm has a 96% retention rate and net retention over 100%.
Revenue Grid has a team of 150 and plans to add another 50 headcount by 2022.
“[This] whole round is an equity investment. It’s actually our first round, prior to which we were bootstrapped and profitable,” Voskresensky said. “Honestly, when the pandemic hit, we didn’t know what it would mean to our business, but it was actually a period of growth. Our products became invaluable for sales reps as they all moved to working remotely, and it helped them stay focused, organized, and efficient.”
Revenue Grid also announced that highly regarded industry veteran Bob Stutz joined their board. Stutz is the President of Customer Experience at SAP and previously served as CEO of Marketing Cloud, Chief Analytics Officer at Salesforce, and Corporate Vice President for Microsoft’s Dynamics CRM. Stutz will assist with the product roadmap, revenue growth, and market expansion.
“Revenue Grid is a very interesting company as they look at optimizing sales processes in a very innovative way, and I am very excited to join their board to support them in growing their business on a global scale,” commented Stutz.
Revenue Grid did not announce its current valuation.
Revenue Intelligence vendor Gong announced plans to open its first European office in Dublin. It already has over one hundred European clients, including Aircall, Hopin, GoCardless, and MOO.
“After many international companies reached out to us, looking for access to the insight uncovered by our revenue intelligence platform, we knew it was time to meet global demand in a strategic and thoughtful way,” said Gong CEO Amit Bendov. “With a physical presence in Europe, we can continue to demonstrate our category leadership, support the massive growth we’ve seen in the past year, and deliver the product customers are asking for.”
The new office will be managed by Gong’s newly appointed VP of EMEA, Wendy Harris, who previously led European sales for CarGurus and Dropbox. The firm is hiring for sales, marketing, customer success, and G&A positions.
“Gong’s revenue intelligence platform is transforming the way companies do business by empowering sales organizations to adopt data-driven strategies,” she said. “Joining a high-growth company and leading its global expansion in my hometown of Dublin is truly the opportunity of a lifetime.”
Gong supports 26 languages, including French, German, Italian, Dutch, and Portuguese, with additional languages planned. The Revenue Intelligence platform captures and analyzes phone, email, and meeting conversations, providing insights into deals, people, and the market.
Gong has also been building out its partner network, including Bain & Company, Sandler, and SBR Consulting.
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.”
Revenue Operations and Sales Intelligence vendor People.AI acquired Hero Research, a Salesforce productivity app that simplifies CRM access. The Hero service was immediately re-branded as PeopleGlass. People.AI also announced a new Salesforce experience for sales reps and managers.
PeopleGlass is designed as an “interaction layer” to reduce the overhead and complexity of maintaining Salesforce content. Glass refers to the “single pane of glass” metaphor often used for CRM cross-record reporting, a core feature of PeopleGlass. People.AI argues that CRMs have become complex, full-stack solutions covering many use cases but are cumbersome due to their functional breadth.
“We believe that current CRM solutions are inadequate. Modern businesses are complex and full-stack solutions (platforms that offer many services) reflect the complexity of the many use cases that they need to cover as a one-size-fits-all solution.
Many CRMs today offer the whole gamut, addressing needs from pre-sales, post-sales, support, marketing, etc.,” argues People.AI. “Furthermore, these companies are focused on selling large deals into small groups of decision makers who rarely interact with the products they purchase. It’s no wonder why many users feel they’ve been ignored by the people building the products they spend huge portions of their lives in.
In the meantime, most people have experience with iPhones, Gmail, and other great products. This only increases the frustration with legacy CRM tools.
PeopleGlass aims to solve this problem by focusing solely on the end user and leveraging learnings from the best modern consumer software.”
PeopleGlass supports custom sheets, forms, hotkeys, a command-line interface, and a “clean and versatile workspace to eliminate the pain points of using CRMs.” PeopleGlass may be launched in the browser or added as a Chrome extension.
Custom Sheets provide a spreadsheet view across Salesforce records that supports filters, bulk record updates, searching, and inline updates. Thus, reps can quickly update opportunity records before pipeline review meetings and then review the spreadsheet with managers. Records are immediately updated in Salesforce.
Users can create personal views or modify any of the included templates. Adding columns, resizing columns, and moving columns are straightforward actions. Users can also quickly view any record as a form or view the record in Salesforce.
PeopleGlass Forms provide custom layouts for creating and updating account, contact, leads, opportunities, notes or tasks. Admins can set default fields for records.
A set of hotkeys expedite data entry, allowing users to quickly create records, log calls, and search records. PeopleGlass provides a customizable home page for displaying metrics, sharing and copying sheets or forms with colleagues.
Part II, which discusses the Hero Research acquisition and their Salesforce solution, continues here.
Sales Engagement Platform Groove expanded its analytics with new revenue intelligence capabilities that support real-time opportunity and pipeline management and expanded ROI reporting. The new capabilities support pipeline reviews with a single pane of glass workspace populated with real-time Salesforce data.
In its 2020 State of Sales Report, Salesforce stated that “High-performing sales teams are 1.5 times more likely to base forecasts on data-driven insights.” Ensuring that data is accurate, timely, and complete has long been an issue with CRMs, requiring sales reps to spend hours each week recording their activities and updating account, contact, lead, and opportunity data.
Sales Intelligence platforms have picked up the slack around CRM data, offering DaaS prospecting and enrichment services. Likewise, SEPs capture most sales rep activity data, reducing activity tracking overhead; however, updating opportunity data and evaluating opportunity risk remain a significant automation gap.
Maintaining Opportunity data, which is critical for pipeline reviews and forecasting, is made more difficult by the data structure of CRMs. One common complaint about Salesforce is the difficulty of viewing and updating opportunity data, which is fragmented across accounts. Revenue Intelligence tools from Clari, Revenue Grid, SalesLoft, and Groove simplify the data update and review process by providing a centralized interface for updating the pipeline and reviewing it with managers. Updates are immediately written back to Salesforce, simplifying the pipeline management process and ensuring that current opportunity data is instantly synced in Salesforce.
While Clari and Revenue Grid focus on Revenue Intelligence, Groove and SalesLoft attack the issue from a Sales Engagement perspective. This functional overlap between categories has been evident since SalesLoft acquired Costello in 2019 and integrated Costello’s revenue intelligence capabilities. While Sales Engagement Platforms began as multi-channel messaging services for SDRs, they have significantly broadened their scope to include Analytics, Guided Selling, Engagement Metrics, Meeting Management, and Revenue Intelligence.
Anthony McPartin, Forrester Principal Analyst in Sales Operations, described the widening scope of these categories. “This notion of the sales engagement platform as a cockpit for sellers is likely to continue to drive further integrations between other sales tech categories and these platforms as the advantages of bringing everything to the seller where they sell (the original vision for CRM technology) become more widely recognized.”
Revenue Intelligence Platforms have also expanded their scope, assisting with opportunity risk assessment, deal forecasting, conversational intelligence, and buying team discovery.
Out of date and incomplete information is a significant issue for B2B decision-makers. According to a July 2020 Forrester study, two-thirds of B2B decision-makers are hampered by stale, distorted, or limited CRM data.
“From incomplete sales activity data to out-of-date information stored in shadow CRMs, there are many challenges that prevent sales organizations from trusting their pipeline and conducting comprehensive reviews. Today’s release solves a critical usability challenge that Salesforce users have faced since the platform’s inception, in a way that establishes transparency and trust between the rep and the seller.”
Groove CEO Chris Rothstein
“We had major issues with getting our sales teams to document what they were doing in Gmail, and this is where Groove really shines,” said Bart Johnson, Director of User Engagement & Training at Aquent. “Groove isn’t just a huge timer saver for our reps, it also gives them ‘cross-vision’ into the different orgs and groups selling into [each] account.”