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Adobe Advertising Cloud TV Brings First-Party Audience Data to Programmatic TV

STS Staff Writer
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Adobe Advertising Cloud TV ties in search intent data and additional data to help brands increase the effectiveness of traditional TV buys

Adobe launched Adobe Advertising Cloud TV that builds on its recently acquired ad tech company– TubeMogul’s programmatic TV (PTV), to offer personalized advertising for live TV.

TubeMogul’s PTV is an industry-leading solution first launched in 2014. The platform enables buying of TV ads in all of its forms, including live linear TV, addressable TV, connected TV, VOD and OTT, to reach over 95 % of American households.

Adobe Advertising Cloud launched in March this year, offers automated, data-driven planning and buying of TV ads. It manages roughly $3.5 billion in annualized ad spend on behalf of more than 1,000 global clients.

Allows targeting first party audience data and additional databases

Brett-Wilson
Brett Wilson, VP and GM, Adobe Advertising Cloud

The new Adobe Advertising Cloud TV integrates with Adobe Analytics Cloud to enable brands to use first-party audience data, to better target linear TV ads.

The platform also enables marketers to plan and buy TV ads targeting audiences that have already demonstrated intent through online searches. Adobe Advertising Cloud TV lets marketers leverage additional databases from pay-TV providers, Mediamark Research and Intelligence (MRI), and TV manufacturers to plan, target, buy and measure discrete audiences.

“Adobe Advertising Cloud TV builds on an already industry-leading product to enable new firsts, like the ability to use a brand’s data to better target audiences regardless of which device a viewer happens to be watching on,” said Brett Wilson, Vice President and General Manager, Adobe Advertising Cloud.

Adobe Advertising Cloud TV breaks barriers between digital and TV

According to Adobe Digital Insights’ most recent Advertising Report, TV ads aren’t having the impact they once did. Less than one-third of Americans (26%) find the TV ads they see as relevant to them. Adobe Advertising Cloud TV has been designed to break legacy silos, between TV and digital, data and execution, and media planning and buying that impede advertisers’ in reaching viewers effectively.

“Adobe Advertising Cloud TV is knocking down the barriers between digital marketing and traditional TV ad buying to enable marketers to have a single strategy that works,” said Wilson.

According to Mike Law, Exec. VP, and Managing Director, Video Investments, Dentsu Aegis Network, “Programmatic TV has been a critical component for us as we work with clients to apply more data to increase the effectiveness of traditional TV buys. The launch of Adobe Advertising Cloud TV enhances the back-end data access and tool set we can use to improve efficiency and deliver targeted audiences at scale.”

Adobe Advertising Cloud TV claims that it works with more broadcast and cable networks in the industry than any other programmatic TV Ad platform. It offers access to linear and on-demand inventory from brands like NBCUniversal, Univision, A&E Networks, Discovery Communications and others.

Adobe Advertising Cloud was recognized as a leader in “The Forrester Wave™: Omnichannel Demand-Side Platforms, Q2 2017” report, which noted that Adobe’s acquisition of TubeMogul gives Adobe Advertising Cloud clients access to programmatic TV planning and buying capabilities.

 The Adobe Advertising cloud, Adobe Analytics Cloud, and Adobe Marketing Cloud fall under Adobe Experience Cloud that leverages Adobe Sensei’s machine learning and artificial intelligence offerings.

Read Also: Sling TV Among First to Partner with Newest Adobe Cloud for Programmatic Advertising

 

SAVO’s Acquisition of KnowledgeTree Helps Consolidate the Sales Enablement Market

STS Staff Writer
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The acquisition helps SAVO expand its products, technology, and geographic coverage

The SAVO Group acquired North Carolina-based KnowledgeTree. The company is a leading provider of enterprise-grade sales enablement solutions and the acquisition enabled the company to offer a complete solution in the sales enablement industry, combining SAVO’s strong enterprise customer base with the 200+ companies using KnowledgeTree worldwide.

After the acquisition, SAVO can instantly provide basic as well as advanced sales enablement solutions as KnowledgeTree’s lighter-weight product complements the comprehensive SAVO platform. Europe is the fastest-growing region for SAVO and it accommodates 15% of KnowledgeTree customers, which gives it an upper hand to manage the customer base. More than 30 percent of KnowledgeTree customers are located overseas.

Jason Liu
Jason Liu
Chief Executive Officer at SAVO Group

According to Jason Liu, CEO, SAVO Group, the combination offers the most robust prescription and enterprise segmentation available. Liu said, “The KnowledgeTree acquisition makes sense on multiple levels. First, we view consolidation of sales enablement as inevitable and remain committed to leading the industry. Second, it gives us a complete product portfolio while diversifying the customers, geographies, and industries we serve. It brings predictive analytics technology leadership for use across all our products, giving us the best predictive analytics product in the space. It also expands our domain expertise from both a tech and practitioner standpoint.”

 

 

Jeremy Schultz
Jeremy Schultz,
EVP Strategy, SAVO.

“Ultimately, our strategy is to provide a sales enablement solution that addresses the full spectrum of customer needs, whether they are looking for a lighter weight, fast on-ramp to core sales enablement – or if they need a more advanced solution that offers the type of precise micro-prescription of assets and guidance needed to support a highly complex sales enablement initiative. SAVO is actively building, buying and partnering towards this goal, with acquisitions focused on the company’s core expertise of sales enablement and productivity,” said Jeremy Schultz, EVP Strategy, SAVO.

The Value-Addition of the Acquisition

The ‘coming together’ of the two companies empowered SAVO to consolidate the sales enablement software market as its unique vision was driven by insights got from its association with leading blue-chip and tech customers.
SAVO’s machine learning capabilities are further augmented by KnowledgeTree’s complementary technology with its advanced predictive analytics engine to provide smart recommendations. The technology matches contextual content with the relevant lead, contact, account, or case. It also captures and tracks analytics for content usage and sharing in selling situations to fuel predictive recommendations for next steps.

Liu continued saying, “The fact is, the sales productivity and enablement market is ready for consolidation. Consolidation reduces buyer confusion in the market and helps fuel long-term innovation and growth. SAVO is making the first – but not the last – move to roll up space, and our financial stability has us well positioned to do so.”

Sean O'Leary
Sean O’Leary
CEO & President at KnowledgeTree, Inc.

According to Sean O’Leary, CEO, KnowledgeTree, “KnowledgeTree is experiencing record growth with our new platform. When working with customers, we’ve seen a hunger for options across the spectrum of sales enablement solutions. Our interest in SAVO stemmed from the ability to combine best-in-class capabilities to address the entire market – and SAVO gets the value and importance of the KnowledgeTree product suite and how it works with their products to create unparalleled capabilities.”

SAVO’s customer list includes premier brands like TransUnion, Iron Mountain, Citrix, and Genesys, apart from high growth technology companies like Zebra Technologies and Domo. KnowledgeTree has added more value to the list of clients in the marketing and sales technology space such as Pendo, Influitive, RingCentral and Zoom.

 

Also Read: A Coalition to Enhance Sales Enablement and Performance Solutions

Why Video is Your Safest Platform to Increase B2B Sales Opportunities

STS Staff Writer
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Building the first video marketing strategy for B2B customers is akin to baking your first cake! Nobody gets it right the first time but you need to start somewhere.

A lot has changed in the market, but the art of sales continues to be the most arduous task. Buyers whether in the B2C or B2B markets, trust sellers who listen to them, engage them and deliver great value in time. While trust remains critical to every sales success story, credible information delivered with flawless customer experience is an invincible combination that every marketer wishes to achieve. A picture speaks a thousand words; a video turns into an engaging story. Therefore, every B2B marketer is trying to move beyond the illusion of invincibility by leveraging competent video marketing platforms. Brave marketers do video marketing in 2017 to increase B2B sales opportunities.

Video has become the most engaging form of content marketing and digital advertising, thanks to the lucrative proposition they offer as sales initiation and enablement assets. The most enticing aspect of having video at the core of your marketing campaigns is its flexibility and perennial brand value—they never get old or boring.

Digital marketers attribute the positive effects of video content on Quality of Experience (QoE) to build more enterprising connections with the audience. 

To succeed in 2017, marketers must be able to speak ‘video’ trends fluently with customers across the web, mobile, app, and social media. Here are 5 legitimate examples that show video is the safest B2B engagement platform for maximum sales returns in the shortest time.

Video Makes your CRM edgier for B2B sales

Video has come a long way from being a source of entertainment to becoming a reliable sales conversion tool. Currently, marketers can efficiently queue in their video data directly into existing CRM using premium integrations. Marketo, Salesforce, Hubspot and other marketing automation platforms offer add-on capabilities. Leading video marketing platforms like Wistia, Brightcove, Vidyard, and uStudio allow marketers to leverage CRM data, driving sales momentum and resolving customer service issues quickly.

By adding video, marketers can actually build a stronger CRM model, enabling salespersons with the luxury of a highly persuasive content-based sales pitch.

Michael Litt, CEO and Co-Founder of Vidyard, acknowledges the power of video marketing linked to CRM. In his blog, Michael mentions, “By following up with high-interest leads through email and responding to incoming requests for demos, we were able to track and account for well over $3,200,000 in the pipeline – all based on one highly targeted video marketing campaign connected to our CRM.”

Reading is time-consuming! Videos, on the other hand, make an empathetic connection with humans with a trail of immersive thoughts and emotions. Customers want marketers to address their demand — “Show me, don’t tell me“. 

Replicate B2C e-commerce Success

If you find your text-based web content doing great, adding video to the campaigns will make you invincible. Videolicious claims that Top Fortune 500 retailers manage to lift their e-commerce product detail page conversions by over 90% when they add a product video. While it’s a momentous endeavor for B2B marketers to replicate the successful model of B2C e-commerce, inserting video campaigns is the best way to start informing, engaging, and converting your visitors into buyers.

70% of US marketers plan to use social video ads in the next 12 months. (eMarketer, 2016)

According to Forbes Insights, video is the most critical source of information for senior executives. A sales prospect is more likely to watch a product-related video over the week than searching for relevant information elsewhere. Offering a palatable, engaging and informative video reduces the ambiguity and redundancy of text.

Giving customer the Power to “Play”

The “play” button is among the most ubiquitous things in our lives. By virtue of the ever-growing popularity of social media platforms, most B2B prospects feel empowered while watching videos online. Most publishers have figured out the formula to build a rapport with customers with omnichannel marketing content. For the obvious reasons, videos fare well on social and mobile, resonating best with their targeted audiences.

According to Twitter, 82% users watch video content on Twitter and most watch on a hand-held screen. Moreover, Twitter users are almost twice as more likely to have uploaded a video online (anywhere) than the average US internet user.

Handing your customers the power of play is technically the most desirable way to engage them—allowing your content analytics efforts to sink in to measure what content has the highest impact. For example, adding video posts to online marketing display platforms can significantly improve a key metric to measure social media engagement — Dwell Time (DT). A respectable DT means that the viewer has consumed most part of the content on a page before performing any other task on the site. In short, the video makes any content “sticky” enough to retain the customer’s attention for longer.

A Chance to Pull Creativity out of Your Hat

I have some personal favorites in picking video content that have significantly high B2B engagement. While you may not have a very high audience traffic coming your way through the video, every viewer is your potential prospect. Some of the best video content in MarTech has been created by Demandbase, Madison Logic, Marketo and Oracle.

While they may all look very theoretical, the creativity and collaboration required to create the final video is a great engagement opportunity in itself for generating B2B sales leads.

Time-Savers with Live Video and Messaging

When an online B2B customer asks you, “What is the next thing that I should do?” Grab the opportunity to create shared experiences with the customer on how the product works and what value it brings to the buyer. Live video marketing is going social with engaging live content that builds intimacy instantly. Creating a free live broadcast for your press release is the next level in reaching out to your target audience. Unlike static, pre-recorded content, live video messages take customers straight into the heart of the action.

https://twitter.com/ronfeir/status/876186224209395712

I found out the best way B2B marketers actually do it by participating in marquee events like Rev Summit 2017, Marketing Nation Summit, SiriusDecisions 2017 Summit, Adobe Symposium, and Oracle’s Modern Customer Experience.

Ready for the Video Revolution in MarTech

Video marketing is a beautiful extension of MarTech—and Ryan Holmes, CEO of Hootsuite explains how “video selfies” are the safest B2B trend-setters among customers and employees. Ryan says –

“…it feels like people are more connected than before. The video serves as a kind of real-time window into the challenges and triumphs of everyone from the customer success team to the sales squad and the engineers working behind-the-scenes.”

The video perfectly amplifies the need to embrace technologies that deliver great omnichannel customer experience. A key piece of the content marketing puzzle, the video is more than just a specific tactic. It is set to be the real star of the B2B sales storytelling that best fits the brand’s top-of-funnel marketing introductions. And, then you have the magic of programmatic and retargeting coming your way once your initial video marketing campaigns start delivering results – genuine B2B sales conversions.

Hootsuite Unveils ‘Amplify for Selling’ to Nurture Sales Pipeline using Social Insights

STS Staff Writer
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Hootsuite Unveils 'Amplify for Selling' to Nurture Sales Pipeline using Social Insights

Hootsuite also released a new study from leading analyst firm– Forrester Research that shows 98% of sales and marketing leaders see social selling as a priority

Hootsuite announced the launch of ‘Amplify for Selling’, a powerful, mobile-first solution designed to help sales teams be successful on social by generating leads and fostering relationships that drive revenue. In conjunction with the Amplify for Selling launch, the leading social media platform is also publishing a new commissioned study, conducted by Forrester, on the state of social selling. Amplify for Selling is a new social selling solution complementing the robust functionality of Hootsuite’s employee advocacy offering, Amplify.

“Sales reps are constantly under pressure to find and develop qualified leads in order to meet (the) quota. Hootsuite’s Amplify for Selling solution empowers reps to leverage social to nurture and build rewarding relationships that can turn into closed deals, faster,” said Koka Sexton, Global Industry Principal at Hootsuite. Koka is one of the most recognized social selling experts in the technology industry.

In an interview with MarTech Series, Penny Wilson, CMO at Hootsuite, unraveled the way social media platforms will influence sales processes in the future. Penny mentioned, “Social media management technologies need to keep pace with the increasing adoption of social across job functions. From social marketing to social selling, our solutions must adapt to social’s rapidly evolving needs.”

Recommended Read: Interview with Penny Wilson, Chief Marketing Officer at Hootsuite

Penny’s fellow “owl” at Hootsuite, — Nik Pai, Co-founder of LiftMetrix, also mentioned the growing significance of social media platforms in amplifying and sustaining content for sales. Nik said, “Social is a great way to amplify and sustain the conversation around great content. 72% of the general public trust social media content shared by friends and family, according to a global study by Edelman. Leveraging the team to share branded content establishes thought leadership and encourages their contacts to start conversations.”

Recommended Read: Social Media TechBytes with Nik Pai, CoFounder of LiftMetrix, a HootSuite Company

Social will Dominate the B2B Sales Channel in the Future

In today’s digital world, social is where customers are, and organizations recognize that it will be the dominant sales channel of the future. In the Forrester Consulting study, sales and marketing leaders recognize that social is a priority for sales organizations. According to the report, “virtually all respondents see value in social selling; only 2% reported having no plans for establishing a program.” The report goes on to say that “only 20% of marketers and sellers indicated that sales teams typically execute all social selling activities -from developing their profiles to tracking leads.”

Currently, Hootsuite is used by over 15 million people around the globe and trusted by more than 800 of the Fortune 1000. Hootsuite’s battle-tested technology, extensive ecosystem, and social DNA help organizations to champion the power of human connections at scale.

‘Amplify for Selling’ Extends the Power of Existing Sales Toolkits

Hootsuite offers insightful information on how social selling impacts the sales process dramatically and provides marketers with a deeper understanding of their prospects’ needs and buying process. Additionally, social selling toolkits also help in building meaningful relationships based on trust.

With Amplify for Selling, organizations can more effectively use social to drive top-line results. The easy-to-use mobile application enables sales reps to–

Accelerate sales pipeline with targeted social listening

Integration with CRMs (Salesforce and Microsoft Dynamics) help sales reps increase sales productivity by enabling them to import contacts from their CRM into Amplify for Selling and following them on Twitter. Social signals can be set up to help sales reps listen and get notifications about relevant conversations from their contacts so they can reach out in real-time.

Garner more business by building and nurturing relationships on social

Sales reps can generate new leads and build online influence by sharing pre-approved and curated content to multiple social channels at the same time, including LinkedIn, Twitter, Facebook, and Instagram. They can engage in real-time with prospects through retweets and likes, as well as reply to conversations.

Leverage high-performing marketing content for maximum results

Sales reps can see how leads have engaged with content based on the user, social network, and content category, to help uncover what type of content and tactics resonate with their target audience.

Build a social presence anywhere and anytime

As a mobile product, Amplify for Selling allows sales reps to connect with leads instantly, whether they’re on the go or at their office.

Hootsuite Amplify
Tracking Sales Opportunities using Hootsuite Amplify

One of the biggest barriers to adoption of social selling solutions for sales reps is confidence to engage on social because of a lack of training on how to best leverage social for selling. Understanding that need, education is also a core part of Hootsuite’s social selling solution. Hootsuite offers a social selling course via Hootsuite Academy that helps sales reps develop fundamental skills to gain confidence on social and see value quickly.

Hootsuite continues to lead the pack of social media platforms that are innovating at a frantic pace in MarTech. Since acquiring AdEspresso and LiftMetrix, the innovative company has made significant progress towards offering customers a technology solution and strategic services to realize their return on investment (ROI) from social. After Hootsuite Impact and ‘Amplify for Selling’, what’s next to hatch from the owls’ nest?

Highspot Raises $15 Million Backed by 300% Customer Growth in Sales Enablement

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CEO Robert Wahbe tells MarTech Series about Highspot’s latest funding from investors that include Salesforce Ventures, and what makes Highspot a leader in the sales enablement space

Highspot, the sales enablement solution announced that they had received $15 million in Series B funding. This funding round was led by Shasta Ventures, with participation from Salesforce Ventures and existing investor, Madrona Venture Group, and would help the company extend their ability to provide reps with capabilities that result in more effective customer conversations. In an exclusive interview with MarTech Series today, Robert Wahbe, Highspot CEO, confirmed that they are expecting to expand all of their teams and will be hiring for a range of marketing roles.

What are the factors that prompted this round of funding?

Robert attributed their successful funding round to their phenomenal run over the past 12 months. He mentioned that the company witnessed a “customer growth of 300 percent in an expanding market for sales enablement.” The Highspot CEO added, “This investment will extend our ability to provide sales reps with capabilities that result in more effective customer conversations.”

It is clear that Highspot is expected to become the solution of choice for enterprise companies seeking to improve buyer engagement through optimized sales and marketing content delivered to ready sales reps.

Robert Wahbe, Co-Founder and CEO at Highspot, Inc.
Robert Wahbe, Co-founder and CEO at Highspot

“Easily accessible, high-quality content and training materials have become key factors in sales rep performance.  Our focus is to build on our AI platform and continue delivering a complete sales enablement solution that sales reps and marketers love. This new investment recognizes our leadership position and will help us increase the pace of innovation as we expand to new markets,” Wahbe said.

“Highspot is a rare company whose founders built a truly breakthrough product in a large emerging market. Their enterprise customers – who had conducted rigorous product evaluations – were as passionate and positive as any we’ve had the chance to speak with. We’re excited to partner with the amazing team at Highspot,” said Doug Pepper, Managing Director at Shasta Ventures and an early investor in MarTech SaaS companies such as Marketo, Optimizely, and AppBoy.

Power of Modern AI Drives Sales Effectiveness

We wanted to delve deeper into how AI is the core of modern sales technologies. When asked what the additional features were, from a product development standpoint that Highspot’s customers and prospects could take advantage of, Wahbe replied,”AI is the heartbeat of our platform and one of the top reasons that sales reps and marketers love Highspot.  When reps are able to quickly access the high-performing content they need, it’s AI that makes it happen. Our AI is uniquely comprehensive, ranging from semantic search to contextual recommendations, Content Genomics, and more.”

Highspot Analytics
Highspot Analytics

Highspot assists B2B companies to generate unmatched ROI on their sales content and training investments. Furthermore, Content Genomics®, a patented technology, tracks how content evolves across an organization while improving sales effectiveness.  Driven by AI capabilities, Highspot delivers powerful features such as semantic search, contextual recommendations for identifying the best content for specific customers.

Highspot innovations address crucial needs for sales, sales enablement, and marketing teams, including–

  • User experiences that improve how content is discovered, customized, and shared, and help reps allocate a greater portion of their time to revenue-generating activities.
  • A wide range of options for organizing and managing sales content, including in-context training and guided selling. This helps sales enablement leaders highlight best practices, reduce sales process complexity, and achieve business outcomes faster.
  • A closed loop of data and insights connecting marketing, sales, and customers. By using the company’s sophisticated analytics on content usage, engagement, and influenced revenue, marketers are able to determine which types of content deliver the most impactful results throughout the buyer’s journey.

Happy Customers who will Continue to Benefit

With an average monthly recurring usage of 90%, Highspot is the sales enablement platform that reps, marketers, and sales enablement pros rely upon to achieve faster conversions and more revenue.

Is Highspot planning to venture into markets?

This is what Robert has to tell us–

“Our customer base is fairly diversified already.  Moving forward, our focus is on continuing to help enterprise companies optimize their content, improve the readiness of their sales reps, and tighten alignment between marketing and sales.”

Rated highly by G2 Crowd and Salesforce AppExchange.  In the G2 Crowd Spring 2017 Grid Report for Sales Enablement, 94% of Highspot users believe that the company is headed in the right direction, and 96% of users said they are most likely to recommend Highspot. With the latest funding round, Highspot is expected to continue delivering maximum ROI to CMOs investing in their sales technologies.

Read More: Salesforce Launches New AppExchange Partner Program to Supercharge AI-Driven Solutions

Salesforce Einstein Analytics Unveiled to Add Meaningful Context to Data Analytics

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Now every Salesforce user has access to advanced analytics apps with data discovery, rich visualizations and powerful predictive and prescriptive guidance for sales, service, and marketing

Salesforce Einstein Analytics is finally available for customers. Within a year of the launch of its AI-based feature for the Customer Sucess Platform, Salesforce announced a new suite of predictive tools for sales and marketing clouds. Additionally, the leading CRM maker also unveiled Einstein Data Discovery as a rebranded version of BeyondCore. Salesforce acquired BeyondCore in September 2016.

Salesforce Einstein Analytics will empower sales reps, service agents, marketers and analysts with the insights they need to make every customer interaction smarter, without having to build mathematical models, write algorithms or ask an expert for help. 

In his blog post, Arijit Sengupta, CEO at BeyondCore wrote, “At Salesforce, BeyondCore will be uniquely positioned to further magnify our impact on the world of analytics as part of the Analytics Cloud, extending smart data discovery and advanced analytics capabilities across the entire Salesforce Customer Success Platform. Of course, we’ll continue to deliver our innovative technology to customers as part of Salesforce and deliver the same great service you’ve come to expect from us.”

Recommended Read: Will Artificial Intelligence Exceed Human Performance in Marketing and Sales by 2025?

Advanced Analytics Apps to Optimize Workflow

By launching Salesforce Einstein Analytics, the CRM maker will deliver advanced analytics to millions of CRM users. Einstein Analytics adds a layer of artificial intelligence capabilities to the entire analytics workflow, automatically surfacing CRM insights and recommending actions to accelerate sales, improve customer service and optimize marketing campaigns. By using Einstein Analytics, Salesforce users can continue their analytics journey with advanced analytics apps built into their existing CRM platform.

With the amount of customer data growing exponentially, analytics has become more important than ever before. It is impossible for anyone to spot every trend, understand every correlation or test every hypothesis.

Meaningful Context to Analytics

Einstein Analytics delivers a portfolio of contextually relevant, self-service analytics apps that empower every CRM user to explore data and uncover insights—from a simple sales pipeline dashboard to the most advanced complex forecasting decision. With the new AI-powered Einstein Discovery, Einstein Analytics apps can automatically analyze billions of data combinations to surface predictive insights and prescriptive recommendations.

Every sales rep, service agent, marketer, and analyst can unlock new opportunities from within their data to make every customer interaction smarter.

With the new AI-powered Einstein Discovery, Einstein Analytics apps can automatically analyze billions of data combinations to surface predictive insights and prescriptive recommendations. Built on the world’s #1 CRM platform, now every sales rep, service agent, marketer, and analyst can unlock new opportunities from within their data to make every customer interaction smarter.

Pre-Configured AI-Driven Analytics Apps to Maximize Sales Performance

Salesforce has revolutionized CRM analytics with role-specific, native analytics apps that break down the barriers to data accessibility, exploration, and actionability for every Salesforce user. Einstein Analytics apps are pre-configured with role-specific KPIs built in Salesforce, providing users with an intuitive, self-service way to drill into the most up-to-date data, uncover insights, collaborate and take instant action. Sales Analytics allows sales reps and leaders to manage forecasts, pipelines, and team performance.

Salesforce users now have access to AI-powered insights and recommendations right where they work, within the Sales Cloud or the Service Cloud.

Service Analytics enables service agents and call center managers to improve customer satisfaction, agent efficiency, and channel optimization. B2B Marketing Analytics gives data-driven marketers insights on engagement, pipeline and campaign performance needed to take action. In addition, customers can also build and customize their own custom analytics apps on the Salesforce platform — with the new analytics app designer, visual data prep and external data connectors.

Actionable AI with New Einstein Discovery 

Einstein Discovery conducts thousands of statistical checks to confirm that each trend is valid, and also provides intelligent explanations for the patterns it identifies, delivered in easy-to-understand language. To complete the analytics workflow, Einstein Discovery offers guided recommendations on how to take action and even helps CRM users communicate its findings quickly with auto-generated slide presentations that contain visualizations and talking points.

Salesforce CRM works in tandem with Einstein Discovery to provide feedback and enhance insights with human intuition. Sales reps can now exactly know exactly where to drill down — and know why — with Einstein Discovery. It guides users at every step of the way, asking the next questions, even ones that they didn’t know to ask.

For example, the Sales Analytics app can analyze thousands of deals with Einstein Discovery, which can tell a sales manager the top three factors that have the greatest impact on closing a deal across products, regions, industries and more.

Furthermore, because Einstein Analytics is not a black box, business analysts can access the complete model and algorithms behind the analysis to gain a deeper understanding of how the predictions and recommendations were derived.

Comments from the Community of Analytics Trailblazers

Salesforce is empowering everyone to develop analytics apps faster and together. With Trailhead, Salesforce’s interactive, guided and gamified learning platform, anyone can become an analytics trailblazer today with 12 online learning modules.

Additionally, with AppExchange, the world’s largest business app marketplace, ISVs can build and extend the power of Einstein Analytics to more roles, departments, and industries, empowering all business users to be smarter about their customers with actionable insights. In fact, more than 20 analytics apps from leading ISVs are already available on the AppExchange.

“We have invested in Einstein Analytics to provide each of our 250,000+ global Independent Consultants with the same artificial intelligence power previously reserved for corporations,” said Guy Thier, CIO, Arbonne. “This will help our Independent Consultants share Arbonne’s Pure, Safe, Beneficial skincare, cosmetics, and nutrition products through a personalized experience unique to each customer’s preferences.”

“Gartner predicts that, through 2017, the number of citizen data scientists will grow five times faster than the number of highly skilled data scientists. This growth will be enabled by smart data discovery, which has the potential to complement and extend existing modern BI platforms by putting insights from advanced analytics into the hands of business analysts, in order to drive new sources of business value,” said Rita Sallam and Cindi Howson, Research Vice Presidents at Gartner in the July 2016 Hype Cycle for Business Intelligence and Analytics.

“From day one, our vision for analytics has been to empower business users with data-driven experiences that guide every customer interaction,” said Ketan Karkhanis, GM of Salesforce Analytics. “We have broken down barriers to data accessibility, exploration, visualization, actionability and today we are building on that momentum by adding the power of AI. With Einstein Analytics, every CRM user can now see not only what happened in their business, but why it happened and what to do about it, without requiring a team of data science experts.”

“Robert Half has made an investment in Einstein Analytics to augment our artificial intelligence, machine learning, and data science capabilities,” said James Johnson, Vice President of Information Technology at Robert Half International. “We’re excited to see the power of staffing professionals in more than 300 locations in 18 countries using intelligent recommendations and data-driven actionable insights integrated into our Salesforce platform to transform how we engage and service our clients.”

“With Einstein Analytics, we are aiming to get analytics into the hands of business users to help them make decisions based on data, not gut-feel,” said Josh Botnen, Director of Data Management & Analytics, First Interstate Bank. “We want every employee to ask more questions and get intelligent recommendations on how we can drive business.”

“Companies need to align with the next phase of computing to better connect customer experience to value. As a long-standing Salesforce Global Strategic Consulting Partner, our practice helps clients uniquely deploy Einstein and cognitive capabilities. Combined with the power of Einstein Analytics, we can rapidly change how businesses make everyday decisions today,” said Adam Bataran, Managing Director, GTM Global Salesforce Platforms, Bluewolf, an IBM Company.

The Economic Impact of AI on CRM

With the convergence of computing power, big data and new breakthroughs in machine learning, AI is poised to transform how people work. According to a new report from IDC, the efficiencies driven by AI in the way companies sell, service and market to their customers will augment human ability and create more than 800,000 new jobs as well as more than $1.1 trillion in new GDP impact worldwide by 2021. As the global leader in CRM, Salesforce customers will account for $293 billion of this revenue and more than 155,000 of the net-new jobs.

From predictive lead scoring in sales to marketing campaigns based on data-driven audience segmentation, Salesforce is democratizing AI for CRM with Einstein, allowing every employee to be more productive and deliver smarter, more personalized customer experiences.

MindTickle Advisory Board Features Leaders from AppDynamics, BloomReach, Cloudera and more

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MindTickle, the leading sales readiness platform, announced the creation of an advisory board to support its fast-growing operations globally. The five inaugural members of the advisory board include Jyoti Bansal, founder of AppDynamics; Jim Drill, investor, entrepreneur and ex-president of MOVE Guides; Vineet Jain, co-founder and CEO of Egnyte; Lars Nilsson, VP of Inside Sales at Cloudera and Raj De Datta, co-founder and CEO of BloomReach.

Krishna Gopal
Krishna Depura

“MindTickle addresses a gap in sales organizations that becomes critical as businesses look to scale quickly,” said Krishna Depura, co-founder and CEO at MindTickle. “It’s a testament to our vision and the strength of our sales readiness platform that we have been able to attract such high-caliber executive leaders to join our advisory board and support our explosive growth.”

MindTickle’s advisory board members include a few company founders who went on to grow their companies into “unicorn” businesses, with valuations exceeding $1 billion. Their first-hand knowledge in tackling sales onboarding, training, coaching and ongoing readiness initiatives showed them the value of MindTickle’s engaging online platform. In some cases, the advisory board members have experienced the impact of MindTickle in their own organizations, speeding the onboarding process and helping reps increase their sales effectiveness. 

MindTickle Advisory Board:

  • Jyoti Bansal, founder of AppDynamics – Jyoti Bansal is a Silicon Valley leader, product visionary, and entrepreneur. He founded AppDynamics in 2008 with the vision of “Application Intelligence” to help modern enterprises embark on their journey of digital transformation with a disruptive approach to managing their software applications. From its founding in 2008 to 2015, Jyoti served as AppDynamics’ Chief Executive Officer, a period of rapid company and customer growth. In September 2015, Jyoti handed day-to-day operations to David Wadhwani, and served as Executive Chairman and Chief Strategist from September 2015 to August 2016. AppDynamics was acquired by Cisco in January 2017 for $3.7 billion.
  • Jim Drill, veteran sales leader, investor and consultant– Jim Drill is a seasoned sales leader who has built successful go-to-market teams at Lithium Technologies, BMC, Imperva, IMLogic, MedSource Technologies, Inc. and PTC. With 28 years of experience in enterprise software, Jim has an impeccable track record of leading diverse teams, from start-ups to teams of more than 400 sales reps within dynamic, growing companies to achieve record global sales results, including two IPOs and two acquisitions. He serves as board member at MOVE Guides and FastSpring, and an advisor to LearnUp, HackerOne and Envoy Global. Jim obtained his bachelor’s degree in industrial engineering from the University of Wisconsin-Madison.
  • Vineet Jain, Founder and CEO of Egnyte – Vineet Jain is an experienced business leader who has worked in the B2B technology industry in Silicon Valley for more than 25 years. After holding multiple senior level positions at KPMG and Bechtel, Vineet set his sights on becoming a self-made entrepreneur. He started his first company, Valdero, a supply chain solution provider that received funding from Kleiner Perkins Caufield Byers, Mohr Davidow Ventures, and Trinity Ventures – and went on to a successful exit. Vineet founded Egnyte in 2007 and led the company to become a leader in the Enterprise File Sync and Share market. Vineet has secured multiple funding rounds to help grow the business from a cadre of co-founders to a global business with more than 300 employees worldwide.
  • Lars Nilsson, VP of Inside Sales at Cloudera – Lars Nilsson is a proven, results-oriented inside sales and sales operations leader with 25 years of management experience building sales organizations and generating demand for products in enterprise software and hardware organizations. Lars currently serves as VP of Field Operations for Cloudera, the company that is revolutionizing enterprise data management by offering the first unified Platform for Big Data.  Prior to Cloudera, Lars founded SalesSource, a premier business services consulting firm specializing in Salesforce.com customization and sales process development to aid venture backed start-ups scale and drive pipeline. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology, and Portal Software. All three companies achieved an IPO.
  • Raj De Datta, co-founder and CEO of BloomReach – Raj brought 10 years of enterprise and entrepreneurial experience when he co-founded BloomReach. Before launching the company, he was entrepreneur-in-residence at Mohr Davidow Ventures. Prior to that, Raj served as Cisco’s director of product marketing and was on the founding team of telecom company FirstMark/LambdaNet, which grew to $80 million in run-rate revenue. Raj also worked in technology investment banking at Lazard Freres. He holds a bachelor of science in electrical engineering from Princeton University and an MBA from Harvard Business School.

“Sales leaders know that the faster reps get up to speed and longer they stay engaged, the more effective they’ll be in generating revenue,” said Ravi Viswanathan, General Partner at New Enterprise Associates, an investor in MindTickle. “The members of the advisory board are incredibly successful business leaders. Their endorsement of MindTickle’s approach to sales readiness is just one more proof point that the company is well positioned to grow its presence globally.”

Modus Engagement Launches App Data Room on the Salesforce AppExchange

STS Staff Writer
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Built on the Salesforce Platform, App Data Room allows you to view analytics of sales activity and compare usage

Mobile sales enablement platform, Modus Engagement has launched the App Data Room on the Salesforce AppExchange, to enable users to browse, search, and share App Data Room content directly from within the app.

Kori O’Brien, SVP, ISV Sales, Salesforce, said, “Everyone and everything is getting smarter and more connected than ever before, and companies are looking to transform the way they connect with customers, partners and employees. By leveraging the power of the Salesforce Platform, App Data Room provides customers with an exciting new way to save time for sales teams.”

App Data Room is the enterprise sales enablement and marketing asset performance platform. It is used to deliver the perfect presentation, in addition to capturing leads.

Key Features

Adam Luckeroth, VP Sales, Modus Engagement
Adam Luckeroth, VP Sales, Modus Engagement

The platform increases the accuracy of important customer data by automatically updating lead and contact records for content and media interactions within activity logs during a sales call.

Comprehensive analytics provide insight on content effectiveness, the prospect, and customer engagement.  This provides holistic information and gives the sales team more time to spend on sales.

Adam Luckeroth, VP Sales, Modus Engagement, said: “The app is great because as representatives use our mobile or web app to present and send information to customers, that interaction is captured, lessening the need for data entry. For trade shows it is amazing knowing that every lead collected is automatically entered and mapped to all the fields that are important to me and the rest of management.”

Read Also: Helpshift Adds New Integration Capabilities on the Salesforce AppExchange

 

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