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Brainshark Included in Sales Readiness Tools Report from Independent Research Firm

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Brainshark Included in Sales Readiness Tools Report from Independent Research Firm

Report Helps Companies Understand the Value of Sales Readiness Tools and Identify Vendors

Brainshark Inc., delivering SaaS-based sales enablement and readiness solutions, announced its inclusion as a sales readiness provider in the “Now Tech: Sales Readiness Tools, Q2 2018” report, published recently by Forrester Research. The report – Forrester’s first analysis and articulation of the sales readiness market – recommends B2B sales and marketing leaders select vendors based on size and functionality, with Brainshark listed as one of two “large established players” among the 15 solutions examined.

As organizations across industries seek to improve sales results, more are turning to sales readiness solutions. Forrester defines the sales readiness market as: “Digital tools that increase seller and manager effectiveness through practice, coaching and collaboration… These tools help firms increase seller and manager skills, improve brand and message consistency, and enable sales leaders to make data-driven decisions to maximize commercial outcomes.”

According to the report, 42% of B2B firms indicate they have
already purchased – or intend to purchase – a sales readiness solution this year.

The report’s lead author, principal analyst Mary Shea, writes: “As the bar continues to rise for salespeople, B2B marketing and sales leaders are under pressure to better enable their direct and indirect sellers. Traditional event-based sales training, never designed to increase seller effectiveness in a digital-first world, fails to reinforce key concepts over time, is difficult to scale and lacks meaningful analytics.”

With its award-winning sales readiness solutions, Brainshark helps reps learn and prepare wherever, whenever and however they work, so they can deliver value in any selling situation. Brainshark’s solutions for sales training, coaching and content creation make it easy for companies to address what it defines as the four pillars of sales readiness:

  • Foundational readiness: Efficiently transferring knowledge that new hires need to be successful
  • Continuous readiness: Ensuring every sales force member is up-to-date and ready with the latest releases, competitive intelligence, market insights and ongoing performance improvements – prepared to maximize every buyer interaction
  • Transformational readiness: “Re-boarding” reps in response to a holistic shift in strategy and go-to-market tactics (targeting new markets or buyers, mergers and acquisitions, new sales methodologies, etc.)
  • Reactive readiness: Preparing the field force – often within days or hours – to leverage/manage events with immediate business impact (e.g., good or bad news about the company or competitors, relevant geo-political events, etc.)

DialogTech Deepens Integration with Adobe Experience Cloud

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DialogTech Deepens Integration with Adobe Experience Cloud

Enhanced Integrations with Adobe Analytics Cloud and Adobe Marketing Cloud Enable Digital Marketers to Use Call Analytics to Personalize Customer Experiences and Grow Revenue

DialogTech, the world’s leading provider of marketing analytics for inbound calls, announced a deepened integration with Adobe Experience Cloud that enables digital marketers to use deep, real-time insights on offline calls and conversations to drive higher-quality conversions, deliver more personalized customer experiences and grow revenue. The updates — which include new integrations with Adobe Audience Manager, part of Adobe Analytics Cloud, and Adobe Target, part of Adobe Marketing Cloud, and enhanced integrations with Adobe Analytics, part of Adobe Analytics Cloud — further DialogTech’s position as the premier call analytics solution for businesses and agencies using Adobe Experience Cloud.

“Today’s consumer engages with businesses in whichever way is most convenient. They expect businesses to provide personalized, relevant experiences across every channel, including voice. DialogTech provides marketers with the same visibility and ownership of the call channel that Adobe Experience Cloud does for digital. DialogTech’s integrations with Adobe Experience Cloud provide businesses and agencies with a complete omnichannel marketing solution to drive growth, both online and offline,” said Doug Kofoid, CEO, DialogTech.

“Personalizing and optimizing the customer journey requires deep insights into each consumer’s interaction with your brand, both online and offline. The connection between DialogTech and Adobe Experience Cloud enables marketers to deliver personalized experiences by connecting offline calls and conversations to the online customer journey,” said Cody Crnkovich, Head Platform Partners & Strategy, Adobe.

DialogTech captures the online marketing interactions that generate each call and analyzes the conversation to determine the buying intent and caller sentiment. Marketers can then use those insights within Adobe Experience Cloud to deliver more personalized experiences to consumers who prefer to call, resulting in more call conversions at a lower cost, greater revenue, and increased customer loyalty.

Using DialogTech with Adobe Experience Cloud together, marketers can:

  • Personalize the omnichannel customer journey: Using the call attribution and AI-powered conversation analytics data provided by DialogTech, marketers can measure the offline impact of online campaigns within Adobe Analytics and expose callers as microsegments with proper data governance in Adobe Audience Manager for use in audience creation. DialogTech call data can also be used to more effectively retarget consumers across digital channels, create unique online experiences with Adobe Target and trigger more relevant email and push notifications with Adobe Campaign.
  • Increase conversions with behavioral recommendations: With DialogTech’s integration into Adobe Target, marketers can create unique experiences influenced by a customer’s online and offline behaviors. These data elements create a rich profile of the customer’s interests and purchase intent that can be activated through DialogTech within Adobe Experience Cloud to produce more relevant recommendations and experiences, resulting in higher conversions and revenue.
  • Leverage granular, keyword-level data from Google call extensions: DialogTech’s integration with Adobe Advertising Cloud Search has been enhanced to include keyword-level data from calls made directly from a call extension in AdWords. This data enables search marketers to optimize their AdWords bidding strategies in real time based on what keywords are most likely to result in a consumer calling, whether from the brand’s website or directly from the search ad.

“DialogTech’s integration with Adobe Analytics is indispensable to us. We get full visibility into how our digital advertising and website generate clicks and quality calls — all within Adobe Analytics Cloud. This complete view of the customer makes it easy to optimize the impact of our campaigns. It’s pretty amazing,” said Merritt Aho, Marketing Director, Testing & Optimization, Dun & Bradstreet.

DialogTech is a Business level partner in the Adobe Exchange partner program and will be exhibiting March 25-29 at Adobe Summit 2018 at booth #359.

InsideSales.com Renews Partnership with American Association of Inside Sales Professionals

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InsideSales.com Renews Partnership with American Association of Inside Sales Professionals

Organizations Aim to Strengthen Growing Inside Sales Market; InsideSales.Com to Serve as Marquee Sponsor at AA-ISP Leadership Summit

InsideSales.com, the leading artificial intelligence (AI) growth platform for sales, announced it has renewed its long-standing partnership with the American Association of Inside Sales Professionals (AA-ISP) to help strengthen the inside sales industry. AA-ISP, the worldwide association dedicated to the advancement of the inside sales profession, provides a place for like-minded professionals to learn best practices in the structure, people, and processes that allow them to further the inside sales industry and their careers.

Dave Elkington

“Our recent research shows the inside sales profession is on an upward trajectory. According to The State of Sales report, which we created in 2017 in partnership with AA-ISP, inside sales professionals now represent nearly half of the entire sales workforce in the United States, and their numbers are growing. We expect this trend to continue, as sales leaders believe that in a truly effective sales organization, there should be an equal split between inside sales and outside sales professionals,” said Dave Elkington, CEO, InsideSales.com.

Read More: Seismic and Eagle Investment Systems Form Strategic Alliance

For the State of Sales report, InsideSales.com Labs polled 1,151 companies across the focus areas of structure, systems, and people to determine what strategies they use to win sales. In addition to confirming the growth of the inside sales industry, the report showed the time spent selling remotely by field sales reps increased 89 percent (24 percent to 45 percent) from 2013 to 2017. Sales leaders report “increased productivity” is the number one motivation for creating inside sales teams.

Bob Perkins

“Sales is still not taught in the curriculum of most universities, so it’s up to us and companies like InsideSales.com to help educate the next generation on the benefits of inside sales professionals. Combine the research from AA-ISP with InsideSales.com Labs’ best practices, and you have a powerful guide for sales strategies that are proven to work in today’s shifting markets,” said Bob Perkins, founder & chairman, AA-ISP.

As part of the renewed partnership, InsideSales.com—AA-ISP’s Acceleration Service Provider of the Year in 2016—will be a marquee sponsor for the organization’s Leadership Summit, the largest gathering of inside sales leaders, to be held April 3-5 in Chicago.

Read More: Adobe Summit Update: Adobe and Microsoft Extend Global Partnership To China

Acxiom Launches Digital Transformation Services and New Adobe Experience Cloud Services to Power Omnichannel Personalization

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Acxiom Launches Digital Transformation Services and New Adobe Experience Cloud Services to Power Omnichannel Personalization

Expanded Collaboration with Adobe Accelerates Brands’ Digital Transformation

Acxiom, the data foundation for the world’s best marketers, announced the launch of its Digital Transformation Services practice, with inaugural service offerings for Adobe Campaign, part of Adobe Marketing Cloud, and Adobe Audience Manager, part of Adobe Analytics Cloud at Adobe Summit 2018. Acxiom’s Digital Transformation Services focus on forming strategic collaborations with leading technology, data and service providers to enhance people-based marketing through premier integration, implementation and management service offerings.

Dennis Self

“Great customer experiences are extremely difficult to deliver when digital channels like search, display, mobile, and social are constantly shifting and martech and adtech solutions are growing at an exponential rate. We are experts at not only providing a complete view of the customer but also at integrating and managing marketing technology solutions to deliver superior customer experiences. Our exceptional client services and support teams have decades of experience managing and orchestrating customer data and omnichannel technology for our clients, and we are delighted to extend our arsenal of services to leverage Adobe Experience Cloud,” said Dennis Self, co-president of Acxiom’s Marketing Solutions division.

Brands struggle to leverage the latest digital marketing technologies and best practices and are looking for a partner that can help them use digital data and technology capabilities to deliver better marketing results. Building on existing collaborative offerings, which provide identity and onboarding capabilities to Adobe Experience Cloud customers via LiveRamp and integrate Acxiom consumer audience data with Adobe Audience Manager, the expanded collaboration guides and accelerates digital transformation by delivering efficient implementation and management services that optimize marketers’ Adobe Audience Manager and Adobe Campaign investments. The new services enable customers to more effectively leverage omnichannel data assets to identify, create, target and engage the right audiences with impactful campaigns that deliver powerful customer experiences. As a result, consumers receive tailored and relevant messaging, driving enhanced audience engagement.

According to the 2017 Digital Trends report, based on a survey conducted by Adobe and eConsultancy, marketers made personalization one of their top three priorities for 2017, with 51 percent planning to increase budgets to support this initiative. In 2018, digital personalization at scale continues to be a focus for CMOs as a way to improve the overall customer experience.

Amit Ahuja

“Acxiom’s deep experience in consumer data, identity resolution and ethical data use makes it ideal to integrate with Adobe Experience Cloud. With the ability to effectively utilize omnichannel data assets, Adobe Experience Cloud and Acxiom customers can ensure they’re engaging with the right audiences to deliver high-impact campaigns,” said Amit Ahuja, vice president, Adobe Experience Cloud Partners and Ecosystem Innovation, Adobe.

For brands seeking enterprise-caliber data management platform (DMP) capabilities, Acxiom’s data implementation and management services enable advertisers and publishers to gain maximum value from Adobe Audience Manager. The services include expert support to help clients not only understand and build unique audience profiles but also help them use these audiences across any digital channel using a unified data solution approach for maximum impact.

Acxiom also provides the data foundation and digital data management expertise to maximize value from Adobe Campaign for personalized, automated campaigns across digital and offline channels. Clients can combine Adobe Campaign with Acxiom’s next generation, unified data layer framework that brings together technology, data and identity resolution capabilities for a complete view of the customer to supercharge relevant, people-based campaigns.

Adobe also announced enhancements to Adobe Cloud Platform, the Experience System of Record, to provide a complete, real-time view of consumers along their journeys. Acxiom will continue to collaborate with Adobe to ensure our joint customers deliver the best experiences possible to their customers by leveraging unified consumer insights.

 

Seismic and Eagle Investment Systems Form Strategic Alliance

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Seismic and Eagle Investment Systems Form Strategic Alliance

Mutual Clients Will Be Able to Access Highly-Personalized and Compliant Client Content through Seismic’s Leading Sales Enablement Solution

Seismic, the leading global sales and marketing enablement solution for financial services, and Eagle Investment Systems LLC, a BNY Mellon company and leading provider of financial services technology, announced a strategic alliance to offer Seismic’s sales enablement and content automation tools to Eagle clients.

As the client experience increasingly becomes the main differentiator for asset managers, disseminating personalized content with the right information and disclosures to clients has become mission critical. In fact, three-quarters of asset managers stated the need to increase content personalization last year as a way to spur revenue growth. Seismic’s tools address this need and reports to have helped clients, which includes more than 140 asset managers, reduce upwards of 98 percent of the time spent on creating personalized client collateral.

Craig Dunham

“We are excited to be working with Eagle Investment Systems to offer a first-rate client experience, one focused on personalization and unparalleled efficiency when it comes to client content. Eagle Investment Systems has consistently offered one of the most forward-looking suites of financial technology solutions to help institutions lay the foundation for a technology-enabled future, and we are proud to share their devotion to clients on this front,” said Craig Dunham, VP and GM of financial services at Seismic.

Joel Kornblum

Joel Kornblum, Head of Strategic Alliances at Eagle Investment Systems, added, “Firms producing client-facing content that is always personalized, compliant, and up-to-date with the latest financial data are the ones most likely to keep current clients and grow new relationships. Seismic has an incredible track record of facilitating this for large financial institutions, and this alliance will help Eagle clients looking to leverage their data in the Eagle platform to help reduce content creation costs and improve content creation time.”

Adobe Summit Update: Adobe and Microsoft Extend Global Partnership To China

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Adobe Summit Update: Adobe and Microsoft Extend Global Partnership To China

The Announcement, At The Adobe Summit, Reflects a Strong Momentum, as Both Companies Deepen Their Enterprise Platform Integration

At the Adobe Summit, Adobe and Microsoft have announced a step forward in their global partnership (announced in September 2016). The companies are extending their partnership into China to help global brands deliver personalized experiences across customer touchpoints in this important and growing market.

More than 60 brands around the world currently use Adobe and Microsoft’s joint solutions, including 24 Hour Fitness, AAA Northeast, Avianca, National Center of Missing and Exploited Children and W.B. Mason.

At the Adobe Summit, Adobe and Microsoft announced that they are extending their partnership into China to help global brands deliver personalized experiences across customer touchpoints.

Adobe and Microsoft also outlined native technology integrations between Adobe Experience Manager and Microsoft Azure, Adobe Campaign and Microsoft Dynamics 365, and Adobe Analytics and Microsoft Power BI.

The expansion of the companies’ partnership into China enables the global availability of Adobe Experience Cloud. Adobe Experience Cloud will run on Microsoft Azure operated by 21Vianet, a leading carrier-neutral cloud provider. Adobe and Microsoft will work jointly with global brands to help them envision and implement their integrated solutions.

More from Adobe Summit: Extending Native Integrations Between Adobe Campaign and Microsoft Dynamics 365

Currently, in addition to serving more than 60 global brands, Adobe and Microsoft’s new native technology integrations include Adobe Experience Manager Sites Managed Service, running on Microsoft Azure to help companies deliver personalized web experiences. The integration of Adobe Campaign and Microsoft Dynamics 365 enables enterprises to compile customer insights, creating a single view of the customer that can be used to personalize experiences across marketing touchpoints.

The integration of Adobe Analytics and Microsoft Power BI allows brands to pull data into Power BI to visualize the impact of campaigns across the audiences.

Adobe and Microsoft will integrate their respective data models—Adobe XDM “Experience Data Model” and Microsoft CDM “Common Data Model”—into a standard data model that defines and unifies the language for marketing, sales and services data. The standard data model aligns vast datasets across an organization to develop complete customer profiles and eliminates the need to build and constantly update connectors between systems.

 

Upland Software Announces First Acquisition in Europe, Raises Guidance

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Upland Software Announces First Acquisition in Europe, Raises Guidance

Accretive Acquisition Adds $15.0 Million in Annualized Recurring Revenues and Strengthens Workflow Automation Product Family with Market-Leading Enterprise Cloud Fax and Secure Document Distribution Solution

Upland Software, a leader in cloud-based Enterprise Work Management software, announced that it has acquired InterFAX Communications Ltd., a leading provider of secure, cloud-based messaging solutions including enterprise cloud fax and secure document distribution. The acquisition of Dublin, Ireland-based InterFAX, Upland’s first in Europe, adds $15.0 million in annualized recurring revenues and will be immediately accretive to Upland’s Adjusted EBITDA per share.

InterFAX adds foundational capabilities to Upland’s cloud-based Workflow Automation product family, including secure document distribution and enterprise cloud fax solutions that are compliant with Health Insurance Portability and Accountability Act (HIPAA) and certified under the Payment Card Industry Data Security Standard (PCI-DSS) and the International Organization for Standardization (ISO) 27001 Security Standard. Cloud fax alone is a $1.5B market forecasted to grow at 10% per year to $2.2B by 2022.1 With InterFAX added to Upland’s existing Workflow Automation product family, Upland can now offer comprehensive document management and workflow automation solutions and capabilities that include document capture, data extraction, data loss detection, secure storage, intelligent routing and approval, and secure document distribution through cloud fax, mobile messaging, and email.

Jack McDonald
Jack McDonald

“We are pleased to welcome InterFAX and its valued customers, development community, and partners to Upland,” said Jack McDonald, chairman and CEO of Upland Software. “This strategic and accretive acquisition builds on the investments we made in our Workflow Automation product family last year with the additions of Omtool (now branded as Upland product AccuRoute) and Qvidian, and it strengthens our presence in Europe to drive international expansion.”

Sean Nathaniel
Sean Nathaniel

“InterFAX’s secure document distribution and enterprise cloud fax capability allows us to deliver use-case-specific, end-to-end workflow management solutions that meet the industry compliance standards that our customers require,” said Sean Nathaniel, CTO and SVP of Workflow Automation Solutions for Upland Software. “InterFAX technology also enables a smooth migration for customers moving from on-premises fax to a secure, auditable cloud fax and distribution solution.”

Key use-cases served by Upland’s Workflow Automation product family now include both vertical offerings such as secure and compliant regulated communications in financial services, including retail branch communications and loan processing, and in healthcare, including secure patient information management, claims processing and prescription routing, as well as many cross-vertical applications such as accounts payable and receivable, automated bids and proposals, employee records management, revenue cycle management, legal documents handling, and electronic court filing. Upland intends to develop and acquire additional products that expand the automated workflow use-cases offered to clients.

The purchase price paid for InterFAX and related entities (including operations in Ireland, Israel, and a United Statesreseller) was $37 million in cash at closing, net of cash acquired, and a $5.0 million cash holdback payable over 18 months and subject to reduction for indemnification claims. The foregoing excludes any potential future earn out payments tied to performance-based goals. Upland expects the acquisition to generate annual revenue of approximately $15.0 million, of which all is recurring, subject to reductions for a deferred revenue discount, as a result of GAAP purchase accounting, estimated at $0.7 million for the remainder of 2018. The acquisition is within Upland’s target purchase price valuation multiple range of 5-8x pro forma Adjusted EBITDA and will generate an estimated $6.0 million in Adjusted EBITDA annually. The acquisition will be immediately accretive to Upland’s Adjusted EBITDA per share.

In connection with the acquisition of InterFAX, Upland amended and expanded its credit facility from $200 million to $258.7 million. Specifically, $50 million of new term debt was drawn, taking Upland’s gross debt outstanding from $113.7 million to $163.7 million, with debt, net of cash on hand, now at approximately $135 million. Further details regarding the transaction can be obtained in the Form 8-K filed March 22, 2018.

Impartner Spring ’18 Release Makes it Possible for Channel Managers to Create the Perfect Partner Experience In Real Time

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Impartner Spring ’18 Release Makes it Possible for Channel Managers to Create the Perfect Partner Experience In Real Time

New CMS Breaks All the Molds: Makes It Fast and Intuitive for Channel Managers to Edit Complete Partner Experience and Not Just Content in Partner Portals

Impartner, the best-selling and most-award winning pure-play Partner Relationship Management (PRM) solution, today announced its Spring ’18 software release, which makes it possible for channel managers to edit, in real time, not only the content but also their partners’ experience in their Partner Portals – without the help of IT. The release continues the company’s ongoing focus on providing the world’s most powerful, most nimble channel-management tools. Impartner’s completely re-engineered Content Management System (CMS) allows users to both add and change pages by program segment, tier, region, etc., with a simple drag and drop interface, and make content changes using the solution’s new fast, sleek, intuitive control interface, the Momentum BarTM. Other key features in the release include enhanced sales enablement and segmentation functionalities.

Gary Sabin

“In 2018, the vendor with the best partner experience wins,” said Impartner Senior Director of Product Management, Gary Sabin, highlighting Impartner’s newly re-engineered CMS. “This industry leap-frogging CMS solution is 100 percent focused on making it easier than ever for our customers to be able to continually optimize their partners’ journey with an easy-to-use, consumerized interface that users have come to expect from their business solutions.”

A Paradigm Shift for Sales Enablement

Sabin stresses this same paradigm-shifting engineering vision is the driver behind the release’s new sales enablement functionality. Vendors have long struggled to convert collateral layouts into formats that make it easy for partners to customize for their businesses by dropping in their own images, logos and text content. However, with Impartner’s new AutoSense technology, vendors can instantly scan and detect images and text in collateral material and ready them to be customizable by partners with the click of a button, removing dependence on professional services teams and running up timelines and expenses.

“Sales enablement materials are a critical part of the value partners expect from leading channel programs and one that we see driving a reported 56 percent increase in profitability for partners who have the resources they truly need to bring a vendor’s products to life in the market,” said Sabin. “By instantly making any existing collateral co-brandable, we’re removing the time, budgeting and logistical challenges that in the past, have caused vendors to limit the collateral they provide.”

Segmentation in a Few Clicks

In its previous release, Impartner ushered in a new era of precision with its SegmentAI automated segmentation engine. With this release, SegmentAI features a new wizard, which takes Impartner’s segmentation functionality to another level by making it drop-dead simple for channel managers to bring their segmentation strategies to life with a few clicks.

“Visionary channel managers are dreaming up strategic segmentation schemes as part of their secret sauce to getting the most out of their channel partners, and imagining unique differentiated programs to stand out in today’s hypercompetitive channel environment,” Sabin said. “Until now, the challenge has been the difficulty of peeling those strategies off the whiteboard and actually implementing them within their toolset.”

More Control Over the Heart of Your Chantech Stack

Self-service is also the focus of Impartner’s new configurable Single Sign On (SSO) solution. “Because a company’s PRM solution is the Grand Central train station of the chantech stack – the central hub from which partners can jump into other technologies that are constantly being added and reconfigured – our new SSO makes it easy for vendors to make the adjustments that are typical in today’s fast-moving technology landscape,” said Sabin. “Without having to turn to an outside vendor, it’s now 100 percent in the vendor’s control to add and remove technologies as they come and go – making it easy for vendors to maintain SSOs for their partners to ensure they have a seamless transition from their PRM to other technology solutions.”

RevM Achieves Gold Tier Certification As A HubSpot Agency Partner

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RevM Achieves Gold Tier Certification As A HubSpot Agency Partner

RevM, the growth-driven inbound marketing and sales agency, announced that it has become a Gold Certified HubSpot Agency Partner in less than a year. HubSpot, a leading CRM, marketing, sales, and customer experience platform, works with Agency Partners to grow their businesses through inbound software, services, and support.

RevM helps growth-focused businesses to transform their lead generation and digital marketing. Working with clients who are frustrated by the number of sales leads that convert into revenue and who struggle to generate the right-fit marketing leads, RevM leverages the inbound marketing approach to attract, convert, close and delight its customers’ prospects.

Founder and Managing Director of RevM, Carl Davies, said, “Over the past year, we have grown our business by incorporating inbound strategies to attract, engage, and delight customers. We work with businesses who are passionate about growth to apply those same inbound strategies to their marketing and sales. We recognize smart marketing technology as the enabling force behind our ability to push the limits and break new growth boundaries.”

RevM harnesses real-time lead intelligence by implementing the most advanced marketing and CRM automation technology. This facilitates detailed insights into what content the buyer has engaged with and indicates their propensity to buy. With five years of in-depth HubSpot skills and experience, RevM is able to help its clients engage with prospects at different stages of the buyer’s journey to ensure an effective lead generation marketing process.

HubSpot Channel Account Manager, Stephen Higgins, said, “We are thrilled to see RevM achieve such rapid growth to Gold Tier Certification in officially just eight months. Their team has many years of HubSpot experience across multiple industries and geographies, and their agile approach to inbound makes them a company that businesses everywhere can learn from. Watching them transform their agency with inbound at such a growth rate has been a rewarding experience.”

 

AI for Sales Company Clari Closes $35 Million in Funding Following Record Growth

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AI for Sales Company Clari Closes $35 Million in Funding Following Record Growth

Clari Oversubscribed Series C Financing Underscores Company Momentum and Value Realized by Organizations using AI for Sales

Clari, a leading provider of AI solutions for sales, has announced it has closed $35 million in financing led by Tenaya Capital. Participating alongside Tenaya Capital are Thomvest Ventures and Blue Cloud Ventures and existing investors Sequoia Capital, Bain Capital Ventures, and Northgate Capital. The new capital will be used to scale sales and marketing and accelerate product innovation for Clari’s AI-based Opportunity-to-Close (OTC) solutions which drive better and more predictable sales execution and forecasting.

Latest Clari Funding Would Push the Bar Higher in Delivering New AI for Sales Products

At the time of this announcement, Andy Byrne, Clari Founder and CEO, said, “Over the past year, we experienced tremendous growth with the C-suite embracing Clari as core to how they run their sales and forecasting processes, from an opportunity to close. This latest round of investment will help us extend our leadership position by fueling both our go-to-market plans and Clari’s innovation engine as we aim to deliver new products and integrated partner solutions to help our customers grow faster.”

The funding comes on the heels of a momentous 2017 for the company, marked by rapid growth and market recognition. Clari tripled its customer base with notable new customers including Adobe, Audi, Check Point Software, Equinix, Epicor Software Corporation, GE, and PerkinElmer. Gartner named Clari a 2017 Cool Vendor and the review site G2 Crowd ranked Clari among the Top 100 Software Companies, Top 50 Mid-Market Companies and Top 25 Silicon Valley Companies.

Investors Speak on AI for Sales from Clari

Brian Paul, Managing Director at Tenaya Capital, said, “The Clari team has leveraged its deep AI expertise to build a unique platform that surfaces predictive insights for sales reps, managers, and execs during the opportunity-to-close process.”

Brian added, “We see a massive opportunity for AI to transform how sales teams operate which is clearly validated by Clari’s customers and the impressive growth the team has achieved.”

“As a growing global business, we wanted a more efficient and predictable sales process and enhanced visibility into our pipeline,” said Sudheesh Nair, President at Nutanix. “Our entire sales organization and executive team turn to Clari every day for valuable insights and analytics that show both where we’re going and how to get there,” added Nair.

“Working with Clari since inception, we have been impressed with its growth and strong execution,” said Aaref Hilaly, Partner at Sequoia Capital.

Aaref added, “Clari has fast become indispensable to many of the most successful sales teams, giving them visibility into their most important metrics: rep productivity, pipeline health, and forecast accuracy.”

 

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