Why Sales & Customer Success Teams Need Better Customer Intelligence

Sales and Customer Success teams are looking to build and retain relationships with the customers that last and grow. Sales and Customer Success Professionals need to engage with their customers on a timely basis to identify up-selling opportunities and mitigate churn proactively. 

They must have a comprehensive customer intelligence platform that delivers actionable intelligence about critical events in their customers, prospects, and competitors. Access to timely customer intelligence helps Account Managers and Customer Success Professionals establish frequent communication and foster a dynamic relationship with their customers, directly impacting their net retention rate (NRR). 

Real-time customer intelligence to engage timely with customers 

When a customer receives funding or an award, it’s an opportunity for Sales and Customer Success Professionals to send a congratulations note. This gesture would have a substantial impact when done on time.

360-degree view of customers to proactively identify upselling and cross-selling opportunities and churn risks 

There are numerous uncontrollable events in customer organizations that can impact ongoing engagement. For example, receiving funding and launching new products and services signals growth, as customers may spend more on products and services. While CXO exits or M&A signal risk, there could be organizational restructuring and changes in decision-makers. 

Why is this a challenge for Customer Success Teams? 

Time: 

External signals are often scattered, unstructured, and can take weeks to gather. Sales and Customer Success teams often spend their time on manual intelligence-gathering activities rather than focusing their time on high-value activities like connecting with customers. 

Effort:

Monitoring key signals in multiple companies from thousands of sources manually every day is not feasible. As the number of customers increases, the manual effort for managing, analyzing, and prioritizing signals increases, and the process becomes abundantly complex and laborious.

Too Much Noise: 

Sales and Customer Success Professionals need highly relevant signals such as Fundraising, M&A, IPO, Bankruptcy, and Layoff, which can directly impact upselling or churn. Free tools like Google Alerts are too much noise.

Intellizence: The Best Customer Intelligence Solution

The Intellizence Customer Intelligence Platform enables Account Managers and Customer Success professionals with actionable customer intelligence to engage timely and identify opportunities and risks proactively. 

The Intellizence platform leverages Machine Learning and Natural Language Processing to deliver noise-filtered, contextual, and highly relevant customer intelligence. 

Timely: 

Intellizence delivers the most relevant signals within 24 hours of an event surfacing in the public domain. 

Scalable: 

Intellizence provides a scalable solution that allows Account Managers and Customer Success Professionals to monitor unlimited accounts as the company grows.

Configurable: 

Intellizence signals are configurable at a user level. For example, one can monitor just Merger & Acquisition events in their customers or Product Launch announcements.

Just Signals, No Noise:

Intellizence signals are de-duplicated, contextually classified, and highly relevant.

Multiple Delivery Methods: 

Alerts are delivered seamlessly into existing workflows – email, Slack, Customer Relationship Management (CRM), and integration with other business applications like Customer Success Management (CSM) Platforms through API.