My last two posts have been about rebrands (IDG → Foundry and Artesian: DueDil → FullCircl), but things have suddenly gotten very real in Europe with Russia invading Ukraine under false pretenses. As Revenue Intelligence vendor Revenue Grid is based in Ukraine, I thought I’d give them my blog today.
Here is what they posted on LinkedIn:
“A big part of our Revenue Grid 🇺🇦 team is located in Kyiv, Ukraine. This is where our product was born, where our heart is. Now the whole world watches as the war burns our homes and kills our people. The Corrupt Russian government has brought death and destruction to our land.
Our homeland is under attack, and each one of us has the power to influence how soon the hell in our homeland ends.
We are receiving tremendous support from our clients, partners, and friends everywhere in the world. Many are asking what they can do to help.
Here is how you can help:
1) Stop doing business with Russia. Ask companies to stop cooperating with Russia, since every activity currently held there is supporting their criminal government and funding this unjust bloody war.
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.
Because Revenue Grid has a long history as an integration platform, it supports both cloud and on-premise implementations. Financial Services firms, which have higher data protection requirements and have been slower to adopt cloud platforms, make up roughly 30% of its turnover.
The Revenue Grid service is available for $75 per user per month. The firm offers volume and multi-year discounts. The service was previously sold as three modules: Revenue Engage (Sales Engagement), Revenue Inbox (CRM synchronization), and Revenue Guide (Guided Selling), but Revenue Grid now bundles the three services into a unified Guides Selling platform.
Aragon Research, which focuses on Sales Enablement, labeled Revenue Grid one of its 2020 hot vendors in May:
“What makes Revenue Grid hot is the platform’s focus on revenue intelligence and leveraging statistical and AI insights to drive the consistency of each stage of the sales pipeline and its efficiency. The platform has guided selling features that can suggest the next best step to a sales rep and alert the team to a misstep or a missed action. It also has sales coaching and team analytics to track individual performance.”
Jim Lundy, Aragon Research Lead Analyst, “Hot Vendors in Sales Enablement, 2020”
Aragon recommended Revenue Grid for enterprises looking for a “sales enablement platform with comprehensive, built-in AI functionality.”
Founded in 2005 as InvisibleCRM, the firm rebranded in 2020 to capture its broader product portfolio for sales teams, focusing on “customer engagement and actionable revenue intelligence.”
Revenue Grid is based in Mountain View, California, with offices in Atlanta, Washington, and Delaware. It’s engineering team and EMEA headquarters are located in Kyiv.
Revenue Grid has an eight-digit ARR and 65% year-over-year growth. Customers include BASF, Volvo, Honeywell, Lufthansa, and Union Pacific. It is self-funded, having received only a $1.5 million Series A in 2006.
Continuing fromPart I, a discussion of Revenue Grid and its approach to Guided Selling.
Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward. Insights are both positive and negative. Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged. Sales reps and managers can then act upon these insights. Revenue Grid can also make suggestions based upon internal playbooks and best practices.
In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.
Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance. In January, sentiment analysis will be added to their insights.
An Opportunities view provides real-time pipeline visibility across all accounts. Reps can quickly update any opportunity information with the updates synced with the CRM. Sales reps and managers then have a single-pane of glass displaying current opportunities. Managers are notified of deal size changes, close dates, and scores and can track activity flow.
The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.
Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights. Corporate email communications are also analyzed for insights. Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out. Conversational Intelligence is also available for coaching and onboarding sales reps.
Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.
A meeting scheduler fronts Conversational Intelligence. Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link. Events are automatically synced between Salesforce and Outlook or Gmail. Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.
Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments. Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated. Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.
Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.
A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep. Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.
An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows. Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.
Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.
Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking. Channels include email, phone, SMS, and LinkedIn. Sequences may be managed directly from within Salesforce, Outlook, or Gmail. All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.
Admins can perform A/B testing of sequences.
Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces. It then pauses or halts sequences automatically. It even halts sequences if the recipient is mentioned in an email or meeting invitation.
An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.
“Algorithmic guided selling leverages emerging AI technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process,” wrote Gartner. Guided Selling is data and process-driven, with Next Best Action recommendations that make CRMs actionable.
Guided Selling intelligence is gathered from CRMs, emails, calendars, phone calls, and videos. Engagement is measured across these channels and delivered as a set of insights and revenue signals that support Guided Selling. Signals are Next Best Actions based upon AI recommendations and sales playbooks.
Revenue Grid describes signals as “contextual, actionable notifications that tell your whole sales org what is going well or poorly throughout your whole sales process.” Sales reps can act on recommendations by merely clicking on the signal.
These definitions can all get confusing, but the vision becomes clearer when skipping past the inputs and technology and merely considering which sales and management questions Revenue Grid looks to address. Revenue Grid answers a host of sales rep questions, including
Which deals should I focus on today?
How likely am I to close the deal this month or quarter?
How can I improve my odds of winning this opportunity?
Which deals are at risk and why?
Did I complete all of the post-deal activities discussed on the call?
Have I updated all my opportunities before tomorrow’s deal review?
How can I prepare for a meeting?
Does anybody at my firm have a relationship with key decision-makers?
How is engagement across the account? Am I building relationships with the key stakeholders?
Likewise, managers can answer questions such as
Are sales reps focused on the right things?
Do sales reps know what to do next?
How can I guide reps in each deal?
Which deals are moving, stalled, or at risk?
Do my reps know what to say at meetings? Do our scripts work?