ACCOUNT BASED DATA

People.ai Unveils Three Enterprise Revenue Intelligence Solutions

People.ai | September 14, 2022 | Read time : 05:00 min

Revenue Intelligence Solutions
People.ai, the enterprise revenue intelligence leader, today announces the launch of its newest product capabilities, including Engagement Dashboards, Account Planning, and People.ai for Oracle Sales Cloud to help sales and ops teams drive greater efficiency, deeper relationships and clearer visibility.

According to LinkedIn's Global State of Sales 2022 report, sellers spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. Also noted in the report, 81% of sellers are losing deals from key contacts leaving client or prospect companies, and 45% say incomplete data is their biggest data challenge. More automation and visibility into pipeline means salespeople can win more deals and generate more revenue.

"The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai.

"The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We're clearing the pathway so teams can focus on what matters: building revenue," said Oleg Rogynskyy, CEO of People.ai. "Our newest product offerings aim to transform the B2B sales process by providing our customers with more data and greater insight to accelerate business decisions that will grow pipeline, increase deal sizes, shorten sales cycles and boost win rates."

Key features of People.ai's new product offerings include:

Engagement Dashboards
People.ai's Engagement Dashboards provide sales and ops teams with a powerful out-of-the-box experience for both buyer and seller engagement visibility. With Engagement Dashboards, sales and ops teams can pinpoint at-risk accounts and opportunities in real time by easily creating personalized tables with custom metrics based on any CRM or People.ai field.

Vonage, an innovation leader in leveraging sales technology across their account-based selling initiatives and People.ai customer, is an early adopter of this new solution. "Leveraging People.ai's multi-org SFDC enabled us to completely revamp our coaching culture and approach to account-based selling," said Frankie Panicucci, sales operations generalist at Vonage. "Our sales leaders now have more data and visibility into pipeline health, which gives us the ability to increase account engagement where needed and achieve our revenue goals."

People.ai Account Planning
People.ai's Account Planning application enables enterprise sales leadership to operationalize their account planning methodology, process and strategy, all natively in Salesforce. Coupled with People.ai data automation and insights, Account Planning helps sellers visualize and develop a deeper understanding of the buyer's business, goals, and obstacles to identify opportunities, resulting in increased pipeline in existing and target accounts.

People.ai for Oracle Sales Cloud
As a part of Oracle's recent announcement about the next iteration of Oracle Fusion Sales, People.ai and Oracle have partnered together to transform the sales process into a modern revenue engine. The result of that partnership, People.ai for Oracle Sales Cloud, will help customers generate more revenue by increasing sales productivity, which will drive more and bigger deals faster and increase buyer satisfaction.

"We're collaborating with People.ai because we're equally laser-focused on transforming the sales process into a modern revenue engine," said Katrina Gosek, vice president, product management, Oracle Customer Experience. "Together, we will be able to provide our mutual customers with the actionable revenue insights needed to drive significant revenue transformation and growth.

For more information about People.ai's product and service offerings, please visit https://people.ai/product/

About People.ai
People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage with in each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that's why people buy from People.ai. For more information, please visit www.people.ai

Spotlight

As if the world of marketing and sales doesn’t change rapidly enough, markets have thrown revenue teams yet another curveball. Downturn, deceleration, inflation, dare we go on? We know these terms aren’t just being thrown around in meetings or across the news — they’ve become a very real part of the day-to-day problems you’re no


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CORE ABM, ACCOUNT BASED DATA

Groupe Pierre & Vacances Center Parcs Chooses Medallia For Customer Experience

Medallia | December 20, 2022

Medallia, Inc., the global leader in customer and employee experience, today announced that Groupe Pierre & Vacances Center Parcs has selected Medallia as its experience platform of choice. “We look forward to starting this new partnership with Medallia, a new step in our strategy to increase customer satisfaction,” said Laurène Beurdeley, CCO Center Parcs and David Sandier, CCO Pierre & Vacances. “We are convinced that a stronger attention to customer voice is key to continuously improving the experiences we deliver to our guests.” “We look forward to starting this new partnership with Medallia, a new step in our strategy to increase customer satisfaction,” said Laurène Beurdeley, CCO Center Parcs and David Sandier, CCO Pierre & Vacances. “We are thrilled to work more closely with Groupe Pierre & Vacances Center Parcs and help them deliver world-class experiences,” said Agnieszka May Sadowska, SVP of Europe at Medallia. “With customers and employees engaging in new ways, leading organizations recognize that experience has become a critical foundation for business success. To stay ahead of changing market conditions and rising expectations, brands must understand their customers and employees across every touchpoint and act quickly to deliver exceptional experiences.” From on-site operations, digital, the contact center, human resources, sales & marketing, product development to market research, Medallia’s award-winning platform can meet the unique needs of every department, while also bringing them all together to drive transformational change through customer and employee experience. Medallia is a trusted partner to thousands of the biggest organizations around the world, helping them increase loyalty, trust, operational efficiency, and revenue. About Groupe Pierre & Vacances Center Parcs The Group develops innovative leisure and holiday concepts in respect of the environment in order to offer its clients the most attractive seaside, mountain, countryside and city-centre destinations. Created in 1967, the Pierre & Vacances-Center Parcs Group is the European leader in local tourism. Today, with its complementary tourism brands – Pierre & Vacances, Center Parcs, maeva and Aparthotels Adagio – the Group operates a tourism network of more than 43,500 homes and apartments located in 284 sites in Europe. In 2020/2021, the Group generated turnover of €1,769 million. About Medallia Medallia is the pioneer and market leader in customer, employee, citizen, and patient experience. As the No. 1 enterprise experience platform, Medallia Experience Cloud is the experience system of record that makes all other applications customer and employee aware. The platform captures billions of experience signals across interactions including all voice, video, digital, IoT, social media, and corporate-messaging tools. Medallia uses proprietary artificial intelligence and machine learning technology to automatically reveal predictive insights that drive powerful business actions and outcomes. Medallia customers reduce churn, turn detractors into promoters and buyers, create in-the-moment cross-sell and up-sell opportunities, and drive revenue-impacting business decisions, providing clear and potent returns on investment. For more information visit www.medallia.com.

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CORE ABM, ABM ACCOUNTS

Stirista’s Account Based Marketing (ABM) Research Survey Finds 70% of Businesses Plan to Invest in ABM Technology in 2023

Stirista | December 09, 2022

Stirista, the leader in data-driven performance marketing solutions, today released new research showing that 70 percent of B2B digital marketing leaders plan to invest in Account Based Marketing (ABM) technology in 2023. Stirista’s ABM survey of marketing executives from 200+ U.S. B2B businesses also revealed the expected continued growth of ABM technologies, the importance of identity data and building the right consumer profile, and the need for a multichannel platform that streamlines the advertising process. "Stirista conducted this survey to dive deep into the current state of account based marketing, and the findings reaffirmed that while the space is experiencing unprecedented growth, full adoption of advanced technology solutions is still lagging as platforms are often overly complex with a myriad of features that go un-utilized,” said Vincent Pietrafesa, Vice President B2B Products, AccessB2B Stirista. "Stirista conducted this survey to dive deep into the current state of account based marketing, and the findings reaffirmed that while the space is experiencing unprecedented growth, full adoption of advanced technology solutions is still lagging as platforms are often overly complex with a myriad of features that go un-utilized,” said Vincent Pietrafesa, Vice President B2B Products, AccessB2B Stirista. "As we look ahead to 2023, B2B marketers seek modern, easy-to-use solutions that embrace the importance of identity data and fully optimize ABM best practices, including the ability to run advertising campaigns." ABM Growing Rapidly in B2B Over half (63%) of businesses surveyed use ABM methods and practices and nearly 50% of businesses are looking to invest $100,000 to $300,000 on solutions in the coming year. Of those who use ABM, the majority consider themselves as having a somewhat mature or highly mature program (67%), with one-third citing limited experience with ABM. This signals more growth potential as businesses will look to adopt new technologies to improve their ABM processes. The main channels being utilized in B2B ABM include display/native advertising (75%), search (67%), social media (67%), and email marketing (44%). CTV is also an emerging channel, used by more than one-third of businesses’ ABM practices and that number is expected to continue to grow in the coming years, particularly as Work-from-Home remains steady and CTV is a proven channel to effectively reach that audience. Identity Data Crucial Part of ABM Strategy According to over 90% of businesses surveyed, determining the perfect consumer profile is the most crucial technology feature for their ABM program. Nearly 70% indicated that identity data (labeled persona data in the survey) is critical when building target account lists. Many of the solutions available for ABM today are driven by intent, however the survey reiterates that B2B marketers are most interested in persona/identity data to ensure that the right messages can be delivered to the target customer profile. Email addresses (business 47%, customer 44%) are the number one audience identifier for ABM marketers, followed by 3rd party cookies (36%) and mobile IDs (33%). Other important elements of ABM technology for B2B marketers include executing and measuring advertising programs (54%) and measuring account engagement metrics (50%). B2B Marketers Are Seeking a Streamlined, Multichannel Platform The majority of businesses planning on using ABM practices and methods (75%) haven’t decided on a platform provider, often due to lack of a comprehensive multichannel solution available today. Currently, less than 40% of businesses use a single platform technology for ABM practices, with the majority (44%) using manual efforts or a combination of multiple platforms. Additionally, 82% of businesses surveyed believe multichannel campaign execution is somewhat or very important to the success of an ABM program, adding that activation of audiences (48%) and execution and measurement (44%) would be the most important factors in choosing a solution/solutions. Study Methodology Findings from the Stirista AccessB2B Survey were derived from an online panel conducted by Thrive Analytics. Data was gathered between September 27 – October 12, 2022, from over 200 responses of marketing executives at top U.S.-based B2B organizations across a variety of verticals with annual revenues greater than $50 million. The full report is available at https://accessb2b.com/abm-research/. About Stirista Stirista is a data-driven performance marketer that combines the power of authoritative identity data with the execution of omnichannel marketing. Through its data and customer-centric approach, Stirista is helping Fortune 500 and mid-market brands increase brand loyalty and acquire new customers. Stirista’s privacy compliant data insights helps clients interact with customers and prospects via digital, email and social channels. For more information, please visit http://www.stirista.com.

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TARGETED ACCOUNT STRATEGY

Outreach Introduces Quarterly Sales Confidence Index, Revealing Optimistic Forecast

Outreach | November 14, 2022

Outreach, the leading sales execution platform helping revenue organizations create and close more pipeline, today introduced the results of its first Quarterly Sales Confidence Index. Based on a survey of 504 B2B sales leaders in the U.S. and U.K. at the end of September, the index reveals that 85% of respondents expect next quarter's revenue performance will increase from the previous quarter. Respondents cited the following reasons for their bullish outlook: "introduction of new offerings" to sell, "introduction of new sales technologies", "change in sales processes", "customer buying intentions", and "overall sector performance." Increased Investments in Sales Technology The 2022 Fall report dove into the top question on sales leaders' minds – how will our company increase seller productivity in the current down market? Outreach's Sales Confidence Index revealed 94% of respondents are prioritizing investing in sales technology, sparking a trend that companies will redeploy headcount budgets to technology in order to help increase revenue and forecast accurately. Outreach also recently discovered in a separate survey that 50% of respondents are actively consolidating or planning to consolidate their tech stack and 73% of leaders agree with the statement "We strongly prioritize choosing sales technology vendors that offer multiple products in an effort to minimize the number of vendors we use." These findings pose a large opportunity for companies to look toward a strategic platform approach that will solve their challenges across the sales journey from the Sales Development Representative (SDR) to the Account Executive (AE) to the Chief Revenue Officer (CRO). "In today's economy a global economic downturn has become a reality, and companies are looking to find ways to create and close pipeline faster," said Mary Shea, VP, Global Evangelist at Outreach. "In today's economy a global economic downturn has become a reality, and companies are looking to find ways to create and close pipeline faster," said Mary Shea, VP, Global Evangelist at Outreach. "Sales leaders are optimistic their sales teams will end the next quarter positively and a guiding force behind this success is a platform approach that helps companies close efficiency gaps and increase revenue. To prepare for what comes next, it will be necessary to equip every member of the GTM team with seller-first technology that has embedded automation and AI to maximize organizational efficiency and effectiveness." Continued Digitization of Sales Organizations across sectors had to digitally transform over the past few years and sales teams were no different. Sales teams were used to in-person meetings with clients and had to quickly adapt to digital selling. Approximately one fifth of respondents to the Sales Confidence Index survey are only meeting customers via video meetings, while more than half of respondents are mostly meeting customers through a video meeting platform with some in-person meetings. Only one percent of respondents are only meeting customers in person. Diversity, Equity, and Inclusion Programs Positively Impact Retention Additionally, Diversity, Equity, and Inclusion is becoming a more significant factor for Sales teams. In fact, 87% said their organization's DE&I policies have a positive impact on their sales and customer retention efforts. To help increase diversity in sales, Outreach launched the RISE and RISE UP programs; two leadership training programs created to help grow diverse talent from within. Now available for any company to use, these programs were designed to deliver opportunities and access to rising leaders, wherever their career journeys take them. The next Outreach Quarterly Sales Confidence Index findings will be revealed in early 2023. Outreach partnered with Dynata to survey 504 B2B sales leaders in the United States and United Kingdom across industries. 40% of respondents identified as VP of Sales, 27% as director of sales, 24% as sales team leader or manager, 5% as sales administrators, and 4% as individual contributors. The survey was fielded September 19-22, 2022. About Outreach Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle. Outreach is the only company to offer sales engagement, revenue intelligence, and revenue operations functionalities in a unified platform. More than 5,500 companies, including Zoom, Siemens, Okta, DocuSign, and McKesson depend on Outreach to power their revenue organizations. Outreach is a privately held company based in Seattle, Washington, with offices worldwide. To learn more, please visit www.outreach.io.

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ABM ACCOUNTS

Infobip Appoints Vice President of Marketing and Growth to Support Ambitious Targets

Infobip | December 19, 2022

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Spotlight

As if the world of marketing and sales doesn’t change rapidly enough, markets have thrown revenue teams yet another curveball. Downturn, deceleration, inflation, dare we go on? We know these terms aren’t just being thrown around in meetings or across the news — they’ve become a very real part of the day-to-day problems you’re no

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