Tag: Revenue Intelligence

Flash: Clari Acquires Groove

Revenue Platform vendor Clari announced the acquisition of Sales Engagement Platform Groove this morning.  The transaction is expected to close on August 21.  No deal details were released.

“This is the most transformative day of our history,” Clari CEO Andy Byrne told VentureBeat. “It’s a big acquisition for us.  When we started this company, our thesis was grounded in the belief that AI would revolutionize how businesses manage revenue. More specifically, our vision was to assist CEOs in answering the critical question of whether they would meet or miss revenue targets.  We aimed to offer a predictive solution to address the common issue of revenue leaks that many companies face. Our goal was to help them achieve what we call revenue precision.”

The courtship began two years ago when Clari customers began asking about Groove. Around the same time, Groove was implemented internally. The firms launched a Groove / Clari integration last year with a strong UVP.

The deal brings the firms closer to creating a full customer lifecycle platform, with Groove supporting Sales Engagement and Engagement Analytics alongside Clari’s Conversational Intelligence (Clari Copilot), Digital Sales Room, and Revenue Operations capabilities.  Clari will recommend sales actions that limit revenue leakage, which reps can execute in Groove without switching applications.  Groove engagement data will be fed back into Clari, helping identify deals at risk.

“Most CEOs have a tough time answering the most important question in business: ‘Will we meet, beat, or miss on revenue?  By bringing together Clari and Groove, revenue leaders can implement their revenue collaboration and governance strategy across all internal and external workflows, giving them full visibility and control over the company’s most important business process – Revenue.”

Clari CEO Andy Byrne

Clari’s vision is to “bring the entire revenue process into one unified platform so our clients can consolidate, simplify, [and] accelerate” their go-to-market.

According to Clari CMO Kyle Coleman, every CRO, CFO, and CEO he has spoken with over the last six months has emphasized the need to consolidate, simplify, and accelerate their revenue cycle.

“We’re really excited to be able to lean onto this macro trend of consolidation.  But it’s not just consolidating for the sake of saving money.  It’s consolidating for the sake of reducing complexity, simplifying, and improving your revenue results,” Coleman explained to GZ Consulting.  He is ”really confident” in the firm’s expanded capabilities and sees them as “exactly what revenue teams [want] right now.”

From 2013 until 2021, Clari focused on building revenue reporting and a revenue database (RevDB) with time series data.  Information is gathered from CRMs, emails, calendars, etc., with Groove soon feeding its activity data.  RevDB also ingests external data from data warehouses and Clari’s digital sales room functionality.  Data is stored and analyzed in RevDB with support for six products:

“Clari’s RevDB architecture has been a long-term investment by Clari and is the secret sauce that powers the company’s unmatched revenue AI (RevAI) capabilities,” stated Clari.  “With Groove added to the Clari portfolio, revenue teams will get real-time insights and suggested actions across every revenue workflow to create and convert more pipeline, while company leaders will be able to see every input, tie every activity to results, and precisely predict revenue outcomes.”

Clari with Groove brings together six product categories to serve the full revenue team.

“We’re augmenting the CRM with information that reps are never going to create manually.  And then we’re pulling that into our database to build our machine learning and AI models,” explained Coleman.

Last year, Clari acquired Conversational Sales Platform Wingman and added it to its deal monitoring and analytics workflows.  The integrated service was recently rebranded Clari Copilot.

“It expanded the workflows that we’re running for revenue teams, bringing call recordings into the flow of work,” remarked Coleman.  “You can actually hear and see what the customer is saying…Making CI less of a call recording solution for a call center and really more of a purpose-built solution for revenue teams.  While we’re doing that, we’re also adding this whole new dataset into the revenue database that makes us very capable for NLP and prescriptive AI…The RevAI capabilities we have made us capable of recording all these new AI use cases…We have all these different types of AI that we leverage across the platform.  We have the predictive components.  We have the generative components, and we have the natural language processing.  And we’re finding the right ways to expose that…in the flow of a rep’s work [and] in the flow of an executive’s work, so they’re actually getting the insight they need when they need it.”

Groove, already a Clari partner, allows sales reps to go from forecast and deal risk alerts to integrated actions, providing feedback loops and recommendations as a “closed loop of Insight and Action.”

When I spoke to the firms last year about their partnership, they presented an excellent joint value proposition presentation.  This messaging continued forward into their acquisition briefing.

A common issue for revenue teams is identifying revenue leaks and mitigating them.  Revenue leaks exist across the entire revenue lifecycle.  For example, deal slippage is identified in real-time by Clari, allowing reps to take action via Groove to bring the deal back on track. 

When Clari identifies a deal slipping for competitive reasons, it can suggest a play be executed in Groove.  Likewise, Clari can identify sub-par win rates, overly generous discounting, and low conversion rates for early-stage opportunities.

As Groove is native to Salesforce, it records all activities in real time, providing “full-funnel forecasting” and analytics to Salesforce and Clari.  Groove activity will also begin feeding into Clari’s RevDB time-series activities and conversations database.

“We can tie our campaigns through to revenue in Salesforce, and that is something that they (Groove’s competitors) cannot do,” argued Groove VP of Marketing Kristin Hersant.  “Then all of that rich data, tying engagement through to revenue, is pulled into Clari and used in the analysis, and that is available today.”

Coleman explained that while you can’t win a deal at any moment, you can certainly break a deal.  And once a deal is lost, “it’s very difficult to un-lose” it.  Thus, “if you don’t do the right thing at the right time – handle the right objection or pull the right person in or do the right kind of follow-up” – the deal could be jeopardized.  Therefore, “handling revenue critical moments expertly and in a prescribed way” and governed by best practices is critical in addressing revenue leaks.

“Having all of that insight into all these moments that exist and then having confidence that every one of your employees is going to be able to execute on them?  Well, this is what’s so exciting to us,” said Coleman.

Clari customers benefit from a consolidated selling platform for prospecting and engagement.  The platform will turn insight into action, allowing sales reps to kick off a Groove Flow immediately.  They will also better understand “top-of-the-funnel effectiveness and tie it to down-funnel results.”

Clari customers “can use it [Groove] both to fill the funnel and execute the funnel, turning insights into action in real-time – closing that loop and knowing what’s happening at the top of the funnel.”  Revenue teams can tie activities to revenue results and “hone and change” their revenue process.

Groove customers also benefit from platform unification as they prioritize activities, simplify forecasting, and enjoy a better understanding of deal status.  They will leverage analytics that tie activity to revenue impact, thus improving outcome predictions.

Furthermore, leaders will receive “end-to-end visibility of the revenue process by connecting sales engagement with conversion.”

“The goal is to consolidate all revenue-critical technology for all revenue-critical employees,” stated Coleman.  While the focus is on supporting the revenue team, Clari is finding that other stakeholders, such as finance and product management, also benefit from the ability to track sales activity.

For antitrust reasons, Clari has not discussed pricing with Groove for the six products but expects to have it locked down by the end of the month.  Reps will be quickly trained on the combined offering, and a unified team will be at Dreamforce.

“We’re bringing all of our quota carriers together for a two-day super deep dive – everything you need to know about the Groove product [and] everything you need to know about the combined platform.  We don’t want our sales reps to show up uninformed when they take the first meetings, and we expect there to be a healthy amount of demand coming in for this combination,” explained Coleman.  “We’re on this path to be a truly multi-product company.  And part of that journey is creating a true co-sell playbook.  When does it make sense to sell the full platform?  When should it be Groove standalone?  When should it be Groove plus Copilot?”

“The ultimate goal from a Go-to-Market standpoint is to be the single revenue platform that’s used by all revenue employees,” continued Coleman.  “We feel really good about this vision that we have to be the most used platform.”

Clari already has $1.5 trillion in revenue under management and over 1,500 customers.

Groove co-founders Chris Rothstein and Austin Wang will join Clari and oversee the Groove product line’s strategy, product direction, and customer success.

“I’m incredibly excited about the power of combining Clari’s Revenue Platform with Groove’s best-in-class pipeline creation and conversion capabilities,” said Rothstein.  “Together, we will create more pipeline and enable sellers to act on opportunities with incredible speed and effectiveness.  Revenue teams are looking to win more, faster — and Groove and Clari are bringing the rocket fuel.”

The first stage of the Groove integration is planned for October.

“This acquisition will create a sense of urgency in the market that leads all key players to step up their focus to create their own version of a revenue orchestration platform,” opined Forrester Principal Analyst Seth Marrs.  “It’s a significant win for all companies looking to improve sales performance.”

“Consolidating to create a more comprehensive platform is the best option in this environment,” continued Marrs.  “Those that don’t, face the less appealing prospect of a down round or going out of business.”

“B2B sales tech buyers want to take advantage of AI for sales and simultaneously reduce complexity in their tech stack,” said Gartner Senior Director Analyst Dan Gottlieb.  “Clari with Groove now has the pieces to deliver a complete revenue hub with interconnected workflows and deep data integrations.”

RevSure $6M Seed Round Expansion

RevSure, which describes itself as a Pipeline Readiness solution, closed on an additional $6 million in seed funding, bringing its total seed funding to $10 million.  The round was led by Neotribe Ventures and Innovation Endeavors, with participation from Operator Collective and Correlation Ventures.  Neotribe Partner Alex Salazar, the former founder and CEO of Stormpath (acquired by Okta), joined RevSure’s board.

RevSure helps go-to-market teams “share a single source of truth” concerning the health of their pipeline.  It also automates reporting tasks and offers recommendations for converting leads into qualified sales opportunities.  RevSure helps marketers determine revenue leakage and where to concentrate their spend.

RevSure offers insights into demand generation effectiveness and efficiency, helping prioritize leads and opportunities.  AI recommendations call out which leads to prioritize and how to optimize campaigns.  Users can drill down into campaigns or filter by title, industry, segment, and channel. 

RevSure already supports Salesforce, HubSpot, Marketo, and Pardot.

“The question that is top of mind for every marketing leader right now is: ‘Am I meeting my pipeline generation goals, and if not, what should I do about it?’ What sets RevSure apart is the unique combination of data normalization and predictive AI that allows CMOs and their teams to answer those questions faster than ever using a simple, action-oriented user interface,” said Haley Daiber Brannan, Investing Partner at Operator Collective.  “It’s working, and the growing customer love RevSure has earned in such a short time speaks for itself.”

The additional funds will help advance RevSure’s “mission of advancing the effectiveness of pipeline generation for B2B companies, with additional investments in product, engineering, and AI technology and resources.  RevSure will also invest in customer acquisition and “doubling down on the company’s go-to-market strategy.”

Demand Generation Effectiveness Drilldown.

RevSure focuses on the top and middle of the funnel with recommendations and prioritization tools instead of the bottom, which looks more at forecasting.  “We are in the lead-to-opportunity journey,” explained RevSure CEO Deepinder Singh Dhingra to GZ Consulting.  “We don’t go into the forecast.”

“Pipeline health needs to be on every go-to-market leader’s, CEO’s, and Board’s agenda – it’s the missing link in driving predictable & profitable revenue growth, which is critical in the current economic climate. Adding AI-based predictive insights into pipeline effectiveness and health will allow companies to focus on predictability for outcomes, acceleration to revenue and effectiveness or quality and efficiency.”

RevSure CEO Deepinder Singh Dhingra

RevSure officially launched at SaaStr in September 2022. “RevSure uncovers what’s happening in the marketing and sales funnel so companies know exactly what’s working, how much leakage is occurring, and where to focus resources to win more deals,” said Neotribe Ventures Partner Alex Salazar.  “We’re thrilled to be leading the expansion of RevSure’s seed round as their ability to accurately predict pipeline value from all the leads marketing generates is creating an opportunity for them to become the de facto system of engagement for demand gen teams.”

Gong Insights

Gong rep adoption of new messaging.

Revenue Intelligence vendor Gong released Gong Insights, Powered by Snowflake.  The new solution delivers conversational insights captured from the Gong Conversational Sales platform to business intelligence tools.  Insights capture activities, calls, and emails.

“Business leaders are under pressure to make the right strategic decisions that will help their companies thrive, especially in this challenging climate.  But they often rely on manual data like CRM or field or customer surveys, which are subjective and go stale quickly,” said Gong CRO Ryan Longfield.  “By teaming with Snowflake to bring this rich data and understanding from Gong directly into the broader set of insights, we are making it easier for leaders to improve their [go-to-market] strategy, productivity, and execution, all based on data that’s rooted in customer interactions.”

Gong rep productivity.

Historically, it has been challenging to determine which initiatives drive deals forward and increase the likelihood of winning a contract.  As a result, sales reps have had few incentives to enter detailed activity and results information into CRMs.  Furthermore, activity and engagement data have been stove-piped in different platforms or not captured digitally.  Thus, only 54% of GTM leaders report having clear, real-time visibility into deal progression (April 2022 Harvard Business Review study sponsored by Gong).

Gong has automated the delivery of its sales insights to Snowflake, making it “easier for senior business leaders to have a view into revenue intelligence insights along with other key business metrics as they evaluate strategic decisions.”  Joint customers can set up a no-code Gong Insights instance with data flowing automatically to their existing BI tool for dashboard and report development.  Pre-built reports are also provided.

“Having access to the right data is critical to ensuring strategic decisions can be made that lead to growth,” said Snowflake CRO Chris Degnan.  “By building on Snowflake, Gong is able to securely and seamlessly integrate its data into the rest of a company’s dataset, giving executives a clearer picture of the information they need to run their business.”

Use cases include churn risk factor analysis, most at-risk accounts, and identifying under and over-resourced accounts.

Gong Insights, Powered by Snowflake is generally available. 

Gong Insights is also available as a CRM Enrichment process that syncs Gong data with the Salesforce Data Cloud or HubSpot. Finally, Gong Insights is displayed as an Initiatives Board within the Revenue Intelligence platform.  The Dashboard “gives teams visibility into team adoption, as well as the ability to understand how initiatives resonate with their target market and correlate to business impact.”

Kluster Series A

Kluster funding slide deck (Source: Insider)

UK-based Revenue Intelligence vendor Kluster closed on a £4 million ($5 million) Series A round led by the Foresight Group.  Other investors include SuperSeed and Cognism CEO James Isilay.  The round raised total funding to $6 million.

Kluster helps sales teams monitor sales data and trends.  Kluster’s AI aids sales managers in building quarterly and annual roadmaps that include hiring plans, targeted call counts, prospects to reach, and opportunities to generate.  These KPIs provide a set of plans and objectives for the upcoming period.  Kluster then monitors performance against the plan, updating the forecast, and recommending actions to reach objectives.

Kluster also supports stress testing, executive dashboards, and scenario modeling.

The funds will be deployed towards establishing an American presence and building out its go-to-market and executive teams.

“It has never been more important to plan and execute revenue strategy than it is today,” said Kluster CEO Dan Thompson.  “With the recent VC bubble, the metrics that mattered went from growth, burn, and margins to growth, growth, and growth.”

Continued Thompson, “The bubble burst, and companies have now rediscovered the importance of rigorous planning, robust strategy, and comprehensive revenue reporting.  Which is why I am delighted to partner with Foresight and deepen our relationship with SuperSeed, to bring our solution to this problem to the global market.”

The AI boom helped Kluster “get through the door,” said Thompson.  “AI is pretty buzzy, but fundraising is always tough, and it was definitely more rigorous than it would be in the past.”

Kluster has grown to 30 employees since its 2016 founding.  Half of its revenue comes from the US and Canada.  It claims to have a net revenue retention rate above 100% and strong word of mouth, with referrals generating 40% of its income.

“They (Kluster) have a strong product-market fit, and I’m relieved to see a platform that enables companies to forecast revenue more accurately,” remarked Foresight MD Jack Eadie.  “Kluster’s team is shaping the future of sales, and I am eager to see what they develop next.”

Kluster funding slide deck (Source: Insider)

Next Quarter Adds Bombora Intent

Next Quarter, an AI-based Account Planning solution, partnered with Bombora to deliver third-party intent data to its Fortune 500 Clients.  Next Quarter licensed Bombora’s Company Surge data to power its White Space offering.  Next Quarter recommends the next best product to sell, “along with a guided path to uncover new growth opportunities.”

Bombora’s intent file helps identify in-market customers, including upsell and cross-sell opportunities, inside of Salesforce.  Churn risk is also assessed.

Engagement (activity) data is gathered from Salesforce, so Next Quarter offers recommendations based on Bombora intent and account conversations.

Features include Account Chatter, Whitespace Analysis, Relationship Maps, Competitor Assessment, Target Setting, Scenario Planning & Gap Mitigation.

Next Quarter emphasizes white space opportunities at current accounts for B2B and B2G sales.  Target industries include technology, pharma, management consulting, manufacturing, and Aerospace & Defense.

“Sales reps can uncover potential white space opportunities and develop tailored solutions to meet their needs by building strong relationships with current customers and understanding their business goals,” blogged the firm.  “Next Quarter gathers data from your historical sales trends for similar customers.  Using AI algorithms, we provide a score (NQ Score) by combining historical sales data with intent data that identifies the top recommended products or services to sell.”

Users can perform scenario analyses that identify and present next best product recommendations based on similar customer groupings.

“Next Quarter is committed to helping customers increase revenue,” said Next Quarter CEO Rahul Shah.  “By combining our account planning solution with Bombora’s Intent data, we can offer a unique competitive edge to help drive account growth through AI-based recommendations leveraging intent.  Next Quarter’s Account Growth module is an AI-based account planning solution that identifies new opportunities, finds decision-makers and influencers, and suggests guided next steps for sales teams to grow existing accounts.”

Next Quarter, formerly ForecastEra, received $7.3 million in seed and equity funding in 2021.  It supports over 5,000 users and expects to quintuple its base over the next year.

Named accounts include Boeing, BASF, Bloomberg BNA, Dell, and NTT Data.

Pricing starts at $100 per user per month.  Volume discounts kick in at 100 users.

Shea Named Mediafly Co-CEO

Mediafly Co-CEO Mary Shea

Mary Shea was named co-CEO of Mediafly, where she will join Carson Conant in managing the Revenue Enablement company.  Shea joins with a solid RevTech pedigree.  She was a Principal Analyst at Forrester and Chief Evangelist at Outreach.  Shea first met Conant as a newly minted Forrester Principal Analyst in 2015 and later served as a company advisor.

“I couldn’t be more thrilled to have Mary join us as co-CEO.  I’ve known Mary for over a decade and have benefited immensely from her deep knowledge of the revenue enablement landscape, her prescience in identifying the next big trend, and her vision for the future of B2B buying and selling,” said Conant.  “Mary brings deep empathy for the day-to-day challenges sellers face and a forward-leaning sensibility for the brand experience B2B companies need to create for buyers.  She will be a force multiplier for the Mediafly team and our customers.”

Shea argued that the RevTech unicorns “amassed large financial war chests” that helped them develop market recognition but that Mediafly and Boathouse Capital took a slower “Midwest approach” that relied more on individual investors than institutional funds.

“While this non-traditional route likely cost Mediafly some market recognition, today this ‘Midwest’ approach appears wise,” argued Shea.  “Fast-forward to the past 6-10 months.  As competitors and adjacents hunkered down and paused innovation to slow ‘burn’ to avoid ‘down rounds,’ Carson and the Mediafly team quietly acquired and integrated five companies — revenue intelligence provider InsightSquared, conversation intelligence providers ExecVision and Sonero, the enablement workflow solution, UserIQ, and talent intelligence provider Aptology.”

These acquisitions brought together underfunded assets with “great and complementary tech and talent” but which “lacked robust distribution channels,” argued Shea.

While Mediafly emphasized its contrarian approach, it is not immune to the layoff bug. It confirmed layoffs last Friday, attributing them to post-acquisition efficiencies, not the current tech slowdown.

“Today, the pendulum swings in the other direction as we made the difficult decision to let go of a number of talented individuals to achieve the efficiency desired after an intense year of acquisitions and integrations,” posted Conant on LinkedIn.  “With these actions, Mediafly will be in a strong position as a uniquely profitable, revenue enablement company.”

Conant listed three organizational goals: “an unwavering commitment” to its customers, product innovation and category leadership, and profitability and operational excellence. Mediafly did not indicate the scope of the layoffs.

Mediafly offers a set of modules that can be purchased as standalone solutions or as part of an integrated suite.  Functionality includes enterprise content management, revenue and conversation intelligence, value realization, coaching, deal management, and forecasting.  To supplement this functionality, it developed a partnership ecosystem spanning seventy-five solutions across the RevTech space.

Mediafly has acquired six RevTech companies to build out its platform quickly.  In 2022, it acquired and integrated revenue intelligence platform InsightSquared, conversation intelligence provider ExecVision, and talent intelligence provider Aptology.

Mediafly noted that customers are increasingly consolidating their tech stack with Mediafly while reducing their technology spend by thirty percent or more and enjoying “improved revenue team performance.”

Customers include PepsiCo, Nestle, Databricks, Honeywell, Sealed Air, Zscaler, and TransUnion.

“I’ve watched Mediafly for many years and always thought of the company as a hidden gem.  Mediafly has grown organically and through acquisitions and has quietly compiled the most complete revenue enablement platform in the market — everything B2B teams need to successfully navigate today’s complex buying journey,” said Shea.  “With this push towards a unified revenue enablement platform, it’s now time for Mediafly to step out of the background and help more B2B organizations create confident sellers who can deliver efficient predictable growth.  I’m hitting the ground running — if you’re looking to improve seller effectiveness, buyer engagement, or consolidate your tech stack, take a fresh look at Mediafly.”

Shea announced the following goals over the next few months:

  • Expand and deepen the value we deliver to customers.
  • Partner with more large global brands.
  • Rebrand and rename our company.
  • Create provocative and actionable thought leadership.
  • Innovate through organic and inorganic product development.

Shea sees the RevTech industry at a “critical and exciting crossroads which includes the rise of digital buying and selling, sweeping generational shifts, rapid technological advancement, the proliferation of tools focused on efficiency, and market and tool consolidation.”

To compete in this dynamic environment, Mediafly “will continue to build onto our platform, integrating each new asset through a modern and scalable data architecture, complete with a revenue business intelligence layer.”  As a result, Mediafly’s Revenue360 solution will become “the most complete revenue enablement platform in the market.”

Revenue Grid Spring Release

Revenue Grid’s New Revenue Leaks Funnel visualizes lost opportunities across the funnel.

Revenue Intelligence vendor Revenue Grid announced its Spring 2023 release, with a new Revenue Leaks Funnel headlining the announcement.  Other features include Forecast Evolution Reports, Signals Builder enhancements, sequence management enhancements, and custom calendaring fields.

The Revenue Leaks Funnel is available as a Salesforce-native, out-of-the-box report that helps revenue teams “magically spot invisible revenue leaks, understand where they occur during the selected period, and measure the magnitude of the leaks happening across the pipeline.”

The Revenue Leaks Funnel displays how opportunities progress between stages with the average stage time.  Slipped deals can be spotted and brought back on track.  Leaks are called out by stage, helping management identify where deals are being lost and address stage-related issues.  Revenue Ops and managers can view funnel dynamics for the previous week, month, quarter, or year.

A new Forecast Evolution Report compares different fiscal periods and tracks forecast changes.    Changes over the past week are displayed, with viewing at the team or rep level.  In addition, users can “see the patterns across the forecast categories over time and detect any trends in revenue leakage.”

The Signals Builder defines custom signals of specific types and assigns them to specific recipients.  Revenue Grid provided the following examples:

  • Custom Recipient: Account Executive assigns webinar leads to BDR (custom recipient) who has to process them first and add leads to the specific post-event sequence.
  • Sales Leader: An opportunity was created with a value exceeding $50,000.
  • Sales Manager: An opportunity is less than 15 days away from the close date and is at the “Proposal Price Quote.”
  • Sales Representative: A Lead was created more than 30 days ago but has not been contacted yet.

A new sequence-related productivity report helps sales managers monitor sales rep action items (e.g., replies, to-do lists, notifications) and coordinate their performance.  Managers can view and compare activity across their sales team.

Other sequence enhancements include searching and adding prospects to sequences from Salesforce, sequence pausing, and adding a prospect owner as a step owner in a sequence. Operations teams can add custom fields to booking confirmation forms, including text fields, labels, and checkboxes.  Forms automatically fill in the email and name on Book Me confirmation pages for recurring events.

Clari RevGPT

Revenue Intelligence vendor Clari announced Automatic Call Summaries to its Wingman Conversational Sales module.  The new RevGPT functionality, powered by ChatGPT, supports call summaries, next steps, and suggested actions in Slack in a conversational format.  Users can view the call or send follow-up emails from Slack.

Wingman already offers real-time cues and battle cards for overcoming objections during calls.  Furthermore, it alerts managers to “high-impact coaching moments that define deal outcomes, like pricing hurdles, competitor mentions, and more.”

“Are you going to meet, beat, or miss on revenue?  That’s the single most important question in business — and today’s introduction of RevGPT represents a quantum leap forward in helping companies get revenue answers.  By training generative AI to harness the industry-leading store of conversational intelligence and historical revenue data contained in RevDB, we’re giving revenue teams the ability to identify sources of revenue leak and take corrective action at scale and with extraordinary speed.  RevGPT will quickly become the indispensable guidance system that empowers every revenue-impacting employee to achieve more.”

Clari CEO Andy Byrne

By combining RevGPT and RevDB, Clari’s database of revenue under management, RevGPT will enjoy a feedback loop that continuously improves Clari’s recommendations.  This “flywheel effect” will offer “better answers, better actions, better outcomes, and faster time to revenue.”  Future functionality includes “recommended prompts for every revenue-critical team — sales, revenue operations, customer success, marketing, finance, and leadership — enabling even greater productivity gains and revenue outcomes.”

RevGPT will soon recommend and automatically assist with follow-up actions, including drafting emails, scheduling meetings, updating CRM systems, and revising forecasts.

Wingman supports the following integrations:

  • Syncs with HubSpot, Salesforce, and Pipedrive
  • Records, transcribes, analyzes/summarizes Teams, Zoom, and Google Meet
  • Alerts via Slack and Teams.  Alerts and guidance are also displayed in its desktop app.

“This is just the beginning of Clari’s RevGPT generative AI capabilities that are purpose-built to run revenue,” said the firm.  “And we’re not stopping here.  Soon you’ll be able to ask RevGPT to compose an email follow-up for you with just one click.”

Clari promises to address “revenue leaks,” including the difficulty of “combing through mountains of data buried in legacy systems — CRM software, spreadsheets, BI tools — to find, analyze, and take action on the information that can help them in revenue-critical moments.”  By combining RevGPT and RevDB, Clari reduces “time to answers and action,” resulting in greater revenue precision and reduced time performing revenue-based search and analysis.

Last year, Clari identified $26 billion in annual revenue leakage across its 550 customers.  Overall, the Boston Consulting Group estimates companies suffer $2 trillion in annual revenue leaks due to missed revenue capture, sales waste, and lost enterprise value.

Clari is offering thirty-day free trials to RevGPT, “ChatGPT’s cousin with a quota,” to revenue leaders.  The functionality is live.

Wingman pricing and packaging

Wingman offers three packages: Growth ($60/user/month), Accelerator ($90/user/month), and Enterprise (starting at $110/user/month), with the firm planning on including RevGPT in the Accelerator and Enterprise editions.

Clari acquired Wingman and its conversational sales capabilities last June.

Resources:

Outreach Explore+ Announcements

Sales Execution Platform Outreach unveiled a series of product enhancements and dashboards at its Explore+ web conference earlier this month.  New features include Smart Email Assist with Generative AI, a Create Pipeline Calculator, Buyer Topics and Reactions in Kaia, Deal Grid, Deal Overview, Success Plan Methodologies, and Data Sharing with Outreach.

Outreach emphasized the breadth of its Sales Execution offering that began with Sales Engagement and has expanded to include Conversational Sales, Digital Sales Rooms, Success Plans, Coaching, Generative AI Emails, and Revenue Intelligence.  This full-funnel approach addresses sales teams’ top two issues: pipeline coverage and pipeline closing.

“The industry has never had a single place to generate and manage pipeline, run sales cycles from creation to close, coach reps, and forecast – until now,” said the firm.

Over the past decade, sales teams have acquired a set of SalesTech solutions that create a “hairball” of point solutions that work poorly together and suffer from siloed data and regular system switching.  Furthermore, a unified data platform supports advanced workflows, AI models, and account insights for sales coaching and deal management.

Outreach has enjoyed solid adoption of its new platform since launching it ten months ago.  Multi-product adoption is strong, with over 400 customers using two or more products.  Furthermore, multi-product adoption is driving platform ARR, which has grown by over 100% in the past two quarters.  Since the platform was launched, Outreach’s new logo deal size has increased by 16%.

Outreach repositioned itself as a Sales Execution Platform as it expanded beyond Sales Engagement (Source: Outreach Analyst presentation).

“Today, Chief Revenue Officers are facing two major problems: pipeline coverage and conversion.  They need to create an adequate amount of pipeline, and close it at a greater rate,” said CEO Manny Medina.  “That’s why Outreach has been on a journey to expand our offerings to solve our customers’ biggest problems today.  Our goal is to provide sales leaders with a single platform to manage all of their deals – from creating more pipeline to closing more deals.  Today’s announcements at Explore+ are an important milestone in our platform journey, and we look forward to continue innovating for the 30 million B2B salespeople around the world to help them unleash their selling potential.”

Outreach Smart Email Assistant

The Smart Email Assistant generates automated email replies that go beyond email templates.  AI factors in previous conversations between the buyer and seller when generating responses.  By automating email responses, “sales reps can focus their time on editing and personalizing the AI-generated content, instead of drafting these emails from scratch.”

A new Pipeline Calculator recommends prospecting activities to fill pipeline gaps.  The calculator utilizes historical pipeline data to determine the number of prospects that should be added to sequences to meet their quota.  In addition, the historical conversion rate assumptions are displayed and adjustable.  Thus, the assumed conversion or win rates can be adjusted to accommodate market shifts or new processes or messaging that boost historical results.

Outreach Pipeline Calculator

Outreach continues to develop Kaia, its conversational sales module, with the addition of Buyer Topics and Reactions.  AEs and sales managers can revisit meeting recordings and review the buyer’s reaction to fourteen relevant sales topics, such as budget, legal, or support.

“Using AI, Outreach is able to understand the contextual utterance of relevant sales topics in any meeting or email – ranging from pricing to product to next steps to support – and can understand when the buyer raised an objection at any point in the meeting,” explained the firm.  “It delivers invaluable insight into what is really happening in meetings, down to each moment, and at scale across all meetings.”

Success Plans now support popular sales methodologies, including MEDDIC, MEDDPICC, and SPIN Selling, helping reps “consistently and continuously qualify deals and align with champions to mitigate deal risk.”

Outreach added a single-pane-of-glass opportunity viewer called Deal Grid.  Reps can view their deals sorted by health score and value to focus on their best opportunities.  They can also edit fields such as Close Date, Amount, Stage, and Forecast status (e.g., omitted, commit, best case, most likely) with information synced to the CRM and forecasts updated.

Opportunity Viewers are a common feature of Revenue Intelligence platforms (e.g., Clari, RevenueGrid, People.AI), but with Sales Execution and Revenue Intelligence platforms expanding into each other’s domain, Deal Grid was an anticipated new feature.  Opportunity viewers help reps review their deal status, update the CRM, and prepare for meetings with sales managers.  They solve the problem of serially jumping between Opportunity records in Salesforce (which the firm has moved to resolve with similar functionality).

Outreach released several new reports and dashboards:

  • Create and Close Dashboard: Provides AEs and sales managers with a high-level forecasted revenue summary of the existing pipeline and highlights pipeline gaps and risks.

    “The insight-laden dashboard shows the forecasted revenue from existing pipeline, and highlights pipeline coverage gaps for the current and future quarter, which helps reps proactively mitigate risk earlier and drive to success,” said Outreach.
Outreach Pipeline Calculator
  • Deal Overview: An overview of open opportunities with a deal summary, an engagement timeline, deal health, sales methodology insights, next steps, and the shared plan.  The engagement timeline displays all sales activities and a heat map detailing customer engagement trends.
Outreach Deal Overview
  • Pipeline Dashboard: Displays all “relevant pipeline details to life in a single, sortable view, allowing sales managers to stay on top of their quarter.”  The dashboard includes a pipeline activity summary by stage, projected finish, revenue to date, quota, and top deals with deal health scores.
Outreach Pipeline Dashboard

Outreach also announced bi-directional syncing with HubSpot.  Earlier this month, it unveiled expanded Outreach Data Sharing with Snowflake.

Despite recent layoffs, Outreach continues to build its customer base.  FY 2023 revenue (FYE Jan 2023) passed $200 million across 6000 customers.  Outreach’s scale benefits its clients as it records over 25 million action/outcome pairings per week, helping refine its machine learning insights and recommendations.

RevSure Pipeline Readiness

Demand Generation Effectiveness displays the most effective channels by various metrics

RevSure, which describes itself as a Pipeline Readiness solution, announced enhancements that “provide marketing teams with increased insights into data and around lead-to-revenue projections.”  The new capabilities help marketers increase their spend efficiency and focus expenditures on campaigns and actions with the highest ROI.

RevSure helps go-to-market teams “share a single source of truth” concerning the health of their pipeline.  It also automates reporting tasks and offers recommendations for converting leads into qualified sales opportunities.

“With a united full-funnel view, you can effortlessly pull all of this data into one place, so you can easily analyze the impact of each campaign and lead source at a glance.  Did your latest low-cost webinar lead to a high amount of pipeline and bookings?  You may want to consider scaling your efforts or investing in more webinars.  On the other hand, did that conference you attended 8 months ago and spent tens of thousands of dollars on not lead to the pipeline and bookings you were hoping for?  Might be worth crossing that conference off your list for the next year, so you can ensure you are focusing on the campaigns and channels that are bringing you the greatest ROI,” blogged RevSure.

New features offer insights into demand generation effectiveness and efficiency, helping prioritize leads and opportunities.  AI recommendations call out which leads to prioritize and how to optimize campaigns.  Users can drill down into campaigns or filter by title, industry, segment, or channel.  The Demand Generation Effectiveness is a color-coded tree map of “what is working and where is it working,” explained RevSure Head of Marketing Kacyn Goranson to GZ Consulting.  “It will show you generated lead volume, gross cost per lead, or booking value, so you can quickly slice and dice your marketing efforts” and determine “what is actually effective” across the funnel.

RevSure also provides stage conversion analytics, cohort analysis for campaign efficacy, and marketing campaign / KPI analytics.

Cohort analysis with Lead Insights

Lead prioritization is based on firmographics (e.g., location, size, industry), persona, engagement data from MAPs, intent, channel, campaign data, and lead source.  Data is sourced from Apollo and customer-licensed intent datasets.

To improve demand generation effectiveness, RevSure now ingests Salesforce campaigns and lead sources, along with Google AdWords and LinkedIn Campaigns.  These additional data sources are available for campaign budget analysis.  Users can “easily calculate and determine” conversion velocity, pipeline, and booking value.

“Today’s marketers have a gap in their data toolsets and are currently lacking AI-based models, and many CMOs are tasked with adopting and driving what will be effective, and winning, data strategies,” argued RevSure CEO Deepinder Singh Dhingra.  “Using RevSure helps provide marketing teams with intelligence and insights into their sales pipeline, and data that empowers them to strategically defend marketing budgets and pivot campaigns based on sales performance – both of which can be critical to sales success in the current economic climate.”

RevSure provides sales and marketing teams lists of their top 25, 50, and 100 most promising leads and opportunities.  It also displays “step-by-step recommendations” concerning when and how to follow up with them, “turning qualified leads into legitimate sales opportunities.”

Lead Prioritization provides a summary of the Top 25, 50, and 100 opportunities along with the working lead list and projected pipeline value.

RevSure already supports Salesforce, HubSpot, Marketo, and Pardot.  The HubSpot App Marketplace partnership was launched earlier this month.

RevSure focuses on the top and middle of the funnel with recommendations and prioritization tools instead of the bottom, which looks more at forecasting.  “We are in the lead-to-opportunity journey,” explained Singh to GZ Consulting.  “We don’t go into the forecast.”

RevSure is less than a year old and officially launched at SaaStr in September 2022.  According to Singh, the firm is ahead of its customer acquisition and revenue targets.

Demand Generation Effectiveness Drilldown.