The combined solution will provide “greater visibility into buyer engagements, enabling go-to-market teams to access previously buried insights,” said the firms. “Sellers will have the ability to engage the right people in the right accounts, resulting in pipeline predictability and revenue.”
Revenue teams will enjoy greater pipeline visibility, helping de-risk deals and drive revenue growth. During calls, a side panel will provide an “unparalleled understanding of ‘who is who’ within accounts and opportunities, empowering your sales teams to strategically plot next steps with the right people and personas to grow pipeline, drive larger deals, shorten sales cycles, and improve win rate.”
“Zoom has been a customer of ours since 2017 and a business we’ve always admired,” said Thomas Wyatt, Chief Product and Strategy Officer at People.ai. “Our joint customers will soon be able to leverage Zoom’s world-class conversation intelligence solution enriched by buyer and relationship intelligence that only People.ai can provide.”
Zoom IQ for Sales was launched in April and provides a host of standard conversational sales capabilities, including sentiment analysis, engagement scores, talk-listen ratios, the longest monologue, filler word frequency, a snippets library, and competitor and feature mentions. Furthermore, it includes a few differentiators:
Engaging Questions – Analyzes questions posed to determine the frequency with which customers respond to queries.
Next Steps – Assesses whether clear next steps are outlined during the meeting.
Patience – Determines whether reps wait for a response after asking a question.
Post-deal analytics include which topics arose most frequently, time spent in each stage, and which negotiators made the final purchasing decision. General Deal analytics include the number of conversations per deal and the duration of conversations per deal.
Zoom IQ for Sales is available for Zoom and Zoom Phone. It is “tightly integrated” with Salesforce, Google Calendar, Office 365, and Exchange. Zoom IQ for Sales is priced at $79 per month per seat.
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.
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.
People.AI announced availability of The Wire, their new artificial intelligence service for sales reps which suggests next best actions. According to the firm, “Like a brilliant personal assistant who’s always on top of his game, The Wire uses AI intelligence to remind you when to follow up on key accounts, suggest next-best-actions, warn you when a rep or account is falling behind, let you know when customer champions switch jobs, and ensure you’re always prepped for every meeting.”
suggests emerging opportunities, opportunities requiring attention, and
champions that have departed to other companies.
alerted when sales reps are falling behind targets. A Rep Ramp Alert “helps you
move from data-aware to data-driven, proactively leveraging industry data to
guide and coach your teams.”
The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.
San Francisco-based Revenue Intelligence vendor People.ai announced Round C funding of $60 million along with the launch of its new The Wire next-best-action (NBA) service. The round was led by ICONIQ Capital with participation by Andreessen Horowitz, Lightspeed Venture Partners, GGV Capital, and Y Combinator. Will Griffith, Partner at ICONIQ Capital, has joined the People.ai Board of Directors.
has received $97 million in funding to date. Its valuation was not provided,
but TechCrunch placed the valuation at “mid-nine-figures.”
announcement of our Series C funding represents a critical milestone in
achieving our vision for the Future of Work,” said People.ai CEO Oleg
Rogynskyy. “We’ve already enabled customers to, for the first time,
capture all of an organization’s critical business data, such as contacts and
customer activity data, and deliver it directly to the CRM. This has
significantly improved sales productivity and CRM data accuracy and liberated
the enterprise from time-consuming manual data entry. Today, we’re taking
People.ai to the next level with AI-driven intelligence that provides
customer-facing teams with a simple, personalized set of actions based on
current, historical and industry data that will help accelerate revenue.
When you use The Wire, you’ll have your most productive day at work,
was founded in 2016 and already supports Red Hat, Lyft, Zoom, New Relic, and
Splunk. The firm describes itself as a Revenue Intelligence System:
“People.ai offers the industry’s only Revenue Intelligence System (RIS) that automates the capture of all contact and customer activity data, dynamically updates CRM and provides actionable intelligence across CRM, collaboration, business intelligence, and other management tools for sales, marketing, customer success and services teams – exponentially accelerating growth and delivering actionable insights for strategic business decision making.”
People.ai fills out buying committees for active opportunities, maps contacts and interactions to accounts and opportunities, and suggests next best actions. Applying natural language processing and machine learning to buying committee discovery and NBA are the latest advancement in sales and marketing intelligence.
also supports contact updates derived from email signatures and pulls “critical
information” such as product or competitor mentions, sentiment, and buyer
recently launched Campaign360 service supports marketing attribution by
tracking opportunities influenced or generated by marketing activities.
Campaign360 is the “industry’s only AI-based solution that equips
Marketers with the real-time, full funnel campaign visibility they need at
their fingertips,” said the firm.
thrilled to partner with People.ai as they execute their vision to unleash the
potential of AI to drive enterprise revenue,” said Griffith. “People.ai
is well positioned in a highly strategic enterprise market, leveraging
automation and AI to fundamentally change the way people work.
People.ai’s product, powered by strong network effects, is delivering
insights and productivity at the scale and quality we have not seen previously.
We see an incredible opportunity to accelerate People.ai’s game-changing
technology as they redefine the meaning of the Predictive Enterprise.
People.ai is the Future of Work.”
Partners include Salesforce, Slack, Outreach, SalesLoft, Exchange, and G Suite.
On Monday, I will be covering The Wire, People.AI’s new Next Best Action service.