An AI Software Company Gains Valuable Insights Into their Data with Salesforce Revenue Intelligence and CRM Analytics

The Challenges

Our client, a software company that provides businesses with AI search, merchandising, testing, and personalization capabilities, came to Kelley Austin with several significant challenges that limited their ability to leverage their data effectively.

Their existing RevIntel solution lacked customization capabilities, provided limited insights into data calculations, and left them with a vast amount of unstructured data that was difficult to utilize.

Additionally, their standard Salesforce CRM Analytics and reporting features were inadequate for their specific needs. They were missing out on many crucial predictive insights that could enhance their strategic planning. Some of the challenges they faced were:

Lack of Customization: Our client’s previous solution, Clari, lacked the ability to customize dashboards to fit their unique business model, sales process, and metrics.

Limited Insight into Data: Clari’s dashboards didn’t provide detailed insight into the calculations behind the metrics, making it difficult for our client to understand their data fully.

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‍Unstructured Data: Our client had a large amount of unstructured data dating back to 2006, which they struggled to utilize effectively for business insights.

Ineffective Out-of-the-Box Solutions: The standard CRM Analytics and reporting features didn’t meet our client’s specific needs, leaving them with limited actionable insights.

Missed Predictive Insights: Our client lacked advanced predictive capabilities that could forecast the likelihood of closing deals, which greatly limited their strategic planning.

The Solution

To address these challenges, we implemented a solution centered around Salesforce Revenue Intelligence and Managed Services — an offering where we provide ongoing support for our clients in key areas. Our approach focused on customizing dashboards to fit our client’s unique business model, enhancing data visibility, and deploying advanced AI and predictive insights.

By transforming their unstructured data into actionable insights and following an iterative development process, we ensured continuous improvement and alignment with our client’s evolving needs. The solutions we implemented for our client include:

Revenue Intelligence Customization: The implementation of Salesforce Revenue Intelligence allowed for extensive customization of dashboards that we tailored to fit our client’s requirements and metrics.

Enhanced Data Visibility: The new RevIntel solution with Salesforce provided detailed visibility into data calculations, enabling our client to understand the origins of their metrics clearly.

AI and Predictive Insights: The project deployed advanced AI and machine learning models to offer predictive insights, such as forecasting the likelihood of deal closures.

Strategic Data Transformation: The unstructured data was transformed into structured, actionable insights, facilitating better decision-making.

Ongoing Support with Managed Services: As part of our Managed Services engagement with the client, we ensured a structured approach to gathering requirements, designing, and improving the solution — with weekly updates and enhancements.

Customer Impact

Our client now benefits from highly customized dashboards, greater insight into their data, and the ability to make more informed strategic decisions with Salesforce Revenue Intelligence. Our work has also enhanced their reporting capabilities and optimized their use of CRM Analytics — opening up new opportunities for innovative and effective data utilization.

As a result, our client is better positioned to leverage their data for business growth and success. Key benefits of the engagement include:

Improved Customization: Our client now enjoys highly customized dashboards that align with their business processes and metrics.

Greater Insight into Data: The detailed visibility into their data has provided our client with a deeper understanding of their metrics and business performance.

Strategic Decision-Making: With structured data and advanced predictive insights, our client can now make more informed, strategic decisions.

Enhanced Reporting Capabilities: The project opened up new opportunities for reporting and analysis, including future phases focused on areas such as marketing attribution.

Optimized Use of CRM Analytics: Our client gained new ideas and capabilities for how to benefit from using CRM Analytics, leading to more innovative and effective use of their data.

Our partnership with the client has led to transformative changes in how they manage and utilize their data. By addressing their initial challenges with a tailored Revenue Intelligence solution and a strategic approach to Managed Services, we have empowered them with deeper insights, improved customization, and advanced predictive capabilities.

Our client now benefits from enhanced reporting, more informed decision-making, and the ability to innovate continuously. We look forward to continuing this journey and exploring new opportunities to further enhance their capabilities in future phases.