Last week was like most others in Las Vegas. Thousands upon thousands of people descended upon Sin City to wager some bets in hopes of winning big, to catch a big-name show or two on the Strip, and to otherwise simply connect with friends and family.
The People.ai team was also in Vegas last week. We were there for the Oracle CloudWorld conference. And while some of us may have taken advantage of the activities noted above – don’t worry, team, what happens in Vegas, stays in Vegas – our main goal was to help enterprise go-to-market (GTM) teams pave the proven path to pipeline generation and revenue growth.
But, you know, come to think of it – perhaps the similarities between the usual Vegas attractions and our objectives aren’t too different.
After all, we were there to:
So what were our big learnings from this mega-event? Glad you asked! Here are three key takeaways from our team on driving revenue transformation.
Ok, this takeaway might be cherry-picking a bit. The event is named Oracle CloudWorld after all. But the fact remains that Oracle has really upped the ante in the cloud computing space, and is starting to gain strong traction in cloud infrastructure and SaaS revenue.
The relevance of Oracle’s cloud portfolio certainly applies to the GTM side of the house. The Oracle Fusion Sales Cloud is designed to transform the sales process into a modern revenue engine. Earlier this year, we announced our partnership with Oracle Fusion Sales and how our two platforms work together to enable outcomes like improved sales productivity, larger deals that close faster, and increased customer satisfaction.
This week, we proudly unveiled our listing on the Oracle Cloud Marketplace, a one-stop shop for Oracle customers seeking trusted business apps, including ones that extend Oracle Cloud Applications. That now includes the People.ai revenue intelligence platform. Through this milestone, we’re furthering our commitment to the Oracle community and Oracle customers, helping them reap the benefits of true enterprise revenue intelligence.
But instead of just hearing it from our perspective, see what Katrina Gosek, VP of Product Management for Oracle Customer Experience, had to say about our partnership and these co-innovations:
Most of us have heard the claim that “data is the new oil.” Unfortunately, many GTM organizations are now drowning in it.
Having more digital interactions with buyers means more data. And that means more time sellers must manually enter data into CRMs.
Herein lies the real problem. Today, 97% of sellers still rank CRM as the most important tool in the sales tech stack. Yet, 41% say incomplete, out-of-date CRM data is their biggest challenge (the #2 overall sales challenge, by the way, according to LinkedIn).
Our take? Eliminate the manual drudgery of entering data into CRMs by turning to AI and automation.
We’re not alone. Nearly 80% of companies plan to use some form of AI-powered automation by 2023. Why not enable your biggest growth engine – your sales and extended GTM team – to leverage this as well?
For what it’s worth, the importance of using AI was validated time and time again during our conversations with attendees at our booth during Oracle CloudWorld.
Our very own Jesse Dailey, VP of Solution Engineering, even held a session on this very topic.
In his session, Jesse discussed how AI-powered, automated capture of key GTM activities into CRMs such as Oracle Sales Fusion can change the game for sales, marketing, and operations teams.
But how is this a game-changer, you ask? For starters, how about getting the 50%+ of contacts your sellers are engaging – but aren’t even in your CRM – into play, automatically. From there, the power or AI can take over to continually enrich those contact details, surface prescriptive recommendations of how sellers and marketing can better engage those contacts and accounts, and voila – you’re off to the races.
It’s not a Vegas magic show. It’s not even the future of selling. It’s the reality, today.
In the current macroeconomic climate, generating the most revenue from your most important accounts that have the highest propensity to buy is absolutely paramount. But you don’t need a finance degree or to work on Wall Street to figure that one out.
Most companies understand that building a healthier pipeline is key to weathering the current storm. In fact, 72% of sales leaders say improving pipeline creation is their #1 priority, according to Gartner.
But the key word here is improving. And if nearly three out of four sales leaders cite the need to improve in this area, it’s safe to say that delivering better pipeline coverage isn’t easy.
The good news? People.ai and Oracle can make your pipeline coverage and performance more predictable. And that’s precisely what our very own Art Harding, COO of People.ai, covered in a joint session with the help of a couple of friends from Oracle.
In a nutshell, the key to better pipeline coverage and conversion is making decisions based on data. Art and team covered how to break down data silos and unlock the hidden, actionable signals in your revenue data that lead to higher-yielding deals.
And in terms of measuring pipeline performance? The quantity and quality of sales engagements are key.
That about sums it up from Las Vegas and Oracle CloudWorld 2022. A huge thanks to our partners at Oracle for putting on an amazing event. And a huge thanks to our customers, prospects, other partners, and attendees who popped by our booth to spend some time with us.
In closing – it’s safe to say that People.ai, Oracle, and a number of attendees are bullish on the power of enterprise revenue intelligence. It’s not a gamble. It’s not a bet. It’s essential table stakes to building pipeline and revenue. And we’re delighted to continue the conversation with you.