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Why Creating Buyer Personas is Helpful In Streamlining Sales Efforts

Buyer personas can help streamline sales efforts. But for it to work well, salespeople need to build the right buyer personas based on their company goals, products offered and target industry. Not everyone at a target account will match your target persona. For instance, the person or teams evaluating what salestech to adopt in a company would largely differ than the persona or decision maker who handles adoption of fintech products within the same company.

Not every product or service will resonate with everyone out there. Without a proper buyer persona and aligned marketing and sales effort when building this out, sales teams can end up using the wrong messaging and tactics when prospecting because they will be reaching out to the wrong audience.

A proper buyer persona helps align marketing and sales efforts because collaterals and outreach themes can be crafted to suit those specific target personas and their core pain points. For instance, what keeps marketers up at night is not the same for a sales person.

What is a Buyer Persona?

A buyer persona is a semi-fictional representation of the ideal customer based on market research and real data about existing customers. It helps sales teams understand the needs of the customer and what they are looking for based on their profile.

Having buyer personas helps sales teams understand the target customer’s needs better. Salespeople can create tailored messages for each persona, allowing them to connect more deeply with prospects. It also helps sales reps better understand the needs of their buyers and provide better customer service across the different buying stages.

How to Create Effective Buyer Personas

Creating effective buyer personas requires research and collaboration between sales and marketing teams. The process should begin with a deep dive into existing customer data. This data should include demographic information, such as age, gender, occupation, even location. It should also include customer behavior, such as purchasing patterns or past customer service interactions.

When building buyer personas, sales teams should start with the basics: age, gender, location, interests, and job title.

From there, they can get more specific and explore the customer’s needs, wants, challenges, and goals. It’s important to note that a buyer persona is not a one-size-fits-all representation of a potential customer.

Instead, it should be based on real data from existing customers and potential customers to some extent. The goal is to create a persona that accurately reflects needs and interests.

Once the data is gathered, the next step is to create a detailed profile of the customer. This persona-profile should include needs, wants, goals, challenges, and pain points. It should also include insights into how this type of profile makes decisions and their preferred communication channels. The last step is to create a customer journey map. This map should show the customer’s journey or behavior from awareness to decision. It should include touchpoints, such as advertisements, emails, website visits, and customer service interactions. The goal is to create a comprehensive view of the customer’s journey and how the sales team can best reach them eventually.

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How to Use Buyer Personas Effectively

Once the buyer persona is created, the next step is to use it in regular outreach. Sales teams should use the buyer persona to create targeted campaigns, content, including customer service strategies.

Buyer personas can also help sales teams create more deeply targeted campaigns. By creating campaigns tailored to the customer’s needs, sales teams can optimize their outreach and increase conversions. Finally, buyer personas can help sales teams create more effective content. Sales reps can create content that resonates with the customer’s needs and interests. This can help sales teams convert more leads into customers and increase sales.

By creating buyer personas based on customer data, sales teams can increase conversions 

The first step is to create targeted campaigns based on the built out buyer persona. This could be relevant emails, advertisements, and other materials that are tailored to the customer’s needs and interests.

This is what can fuel increased conversions and sales. The next step is to create content that resonates with the customer. Sales teams should create blog posts, videos, and other materials that address the customer’s challenges and pain points.

This will help sales teams build trust with the customer and create a long term connection with them.

Finally, sales teams should use the buyer persona to provide better customer service down the line.

Sales reps can use these personas to craft impactful tailored responses to inquiries and issues. This can increase customer loyalty over the years because it will give the customer the sense that the brand they are dealing with understands them, their challenges and goals.

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KnarrTek announces White Paper about causes of Inventory Errors in ERP Systems and How to Fix them

KnarrTek Logo

“Why is the Inventory in my ERP System Always Wrong?” – a White Paper by Peter and Eric Green

This white paper is intended for the CFOs, materials managers, and other senior managers in manufacturing plants, as well as in industrial distribution warehouses that do secondary operations such as repacking, kitting, assembly, and relabeling of products.

“Thank You, Thank You! I got my Christmas and New Year back to spend with my family. Using your BellHawk software, we completed taking our year end inventory in less than 8 hours instead of two weeks.”— Lisa Folger, Materials Manager, Paper Converting Manufacturer

For managers of manufacturing and industrial distribution organizations, a critical role for their ERP (Enterprise Resource Planning) systems is to track the quantity and value of the organization’s inventory.

This is required for accurate inventory reporting on the organization’s balance sheet but is also critical because it often forms the collateral for bank loans.

Accurate inventory is also essential when it forms the basis of inventory ordering, in response to pending customer orders, as well as deciding what to make and when.

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In this white paper the authors examine seven case-studies, in which they were personally involved, where inaccurate inventory counts and values negatively impacted operations.

The authors then identify eight common problem characteristics from these case studies:

1. Not having materials handlers enter changes to inventory, as it occurs, to avoid errors due to delayed data entry. Unfortunately, the data entry screens in most ERP systems are designed for office use and are not designed for real-time operational data entry by material handlers and production operators.

2. Using “Backflushing” to belatedly “withdraw” inventory from stock based on finished products rather than reducing inventory in real-time in the ERP system as inventory is withdrawn from stock, thus retaining an accurate inventory count.

3. Not tracking the value of raw materials as they are transformed into finished products. Solving this requires tracking the transfer of value from the raw materials, as they are consumed, into the value of work-in-process and then through further work-in-process operations into intermediate or finished products. This avoids the “black-hole” inventory cost problem as well as being able to accurately value work-in process inventory, for accounting purposes.

4. Not tracking received raw materials until they are “approved” such as through vendor invoice or through passing QC inspection.

5. Inability of their ERP system to be able to track materials with a common part number but with different dimensions, resulting in inability to track and reuse off-cuts.

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6. Not tracking scrap or wastage, resulting in inventory errors.

7. Not able to do inventory auditing without shutting down operations.

8. Inaccurate inventory due to delays in manually updating inventory in the ERP system.

In each case, the authors recommended using a separate real-time materials tracking system, as well as using container-based materials tracking methods.

Sometimes this advice was heeded, sometimes it was not.

The white paper concludes with the resultant outcomes in each case study (some good, some bad, some ugly).

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Introducing Viziv by Century, the Real-Time Global Supply Chain Optimization and Visibility Platform Designed to Unlock the True Potential of Its Customers’ Supply Chain Ecosystems

Century launches its new in-house curated Origin Cargo Management and PO Management platform at TPM23 to deliver an unprecedented digital experience, where customers can visualize their supply chain directly from the Company’s global operating system

Century, the tech-focused global logistics service provider announced today the launch of VIZIV, a groundbreaking supply chain optimization and real-time transportation visibility platform.

As experts in origin cargo management, Century Supply Chain Solutions is trusted by Fortune 100 companies, North American retailers, wholesalers, distributors, and manufacturers for its comprehensive supply chain visibility technology combined with expert partnership. In addition to origin cargo management through its global network (with recent expansion of owned offices in Asia), the company offers a wide range of supply chain solutions (destination warehousing & visibility, customs brokerage, NVOCC, trucking, etc.) and continues to evolve supply chain technology to help customers create an end-to-end optimized supply chain. VIZIV is Century’s proprietary supply chain operations and real-time transportation visibility platform for its customers.

“Century designed VIZIV in response to the changing supply chain environment,” said Mark Gorman, President & CEO of Century Supply Chain Solutions. “Pivoting to the demands of ever-changing situations required control and visibility beyond the industry norm. Powering trusted supply chains for the world’s leading companies is our vision. With the introduction of VIZIV, we will bring our customers an AI-powered supply chain optimization experience that keeps them a step ahead of their competition.”

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Redefined Visibility – Monitored, Measured, Multi-Source Real-Time Supply Chain Visibility Data for Reliability

The true potential of today’s supply chain can only be realized when technology and expertise meet. Visibility without human involvement is just like a ship without a captain. With the vision to provide its customers with reliable supply chain visibility data, Century introduced VIZIV’s groundbreaking “Human in the Loop” solution into its Machine Learning based event scoring engine.  Leveraging AI and Machine Learning, this solution helps validate  critical supply chain data to ensure Century’s customers only see reliable information empowering their decision making.

“Today’s customers are living in a world of information overload,” said Jim McCullen, CIO at Century Supply Chain Solutions. “VIZIV is a cloud-based supply chain optimization platform that empowers our customers with vetted milestone data so they have confidence in knowing where their freight is and when it will arrive, anywhere in the world.”

Customized Purchase Order Management is the Heart of Optimized Supply Chain Management

As highlighted in this year’s TPM Tech Panel “What’s Old is New Again: The Re-Emergence of PO Management,” where Jim McCullen was a panelist, PO Management forms the foundation of an optimized supply chain. The design of the VIZIV platform is built from this concept of the PO being at the core of any downstream planning. The platform systematically adapts the management of each customer’s POs based on their Standard Operating Procedures (SOP) to fit into their supply chain ecosystem. As Century’s global operating platform across 70+ countries as well as the customer’s direct portal to their supply chain with API-enabled connectivity, VIZIV provides trusted visibility from PO placement and vendor booking to carrier booking, vessel sailing, container location, transit time, freight costs, and US domestic last mile delivery.

Beyond Visibility – Intuitive User Interface with Industry-Leading Speed and Performance

The VIZIV interface is a refined adaptive and intuitive design combining aesthetics and performance. The interactive dashboards empower end users with the visualization of their entire supply chain layered with useful third-party information such as port statistics and other big data. The platform’s data architecture and development methodology are based on the latest from the company’s research & development team, guaranteeing fast load speeds and future scalability.

VIZIV is Century’s proprietary supply chain optimization platform available to the customers of the company’s origin cargo management and domestic distribution services.

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Logility Shines in Retail Technology according to the 2023 RIS Software LeaderBoard Report

Logility, Inc., a leader in supply chain planning solutions, was cited among the best providers in the 2023 RIS Software LeaderBoard. The technology partner trusted by brands including Ralph Lauren, Wrangler, Herbalife Nutrition, Jockey, Alo Yoga, Abercrombie & Fitch, Ashley Furniture and The Home Depot, was selected for its excellent customer satisfaction, innovation and performance.

“The challenges facing retailers continue to be unrelenting, now more than ever, retailers need true technology partners to help them remain profitable amid turbulent times”

The RIS Software LeaderBoard recognizes the importance of software functionality and end-user experience within the retail industry and is a reputable source for evaluating software vendors among retail executives and consultants. In addition to being one of the overall top 20 vendors in the report, Logility is cited as a leader in the following categories:

  • #1 in the 2023 Targeted Solution Vendor Leaders category
  • #2 in the 2023 Leaders in Technology Innovation category
  • Top 10 for the 2023 Top Vendors in Customer Satisfaction category
  • Top 10 for the 2023 Mid-Size Vendors category

“The challenges facing retailers continue to be unrelenting, now more than ever, retailers need true technology partners to help them remain profitable amid turbulent times,” said Allan Dow, president of Logility. “The Logility team is committed to helping our clients build agile and resilient supply chains. Our end-to-end supply chain planning solutions help retailers overcome supply scarcities and rising costs, manage compliance profitably and reduce the time needed to onboard the best suppliers. We win when our clients win, and this recognition demonstrates our ability to deliver unparalleled service and innovation to our client community.”

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Logility’s modern supply chain planning solutions help empower retailers to solve their toughest challenges, from achieving omnichannel inventory optimization, to making smarter sourcing decisions, to maximizing demand sensing and demand forecasting capabilities. Powering its platform, machine learning and advanced analytics embedded in the Logility platform help retailers improve product availability and profitability with more accurate forecasting by SKU, store, region or chain. Logility can get retailers even closer to their customers with data types like weather, housing starts, demographic, Amazon and Google Trend data. This level of intelligence enables retailers to quickly sense changes in demand to adjust inventory plans in real time, supporting better service levels in their own customer base.

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Sustainability is another area Logility’s supply chain planning solutions better support retailers. Its traceability capabilities identify the digital thread for every product and create a compliance certificate that summarizes each exchange of products and materials from fiber origin to final destination.

“The RIS Software LeaderBoard is unique to the industry as it measures vendors’ reach across a broad spectrum of applications essential to the retail business,” said Tim Denman, editorial director at RIS News. “These rankings illustrate Logility’s performance as a leading retail technology provider in critical areas like forecasting, supplier management and sustainability.”

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Rackspace Technology Works with Moody’s Analytics to Analyze Data from 400 Million Firms and Deliver Improved Risk Profile Offerings and Products

Rackspace Technology, a leading end-to-end multicloud solutions company announced its partnership with global financial intelligence services company, Moody’s Analytics. The partnership aimed to help Moody’s Analytics manage datasets involving 400 million firms to empower the financial firm to improve their existing risk profile offering and bring new competitive services to their clients.

Moody’s Analytics is a globally integrated risk assessment firm that empowers business leaders to make better and faster data-driven decisions through insights and analytical solutions. The firm acquired one of the largest providers of private financial statements with data from over 400 million firms with more than 20 years of credit history. Thus, Moody’s sought a solution to improve their data management system and provide their clients with a rating or probability of defaulting score, enabling better risk assessment and better investment decisions.

Limited by their traditional data platform, Moody’s Analytics realized that they needed to do more with their data. These ranged from enhancing existing operational processes, to deriving insights for a competitive advantage and improving products and services for existing clients.

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The Rackspace Elastic Engineering (REE) team was deployed to deliver ongoing innovation, modernization, and transformation on a 24/7 basis and worked with Moody’s Analytics to understand the key data sources, challenges, and the opportunities to extract actionable insights and metrics from Moody’s database. Subsequently, Rackspace Technology designed a cloud-native solution with ETL processes for Moody’s Analytics. This migration to AWS enabled Moody’s Analytics to categorize each of the 400 million firms and define their probability of default on a daily basis within four hours.

“Rackspace Technology is proud to have made a difference with Moody’s Analytics in solving their data management challenge and helping the company meet their IT objective in setting a new standard in financial scoring. Through our Rackspace Elastic Engineering (REE) offering, we are providing Moody’s Analytics on-demand access to a dedicated team of cloud engineers, enabling a cloud-native and agile operating model to deliver the desired outcome for their clients,” said Sandeep Bhargava, Global Head of Solutions and Services, Rackspace Technology.

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According to Louis Chapman, Senior Director, Product Operations, Moody’s Analytics, “We were on a mission to take our firm’s massive database and Rackspace has enabled us to streamline and optimize our data streaming and aggregation processes to provide our clients with actionable insights. The Rackspace Elastic Engineering team was instrumental in this process, and they helped reorganize our data management system and rationalize it in a consumable and easily understood format for our clients to buy this data.”

Moody’s Analytics required such scalability to empower their clients to identify the best-in-class entities and portfolios to partner and invest in. The financial firm was also able to soft launch the Peer Aggregation Engine, an amplified version of their backend analytics system to enable Moody’s clients to receive actionable insights and metrics on a regular basis.

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Wipro Announces a New Global Business Line Model to Deepen Alignment with Client Priorities

The new model sharpens focus on strategic growth areas: cloud, enterprise technology and business transformation, engineering, and consulting

Wipro Limited, a leading technology services and consulting company, announced four strategic global business lines (GBLs) to deepen alignment to clients’ evolving business needs and capitalize on emerging opportunities in high-growth segments of the market.

Under the new model, Wipro will now deliver capabilities to clients through four GBLs organized around cloud, enterprise technology and business transformation, engineering, and consulting. The new model reflects the company’s continued pivot toward strategic bet areas and its focus on leveraging the power of ‘One Wipro’ to deliver on clients’ entire spectrum of business and technology transformation goals.

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The changes will go into effect April 1, 2023.

  • Wipro FullStride Cloud will bring together Wipro’s entire suite of cloud capabilities under a fully integrated, full stack offering. Cloud native applications, cloud architecture, apps modernization, cloud strategy and migration, as well as cloud infrastructure, will all fall under this business line. Jo Debecker, who currently leads Wipro’s Cloud Infrastructure Services, will lead this business, and assume the title of Global Head of Wipro FullStride Cloud. Debecker’s deep experience in applications, data, and cloud transformation will be a key factor in amplifying the growth of Wipro’s cloud business—which now makes up more than one-third of the company’s revenues. Debecker will help clients maximize the full potential of the cloud by integrating Wipro’s end-to-end cloud services delivery engine and building differentiated industry solutions designed to further accelerate growth in this fast-evolving market segment.
  • Wipro Enterprise Futuring will offer clients distinctly forward-looking solutions for large scale enterprise transformation. This business line will comprise intelligent insights and data, application platforms, digital operations, and cybersecurity. Nagendra Bandaru, currently the head of Wipro’s iCORE business, will become the Global Head of Wipro Enterprise Futuring. He will focus on elevating Wipro’s traditional enterprise transformation and operations business by leveraging advanced technologies, such as artificial intelligence (AI), augmented reality, as well as reimagined and highly automated customer and employee experiences. Bandaru will create innovative offerings that help clients build agile, resilient, tech-forward enterprises, and leapfrog into the future.
  • Wipro Engineering Edge, which was launched in 2022 to advance Wipro’s position as a global engineering services leader, will become a standalone business line. Harmeet Chauhan, who currently leads Wipro Engineering, will become the Global Head of Wipro Engineering Edge. He will continue to scale and strengthen Wipro’s engineering prowess, with expansion of capabilities and offerings in technologies, such as Cloud, 5G, Industry 4.0, IoT (Internet of Things), Silicon Design, Embedded Systems, Data and AI Platforms, among others. Wipro Engineering Edge will help clients innovate at scale as they look to develop products, platforms, services, and operations that are connected, intelligent, and autonomous across sectors.
  • Wipro Consulting will align Capco, Designit, and Wipro’s Domain and Consulting business under a single banner, driving enhanced best practice and experience sharing between these independent units. Lance Levy, CEO of Capco, and Philippe Dintrans, Global Head of Wipro Domain & Consulting, will continue to lead their businesses in their respective industries, under the leadership of CEO Thierry Delaporte. Bringing Designit under this GBL, led by Nicolas Parmaksizian, CEO of Designit, will lead to new opportunities to embed experience innovation capabilities into a broader universe of consulting engagements.

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“Our transformation journey over the past three years has yielded outstanding growth for our business. So much that we have outgrown the two-business line model that we had set at the beginning of our journey,” said Thierry Delaporte, Managing Director and CEO of Wipro Limited.

Wipro recorded 45 percent revenue growth over the past 10 quarters and has recently crossed the annual run rate of $11 billion in revenues.

“We are now doubling down on our strategic bets to take our growth to its next phase,” added Delaporte. “This evolution of our business lines will allow us to sharpen our focus on clients and simplify how we orchestrate internally and across our ecosystem. Our new model will accelerate speed-to-market, streamline decision making, and allow us to channel investments more effectively and efficiently. Deepening our alignment with clients will allow us to adopt a more customized and specialized approach to their needs, unlocking new growth opportunities for our — and our clients’ — business.”

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CodaMetrix Closes $55M Series A to Autonomously Power Medical Coding, Boost Health System Revenue Cycles

CodaMetrix Closes $55M Series A to Autonomously Power Medical Coding, Boost  Health System Revenue Cycles

  • Born out of Mass General Brigham, and led by healthtech veterans, CodaMetrix empowers health systems to use Artificial Intelligence to prevent revenue setbacks driven by manual coding inefficiencies

  • Overhauling medical coding is now crucial for health systems grappling with physician burnout, billing backlogs and claim denials, skilled labor shortages, and a graying medical coding workforce

  • AI-powered, multi-specialty, autonomous medical coding eliminates human intervention, reduces coding costs, improves coding quality and unlocks clinician capacity

CodaMetrix, the leading AI technology platform transforming healthcare revenue cycle management, announced that it closed a $55 million Series A round led by SignalFire. Frist Cressey Ventures (FCV), Martin Ventures, Yale Medicine, University of Colorado Healthcare Innovation Fund, and Mass General Brigham physician organizations also participated in the round. Chris Scoggins, Partner at SignalFire, will join the CodaMetrix Board of Directors.

The capital injection will accelerate go-to-market with major provider organizations and health systems, as U.S. healthcare contends with high coding expense, increasing complexity and ongoing skilled labor scarcity further underscoring the critical need for automation to address the chronic inefficiencies that continue to waste 25-30% of every dollar spent in healthcare.

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“CodaMetrix’s innovations in AI technologies and the experienced team of healthtech executives are a couple of key factors that went into our decision to partner with the company to systematically improve the way our health system accounts for patient care in both billing and clinical cycles”, said Chris Scoggins. “This platform literally wasn’t possible even a few years ago but now because of advances in AI and cloud computing, combined with unique training data from our world-class health system partners, CodaMetrix has built a platform that really works for physicians, financial administrators and health systems.”

Senator Bill Frist, M.D, Co-founder and Partner at FCV commented, “The proven outcomes, customer traction of the platform, and focus on quality coding are well in line with our goals of administrative streamlining to tackle wasteful spending in billing and insurance-related expenses”.

Hospital CFOs and revenue cycle VPs are facing a severe shortage within their revenue cycle management or billing departments. Medical coding is one of the costliest and most time-consuming roles to fill, based on job search and time for onboarding, and 30% of positions sit empty. Held largely by older Gen X-ers and Baby Boomers, medical coding needs have been outpacing the speed of healthcare innovation.

As it stands today, medical coding is still a highly manual and error-prone process that plagues hospital finances and contributes to physician burnout. Certified professional medical coders sift through clinical notes (non-standardized) to correlate each patient encounter with standard and regulated codes (e.g., Procedure (CPT) and Diagnosis (ICD)) for each claim submitted for reimbursement. Coders must navigate tens of thousands of classification options to choose codes mandated by varying payer rules, contributing to a 40% or more error rate. As such, coders are expected to “speak the language” of physicians and payers, a mistake-prone exercise that drains time from coders and physicians alike.

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“As a company born out of one of the largest and most innovative health systems in the country, our team experienced firsthand the pain points caused by medical billing challenges, including delayed payments, claim denials, coder shortages, high costs, and the time they take time away from patient care,” said Hamid Tabatabaie, CodaMetrix President and CEO. “To address these challenges, medical coding, as the proxy for evidence of care provided, has to become largely autonomous. Beyond the clear cost and efficiency advantages, automation for the first time will make it affordable and practical to ensure selected codes include the clinical specificity required for use cases in population health, value-based care, care management, research, and quality initiatives. Our goal is to use our platform to bridge the gap between clinical and administrative use cases of medical coding, while continuously delivering actionable insights to make the revenue cycle faster, smarter, and less of a burden on physicians and the coding workforce.”

Currently in partnership with 10 health systems and major academic universities, including Mass General Brigham, University of Colorado Medicine, Yale Medicine, and Henry Ford Health Systems, CodaMetrix improves clinical coding accuracy and reduces revenue leakage. The platform uses AI in the form of machine learning, deep learning, and natural language processing to continuously learn from, and act upon, the clinical evidence stored in electronic health records (EHRs). As a multi-specialty platform that classifies codes across radiology, pathology, surgery, gastroenterology, and inpatient professional coding, CodaMetrix is the first platform to have an impact across departments by alleviating administrative burdens from billing staff.

“Frustrated by the lack of quality autonomous solutions out there, we built CodaMetrix through the lens of healthcare revenue cycle experts, addressing real health system and physician concerns. Our outcomes — a 70% reduction in manual labor — 59% reduction in denials due to coding, and a significant increase in cost savings — is the proof.” said Michael Mercurio, Vice President of Physician Revenue Cycle Services at Mass General Brigham.

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Albert Kahn Associates Switches to Unanet ERP AE to Unify Operations

Integration of ERP with existing Unanet CRM will allow firm to streamline processes and provide greater insights into project pursuits

Unanet, the leading provider of project-based ERP and CRM for the architecture, engineering and construction (AEC) industry, announced that Albert Kahn Associates, an architecture and engineering firm with award-winning projects around the world, has switched to Unanet ERP AE to complement its existing Unanet CRM solution and integrate all its business processes, from new business proposals to invoicing and project management.

Based in DetroitAlbert Kahn has grown rapidly in the industrial and automotive industries, as well as in the adaptive reuse, corporate, higher education, healthcare, research and technology, and government segments.

The firm set out to find an ERP solution that’s easy to use, would streamline management of their existing projects, and readily integrate with their CRM software.

After a careful review of several options, Albert Kahn chose Unanet ERP AE because of its ability to unify their business processes through seamless integration with their CRM, produce decision-driving insights, and provide the superior support they get from Unanet’s award-winning customer service team.

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“We are a modern, leading firm with a unique ability to bring complex design projects to market quickly and with precision,” said Alan Cobb, CEO and chairman of the board of Albert Kahn. “We believe Unanet understands our work culture and its solutions support our commitment to excellence. Unanet’s easy-to-use, project-based solutions will not only help us manage staff and shifting resources on current projects, it will also support our teams in executing our firm’s business strategy. Once the ERP is fully integrated with CRM, we’ll have the ability to oversee our aggressive growth trajectory and to capitalize on opportunities we may never have uncovered in the first place.”

Many AEC firms report that their project pipelines are full and new work is plentiful. However, according to Unanet’s 2022-2023 Inspire Report, a widely referenced benchmarking report that highlights trends, best practices and business challenges in the architecture, engineering and construction industries, 39% of firms say recruiting and maintaining appropriate staffing levels suffered as a result of the pandemic. Streamlined business functions through ERP will help firms like Albert Kahn be most efficient in managing staff and resources. And now that Albert Kahn’s ERP solution will be integrated with their intuitive CRM, the firm will gain greater insights and increase revenue through more efficient processes and simplified management of new and existing relationships, some of which date back more than 100 years.

“We are excited to marry both our ERP and CRM programs together for one unified system that provides project, accounting and relationship management,” said Cobb. “And we are extremely happy to have one team committed to providing friendly, knowledgeable support to us for both solutions.”

More than 1,850 architecture, engineering and construction companies select Unanet ERP and CRM because they have the right mix of functionality and accessibility, while also offering the ability to scale and grow seamlessly.

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Stefanini Group Partners With Microsoft to Integrate Simultaneous Translation Platform Into Microsoft Teams

Integrating Microsoft Azure AI, Voicero is now available through Microsoft Azure Marketplace and AppSource

Millions of meetings are held daily by people who speak different languages, with varying levels of fluency, which can compromise efficient and natural communication. Considering the need for professionals to express their best ideas in any language across the world, Woopi, Stefanini Group’s Artificial Intelligence (AI) company, created and launched an AI-based simultaneous translation platform, Voicero.

The product is integrated with leading collaboration platform Microsoft Teams, and is available through Azure Marketplace and AppSource. Voicero allows real-time voice translation, meaning a professional can speak Korean and others can hear it in the language of preference.

“Skilled professionals often look less talented by not speaking a specific language during a meeting. We used our expertise in AI disciplines to create a product that’s simple and easy to understand, as if there was an interpreter in the meeting. We believe Voicero will expand the possibilities of personal and professional communication in dozens of languages. Through our distribution agreement with Microsoft, we’re confident the tool will become accessible to anyone, anywhere on the planet,” says Alex Winetzki, Woopi CEO and Director of R&D at Stefanini Group.

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Voicero underwent dozens of tests and improvements over the course of a year, initiated by Woopi’s internal Research and Development team and subsequently extended to Stefanini Brazil and global collaborators. The proofs of concept aimed to ensure excellence on three fronts:

  • Presenting the solution to some customers and partners to analyze the real interest in the product.
  • Ensure value delivery and measure whether the tool has brought benefits in breaking down language barriers, using experience and assertiveness of the bot.
  • Knowing the potential of Voicero and allowing the tool to become scalable, available and resilient for large volumes of use.

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“Voicero shows Brazil’s incredible skill developing AI solutions and tools. In the last seven years, we’ve made a jump in R&D at Stefanini. Currently, about 6 percent of the company’s global revenue is directed to innovation projects and new offerings developed collaboratively with customers,” says Marco Stefanini, founder and Global CEO of Stefanini Group.

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SaaS and Technology Company Sales Leader, Daniel Lackner, to Drive Revenue Growth for Chief Outsiders’ Clients

CO_Corporate Logo 2021_4C_HOR_FNL-1

Experienced sales executive to help CEOs at SaaS and technology companies establish, grow, and maintain high performing sales teams capable of extraordinary results

Daniel Lackner, a senior sales leader with extensive experience in analytic software applications, CRM, and SaaS solutions will now apply his technology and SaaS industry experience to drive client revenue as a Fractional CSO for Chief Outsiders. Recently, Lackner joined Chief Outsiders’ team of more than 125 Fractional Chief Sales Officers (CSOs) and Fractional Chief Marketing Officers (CMOs).

“Dan works closely with early to mid-stage technology companies to build a tight interlock with marketing and eliminate friction in the demand funnel,” said Karen Hayward, Managing Partner, Chief Outsiders.

One of Lackner’s roles as a new Chief Outsiders Fractional CSO is to drive recurring revenue growth for clients by designing and implementing high velocity recurring revenue models. With a track record of success in sales, marketing, product management, engineering, and customer success, Dan optimizes results with the design and implementation of sales processes, compensation plans, account strategy, training, and demand funnel management.

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SaaS and Technology Sales Leadership

At Chief Outsiders, Lackner works with the CEOs of early to mid-stage SaaS and technology companies to accelerate sales growth. For example, prior to joining Chief Outsiders, as President and Chief Operating Officer at Nivo1, he doubled the installed base by implementing a new sales model to shorten the sales cycle and improve customer satisfaction.

As Senior Vice President, Worldwide Analytic Software Sales at TIBCO, Lackner grew bookings 25% YoY and reduced customer churn by 5% by implementing a high velocity recurring revenue model. At Siebel, Dan grew worldwide license revenues from $4 million to over $70 million in eighteen months, catapulting Siebel to a leadership position in the marketing automation marketplace.

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Lackner’s executive marketing experience includes six years at Acxiom Corporation where he achieved 30% revenue growth establishing and building the government and non-profit business unit. He also briefly served as Senior Vice President at comScore, and Vice President at Oracle Corporation and Information Resources.

Prior to his successful sales career, Lackner earned an AB in Economics from the University of Notre Dame in South Bend, Indiana and a Masters in Business Administration with high honors from the University of Chicago, Booth School of Business in Chicago, Illinois.

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