Bigtincan Acquires SalesDirector.AI

Australian RevTech vendor Bigtincan acquired SalesDirector.AI, a Revenue Intelligence and Data Capture company based in Irvine, California.  SalesDirector offers automated activity capture from emails, calls, SMS, and meetings.  It also offers pipeline analytics and sales coaching.

“The acquisition extends Bigtincan’s lead in AI-driven revenue intelligence by improving B2B sales organization’s ability to scale by delivering insights and recommendations directly to sales reps for better decision-making to increase revenue,” the firm told investors.  “The SalesDirector.ai technology links people, activity, and engagement across the buyer’s journey to derive insights, including opportunity risk and relationship strength, and then makes intelligent recommendations.  By capturing all sales, marketing, and customer success activity the technology drives actionable revenue insights required to make the right business decisions.”

Bigtincan stated that SalesDirector’s technology would improve its AI-powered insights capabilities and forecasting accuracy.

SalesDirector ingests data from GSuite/Gmail, Slack, Microsoft Office, and Microsoft Exchange and feeds contact data (e.g., Title, Department, Level, Phone) to Salesforce and Microsoft Dynamics.  SalesDirector also captures Engagement Signals and writes them back to CRMs as custom fields:

  • Executive Engaged on Opportunity / Account
  • Single or Multi-Threaded Opportunity Relationship
  • Last QBR Complete / Next QBR Scheduled
  • Partner / Sales Engineer Engaged on Opportunity
  • Next Step / Meeting Scheduled

AI tools include stakeholder identification, individuals who are supporters or detractors, disengaged stakeholders, account risk scoring, sentiment analysis, and deal health.

SalesDirector.AI Account Insights and Next Best Actions.

“Every organization has to be more productive,” said Bigtincan CEO David Keane.  “With the Sales Enablement market shifting towards a more holistic approach encompassing Revenue Enablement, we can deliver more value to our customers by providing full-cycle sellers with AI-driven recommendations on the next best actions based on intelligent sales analytics from SalesDirector.ai.”

SalesDirector pricing begins at $29 per user per month for activity capture.  Revenue Insights pricing is not published.

AI-assisted stakeholder mapping.

Bigtincan will incorporate SalesDirector’s functionality into its product suite and phase out the SalesDirector brand.

“Traditionally, when we do small tech-focused acquisitions, they become part of the Bigtincan product suite, so that capability gets added to the existing platform we have,” said Keane.  “We don’t tend to run these things as separate businesses, mostly because we miss out on some of the benefits for our shareholders of taking it all together and taking that technology and really getting in the platform.  This is no different than our existing strategy – embed, connect it all together and make it something that our customers can choose to add.  We do believe that it is all about choice, and we want people to be able to buy these technologies from us as additional value-added options.  I think that’s going to be the case here as well.”

Bigtincan paid $1.2 million in cash and equity for SalesDirector. 

The entire SalesDirector team is joining Bigtincan.

Bigtincan, listed on the Australian Stock Exchange, has acquired a series of RevTech companies, including ClearSlide, Brainshark, and VoiceVibes.