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What is an AI System of Growth
- 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
Editor's Notes
- How do you navigate the innovation. What is best in class? Are we best in class in terms of AI in the sales organization
- So if that is what we do for one customer, imagine all that data across all customers *Key Point* we now believe we have critical mass data such that we have profiles matching most types of companies and most types of buyers in the world Any new customer we add to this mix we can contextualize their data and make meaning of it right away But we are doing this one company at a time….
- Quick overview of what we do Productivity (and collect data)—this is where we instrument everyone to collect the data we need AI Optimization of deals AI Optimization of people Custom AI
- Summary slide: Objective: Open the black box, show the value of Neuralytics Read out section: Are models working – is the data science working Are Reps using it Is it making an impact? Where to go from here? Still money on the table – is there more value to extract Roadmap slide Product vision / future state (profile score, contact data prediction, influence prediction, intent prediction) Add 7 step slide Add product vision? “wants to see the future”
- This is all the users see—they just think they are using software, but really we are collecting data for AI optimization
- Summary slide: Objective: Open the black box, show the value of Neuralytics Read out section: Are models working – is the data science working Are Reps using it Is it making an impact? Where to go from here? Still money on the table – is there more value to extract Roadmap slide Product vision / future state (profile score, contact data prediction, influence prediction, intent prediction) Add 7 step slide Add product vision? “wants to see the future”
- Summary slide: Objective: Open the black box, show the value of Neuralytics Read out section: Are models working – is the data science working Are Reps using it Is it making an impact? Where to go from here? Still money on the table – is there more value to extract Roadmap slide Product vision / future state (profile score, contact data prediction, influence prediction, intent prediction) Add 7 step slide Add product vision? “wants to see the future”
- Summary slide: Objective: Open the black box, show the value of Neuralytics Read out section: Are models working – is the data science working Are Reps using it Is it making an impact? Where to go from here? Still money on the table – is there more value to extract Roadmap slide Product vision / future state (profile score, contact data prediction, influence prediction, intent prediction) Add 7 step slide Add product vision? “wants to see the future”
- Summary slide: Objective: Open the black box, show the value of Neuralytics Read out section: Are models working – is the data science working Are Reps using it Is it making an impact? Where to go from here? Still money on the table – is there more value to extract Roadmap slide Product vision / future state (profile score, contact data prediction, influence prediction, intent prediction) Add 7 step slide Add product vision? “wants to see the future”