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Absolute Engagement Launches Engagement Technology to Transform Relationships with Prospects and Clients, Drive Better Decision-Making

STS News Desk
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Absolute Engagement Launches Engagement Technology to Transform Relationships with Prospects and Clients, Drive Better Decision-Making

Powered by decades of insights from financial advisors, Julie Littlechild launches the Absolute Engagement Engine, a fintech solution that drives personalized engagement at scale

Absolute Engagement, a firm transforming the way advisors engage with clients and prospects, has launched the Absolute Engagement Engine, a quantum leap forward in empowering financial advisors to deliver an efficient and deeply engaging prospect and client experience.

In order to drive engagement, advisors must go beyond meeting service expectations to co-create an experience that is responsive to the true needs, feelings and unique challenges of each of their prospects and clients. Because these things are highly personal, are often fluid, and can differ within a couple or family, responding in real time is incredibly challenging. The Engagement Engine reveals those true needs and enables advisors to respond by triggering the right action at the right time—automatically—effortlessly enhancing the experience in real time.

The Engagement Engine technology is rooted in a “reveal-and-respond” framework developed by Julie Littlechild, founder and CEO, and the team at Absolute Engagement. Building on Absolute Engagement’s deep experience developing thoughtful, one-to-many surveys that capture sentiment and needs at a given moment in time, the Engagement Engine allows advisors to capture one-to-one input at each stage of the client journey in real time. The core features of the Engagement Engine not only reveal the perceptions, preferences and expectations of prospects and clients, but goes deeper to reveal their needs, feelings and priorities.

The data captured by the Engagement Engine is transformed into actionable insights that not only allows advisors and leadership teams to measure and enhance the client experience and optimize service and growth plans, but to do something completely new.

  • Real time input can now be used to drive meaningful interactions with leads, prospects, new clients and existing clients.
  • Real time insights are generated as advisors learn more about their prospects and clients across the journey and over time.
  • Real time actions are triggered by integrating that data into existing workflows.

“After working with thousands of advisors and conducting ongoing investor research, we identified a clear gap,” said Littlechild. “While advisors could use traditional surveys to capture high-level feedback at a point in time, it was difficult to uncover the real-time, one-to-one input that would drive authentic engagement. The Engagement Engine makes that possible, automatically revealing what’s in the hearts and minds of prospects and clients to automatically trigger the appropriate actions in real time.”

Read More: SalesTechStar Interview with Monica Eaton, Founder of Chargebacks911 & Fi911

Matt Brinker, managing partner at Merchant Investment Management and Absolute Engagement’s newest Advisory Board member, said: “Based on decades of experience and troves of data, Julie and her team have created something new, a client input flywheel that finally works for advisors, and their clients, to make one of the most valuable relationships in a person’s life even more valuable.”

Read More: ICM in recessionary times

Joe Martin, chief client experience officer at Summitry, a Bay Area RIA overseeing more than $2 billion in AUM, added, “We have worked with the team at Absolute Engagement for many years to capture insights that inform our client experience. What we were missing was a way to use client input in real time to transform our client review process. The Engagement Engine allows our advisors to prepare for reviews more efficiently, supports strategic decision-making at the leadership level, and drives deeper engagement and referrals.”

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

6sense Spotlights BDRs Globally During 4th Annual BDR Appreciation Week

STS News Desk
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6sense Spotlights BDRs Globally During 4th Annual BDR Appreciation Week

2023 State of the BDR survey reveals higher expectations for early-career sales professionals

6sense, the leading platform to revolutionize the way B2B organizations create, manage, and convert pipeline to revenue, released results of the 6sense 2023 State of the BDR survey. Results found that 80% of Business Development Representatives (BDRs) are still achieving their sales quotas even though job conditions are harder. The findings are a part of 6sense’s fourth annual BDR Appreciation Week, March 20-24, 2023, to celebrate the role of BDRs in recognition of their undeniable grit and perseverance.

“Responses from our BDR research emphasizes the need for sales leaders to re-evaluate their strategies and ensure that they are providing their sellers with the necessary resources and tools to succeed in their roles”

2023 State of the BDR Survey Results

In its third annual survey, 6sense Research also asked BDRs about their role, job performance, and how supported they felt in their roles. BDRs have maintained their performance levels from the previous year, with an average quota achievement of 80%. The results of the survey found that the role of a BDR is becoming increasingly difficult, with 46% of respondents reporting that securing meetings in their prospect accounts is more challenging than it was last year.

Read More: VMware Selects Renewtrak For Global Customer Retention And Growth

Additionally, 41% of BDRs are finding it harder to meet their sales targets than in the past, which could indicate a growing need for effective prospecting strategies and tools. Despite the challenges, BDRs are still required to meet or exceed their quotas, with 62% reporting that their sales targets have remained unchanged from the previous year, while 30% have indicated that their targets have increased.

“Responses from our BDR research emphasizes the need for sales leaders to re-evaluate their strategies and ensure that they are providing their sellers with the necessary resources and tools to succeed in their roles,” said Latane Conant, CMO at 6sense. “We recently launched 6sense Revenue AI for Sales to equip BDRs with a single platform for intelligence on their accounts and buying teams so they can light up the Dark Funnel, prioritize the best opportunities, and boost productivity. When BDRs spend less time researching they can invest more time engaging people who are likely to not just accept the call, but are happy to receive it.”

Results of the survey show that BDRs’ who feel supported, outperform their less-supported peers. In this year’s results, those who feel supported earned more quota than those who do not by 9%. This year, 64% of BDRs reported feeling supported, down 12% from just a year ago. Lower support scores can lead to weaker performance and higher attrition going forward.

To help them feel more supported in their jobs and improve productivity, BDRs cited better contact and intent data as the top two tools, according to survey results. Specifically, 48% of BDRs mentioned that access to better contact data and 46% stated that access to more intent data would significantly enhance their outreach efforts. While other tools like training, engagement tools, and account data were also mentioned, they ranked lower in importance.

Read More: SalesTechStar Interview with David von Rothenburg, VP Sales and Alliances at Pitcher

Elevating BDRs

BDR Appreciation Week includes professional development and training opportunities to help eager sales representatives advance in their careers, along with some competition and fun. Events include:

  • Morgan Ingram, a prominent Strategy & Creative Adviser, will host a live-streamed Q&A panel on March 23, 2023.
  • The winners of a pitch-off contest between BDRs showcasing their abilities to sell their goods will be announced at the World’s Best BDR contest on March 24.
  • BDR Block is a new space in the 6sense RevCity community for BDRs and their leaders to network, ask questions, access and share resources, and more.
  • The Pledge invites sales leaders to make a commitment to empowering BDRs with the right tactics, resources, and technologies to succeed.
  • I Love BDRs Storefront offers exclusive BDR Appreciation apparel and accessories to show your support for BDRs.

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

Constant Contact’s Small Business Now Report Finds Americans Are Ready To Turn Recession Into Opportunity

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Constant Contact’s Small Business Now Report Finds Americans Are Ready To Turn Recession Into Opportunity

New research reveals motivators and challenges for future business owners

Constant Contact, a customer-focused digital marketing and CRM platform used by millions of small businesses and nonprofits, released Small Business Now: A 2023 Recession Forecast, which explores how Americans feel about starting new businesses during a potential economic downturn. The findings from Constant Contact’s report indicate that a recession could catalyze a new era of entrepreneurship.

When asked how they would respond if a recession impacted their jobs this year, one in three (30 percent) American workers said they would actively seek to supplement their income by starting a side hustle while maintaining their current job. Further illustrating their confidence in entrepreneurship as a career path, almost half (45 percent) of employed Americans would pursue becoming a small business owner, or recommend that path to someone else.

“It’s often assumed that recessions are inopportune times to launch a business, but historical data shows us that downturns frequently lead to a spike in new business applications,” said Laura Goldberg, chief marketing officer at Constant Contact. “The findings from our report prove that Americans are excited about small business ownership, regardless of economic conditions. They are actively looking for opportunities to scale up their side hustles and passion projects this year, and they are highly motivated to succeed. As champions of small businesses, we will continue to support their journey by delivering the tools and support needed to help them launch their new venture, grow a customer base and market themselves online.”

Read More: Why Customer Success Is a Revenue Driver—and How to Drive More of It

Americans are ready to turn a recession into an opportunity

A sizable number of employed Americans are ready to become entrepreneurs if a recession impacts their current jobs. This implies a new level of confidence in new small business ownership and side hustles as a viable career path.

  • If a recession impacts their career, 30 percent of employed Americans would start a side hustle to make more money, while maintaining their current job.
  • Of employed Americans who would feel comfortable starting a business or side hustle, 45 percent said they would feel comfortable doing so with $10,000 or less in their savings, and 22 percent felt they wouldn’t need more than $2,000.
  • Nearly half (45 percent) would pursue becoming a small business owner, or recommend that path to someone else, and 42 percent said the same thing about being a freelance worker.

The economy is a factor, but acquiring customers is another big challenge

Despite feeling prepared to start a side hustle or small business this year, rookie business owners and novice side hustlers acknowledge that a rocky economy makes it more difficult. However, they expect to need the most support with marketing their business and keeping customers engaged.

  • Thirty-five percent of employed Americans that would need help starting their own business or side hustle cited marketing, customer acquisition, and building a website or ecommerce store as the most pressing areas where they would need support.
  • Over one quarter (27 percent) of employed Americans with something preventing them from starting their own business or side hustle in 2023 said startup costs would be the biggest barrier standing in their way, and 21 percent felt there is too much risk in today’s financial climate.

A DIY mentality built on flexibility is fueling business owners

Constant Contact’s findings reveal that future entrepreneurs possess a strong “do-it-yourself” mindset, and they are motivated to achieve more than just a better work-life balance. They see an opportunity to spark a career by monetizing their hobbies, and they are willing to self-educate to be successful.

  • The primary reason employed Americans would consider starting their own business or side hustle is because they think they can monetize a current hobby or skill for extra money.
  • When asked about which steps they would take to be successful in starting their own business or side hustle, the top answer (42 percent) was that they’d look for free lessons, video tutorials, and other resources.
  • Only 16 percent said they would go back to school to learn how to run a business.

Read More: SalesTech Interview with Irina Soriano, VP of Enablement at Seismic

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

GROW with SAP Brings Proven Cloud ERP Benefits to Midsize Customers

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GROW with SAP Brings Proven Cloud ERP Benefits to Midsize Customers

SAP SE announced GROW with SAP, a new offering to help midsize customers adopt cloud ERP that enables speed, predictability and continuous innovation. GROW with SAP customers get the same best practices powering the world’s industry leaders, while benefiting from rapid deployment and frictionless updates.

“SAP’s ERP offering has long enabled end-to-end transparency across the business for the world’s leading companies. With GROW with SAP, we’re taking this to the next level for midsize companies, with a tailored offering that helps them grow their business,” said Christian Klein, CEO and Member of the Executive Board of SAP SE. “GROW with SAP provides the agility and innovation midsize companies need not just today, but for their success in years to come.”

Read More: Gong Recognizes Ten Companies Driving Efficient Growth With Revenue Intelligence

For 50 years, SAP has been working hand in hand with customers across every industry and using this expertise to benchmark and define best-in-class, industry-specific processes. GROW with SAP provides these preconfigured best practices that midsize companies can immediately adopt. Embedded AI and automation capabilities mean customers see rapid results. The GROW with SAP offering also brings together SAP S/4HANA Cloud, public edition, with accelerated adoption services, a global community of experts and free learning resources, helping customers go live in as little as four weeks.

GROW with SAP also includes SAP Business Technology Platform, so customers can define their own processes in a cloud-native way using SAP Build. With SAP Build solutions, business users can create enterprise apps, automate processes, and design business sites without writing code, an important asset for those closest to the business who can create the solutions they need.

“When we develop a new product and we have it on SAP S/4HANA Cloud, public edition, with one push of the button, everyone sees the exact same prices, the localized naming, product data, sales for today and the expected sales next week. SAP S/4HANA Cloud, public edition, helps us get a complete picture of the stock, capacity and the delivery times, ensuring a more efficient business for RIHO and a better experience for our customers all over the world,” said Guy Claesen, CEO of RIHO.

Read More: SalesTechStar Interview with Jonathan Lister, COO at Vidyard

IDC research shows that many midsize businesses find themselves growing rapidly and need their technology to grow with their business as they encounter the same issues related to global complexity as larger enterprise businesses.

“With GROW with SAP, SAP recognized they need to better fit the business and technology requirements of midsize companies looking for a cloud ERP solution,” IDC enterprise software group vice president Mickey North Rizza said. “This offering reengages the market with a refreshingly new opportunity to unlock the proven strength of SAP’s longtime understanding and leadership in the ERP space in the cloud.”

SAP’s global partner ecosystem will also engage with customers around GROW with SAP. Customers can have confidence with a trained set of skilled partners to support their needs.

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

3CLogic CTI and Contact Center Solution Now Available on SAP Store

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3CLogic CTI and Contact Center Solution Now Available on SAP Store

By integrating with SAP CRM Sales and SAP CRM Service Manager, the solution delivers rich cloud contact center capabilities designed to enhance customer engagements while optimizing business workflows and operations

3CLogic today announced that its CTI and Contact Center solution is now available on SAP® Store, the online marketplace for SAP and partner offerings. The solution, which integrates with SAP CRM Sales and SAP CRM Service Manager, helps enable intelligent and catered voice or SMS experiences designed to optimize self-service or live customer engagements while reducing operational expenses.

“Enterprise organizations are hyper-focused on doing more with less when assessing the portfolio of technologies and tools they use every day to serve end-customers,” explains Guillaume Seynhaeve, VP of Alliances at 3CLogic. “Our contact center solution is designed to leverage data and workflows from SAP solutions without introducing any competing or overlapping capabilities. It’s truly a better-together approach and we are excited to have it available on SAP Store.”

Read More: DocuSign Announces CFO Transition Plan

As part of the offering, 3CLogic will make available its various deployment options (Connect, Hybrid Cloud, and Enterprise Cloud), which allow customers to leverage existing on-premise legacy environments (ie: Cisco, Avaya, etc.) or transition to its globally available cloud infrastructure built on Amazon Web Services (AWS). Among the integrated capabilities included:

  • Embedded Computer Telephony Integration (CTI)
  • Voice self-service and task automation for SAP solutions
  • Intelligent live agent call routing and screen-pops for SAP solutions
  • Integrated SMS for SAP solutions
  • Real-time and historical analytical insights

Read More: SalesTechStar Interview with David von Rothenburg, VP Sales and Alliances at Pitcher

The 3CLogic solution is available on SAP Store. SAP Store, found at store.sap.com, delivers a simplified and connected digital customer experience for finding, trying, buying and renewing more than 2,300 solutions from SAP and its partners. There, customers can find the SAP solutions and SAP-validated solutions they need to grow their business. And for each purchase made through SAP Store, SAP will plant a tree.

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

SalesTechStar Interview with Ryan Neu, co-founder and CEO at Vendr

Paroma Sen
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SalesTechStar Interview with Ryan Neu, co-founder and CEO at Vendr

Ryan Neu, co-founder and CEO at Vendr discusses how modern day sellers can build frictionless buying experiences that boost customer outcomes:

________

 

Welcome to this SalesTechStar chat Ryan, tell us more about Vendr and what inspired the platform?

I’m a salesperson by trade and by heart. Over the course of the decade, I kept coming back to a nagging question: Why is it so hard to sell a great product? Nearly five years ago, I founded Vendr, a platform that removes friction from the process of buying and selling software.

Today, Vendr is one of the world’s largest software purchasers, and we have the deepest SaaS dataset in the world. We use that data to drive fair results. By providing visibility into unbiased SaaS data, we’re creating a fair sales environment, where buyers are guaranteed a fair price and in return sellers are closing more deals with high-intent buyers.

Read More: SalesTech Interview with Irina Soriano, VP of Enablement at Seismic

How has the platform evolved over the years?

Vendr has gone through immense growth and evolution since its founding in 2018. In early 2022, Vendr acquired Blissfully – a startup that builds SaaS management tooling – to complete the SaaS buying cycle.  In June 2022, Vendr announced $150 million in Series B funding, which has accelerated platform development, helping organizations cut costs, manage their second-highest expense (software) and reduce risk in light of the economic downturn. Following funding, the company launched Vendr 2.0, equipping customers with unprecedented visibility into which software their teams are buying and using — all in one central location.

More recently, Vendr launched Explore, a dynamic catalog of the entire software ecosystem built to help companies make faster, more informed SaaS purchasing decisions – backed by rich data from having processed billions of dollars in spend across tens of thousands of transactions and thousands of suppliers. The tool gives teams access to real-time market insights that help them analyze what other companies are buying, break down compliance details, and uncover pricing trends so negotiations are fair for buyers and sellers alike.

Can you take us through some of the top challenges today’s modern day SaaS sellers face when trying to pitch their product and a few top of mind solutions you have in mind to address this?

Many of today’s sales teams are seeing sales cycles that are 60 days or longer and have an average close rate of only 20%. In some instances, the process of buying software can be longer and more complicated than buying a home, which simply doesn’t make sense.

Additionally, it’s estimated that only 3% of buyers truly trust the salespeople they’re working with (for reference, this number is just a hair above lobbyists and politicians). In today’s economic climate, buyers are more wary than ever when it comes to making big purchases. When buyers approach a sales conversation, it all too often starts with distrust – surrounding a lack of understanding whether a product is the right fit, if they’re getting a fair price, etc. This is why providing comprehensive data is important.

Providing buyers with the data necessary to understand the software marketplace – and to do so as it relates to their industry – is enabling more fair and streamlined sales processes. In the end, a winning sales pitch comes down to trust and transparency.

What are the often-missed factors that drive purchase decisions in the B2B tech market (besides the usual factors) that sellers know about, that you feel is important for B2B sales teams to pay attention to?

In today’s macroeconomic climate there are plenty of factors that could contribute to purchase decisions in the B2B tech market. Lack of communication and misalignment between decision makers throughout the software procurement process can often lead to a halt in purchase; it can be challenging to determine which tools are mission critical vs. ‘nice-to-haves’ and to get key stakeholders on board accordingly. Timing can also be everything: overruns on procurement processes have significant direct and collateral costs. They can also put teams between a rock and a hard place, forcing uninformed decisions to be made simply because someone is up against a deadline.

As budgets are increasingly being put under a microscope, removing friction from the sales process becomes even more critical. Historically, buyers lack the data they need to understand if they’re getting the right tool at a fair price, and sellers waste cycles with uninformed buyers –– spending countless hours going back-and-forth on negotiation, contract red-lining, and the like.

These pain points can be major deterrents when it comes to making a final purchase decision.

Vendr is on mission to create a transparent and frictionless buying and selling experience, alleviating the friction that is all too often part of the sales process. The result is winning outcomes for both sides—fair pricing, faster purchase cycles, and fewer wasted resources.

How can B2B sales teams today create better buying influences for their products without sounding too salesy?   

At the end of the day, the winning sales formula is simple: trust, fairness, and speed. The future of sales is fast, fair, and powered by trust and data. Through access to unbiased data, Vendr is working to create a clear path for buyers and sellers.

Can you highlight more about the future of B2B SaaS Sales and salestech and how you feel this market is set to look like over the next few years?

The future of SaaS sales and sales tech should look like this: frictionless procurement processes and a level playing field for sales teams and buyers alike. Vendr is working to make that happen. With our recent launch of Explore, the future of SaaS sales is becoming more transparent, giving a new alternative to traditionally opaque SaaS pricing and process, and providing buyers with dynamic data upfront, vs. the dreaded “contact sales” button. By streamlining the sales process, buyers will be able to purchase with confidence –– know that they’re investing in the right SaaS solution for their team and ensure they’ve gotten a fair price, benchmarked against similar purchases. This is the future of SaaS sales.

Read More: Why Customer Success Is a Revenue Driver—and How to Drive More of It

About Vendr

 

Vendr | Vendr Logo

 

Vendr is changing how companies find, buy and manage SaaS. The first of its kind, Vendr’s SaaS buying platform offers both a product and people-powered service to enable the world’s fastest-growing companies to purchase software quickly and with guaranteed savings. Today, Vendr has facilitated billions in SaaS purchases across thousands of suppliers for Finance and Procurement teams at HubSpot, Brex, Canva, Toast, and more. Headquartered in Boston with a second location in Charleston, Vendr was founded in 2019 by Ryan Neu and co-founders Ariel Diaz and Aaron White, who joined the team through the acquisition of Blissfully in 2022.

About Ryan

Ryan Neu leads a 350+ person team building the buy button for SaaS. Before founding Vendr, Ryan was a B2B SaaS sales leader at both InVision and HubSpot. With long sales cycles and low close rates — Ryan never understood why it was so hard to sell a great product. Ryan has always been a software salesperson, stuck in the shoes of an accountant. After three years at KPMG, he decided to pursue his true passion: software sales. He received his M.S. in Accounting from Boston College and his B.S. in Accounting from College of Charleston.

Missed The Latest Episode of The SalesStar Podcast? Have a quick listen here!

Episode 157: Inventory Optimization and Its Impact on Supply Chains with Richard Lebovitz, President and CEO, LeanDNA

 

Episode 156: Purpose-led Advertising Fundamentals with Julia Hitchman, Chief Commercial Officer at Good-Loop

Episode 155: How Employee Recognition Programs Can Keep Salespeople on Their Toes: with Kevin Yip, Co-founder and President of Blueboard

 

 

 

5 Ways Data-Driven BDR Leaders Motivate Their Teams

Mona Akmal
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5 Ways Data-Driven BDR Leaders Motivate Their Teams

Business development reps (BDRs) face more challenges today than ever before, with high meetings-booked goals and many prospects not in the position to make purchases. When getting a “yes” can seem like an impossible goal, working within unambiguous, proven methods of success is critical. While you no doubt use data already, these methods are different in their intention. Rather than representing what’s happening on a given day, they’re designed to combine the intelligence from your historical data with the actions your team does every day, making your team more efficient and successful. These methods are what set data-driven BDR leaders apart from the pack.

5 ways to coach BDR teams with data

1. Take cues from your top performer

On your team, at least one person excels at hitting goals efficiently. Everyone else on the team should learn from what they do. Data-driven BDR leaders share weekly reports of that person’s activities by number, type, and cadence. Beyond what they actually do, the team should look at the actual messages they send and listen to recorded cold calls. Perhaps even more than tips about what that top performer thinks is working, this practice helps others learn from their actual methods. This practice helps the team internalize best practices and it fosters healthy competition. Who’s on top will change week to week, giving the team opportunities to continually learn from one another.

2. Use historical data to set activity targets

Data-driven leaders always connect the things their team is expected to do with things that have actually worked in the past. Do you keep efficiency metrics? For example, have you looked at the number of phone calls it typically takes to book one meeting with an enterprise account in the software industry? Once you have those metrics based on the past six months, turn them into activity targets for the current month. The big benefit here is the stress reduction that comes with working toward targets rooted in success that, when followed, result in reaching goals more predictably.

3. Create ICP and multithreading scores

Particularly when meetings aren’t generating sales qualified opportunities, data-based guidance on the accounts to prospect and the contacts to engage with help BDRs use their time wisely. To provide that guidance, data-driven leaders use ideal customer profile (ICP) and multithreading scores.

An ICP score validates that a rep is engaging the right companies. Set it up by assigning points against your ICP criteria – if your desired industry is software, weigh it high and assign it 10 points. Weigh undesirable industries low and assign them 1 or 2 points. Total the numbers and assign scores based on ranges (0-5 = 1 star, 5-10 = 2 stars).

A multithreading score looks at the optimal number of contacts a BDR should engage per account type, ideally against a list of desired titles. Just like you used historical success to set activity targets, use it to find the target number of contacts. Then score accounts against the target.

These scores offer both a way to stay on track and a way to dig in when goals aren’t being met. If you can easily see that ICP and multithreading were on point, you know to look elsewhere for the cause.

Read More: SalesTech Interview with Irina Soriano, VP of Enablement at Seismic

4. Use data to drive weekly 1:1s

Good BDR managers excel at the kind of coaching only humans can do, like helping BDRs craft creative outreach or role playing various cold call scenarios. When you add data-driven coaching, you’ll see more gains in rep performance that mean you’ll spend less of your 1:1 time managing inputs. Start your sessions with each team member by looking at how they’re tracking toward goals, specifically calling out their activity targets and efficiency. This is a great time to check in on ICP and multithreading scores as well. Pairing qualitative feedback with quantitative shows your team that you’re deeply invested in helping them succeed and the ritual helps new team members ramp faster.

5. Build cross-team visibility

It’s time for sales, marketing, and customer success teams to stop operating in silos. Customer-centric revenue organizations need to understand and track the entire journey from top-of funnel through renewal. Data-driven coaches advocate for connected data across teams and systems. With all touchpoints in one system, they set up functionality that automatically shares information. For example, a BDR gets an alert when one of their contacts signs up for  a webinar. Achieving cross-team visibility is worth your effort because it has a direct effect on your team working more efficiently and leads to a better customer experience, bolstering revenue protection efforts.

Data-driven coaching in action

Incorporating these data-driven methods will ultimately help your team be more productive, efficient, and effective. When you’re confident about what the team should do every day to reach goals based on their recent success, you free up more of your time to coach how they do it rather than managing their tasks. The team will be more confident, too, knowing that their targets are unambiguously derived from what works.

Read More: Why Customer Success Is a Revenue Driver—and How to Drive More of It

 

Bankful Announces In-Cart Integration on Shopify and Reduces Abandonment for Merchants

STS News Desk
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Bankful Announces In-Cart Integration on Shopify and Reduces Abandonment for Merchants

Bankful Intelligent Payment Routing

With many economists predicting a 2023 recession, Bankful has set its focus on helping merchants reduce cart abandonment to optimize conversation.

With Bankful’s simplified Shopify Native integration, customers can enjoy a seamless checkout experience with simple and fast one-click checkout. The smooth checkout process is expected to help merchants increase conversions and boost revenue, helping transform more browsers into buyers.

Bankful’s one-click integration always displays accurate stock levels, streamlining the inventory management process and enhancing the overall checkout experience for customers. This feature will eliminate inventory lag and ensure that customers have a smooth experience throughout the entire shopping process.

Read More: 4 Strategies to Increase Video Messaging During the Sales Process

Bankful CMO, Marcela DeVivo, says “after all a penny saved is a penny earned and we’re talking a lot of pennies.” Not only does this technology create a faster and more secure checkout process, but it also provides valuable insights into consumer behaviors

Bankful CMO, Marcela DeVivo, says “after all a penny saved is a penny earned and we’re talking a lot of pennies.” Not only does this technology create a faster and more secure checkout process, but it also provides valuable insights into consumer behaviors.”

Bankful’s Shopify Native integration is now available for all Bankful merchants. To get started, merchants can create an account or get in touch with Bankful to learn more about how the platform can help them achieve their eCommerce goals.

If you’re a Shopify merchant looking for a simpler and more efficient checkout process, now’s the time to explore Bankful’s new integration.

Read More: SalesTech Interview with Irina Soriano, VP of Enablement at Seismic

Write in to psen@itechseries.com to learn more about our exclusive editorial packages and programs.

Peak Technologies Introduces Supply Chain AI and Image Recognition Analytics Platform for High-Volume Logistics

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Peak Technologies Introduces Supply Chain AI and Image Recognition Analytics Platform for High-Volume Logistics

Peak-Ryzex Announces Company Name Change To Peak Technologies

Peak Analytics, a no-code, plug-and-play system that enables complete supply chain visibility across the entire distribution lifecycle, will be demonstrated at ProMat 2023

Peak Technologies, a provider of digital supply chain and mobile workforce solutions, introduces Peak Analytics, a powerful supply chain AI and image recognition solution for high-volume logistics. Peak will conduct live demos of the solution at ProMat 2023 (booth S459).

“The modular design of Peak Analytics leverages the scanning data captured in package tunnels into powerful tools that retail, shipping and logistics operations can use to improve the performance of multiple areas of their business,” said Tony Rivers, president and CEO, Peak Technologies.

Peak Analytics will give users the actionable intelligence they need to solve key business challenges, such as:

  • Real-time monitoring of every package, sorting non-stop
  • Automated identification of problematic packages, reducing returns and chargebacks
  • Equipment health and performance monitoring to ensure maximum efficiency

Currently deployed in over 1,800 tunnels and 200 buildings nationally, Peak Analytics – formerly known as Siena Analytics – gives logistics operations the ability to capture key information about package quality by harnessing the power of image recognition and AI. By utilizing sensors placed at the edge within warehouses, Peak Analytics delivers real-time data about the condition of every package, allowing companies to identify problem inventory at the source.

Peak Analytics is a vendor-agnostic, no-code AI solution for retail, shipping and logistics that captures real-time data as packages move through scanning tunnels, immediately identifying common vendor compliance problems such as missing barcodes or misprinted labels. It lets users browse a searchable database of package images and dimensions, build sophisticated actionable dashboards for use on the distribution center floor, and run in-depth, usable analytics at the package, tunnel, facility and/or enterprise level.

Read More: SalesTechStar Interview with Jonathan Lister, COO at Vidyard

“The modular design of Peak Analytics leverages the scanning data captured in package tunnels into powerful tools that retail, shipping and logistics operations can use to improve the performance of multiple areas of their business,” said Tony Rivers, president and CEO, Peak Technologies.

The Peak Analytics solution is a modular platform consisting of three insight components:

Tunnel Insights: The core Peak Analytics product, Tunnel Insights captures images, dimensions and barcode data for every package scanned, generating live feeds in both TunnelView and equipment-specific dashboards. This allows companies to diagnose maintenance and package issues quicker to maximize equipment uptime.

As packages move through the tunnel, Package Intelligence populates the system data table with six-sided images, barcode IDs and dimensions. On-site users can see which camera successfully decoded the barcode. Dashboards display read rates for each camera in the tunnel to ensure equipment is working properly.

Tunnel Insights automatically shares all its data with the Facility Insights and Learning Insights modules. It also provides a powerful resource to rapidly identify and diagnose maintenance and package issues, identify and resolve no-reads, monitor sensor performance and help maximize equipment uptime.

Facility Insights: From a single tunnel to an entire facility – or across the enterprise – logistics operations use the data captured by Tunnel Insights to generate customizable AI reports with Facility Insights for real-time analytics into the performance of their scanning system. The solution allows companies to identify systemic issues for supply chain planning to maintain operations.

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Customizable AI functionality takes the millions of tunnel images captured every day and uses them to create reports, dashboards and alerts that provide the Package Intelligence needed to better manage and optimize sorting and shipping operations.

Up to 50 million scan events per day can become more than 50 million AI inferences about the performance and recommended improvements needed in shipping operations. This gives operations the ability to identify systemic issues for supply chain planning, apply rich analytics to detect sorting operations bottlenecks and improve capacity utilization by comparing dimension measurements against vendor manifests.

Learning Insights: This component leverages the full power of AI to create, deploy and run models that enable logistics operations to automatically detect and classify problem packages before they become costly issues. It identifies the reasons for no-reads: torn or split bars, labels obscured by straps, poorly-printed labels or cameras improperly focused.

Learning Insights is the only end-to-end, no-code solution for training and deploying AI models unique to each company’s supply chain. It applies sophisticated algorithms to business logic based on specific, custom business needs.

It provides solutions to persistent challenges, such as automatically detecting and classifying problem packages for action steps. Learning Insights also makes it easier to automate quality control and exception handling, more rapidly detect delivery and vendor issues, and analyze and compare patterns from dimension measurements against vendor manifests.

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