Demo Experience Platform vendor Saleo launched its Saleo Live platform which transforms “existing demo environments into data-complete, relevant demos that help pre-sales and sales teams turn more deals into ‘closed won.’”
Saleo noted a series of demo platform issues that it addresses, including “bad demo data, unstable demo environments, generic use cases, costly demo prep time, and expensive engineering investment in supporting the demo environment.” Furthermore, sales engineers and solutions consultants find it challenging to customize demos by persona and industry.
“The north star with Saleo and Saleo Live has always been resolute – we believe that software companies should be able to demo their live native SaaS product with full control and complete reliability. Anything else is unauthentic. Fake screenshots, HTML screen capture, and click-through demos lead to a disingenuous buying experience from pre-sales. Saleo is the only platform in the market that empowers full control of every element in a live SaaS product; the end result is a transformed demo experience that leads to reduced pre-sales costs and higher win rates.”
Saleo CEO Justin McDonald
Saleo Live lets sales organizations define and share no-code custom demos “within minutes.” Sales engineers can quickly customize text, tables, images, graphs, and metrics. New features include Single Sign On, a “more sophisticated modeling engine to support advanced graph permutations,” an updated UX (UX), advanced user permissioning, and a new token system that scales personalization.
“The reaction to our latest release has been incredibly positive from Sales & Product Marketing teams,” said Saleo CPO Daniel Hellerman. “The reaction to Saleo from the pre-sales market has been overwhelming. We are solving an age-old problem with a unique architecture that puts sales engineers at the forefront of the solution. Screenshots and click-throughs from existing solutions have been prohibitive, and limit sales teams to on-rails demos, where they can’t showcase their genuine application; Saleo Live has unleashed their potential.”
Gong is the latest RevTech company to join LinkedIn’s SNAP program of Sales Navigator integrations. Joint customers can view LinkedIn Sales Navigator Embedded Profiles directly in Gong. Functionality includes executive profile display, related leads, icebreakers, and introductions. Contacts may be viewed or Saved as Leads in Sales Navigator.
“Being a great seller requires two datasets – the quantitative data of when to reach out to whom and the qualitative data of, once you connect with those people, ensuring you have a full view of deal health and that you are employing sales best practices in all your interactions,” argued LinkedIn’s Head of Product and Solutions Marketing Nicole Desjardins. “Sales Navigator does a great job of providing the former, and Gong’s Reality Platform, the latter.”
The SNAP integration provides context around key accounts and the demand unit, helping them build broader relationships and leverage TeamLink (colleague) connections. Furthermore, Sales Navigator within Gong helps reps build credibility, establish rapport, and multithread.
“Integrating Gong’s Reality Platform with LinkedIn Sales Navigator is all about empowering revenue teams with actionable sales intelligence they need to build stronger relationships with prospects more efficiently. Bringing together these two powerful datasets will give sales reps insights and recommended next steps that result in more closed deals, faster,” commented Gong’s Senior Director of Market Strategy Craig Hanson. “Successful go-to-market teams understand that contact inspection and validation are paramount to successful deal management.”
The SNAP integration is only available to Gong customers with Sales Navigator Advanced or Advanced Plus licenses. SNAP integrations are also available across major CRMs and SEPs, including Salesforce, MS Dynamics 365, HubSpot, Salesloft, Outreach, and Groove.
Sales Navigator added M&A Alerts for saved companies. The alert is displayed on the Homepage and is shared for both acquired and acquiring companies. Another new feature is a Weekly Leads and Accounts List Digest that suggests the most relevant Leads (contacts) and Accounts for outreach. It highlights accounts showing interest in the rep’s company, recommended leads, past customers at a new company, and opportunities at risk due to headcount changes.
Growth equity firm Great Hill Partners invested €180 million in Echobot and Leadfeeder, merging the firms into a Sales Intelligence and Go-to-market platform. Both firms are based in Europe (Germany and Finland) and will benefit from the roadmap set out by North American RevTech firms.
The merged firm will be based in Karlsruhe, Germany, with Echobot CEO Bastian Karweg continuing as CEO. Leadfeeder CEO Pekka Koskinen will become the CPO. The combined company has a headcount of 250 across six offices in Europe and the US. The new firm’s Annual Recurring Revenue (ARR) exceeds €20 million.
Leadfeeder serves around 7,000 customers and Echobot 1,500.
Echobot offers a Sales Intelligence and B2B DaaS platform for the D-A-CH region, UK, and France. Late last year, it added a broader European data pack. It supports a database of 20 million European companies and over 60 million GDPR-compliant contacts. Company and contact data is derived from both registered filings and open web sources and includes directors, shareholders, and financials.
Echobot takes a “True Compliance” approach which gathers data only from publicly accessible sources. Furthermore, it provides verification links to the source URLs that allow reps to answer the question, “where did my data come from?” All data is hosted in Germany.
Echobot’s products include TARGET (prospecting), CONNECT (Sales Intelligence), DATACARE (B2B DaaS), and an API. In addition, Echobot offers CRM integrations with HubSpot, Salesforce, Microsoft Dynamics, and SugarCRM.
“It is our goal to be the leading sales intelligence and go-to-market platform to our core European and North American markets,” said Karweg. “Thanks to Great Hill, we have now assembled the best data, AI / ML, talent, and operating experience to achieve just that. We are increasingly seeing organizations looking to take advantage of their own data and third-party data, and then to augment this intelligence with better, more personalized outreach. The combination of Echobot and Leadfeeder is uniquely positioned to capitalize on a massive market opportunity at the early stages of adoption.”
Leadfeeder offers website visitor intelligence that maps IP addresses to company intelligence. During the pandemic, it worked to identify remote workers and map them to their employers, helping refine which companies are in-market. It also supports connectors for Google Analytics, chatbots, audience retargeting, major CRMs, Zapier, and Slack.
“Integrating Leadfeeder’s web visitor identification system with Echobot’s data and prospecting solutions creates a unique platform upon which we can both enable organizations to identify and engage high-intent prospects as well as introduce incremental applications that enhance B2B sales and marketing operations,” said Koskinen.
Karweg envisions an ABM workflow that begins with an ICP analysis that identifies net-new accounts. The ICP is then mapped against Leadfeeder’s visitor intelligence and Echobot’s firmographics and event triggers to identify high-value, in-market accounts for programmatic marketing. While programmatic campaigns are not yet supported, they are in development.
Great Hill Partners has also committed an additional €50 million toward future acquisitions. In an interview with GZ Consulting, Echobot CEO Bastian Karweg indicated that the €50M in dry powder would be used towards acquiring talent, RevTech functionality, or expanded content.
The equity acquisition is a combination of primary and secondary funding, with Great Hill Partners buying out many of the original investors. It named Growth Partner Derek Schoettle Chairman of the Board and placed Great Hill Partners Managing Director Chris Gaffney and Vice President Greg Stewart on the board of the merged organization.
“Go-to-market is one of the fastest-growing areas of B2B software. Sales and marketing organizations need timely, accurate information and intelligent systems to identify and engage their prospects in an increasingly personalized, automated fashion. By bringing together Echobot and Leadfeeder, we can create the next-generation sales intelligence and go-to-market platform,” stated Derek Schoettle.
The transaction is a merger of equals bringing together two firms of roughly the same revenue and employee base. Both firms have over €10M in ARR and are growing rapidly. Echobot grew 70% last year, while Leadfeeder had a 50% growth figure. Echobot has long been profitable, and Leadfeeder is nearing profitability.
The firms will initially run as independent brands as they merge their operations and platforms. The deal closed a few weeks ago but was announced this morning. Thus, they have already begun combining finance and HR. The two brands will be maintained in the near term with rebranding under consideration for 2023 as Echobot is also the name of a Mirai malware variant.
Valuation figures were not disclosed, but the final price was determined before the recent valuation declines and did not change. The firms were both being advised by GP Bullhound, which suggested that packaging the two firms together would result in a more effective growth equity round. Furthermore, the two companies offered features on each other’s roadmap so were logical complements.
Europe has been tracking behind the US in the Sales Intelligence space, with several national champions now looking to offer European datasets and local UIs. European sales intelligence and B2B DaaS solutions must meet higher data compliance and privacy standards, incorporate registered data from national registers, support multiple currencies, and many languages.
Echobot covers the D-A-CH region (Germany, Austria, and Switzerland), the UK, and France, with a general European data package added late last year. A Nordic data package has been accelerated due to the merger, which would increase its competitiveness against Dun & Bradstreet and Vainu.
“One of the most requested developments for 2021 was to access data from the entire European market. That was not only requested from German customers with a strong export to European countries, but also from new, international users that want to expand into Europe,” explained Karweg last November when Echobot added coverage of over twenty European countries.
“Europe is not one country but many, and there are differences between them, whether it’s to do with culture or data compliance,” remarked Schoettle. “Having a platform that is unique and linguistic-specific, and serving its markets with high-quality data, is a differentiator.”
“It’s a dream match,” argued Koskinen. While previously the firm purchased contact data from multiple sources, “it has been difficult to get sufficiently up-to-date and accurate data.” With the merger, Leadfeeder will offer better data quality and “have all the expertise in-house” to expand its coverage.
Along with higher quality data, Leedfeeder will benefit from a broader set of firmographics, financials, and sales triggers for data enrichment and lead scoring. Leadfeeder will also be able to cross-sell Echobot’s sales intelligence, prospecting, and data enrichment services to its 7,000 customers.
“We want to be the biggest in Europe,” stated Koskinen. “It’s going to take a few years, but I think we’re succeeding…We have long had customers all over the world. After the merger, we will be able to offer something that no one else can.”
Recently founded demo experience software company Saleo received $1.5 million in early-stage investment for its live demo platform. Funding came from Tech Square Ventures, Jon Hallett, Kyle Porter, Rob Forman, Tim Kopp, John Hanger, Bryan Wade, and Eric Spett. The firm is based in Atlanta, as are most of the investors.
Justin McDonald and Daniel Hellerman, experienced RevTech execs who previously worked at Terminus (three of the investors are Terminus executives), founded Saleo. In addition, McDonald launched Ramble Chat which he subsequently sold to Terminus.
“We believe that every software company should have the means to deliver the perfect software demo that ‘wows’ their buyers every time. No more missing data, hours of prep time, or sub-par generic demos,” posted McDonald on LinkedIn.
Saleo enables real-time customization of demo environments and supports collaboration among revenue teams during the demo creation process. As a result, Saleo helps revenue teams “shorten their sales cycle, increase win rates, and close more deals by removing the burden of missing data, outdated demo environments, and time-consuming demo prep.”
Saleo supports a demo library that can be personalized by industry, company, use case, and job function. Successful demos can be shared as a template or cloned and customized. In addition, Saleo provides revenue teams with complete control over the demo environment, including graphs, metrics, tables, text, and images, “enabling you to create the perfect software demo that connects directly to your customer’s pain points and lands exactly the way you want.”
“We’re the only technology that allows software companies to manipulate and customize their live demo environment. Other players breaking in are taking screenshots of existing applications and making changes to them.”
Saleo CEO Justin McDonald
Saleo has a no-code integration that runs with any browser-based SaaS app via a Chrome extension that connects to their SaaS platform. Time-based metrics are always current. Furthermore, Saleo doesn’t operate as a screen capture service but demos the firm’s live SaaS product without requiring any embedded code.
“Saleo represents one of those very rare early-stage companies that is launched with such a compelling combination of team, vision, product, and market potential. Saleo’s customers have been blown away by the impact on sales conversion.” said Jon Hallett of Hallett Capital. “I was stunned when I saw how easy it was to use and the potential sales impact it represents for future customers. Of all the new companies I have seen this year, this one has me the most excited.”
“SaaS companies have always struggled to deliver great software demos – either in the time investment to prepare a sales demonstration, or the myriad of challenges around missing data or how to customize a demo for different buyers,” said Salesloft CEO Kyle Porter. “Saleo has created an ingenious solution to help sales engineers and account executives demo their software apps like never before, and most importantly, increase their win rates. I am excited to be a part of it.”
Saleo currently has four remote employees and is looking at office space. It plans to expand to twelve headcount by the end of the year, with hires in engineering, sales and customer services. It expects to close a seed funding round in the next six months and sign forty customers before the end of the year.
Technology Marketing Intelligence vendor HG Insights released Functional Area Intelligence, a set of advanced insights that specify the department and location where specific technologies have been deployed. The new offering provides deeper intelligence for sales and marketing teams.
“Functional Area Intelligence is a first-in-the-market [capability], deriving insights about a company’s organization linked to its technology profile,” said CTO Rob Fox. “By providing actionable data at the departmental level, we’re enabling companies to better understand technology adoption across teams and locations. This increases the ability to better optimize territories, hypertarget marketing campaigns, and build better account plans across sales. We’re committed to improving insights for sellers and marketers so they can close more deals, and this is a step in that direction.”
HG Insights employs advanced NLP for analyzing structured and semi-structured documents to determine where technology has been deployed at global organizations. Functional Area Intelligence is available through the HG Universe data subscription as a monthly or quarterly feed. Functional Area Intelligence includes
The department tied to a particular technology and specific location
Summary and detailed location views
Department size predictions down to the location
Trend analysis to show department adoption changes over time
Decisionmakers associated with the documents from which the technology signals have been mined.
“Armed with this knowledge, Go-To-Market teams can develop targeted competitive campaigns connecting the organization, key location, and technology information, enhancing program effectiveness to drive revenue,” stated HG Insights.
Conversational Sales vendor Avoma closed on a $12 million Series A led by Headline, with participation from Storm Ventures, Global Founder Capital, Zoom Apps Fund, Operator Partners, Industry Ventures, and existing investors K9 Ventures, Dragon Capital, and Twin Ventures. Founded in 2017, Avoma has garnered $15 million in total funding.
Avoma combines meeting management, an AI assistant, CRM synchronization, and conversation intelligence into a unified tool. Other features include meeting snippets, conversational analytics, and keyword searching.
“AI does the first draft, but then you have notes and can go back and highlight notes and provide more context if you need to,” remarked CEO Aditya Kothadiya.
Avoma’s integration partners include
CRM: Salesforce, HubSpot, Pipedrive, and Zoho
Video Collaboration: Microsoft Teams, Zoom, and Google Meet
SEP: Salesloft, Outreach, and Groove
The funds will expedite the build-out of their meeting lifecycle assistant. According to TechCrunch, Avoma will focus on three pillars: AI, user interface, and workflow integrations. It will invest in its machine learning and natural language processing for notetaking and enhance the user experience.
“Since our launch, we have helped over 300 customers and tens of thousands of professionals save multiple hours per week with AI-generated notes and collaboration and improve meeting outcomes by 30% with actionable insights,” posted Director of Marketing Yaagneshwaran Ganesh on LinkedIn. “But so far, we have probably accomplished a small percentage of our vision. Our goal is to not only assist you in notetaking and CRM data entry, but also to help you research attendees, get real-time coaching recommendations, send a follow-up calendar invite, and more.”
One of the core value propositions of conversational sales services is their ability to improve the presence of sales reps during calls. Once relieved of notetaking, sales reps no longer need to delay conversations to jot down notes; instead, they can focus on meeting attendees, gather non-verbal cues, and better manage the discussion flow.
“As a product leader, I was constantly in meetings and spent time taking notes. With every new product, I would hand it over to the customer or product market team but would find that during meetings, I was not listening to what was going on because I was taking notes. We wanted to apply technology to this so we would make sure nothing was lost.”
Avoma CEO Aditya Kothadiya
Avoma claims that this improved meeting presence results in a thirty percent improvement in meeting outcomes. Furthermore, reps no longer need to toggle between four or five applications to “prepare for a meeting, take notes, participate, and follow through with participants with action items.”
“With so much context switching and information loss in disparate tools, knowledge professionals spend over 20% of their time on low-value admin tasks,” blogged Kothadiya. “And that’s why there is an urgent need to streamline and automate workflows across the meeting’s entire lifecycle.”
Avoma is targeting mid-market customers and enjoys “obsessed customers,” according to Jeff Fein, a partner at Headline. The firm has been using Avoma internally and “loved it.”
“It helped in our own processes, and when we talked to their customers, they were obsessed, many of them saying they could not live without it,” said Fein. “They said it made their work that much more efficient. We heard that more consistently, and it piqued our interest in a huge way.”
Avoma has quintupled growth each of the past three years and now supports over three hundred customers. Success has been built with a lean team of only 15 employees, but the firm plans to quadruple its US and Indian headcount over the next year. Hiring will focus on the engineering, product, and go-to-market teams.
Sales Intelligence and B2B DaaS vendor SalesIntel announced two products at its inaugural SAS2021 user conference last month. CEO Manoj Ramnani founded SalesIntel a decade ago as Circleback, a contact enrichment and syncing service for inboxes, but pivoted the firm to focus on high-quality B2B data three years ago and rebranded the company SalesIntel.
SalesIntel was born “with a mission to provide quality data, timely intelligence, and streamlined workflow to help businesses achieve their growth objectives.” Its guiding principle, and unique value proposition, is keeping humans in the loop. Human-verified data is re-verified every 90 days, providing them with a 95% contact accuracy claim.
At launch, the company had 50,000 human-verified companies and one million contacts. Three years later, the company has
87 million machine-verified contacts
10 million human-verified contacts, 90% of which are North American.
14 million machine-verified company profiles
3 million human-verified company profiles
They have also partnered with Bombora for intent data and an undisclosed vendor for technographics.
The first new service, Data Enrichment, provides company, contact, and technographic data enrichment for Marketo, Salesforce, and uploaded CSV files. Data matching is performed against email, phone, domain, company name, and contact name. Fuzzy logic is employed for company and contact name matching.
The service includes a PDF downloadable enrichment report that details data quality and fill rates. If the admin is concerned about the enrichment, she may roll back the process.
SalesIntel also supports webform enrichment.
InboxIntel supports contact data syncing and enrichment from Gmail, Office 365, Exchange, and IMAP. New contacts are ingested from signature blocks, matched against the SalesIntel database, and uploaded to Salesforce. It is important to note that SalesIntel is not uploading and storing the data in their servers to build out its dataset but simply using it to populate and enrich its customers’ CRM.
InboxIntel also checks to see whether other new contacts at the company match a pre-defined buyer persona. The service then asks whether these additional contacts should be added to the service.
If both the company and contact are new to the CRM, records may be added to Salesforce as leads or accounts and contacts.
Both products are available as beta services through the end of the year. After that, they will be packaged as separate offerings. Ramnani described them as “new modules of our Modern Go-to-Market platform that will help with the firm’s continued growth.”
SalesIntel has grown to 400 employees and 2,000 global researchers. The company supports over 1,000 companies and nearly 10,000 users.
SalesIntel posted 200% revenue growth over the past year.
LinkedIn will be repackaging its Sales Navigator SKUs in late January. The service has already begun notifying customers of the change. Unlike product releases which they roll out over multiple weeks, the new packaging will be implemented across all customers simultaneously.
Sales Navigator retains its original SKUs from its early days, so repackaging was in order. Before making any changes, LinkedIn interviewed or surveyed over 2,000 customers, discussed customer requirements with sales reps, and analyzed product usage.
LinkedIn Head of Product and Solutions Marketing Nicole Desjardins discussed a number of her team’s learnings with GZ Consulting:
Users want to increase their productivity with an integrated sales stack that avoids data silos and app switching. “Our customers believe that in order to effectively meet this need, it is critical to seamlessly integrate sales workflows both within and beyond Sales Navigator (e.g., sales stack, CRM).”
CRM integrations are a priority for customers. To prioritize customer value delivery, the future Sales Navigator lineup has CRM integrations as the only top differentiator. This will “massively clarify” lineup positioning and deliver more value to customers.
Currently, Sales Navigator only offers full integrations and data synchronization with Salesforce and MS Dynamics 365.
Customers are looking to increasingly leverage the data stored in their CRM and expect applications to bisynchronously share data.
Buyer intent is “hot in the market” as customers are looking to leverage intelligent signals in a real-time manner. Sales reps want to “know when to act.”
The new Sales Navigator SKUs are based on a pair of packaging design principles: Customers can use all of the features in the licensed package, and it should be clear which package best meets the needs of each customer.
According to Desjardins, the new packaging enables positioning that is “clear and easy to understand” and aligns to value. In addition, the new packaging will help customers and sales reps “easily identify the offering that best suits their needs.”
“What I’ve been preaching is that SN is not just one product – it’s an integrated approach to the daily sales process.”
The legacy SKUs followed a Good / Better / Best packaging structure, but the new SKUs support a Good / Best / Best with CRM packaging with the top tier similar to the mid-tier but containing all of the CRM connector and data sharing functionality. The new packages consist of a “foundational use case, the best of Sales Navigator for non-CRM integrated customers, and the best of Sales Navigator for CRM.”
“Customers will be able to use all of the features they have purchased: CRM features will be the only differentiators for the top tier. Additionally, we have planned investments to further expand and deepen our CRM capabilities.”
The Core offering is designed for quota-carrying sales reps and supports targeting, lead and account tracking, and communications. Features include
50 InMails per month (this allotment is the same across all three SKUs).
Account and Lead (contact) List Building
Guided in-product best practices
Account Map, a tool for mapping out the buying committee
Up to 10,000 Saved Leads and Accounts
The Core edition is designed for quota-carrying individuals with limited tech stacks. Core helps sales reps “target the right buyers, understand who they are, and reach out in an informed way,” said Desjardins.
The Advanced tier supports sales teams with administrative and reporting functions, including usage reports. Product differentiators include
CSV Account uploads for tracking key customers and prospects
Smart Links (customer-specific landing pages with attachments and multi-media links). Smart Links may be shared by email, InMail, chat, etc. Smart Links Analytics tracks who has viewed and downloaded which content. Sales Navigator also tracks Smart Link forwards, providing deeper insights into the Buying Team. Sales reps are alerted when content has been viewed or forwarded.
Team collaboration tools such as shared lists, shared searches, TeamLink (leveraging co-workers’ networks), and collaboration alerts based upon shared features.
Buyer engagement alerts and buyer intent. “Buyer interest is a predictive score based on LinkedIn data from employees at this company,” states the firm. “This score is an indication of an account’s interest in buying from your company. It considers key factors like employee interaction, InMail acceptance, ads engagement, company page engagement, and more.”
SNAP integrations such as embedded profiles, BI integrations, and a CRM widget. SNAP integrations are available for CRMs (Salesforce, MSD 365, HubSpot, SAP, Oracle, SugarCRM, and Pega), SEPs (Outreach, Salesloft, Groove, XANT/InsideSales, YesWare, MixMax), and ABX Platforms (Demandbase).
SNAP integrations do not share data, but they support profile viewing and limited Sales Navigator functionality. For example, the HubSpot connector provides sales reps with profile viewing, InMails, Icebreakers, Introduction Requests, Related Leads for companies and contacts, and Connections.
The Advanced edition helps teams “forge deeper relationships through real-time sales intelligence and seamless collaboration,” said Desjardins. “Advanced is the best Sales Navigator for businesses if you’re not integrating with CRM.”
The Advanced Plus edition adds full CRM functionality, including
Auto-saving Sales Navigator Leads and Accounts from CRM
CRM information in Lists such as Opportunities and past customers who have moved to new companies
CRM-powered Lead Recommendations
The ability to include or exclude matched CRM leads in Sales Navigator searches
Create CRM Leads and Contacts directly from Sales Navigator. These are limited information records (e.g., Company Name, Contact First and Last Names, and Title) as LinkedIn does not share member data. Contact and Lead Creation also upload fields entered by reps such as email, phone number, and opportunity role.
The Data Validation flag warns users when a contact is no longer at a company listed in the CRM. If the company differs between LinkedIn and the CRM, a “Not at Company Flag” is written to the CRM. The flag is displayed to the rep and available as a trigger for contact clean-ups and removal from marketing campaigns.
With the Advanced Plus edition, users will be able to “surface actionable intelligence on your books of business, improve productivity by automating key processes, and leverage data to update stale information and make better decisions,” said Desjardins.
At renewal, customers will be offered one of five customer service packages that are “set by the size and scope of your program.”
“We know that onboarding is a critical stage for customer success, so we’re investing in hands-on, human-led onboarding for new customers and existing customers when they grow by a significant amount to accelerate their time-to-value,” stated a LinkedIn FAQ on the new service plans. “Our customers have different needs and expectations for training, so we’ve invested in world-class resources: on-demand training for all customers at every stage of the customer journey in seven languages. Training is created and led by specialists who are experts in best practices and our product.”
Programs with a minimum of 50 licenses will have a Customer Success Manager that supports periodic Program Health Checks, a tailored Customer Success Plan, Strategic Value Reviews, and ongoing Success Coaching.
Keeping on the gifting theme, Boston-based Alyce announced a partnership with Salesloft to support “smart gifting” on the Salesloft Sales Engagement Platform. The partnership lets sales and marketing teams natively send gifts through Salesloft.
Alyce appears within the Salesloft People page side panel, where reps can select a gift and personalize the message. Gifting options include physical gifts, gift cards, subscriptions, branded swag, on-demand services (e.g., in-home massage, portrait session), experiences (e.g., walking tours, helicopter rides), and donations. Alyce’s AI suggests three gift choices, but reps can select other choices from the marketplace.
“Actionable insights, seamlessly integrated together can help your sales team say the right thing, to the right person, at the right time with the right gift to drive action that’ll ensure your team hits your targets month after month,” wrote Alyce.
A gifting history provides details on which gifts have been received and how the prospect engaged with the gift, helping revenue teams “optimize follow-up to drive greater impact.”
Alyce employs AI to assist with gift selection from its curated global marketplace. Alyce recipients are sent a physical or digital notification of a gift, which they can choose to accept, exchange, donate, or decline.
“Our partnership with Salesloft is such a natural match. We are both committed to enabling revenue teams to build strong relationships and improve business results with the help of smart technology. At Alyce, we are thrilled that our integration with Salesloft is giving marketing and sales teams new gifting superpowers right in their workflow that will allow them to deliver meaningful moments, increase revenue, and create greater impact.”
Alyce CEO Greg Segall
In a case study, Salesloft enjoyed a 50% increase in alignment between BDRs and strategic marketing with Alyce and drove a 9% increase in meeting attendance. Furthermore, twenty percent of gifts sent resulted in new opportunities.
“Through the platform, we have uncovered an increase in the sales team’s ability to sell to our target personas,” stated Nabiha Balala, Senior Manager of Enterprise Marketing at Salesloft. “Alyce has been such a game-changer. It’s organically become part of our everyday sales process.”
Alyce’s physical gifting is currently limited to the US and Canada. However, gift cards may be sent to the US, Canada, Britain, and Ireland.
Alyce raised a $30 million Series B in April.
I’ve been running a series on Offline Marketing Automation (E-Gifting and Event Marketing) this week: My other posts:
Offline Marketing Automation Platform Postal.io closed on a $22 million Series B led by OMERS Ventures, with current investor Mayfield Fund also joining the round. The series raised total funding to $31 million.
The funds will be directed toward growing the Postal.io team, ongoing product development, and international expansion. The firm is looking to address the lack of tracking, attribution, automation, and scale in the $120 billion market for direct mail, personalized incentives, branded swag, and corporate gifting.
Postal offers an “expansive marketplace featuring high-end, locally curated items from specialized vendors” that foster “meaningful experiences to drive better engagement with prospects, increase conversion rates, and boost employee engagement.”
“Teams that were once manually sending offline touchpoints are now able to efficiently automate and track direct mail, branded company swag, personalized gifts, and virtual events at scale. We help companies leverage this proven channel with a frictionless, team-agnostic platform. Companies are using Postal.io across their organization to deliver more meaningful, impactful, and delightful experiences.”
Postal.io CEO Erik Kostelnik
Events began as mostly marketing activities, but with so many employees working from home, roughly half of their events are employee team-building activities or celebrations. Postal claims an average attendance rate of 90% for its events.
Postal offers a concierge team that operates as an “extension of your marketing team.” Postal Concierge assists with managing “curated, branded, specialty items, and experiences that are guaranteed to surprise and delight your prospects and clients.” The Concierge team also assists with event customization and talent booking.
Another feature is collections. Instead of picking a single item, the rep sends a link to an array of themed items, allowing the user to choose from the collection. Thus, a drink collection would include coffee, tea, and cocoa options. Likewise, a cocktail-making event would offer a mocktail option.
Part II continues with a discussion of the Postal Marketplace and integrations.