Get out of your inbox. Stop entering data into your CRM. And quit plotting your next call.
SalesforceIQ promises to do it all for you. Not only that, but it’s also going to provide you with data driven insights to guide your next move.
That’s the general idea behind the re-branded and enriched RelateIQ, the Relationship Intelligence startup that Salesforce acquired in July 2014.
Between then and now VP of Product Tim Fletcher, VP of Marketing Elise Bergeron, and their team have been busy building out and productizing the technology that utilizes advanced data science to analyze company relationships and drive actions.
Earned Its Name
RelateIQ has become Salesforce-worthy of late, hence the name change.
And if it can actually provide a reprieve for account execs from mundane data-wrangling tasks such as entering contacts, calendaring, e-mailing and keeping tabs on social, more time can be spent with customers. If it can deliver the insights it promises, more deals can be closed.
The CRM data universe is big, according to Fletcher. It’s made up of contact data, calendar data, call logs, CRM information, social and so on.
Bergeron said that we spend two-thirds of our time triaging and dealing with e-mail and such, so most of the data we’re responsible for never makes it into the system.
“We’re wasting data,” she said.
Sixteen years ago Salesforce introduced the Sales Cloud (though it wasn’t called that at the time), “now Relationship Innovation is bigger,” said Fletcher.
2 New Products
This morning Salesforce introduced two new products: SalesforceIQ for Small Business and SalesforceIQ for Sales Cloud. The idea behind both is to turn data into assets in short order,
SalesforceIQ for Small Business is a standalone solution that’s supposed to be “easy, proactive and smart.”
“We built it so that you can get up and running quickly, capture e-mail, and let it suggest your next move,” said Fletcher. It also provides recommendations like “Get back to Liz Smith.”
Or, if you’re looking for a contact to call on, Bergeron said it should be able to surface one more effectively than Linkedin.
Sales managers also get some help, SalesforceIQ for Small Business comes with as many as a dozen activity reports that provide insights as to what a team is doing and a suggestions like “Who haven’t we talked to lately” when the action is slow.
SalesforceIQ for Sales Cloud
“Sales reps live in their e-mail” said Bergeron. And even if they’d be more productive working with a different view, they don’t want to change. SalesforceIQ for Sales Cloud won’t ask them to. Instead it has made it easier for them to work from their Inbox.
The comforts it provides are efficiencies like offering a heads-up when a sent e-mail hasn’t been opened, when a meeting invite has gone unanswered, or there’s even one that pre-populates meeting invites with open calendar times and then modifies options when time slots become unavailable.
There’s also less need to toggle between windows because there are built in hooks between apps and social and mobile data are accessible from within the contact screen.
“The CRM of the future is intelligent,” said Fletcher. And given what SalesforceIQ seems to offer, it’s hard to disagree. If Salesforce hadn’t acquired RelateIQ, it might have reason to be nervous.