See how data, machine learning and artificial intelligence combine to provide real world, tangible differences to sales and revenue outcomes

1. AI System of Growth

2. What is an AI System of Growth
USES AI TO SELL MORE
by answering
Who to sell to?
How to engage them?

3. NEURALYTICS™
GLOBALCROSS-COMPANY BEHAVIORAL DATA
WITH OUTCOMES
NEURAL SALES DATA
• 2,000 Companies
• Interactions (email + phone
calls)
• Outcomes (funnel
advancement)
• Contextual data
• 6 trillion data points
• People profiles
• Company profiles
• Propensities
How does an AI System of Growth work?

4. Effectiveness
STAGE 4
Visibility
STEP I
Visibility
Launch core
Products
-
STEP II
Productivity &
Effectiveness
STEP III
Basic Models
STEP IV
Advanced Models
STEP V
Seller
Optimization
STEP VI
Predictive
Cloud
STEP VII
Advanced AI
Launch
Prioritization
-
Introduce
AI
Prioritization
-
Fine Tune
AI Models
-
Answer
Custom
Questions
-
KNOWLEDGE&DATA
AI System of Growth - AI Sales Transformation
Unlock
Internal Data
-
0
PRODUCTIVITY PROFILE BUYERS CUSTOM AI
START
ISDC
+10%
Revenue
+20%
Revenue
>30%
Revenue
PROFILE SELLERS
+20%
Revenue
AI Pipeline
Management
-
Predictive
Playbooks™
NeuralView™ Predictive
Pipeline™
Predictive
Cloud™

5. AI System of Growth Applied
Fortune 500 Sales Transformation - CASE STUDY
Customer Fortune 500 Communications Co.
Goal Increase sales for B2B teams
Reps 203
Locations 2
Time
Frame
9 Months
Baselines 14 Calls/day, 20% Contact Rate
Increase in Revenue
5X ROI … 3 Month payback period28%
10%
20%
Jan Feb Mar Apr May Jun Jul Aug Sep Oct
Closed Won Amount
Productivity
Phase AI Phase
baseline

6. AI Steps 1 & 2: App Layer

7. 17.23
24.21
Jan Feb Mar Apr May June July
Efficiency: Avg. Daily Tasks per Rep
13.52
19.92
Jan Feb Mar Apr May June July
Efficiency: Avg. Daily Dials per Rep
27,049
76,963
Jan Feb Mar Apr May June July
Productivity: Total Dials
34,468
93,558
Jan Feb Mar Apr May June July
Productivity: Total Tasks
AI Steps 1 & 2: Business Impact Metrics
+185%+171%
+24% +47%
StartStart
Start Start
T

8. AI Step 3 & 4: Model Breakdown
NV Scores deliver 41% lift against the baseline win rate (call connects) and 88% lift against the
baseline win rate when Reps work the AI recommended records in prioritized order.
8
22
39 31
41
50
82
107
152
1 2 3 4 5 6 7 8 9 10
Preliminary performance
forecasted via back scoring:
March-August 2017
AI Recommended
Zone
11 24
41
63
88
114
130
191
275
1 2 3 4 5 6 7 8 9 10
Preliminary performance
forecasted via back scoring:
March-August 2017
AI Recommended
Zone
Contactibility Closeability

9. AI Step 4: Model Analysis
$0.64
$2.95
1 2 3 4 5 6 7 8 9 10
Leverage: Avg. Close Won
Amount per Dial
392.37
551.43
1 2 3 4 5 6 7 8 9 10
Deal Size: Avg. Amount Closed
Won
$9,417
$114,697
1 2 3 4 5 6 7 8 9 10
Win Value: Closed Won
Opportunity Amount
Measurement Window: 10/1-10/31
24
236
208
1 2 3 4 5 6 7 8 9 10
Deal Flow: Opportunities
Closed Won
.4x
7.5x
3.5x 11x

10. 1. Calculate the Odds
to Win (OTW) for each
Dial Bucket
2. Calculate the
Average Deal Size
(ADS) for each Score
Bin
3. Multiply OTW & ADS
for each Score Bin and
Dial Bucket
4. Heat map the
Average Dollar Value
per Dial
AI Step 4: Cadence Analysis
Score Dial 1 Dial 2 Dial 3 Dial 4 Dial 5 Dial 6 Dial 7 Dial 8 Dial 9 Dial 10
0-25% $1.01 $1.02 $1.51 $2.78 $3.09 $1.86 $1.50 $1.41 $0.95 $0.91
26-50% $1.68 $2.69 $3.89 $3.90 $3.58 $4.12 $4.18 $3.01 $3.11 $2.60
51-75% $6.91 $7.71 $7.69 $7.35 $8.75 $8.75 $7.00 $6.52 $6.60 $6.60
76-
100%
$10.02 $10.90 $11.33 $11.04 $9.79 $9.24 $9.15 $7.85 $7.53 $7.30
AI
Recommended
If Reps focus on the top 50% of scores they will realize 5-10X Dollars Per Dial

11. AI Step 4: Cadence Analysis
Many accounts are called too few times, sometimes stopping before a close occurs
Green: Represents the average dials to close (+1) per
decile
1 2 3 4 5 6 7 8 9 10
1 64.2% 21.4% 7.2% 2.9% 1.6% 1.1% 0.7% 0.4% 0.3% 0.3%
2 60.0% 21.3% 8.7% 4.0% 2.3% 1.4% 0.9% 0.6% 0.5% 0.4%
3 53.3% 22.0% 10.0% 5.4% 3.3% 2.1% 1.5% 1.0% 0.8% 0.6%
4 48.9% 22.7% 11.1% 6.1% 3.8% 2.6% 1.8% 1.3% 1.0% 0.8%
5 49.3% 22.2% 10.9% 6.2% 3.8% 2.6% 1.8% 1.3% 1.0% 0.8%
6 50.4% 21.7% 10.5% 5.9% 3.7% 2.6% 1.9% 1.4% 1.1% 0.8%
7 49.9% 22.3% 10.8% 6.0% 3.7% 2.5% 1.8% 1.3% 1.0% 0.8%
8 43.3% 22.6% 12.2% 7.2% 4.7% 3.2% 2.4% 1.8% 1.4% 1.1%
9 40.4% 22.5% 12.9% 7.9% 5.1% 3.6% 2.7% 2.0% 1.6% 1.3%
10 38.6% 21.6% 12.7% 8.2% 5.7% 4.1% 3.2% 2.5% 1.9% 1.6%
RECOMMENDED DIAL CADENCE
SCORE BINS

12. AI Step 4: Current Business Impact
Summary
3.3Months to
Break Even
61%Increased
Pipeline
25%Increased
Deal Size
28%Increased
Revenue
Despite a 17.5% decrease in rep
headcount

13. Thank You