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SalesTech Interview with Stefan Schinkel, Chief Sales Officer at dotCMS

Viraj Talikotkar
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SalesTech Interview with Stefan Schinkel, Chief Sales Officer at dotCMS
Tell us about your journey into sales. What galvanized you to join dotCMS?

The opportunity to grow the company at an accelerated pace where I could immediately leverage my industry experience and network.

What’s the most exciting part about leading sales teams in the CMS ecosystem?

Winning deals and making it a total team play. Selling in the CMS industry is like heading to the Super Bowl. Just a good QB doesn’t get you there. It requires a highly motivated, diverse team that is individually skilled, tasked, and focused on specific parts of the entire sales process. Mastering every single part will win the deal. Like Bill Belichick says, “Do your job.”

What tools does dotCMS use to channelize their sales campaigns?

HubSpot and Salesforce, but more importantly, we have a strong partner ecosystem contributing to our accelerated growth, but I wouldn’t want to call them ‘tools’. They are instrumental and strategic partners, and one of our key growth pillars.

What abilities do you think today’s Sales Technology doesn’t have? What would you like to include in it?

Particularly in the enterprise segment of our industry, the CMS selection process is RFP-driven. Meaning, a plethora of spreadsheets/Word docs need to be filled out. Cumbersome and time-consuming work. It would be helpful to upload the spreadsheet/Word document, and the answers automagically and just spend time on conveying the value proposition (hard to automate) for the prospect. Having said that, our team is currently working on an in-house solution like I described. Matter of structured content, metadata and solid search and scoring capabilities. dotCMS 101.

Recommended: SalesTech Interview With Adam Mergist, Chief Sales Officer At Clearlink

Is AI just a buzzword in Sales Technology or do you think it will make a difference in increasing sales/prospects?

It is right now, but AI will find its way into all business applications and have a key role to supplement humans to do an even better job, at scale —advancing the Marketing and Sales Automation tools that we have at our disposal for sure. For CMS sales, this will help for the prospecting/top-of -funnel activities. Further down the funnel, it will require humans-only, since CMS is a complex, multi-faceted sale.

Which industry leaders specific to Sales Technology do you follow and interact with most often?

Salesforce, albeit less and less recently. I haven’t yet seen the next Sales Technology vendor who is about to disrupt the space, but looking forward.

How do you see dotCMS’ products enhancing content commercialization in cross-channel mediums?

It’s how an increasing number of dotCMS clients is using our product already. Being an open, and API-driven CMS, our customers are able to expose content in any touchpoint of a customer journey already, across different applications/devices/contexts. Our product has been designed and engineered to this extent from the ground up. Only thing our customers have to do…just do it!

Recommended: SalesTech Interview With Brian Howe, Alliances Director At Skynamo

With social mediums growing into formidable B2B communication models, do you see sales teams surviving without email tools?

Yes, actually. Maybe not 100%. In the CMS industry (and I’m sure others as well), buyers are 60-70% in their buying cycle before they reach out to the vendor and engage for an RFP/demo. From there on, it’s mostly a combination of GoToMeeting and Slack for the remainder of the cycle, and e-mail just for transactions (sending contract, send response). Outbound emailing doesn’t work in the CMS space. Prospects will come to you, once they are ready and have evaluated your product (download or demo) and content, along with other data (analysts).

Which events and webinars do you most occasionally attend and why?

Webinars/events by Gartner and Forrester for the latest and greatest on CMS/DXP industry-specific thought leadership content in order to keep up. Accenture and McKinsey on anything else that interests me outside the CMS space.

Also Read: SalesTech Interview With Michael Cibelli, SVP of Sales at Zailab

Please tag a person from the industry whose answers you would like to read here:

Ed Medak, VP Sales with Contentful

Thank You, Stefan, for answering all our questions. We hope to see you again, soon.

About dotCMS

dotCMS_Logo

dotCMS’s​ enterprise-grade, Java-based content as infrastructure approach allows global organizations to build, deliver and scale memorable, lasting customer experiences.

dotCMS software is used by Fortune 500 companies, SMBs and digital agencies alike, empowering today’s businesses to move beyond the web page and into IoT devices, mobile apps, voice assistants, digital signage, TV smart boxes, or whatever comes next.

Privately owned and headquartered in Miami, Florida, dotCMS has an active open source community that has generated more than 300,000 downloads and has an expanding global network of certified development partners. dotCMS customers include: DirecTV, Hospital Corporation of America, Royal Bank of Canada, Standard & Poor’s, Constant Contact, Thomson Reuters, TELUS, and more.

About Stefan

Stefan is Chief Sales Officer and thought-leader with a focus on driving client value and hyper-growth. Worked both in corporate enterprises as well as scale-ups. International experience in scaling enterprise software sales and various industries (high-tech, utilities, logistics, manufacturing, digital marketing and consulting). Passion for digital marketing & digital transformation. Successful in diverse executive roles in sales, digital marketing, product development, product marketing and services delivery.

London-Headquartered Ogury Reaches the $100 Million Revenue Milestone

STS News Desk
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London-Headquartered Ogury Reaches the $100 Million Revenue Milestone

Ogury Has Also Raised $21 Million in a Series C from Existing Investors.

Ogury, a technology company specialised in mobile journey marketing, announces that it reached the $100 million revenue milestone in 2018. Ogury also announces that it has raised $21 million in a Series C funding round from existing investors.

This Series C, as well as the major revenue milestone, further proves Ogury’s commitment to expand globally as a major technology leader specialising in mobile journey marketing. Ogury, which was only founded in 2014, recently completed the acquisitions of Influans and Adincube, while also appointing Cedric Cardone as the new CTO. Cedric will lead Ogury’s product, operations and development initiatives across the globe – this strengthening of the Ogury C-Suite follows the appointment of Elie Kanaan as CMO in February last year.

Ogury is the Mobile Journey Marketing (MJM) market leader. MJM is a new discipline of marketing that enables organisations to understand the entire mobile user journey, and to market across it.Ogury MJM Cloud unifies consent management, data, insights, engagement and monetization technologies into one end-to-end integrated solution for brands and publishers.

Read More: ZeroBounce Upgrades Data Center Infrastructure To Boost Email Verification API Speed

“Our expansion is indicative of the impressive impact our global momentum strategy has had on our business” said co-founder and CEO of USA, Thomas Pasquet. “Ogury’s robust and scalable dataset closes the mobile journey data gap and provides our customers with a simple consent, data, insights, and activation solution – all while providing transparency and control to the user. Momentum isn’t possible without a scalable solution.”

This announcement points to Ogury’s continuous delivery of unique business value to its clients, establishing it as a leading global technology company. Ogury’s purpose-built intelligent technology is GDPR compliant by design and has been since the firm’s inception. With Ogury’s expanding capabilities and steadily growing global client base, scalable business growth has been established across the board:

  • Growth to 280 employees globally; more than 75% year-over-year growth.
  • Over 120% year over year growth in global revenue.
  • More than doubled revenue every year since company inception in 2014.
  • Increased global footprint in new markets, including Germany and Latin America.

Read More: Twilio Completes Acquisition Of SendGrid

“2018 was also a record-breaking year for Ogury in the US as well”, said Evan Rutchik, Chief Revenue Officer, Brands, USA at Ogury. “Ogury offers our customers the most precious insights in the industry, informing both campaign success and business strategies. This unique (and GDPR compliant) first-party data allows them to understand their users beyond their own mobile ecosystem, and activate campaigns based on a complete user journey across mobile app and mobile web.”

Ogury is headquartered in Highbury, North London.The company was recently ranked sixth in the 18th annual Sunday Times Hiscox Tech Track 100, which looks at technology companies with the fastest growing-sales in the UK technology, media and telecoms (TMT) sectors. Ogury entered the US market in September 2016 with the launch of its sixth global office in New York City.

Company growth is seen through recent additions to its leadership team in the EMEA region, bolstering the company’s position as the leader in mobile journey marketing, including:

Read More: SalesTech Interview With Daniel Hurwitz, Chief Revenue Officer At Penthera

Meritus Business Solutions Announces its Partnership with bpm’online

STS News Desk
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Meritus Business Solutions Announces its Partnership with bpm’online

Meritus Business Solutions is delighted to announce its partnership with bpm’online.

Sharing common values of excellence, expertise and innovation Meritus Business Solutions and bpm’online are committed to empower clients with the intelligent platform for CRM and business process management that helps businesses manage the complete customer journey and accelerate sales, marketing, service and operations.  With the SaaS market to surpass $112.8 billion by 2019, cloud-based CRM solutions will accelerate digital transformation of companies providing them with the needed level of agility and flexibility to constantly reinvent their organizations in order to meet the needs of the ever-demanding digitally native customers.

Bpm’online products include out-of-the-box best practice processes for marketing, sales, and service, which make it easy for businesses to jump start using the system and implement top tier processes in their day-to-day operations for enhanced customer experiences. Unlike traditional CRM systems, bpm’online allows for accelerating key business processes quickly and easily equipping companies with the agility needed to constantly test different approaches and define the most efficient ways of communication with clients.

Read More: SalesTech Interview With Chris Harrington, Chief Operating Officer At InsideSales.Com

“At Meritus, we are trusted by our customers to implement solutions which streamline their business processes. Bpm’online is an award-winning intelligent platform for CRM and business process management, which has received multiple recognitions from Gartner and Forrester. We believe the approach of intelligent business process automation combined with a unified CRM will allow our customers to rapidly achieve their goals,” said Barney Holmes, co-founder and partner at Meritus Business Solutions. “Bpm’online is a great product for the mid-to-enterprise sized customers we support. Low-code modifications for the vast majority of needed personalizations, while enabling complex customizations that allow regular upgrades, meet the demands of customers today,” said William Zarbock, co-founder.

Read More: Invoca Named Leader In G2 Crowd Enterprise Grid For Call Tracking, Receiving Top Overall Score

“In today’s highly competitive business environment, more and more companies demand intelligent solutions for CRM and business process management to help them streamline customer-facing processes and gain a genuine competitive advantage to boost profits and more effectively engage their customers. With a strategic alliance of Meritus Business Solutions and bpm’online, more businesses worldwide will have an opportunity to benefit from the top-notch intelligent tools designed to streamline, orchestrate and accelerate key business processes,” said Alex Donchuk, Global Channel Director at bpm’online.

Read More: ZeroBounce Upgrades Data Center Infrastructure To Boost Email Verification API Speed

Voicea Eases Your Need to Attend Every Meeting At Work With New “Teams” Product

STS News Desk
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Voicea Eases Your Need to Attend Every Meeting At Work With New “Teams” Product

“Channels” Help Users Get Highlights with Less Time Spent in Actual Meetings

Voicea, (formerly Voicera) announces the release of Teams, an enterprise offering that tackles the complex issue of too much time spent in meetings.  Voicea’s Teams makes meetings a structured data asset that can be accessed by an entire team. This structured meeting content enables others who were unable to attend to still benefit from the ideas, discussions, and actions shared.  Teams ensure that they can extract the value and receive actions in a faster, more accurate manner, regardless of attendance.

US business professionals sit in an average of 3.7 hours of meetings daily and for many, attendance is largely required to ensure project progression and knowledge transfer.  This creates both meeting clutter and a lack of prioritization.  With Voicea’s Teams, meetings are no longer ephemeral and constrained to the attendees, their power and impact have been extended through channels.

Teams prevents muddied knowledge transfer, which usually lacks the context of meeting conversation.  Voicea’s meeting highlights and summaries are captured by user commands plus AI and these can be shared through new team Channels.  Business users can then assess meetings that are important to attend and participate versus the meetings they need to be aware of but not attend.  This helps solve the professional “fear of missing out” or FOMO, that many executives and managers experience.

Read More: SalesTech Interview With Brian Howe, Alliances Director At Skynamo

“We believe everyone who attends a meeting should fully participate.  But if you can’t attend, you may still need a fast and reliable way to understand what happened”  says Omar Tawakol, CEO of Voicea.  “Meetings are the single largest unstructured data asset in the enterprise.  By structuring and activating meeting voice data, we want to help everyone at work to become even more productive.”

Teams seamlessly allow users to sort meetings via channels and projects and provide access to key members on your internal and external teams. Voicea users have seen dramatic increases in efficiency as a result of using these tools. On average, Voicea users save up to six hours per week on meeting follow-up and 77 percent of users report a dramatic increase in their conversation follow-up.

Teams also provide administrative rights so businesses can decide who can access and review meeting content either within the domain or beyond.

Read More: Simplus Closes $20 Million In Financing To Fuel Continued Growth

“The Teams product addresses a very specific challenge within companies like ours – too many meetings, too much time required for follow up and not enough time in the week to get everything done,” says Dan Savino, Vice President Of IT at SelectQuote.  “At Selectquote we are constantly looking for tools to improve productivity and this represents one specific area where we see an immediate value to be found.”

Teams represent the beginning of the next step for AI tools at work. Voicea will be rolling out a series of features aimed directly at the enterprise.  Voicea believes that users are more comfortable with AI note taking because they realize it saves them time and allows them to focus.  Over the last year, Voicea (formerly Voicera) has seen wide adoption in all sorts of companies, ranging from 10-person to 10,000-person organizations.

Read More: SalesTech Interview With Chris Harrington, Chief Operating Officer At InsideSales.Com

Retailers Turn to Latest Oracle Demand Forecasting Service to Optimize Inventory

STS News Desk
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Retailers Turn to Latest Oracle Demand Forecasting Service to Optimize Inventory

Built-in artificial intelligence and intuitive dashboards help retailers prevent overstocking and boost customer satisfaction

Retailers can now improve inventory management through a single view of demand throughout their entire product lifecycle with the next generation Oracle Retail Demand Forecasting (RDF) Cloud Service. With built-in machine learning, artificial intelligence and decision science, the offering enables retailers to gain pervasive value across retail processes, allowing for optimal planning strategies, decreased operational costs, and enhanced customer satisfaction. In addition, modern, intuitive dashboards improve operational agility and workflows, adapting immediately to new information to improve inventory outcomes.

The offering is part of the Oracle’s Platform for Modern Retail, all built on the cloud-native platform and aligned to the Oracle Retail Planning and Optimization portfolio.

“As customer trends continue to evolve faster than ever before, it’s imperative that retailers move quickly to optimize inventory and demand. Too little inventory and customers are dissatisfied. Too much and retailers have a bottom line problem that leads to unprofitable discounting,” said Jeff Warren, vice president, Oracle Retail. “We have distilled over 15 years of forecasting experience across hundreds of retailers worldwide into a comprehensive and modern solution that maximizes the forecast accuracy for the entire product lifecycle. Our customers asked, and we delivered.”

Read More: Invoca Named Leader In G2 Crowd Enterprise Grid For Call Tracking, Receiving Top Overall Score

For example, the offering was evaluated against the data of a major specialty retailer following the 2017 holiday season. The scenario ran 2.2M units sold, representing over $480M in revenue. With the forecast accuracy improvements, the retailer could have achieved the same sales with at least 345K units less of inventory. In tandem, the retailer could have improved 70 percent of promotional forecasts using completely automated next-generation forecasting data science– all while delivering the same level of service to customers.

“As unified commerce sales grow, the ability to support all four business activities (demand planning, supply planning, inventory planning, and sales and operations execution/merchandising, inventory and operations execution) across all sales channels becomes even more important. A 2017 Gartner survey of supply chain executives highlighted the importance organizations place on their planning capabilities.” Of the “top three investment areas from 2016 through 2017, 36% of retail respondents cited upgrading their demand management capabilities,” wrote Gartner experts Mike Griswold and Alex Pradhan. Source:  Gartner Market Guide for Retail Forecasting and Replenishment Solutions,December 31, 2018

Read More: ZeroBounce Upgrades Data Center Infrastructure To Boost Email Verification API Speed

Maximizing Forecast Accuracy Throughout the Product Lifecycle

With the next generation Oracle Retail Demand Forecasting Cloud Service, retailers can:

  • Tailor approaches for short and long lifecycle products, maximizing forecast accuracy for the entire product lifecycle
  • Adapt to recent trends, seasonality, out-of-stocks, and promotions; and reflect retailers’ unique demand drivers, delivering better customer experience from engagement to sale, to fulfillment
  • Leverage dashboard views to support day-in-the-life forecasting workflows such as forecast overview, forecast scorecard, exceptions and forecast approvals
  • Gain transparency across the entire supply chain that enables analytical processes and end-users to understand and engage with the forecast, increasing inventory productivity
  • Coordinate and simulate demand-driven outcomes using forecasts that adapt immediately to new information and without a dependency on batch processes, driving operational agility

Read More: Twilio Completes Acquisition Of SendGrid

Crayon Raises $6 Million Series A Led by Bedrock Capital to Deliver Software-Driven Competitive Insights

STS News Desk
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Crayon Raises $6 Million Series A Led by Bedrock Capital to Deliver Software-Driven Competitive Insights

Crayon, the market and competitive intelligence company that enables businesses to track, analyze, and act based on market movements, has raised $6 million in venture capital funding led by Bedrock Capital. Crayon will use the new funds to double the team and support growth across engineering, sales, services, and marketing. In 2018, the company grew its revenue 300%, doubled the team, and brought on hundreds of the most sophisticated companies as customers, including many in the Fortune 500.

“Companies today effectively use technology to understand and act on internal data. But that is only half of the picture,” said Eric Stromberg, co-founder and partner at Bedrock Capital, who led the round. “Crayon solves the other part of the equation by giving companies software-driven insight into everything happening beyond their four walls. We’re excited to partner with the Crayon team as they build a category-defining company and bring real-time market intelligence to every organization.”

Read More: Simplus Closes $20 Million In Financing To Fuel Continued Growth

Crayon customers include Fortune 50 companies and mid-sized businesses across industries, including Intuit, Monster.com, and Zendesk. Global enterprises and high growth startups alike use the Crayon solution to enable sales teams to win more deals, improve marketing performance to break through crowded markets, and inform product strategy to build the best solutions. Crayon customers have seen sales win rate increases of more than 50% and time savings of at least 20%, among other benefits.

Also released today, Crayon’s second annual State of Competitive Intelligence Report reveals best practices in the field of market and competitive intelligence (CI) from more than 1,000 CI professionals. The study found that 87% businesses say their market has become more competitive, and 80% have already started investing in CI as a function.

Read More: SalesTech Interview With Chris Harrington, Chief Operating Officer At InsideSales.Com

“Businesses today should be as data-driven about what’s happening outside their business as they are about what’s happening internally with their sales, marketing, and product metrics in CRMs and BI tools,” said Jonah Lopin, Crayon CEO and co-founder. “We’re building the solution to make that possible. Crayon is already best-in-class at capturing complete market and competitive intelligence, and we’re building more tools every day to enable businesses to extract insight, drive action, and deliver meaningful ROI.” In the last four months, Crayon has released dynamic Battlecards, Salesforce integration, and integration with sales enablement platforms, among other improvements.

Read More: Invoca Named Leader In G2 Crowd Enterprise Grid For Call Tracking, Receiving Top Overall Score

This funding round includes participation from existing investors, including Baseline Ventures, Converge, Box Group, Oyster Funds and both new and existing angel investors. Steve Anderson of Baseline Ventures and Eric Paley of Founder Collective led previous fundraising rounds.

Bpm’online Academy Introduces All-New Training Formats to Shrink Learning Curve and Accelerate User Adoption

STS News Desk
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Bpm’online Academy Introduces All-New Training Formats to Shrink Learning Curve and Accelerate User Adoption

Bpm’online, a global business software company leading in the space of business process automation and CRM, announces completely revamped training programs, covering functionality, configuration and development of bpm’online products. Bpm’online is always focused on the continuous improvement of bpm’online academy, its materials and educational programs. Implementing best practices of e-learning, bpm’online academy offers a completely new training format – free modular video courses. In addition, guided learning and corporate trainings have been added to the curriculum, which allows for shrinking the learning curve and accelerating user adoption.

Users can benefit from three types of training:

  1. E-learning courses: free interactive online courses to study bpm’online at your own pace
  2. Guided learning: instructor-led online courses with great supervision and support
  3. Corporate training: live training from bpm’online experts tailored individually for your organization

E-learning. Bpm’online users can enjoy seven interactive free online courses. Using educational videos, articles and links to valuable materials, users can get in-depth expertise in bpm’online capabilities in less than a week. The courses cover core topics, including bpm’online basics; bpm’online marketing, sales, service functionality; bpm’online administration and customization; business process management and development on bpm’online platform.

Read More: SalesTech Interview With Daniel Hurwitz, Chief Revenue Officer At Penthera

Overall, there are 35 modules, which include educational videos, articles, quizzes, and practical assignments. Between modules, there is a small quiz, and by the end of the course, users can work through a practical task for practice. The quiz is designed to help users evaluate their current level of skills and determine how well they have understood the module material while practical tasks are aimed at helping users improve their learning experience.

The number of courses and modules will continue to grow – stay tuned!

Read More: OppSource Announces Addition Of Oracle CX Sales User: Ricoh

Guided learning. This training format is coming soon. It will consist of practical tasks from online courses and recommendations for certification preparation. Interactive online instructor-led sessions and Q&A are also a part of the guided learning courses.

Guided learning will consist of several 4-hour sessions. There will be three streams: bpm’online user, bpm’online analyst, and bpm’online developer. Take all of them or select a specific one that best meets your needs!

Read More: SalesTech Interview With Brian Howe, Alliances Director At Skynamo

Corporate training. The following format is applicable to organizations that require individual training tailored to their company specific business requirements. Bpm’online provides organizations with a live instructor-led learning experience that combines theory and practice. Both on-site and online private corporate courses are available – bpm’online has a training option to match any organizational needs. Our new corporate training format enables users to accommodate their schedule and gain relevant skills in a more convenient manner.

Read More: Simplus Closes $20 Million In Financing To Fuel Continued Growth

Pegasystems Acquires Business Intelligence and Data Visualization Capabilities To Enable Smarter Business Decisions

STS News Desk
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Pegasystems Acquires Business Intelligence and Data Visualization Capabilities To Enable Smarter Business Decisions

Combines Consumer Grade User Experience with Enterprise-Class Features for Actionable Visual Insights

Pegasystems Inc., the software company empowering digital transformation at the world’s leading enterprises, announced the asset purchase of Infruid Labs, a business analytics and data visualization software company. This acquisition brings a consumer-grade user interface and enterprise-class capabilities to Pega solutions that enable users to easily visualize and better understand their Pega application data to improve decision making.

Many organizations hold seemingly infinite amounts of data, but struggle to interpret it to make an impact. These new business intelligence and data visualization capabilities will provide actionable intelligence by helping clients find discernible patterns within large datasets. By integrating Infruid Labs’ advanced interactive visualization capabilities with its leading AI-powered customer engagement and digital process automation (DPA) solutions, Pega will provide clients with a holistic, streamlined way to visually interpret their data. This will enable users to uncover hidden patterns to make better business decisions.

Read More: SalesTech Interview With Brian Howe, Alliances Director At Skynamo

These visualization capabilities will debut as part of a new business intelligence solution at PegaWorld 2019, Pega’s annual user conference from June 2-5 in Las Vegas.

“Data holds the keys to any business strategy, but many organizations don’t have the right tools to gain timely insights and understand what’s working for them and what isn’t,” said Kerim Akgonul, SVP of products, Pegasystems. “This acquisition will allow Pega clients to glean even more value from their data with an easy-to-use visual interface that yields instant results, so organizations can remain focused on building strategies that are best for their business and their customers.”

Read More: Simplus Closes $20 Million In Financing To Fuel Continued Growth

“Pega continues to be at the forefront of innovation in AI, decisioning, and analytics, and I am thrilled that Infruid’s advanced business intelligence and visualization capabilities will be an integral part of Pega’s digital transformation solutions,” said Mahesh Yellai, Infruid founder and now senior director, data & analytics, Pegasystems. “We’re excited to bring our technology to Pega to help clients be leaders in customer engagement and operational excellence.”

Read More: SalesTech Interview With Chris Harrington, Chief Operating Officer At InsideSales.Com

Costello Introduces Co-Pilot to Provide Real-Time Question Intel During Sales Calls

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Costello Introduces Co-Pilot to Provide Real-Time Question Intel During Sales Calls

This morning, Costello announced early results from its Beta program for Co-Pilot, aimed at helping sales teams identify which questions matter most during a sales call.

Sales teams are able to identify which questions and prospective customer answers are most likely to lead to a deal moving from one stage to the next and ultimately to a closed won deal. Using data generated by Co-Pilot, sales leaders can add new plays directly to their team’s Costello playbooks to help reps win in critical moments that determine whether or not a conversation will move forward.

Read More: ZeroBounce Upgrades Data Center Infrastructure To Boost Email Verification API Speed

With Co-Pilot, Account Executive (AE) teams are able to:

Identify the critical questions in each sales conversation that determine whether or not a conversation will move to the next stage.

See which customer answers make a deal more or less likely to close and give reps real-time guidance to help them when a call is at-risk of going off-track.

“The future of sales is providing sales professionals real-time, artificial intelligence-powered decision support during sales calls,” said Frank Dale, CEO and Co-Founder of Costello. “We piloted the feature with a small set of Beta customers and were able to predict with greater than [93%] accuracy whether or not a deal would move forward based on the questions asked.”

Read More: Twilio Completes Acquisition Of SendGrid

Co-Pilot will be available to all Costello customers in February. The company’s March product release will build upon prior features to provide artificial intelligence-driven recommendations to sales professionals in real-time while they are on prospective customer calls.

This announcement comes on the heels of Costello’s Paths and Stage-to-Stage Conversion Visualization releases, which were announced in December 2018 and January 2019, respectively.

Read More: SalesTech Interview With Daniel Hurwitz, Chief Revenue Officer At Penthera

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