For the past decade, InsideSales.com has made its name helping sales professionals at high-profile corporate accounts like ADP and Microsoft eliminate cold calls.
Now, it wants everyone from finance teams to human resources department to make use of its aggregated business intelligence about more than 100 billion sales transactions.
To accomplish that, the Provo, Utah, company is turning its data into a service called Predictive Cloud and encouraging far more software companies to make use of it.
“We are building an Amazon-style recommendation engine for business—a system capable of intelligently analyzing billions of data points in real time and recommending the optimal next steps for almost any application or business process,” said InsideSales.com founder and CEO Dave Elkington, in the press materials about the new approach.
InsideSales.com already works with dozens of partners that sell various sales and marketing applications or services: notably two big-name companies from the customer relationship management world, Salesforce (CRM) and Microsoft (MSFT). Both high-profile companies participated in InsideSales.com’s $60 million round last spring.
InsideSales.com’s core service mashes up data, and use it to help teams prioritize. It provides insights into the time of day that a buyer might prefer outreach, whether someone prefers text or email to communicate, and whether there are local events that might affect someone’s mood if he or she picks up the phone.
The same information, however, could also be used to inform hiring plans or e-commerce recommendations. CloudCraze, an e-commerce software company closely allied with Salesforce, is testing Predictive Cloud as a way of helping consumer products companies optimize their inventory mix.
Right, Predictive Cloud is being tested by “select” partners. Software companies that have built proof-of-concept applications include CloudCraze, Cloudbilt (lead prioritization), DemandBase (business to business marketing), Dynamic Signal (employee engagement), Eventboard (productivity analysis) and LogMeIn (cross-sales opportunity identification).
The technology will be more broadly available in 2016.
The past nine months have been extraordinarily busy for InsideSales.com. Prior to its spring funding round, the company has added at least three senior-level executives, including president and chief operating officer Jim Steele. For each of the past five years, it has grown revenue and bookings at least 100%.
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Expect predictive analytics in the cloud to be a big theme at next week’s Dreamforce.
