2020: A Look Back in Revenue Intelligence

Let’s face it, 2020 has been…err…complicated. Before we turn the page and welcome in the much anticipated new year, we’re taking a look back at all that was accomplished. It wasn’t an easy year, but it was productive—and we’re proud to play a key role in the advancement of the Revenue Intelligence market. 

When it comes to innovation in revenue intelligence—this has been a year that has transformed this industry drastically—for the better. So let’s countdown the top 5 

  1. Revenue Intelligence comes to HubSpot

In September, the InsightSquared Revenue Intelligence Platform made its debut in the HubSpot App Marketplace, listed as one of the featured apps that help customers make HubSpot’s new Sales Hub Enterprise even more powerful. 

The HubSpot community now has access to extremely flexible, customizable, self-service forecasting and analytics—all enriched with machine learning. 

“InsightSquared has created an amazing revenue intelligence platform to power modern marketing and sales operations,” said Scott Brinker, HubSpot’s VP of platform ecosystem. “We’re delighted that their new integration with HubSpot will help our customers tap the full power of our two platforms together.”

HubSpot users can easily create custom reports with the ability to drill-in and filter in real-time, moving from executive rollups to detailed individual activities all within a single report. Additional functionality includes Interactive Reports to guide 1:1s and pipeline reviews, robust Forecasting with historical tracking; and Conversational Intelligence.  

  1. Integrated Forecast Submission and Analytics 

As every revenue player knows, forecasting is a critical part of the job. Spreadsheets, emails and ad-hoc meetings have been tried for decades but they are inefficient and inaccurate at best. 

By integrating Forecast Submission into your overall Revenue Intelligence cycles, revenue leaders gain a fast and accurate way for the entire team to submit and manage the forecasting process from the bottoms up. 

After forecasts are submitted, it’s time for validation. With InsightSquared, machine learning takes over, calculating your predicted number based on current CRM data, best cases, and rep judgments. Each opportunity is also given “Confidence Scores” visualizing those likely to close and those that are at risk. We also make it easy to understand changes, with a complete audit trail, and all of the other rich features designed to deliver the predictability you need to grow your business.

  1. Out of the Box & Self-Service

The out-of-the-box analytics within the InsightSquared Revenue Intelligence 

Platform continue to grow and offer preset data for common uses, allowing you tohit the ground running. 

Our goal is to ensure you have the insights you need—quickly. This library is one of the reasons we continue to lead the industry in speed of deployment. Beyond initial deployment, we make it easy to add, customize and filter directly in the UI, without a need for support. On-demand, self-service is here to stay! 

  1. Integrated Conversational Intelligence 

Your relationship doesn’t end when the deal closes. It’s just getting started.

We all know that call and meeting recording and analytics (commonly known as Conversational intelligence) provide an unfiltered lens into the state of your buyers and customers. It’s rich data that has been used for many years for enablement and coaching. 

But the real power comes when you combine Conversational Intelligence data with full-lifecycle activity capture and robust machine learning to enrich every element of your business—forecasts, reporting, product roadmaps, marketing campaigns, competitive positioning and more.

If your Conversational Intelligence data is alone on an island, you are only getting a fraction of the value. We can help you understand it means to truly integrate that data into your revenue process. 

  1. Next Level Revenue Analytics: Advanced Sales Math

Finally, the biggest milestone of 2020 is without a doubt, the introduction of Advanced Sales Math. The next level analytics that don’t just present what happened, but dive into the why and how to identify key inflection points in your sales cycle where you win or lose deals.

Our self-serve and machine learning-driven Advanced Sales Math hone in on the critical moments such as number and type of activities that translate to a win; Profile of conversations for winning deals; and marketing lead effectiveness by source, deal type and segment; and more.

This deep level of intelligence addresses both the tactical and strategic changes that need to be made to improve. Managers can identify the leads and deals that are at those inflection points and focus their attention and coaching on helping the team navigate through them to improve funnel health, stage progression and win rates. While at the same time, sales leaders can spot gaps in alignment and make long-term process improvements that will create a competitive advantage. 

Get a jump start on 2021 with the most complete, integrated Revenue Intelligence Platform.

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