Back in November, we announced the acquisition of ClosePlan—the customer revenue optimization app built natively in Salesforce. Not only was this a first for our company, but the ClosePlan team had created something that so naturally complemented the People.ai platform, it was as if the match had been made from the start.
The success of any SaaS acquisition hinges on how well the platforms can work together to provide a frictionless user experience. Lucky for us, we’ve got some pretty amazing people working behind the scenes to make sure that happened. Thanks to their hard work, we’re back just six weeks post-acquisition to announce the first-ever auto-populated relationship map launch.
An Industry First: People.ai SmartMaps
Today’s buying group involves anywhere from six to 10 decision-makers. As buying groups expand and deals get more complex, sales teams struggle to keep up with contacts, the relationships between them, and the influence they carry. That’s because most businesses still rely on reps to enter and update contact details manually. This approach typically ends one of three ways: contacts go missing, details are wrong, or information grows stale.
With People.ai, businesses can bypass manual data entry with a data platform that automates contact capture and Salesforce matching. When details change—title, seniority, or even contact information—People.ai is behind the scenes enriching those contact profiles, turning them into SmartContacts.
Today we’re expanding our automation capabilities with the launch of the industry’s first SmartMap: the relationship map that auto-populates every engaged contact, including newly threaded participants. With SmartMaps, reps get to worry less about manual data entry and focus instead on identifying stakeholders, mobilizing champions, and doing what it takes to move deals forward.
How It Works
First, People.ai automatically captures and analyzes business activity data, including email, contacts, and meetings from GTM teams auto-populating CRM and other systems of record. During this process, People.ai automatically creates Opportunity Contact Records (OCRs) to the matched Opportunity within Salesforce.
When it’s time to build a new relationship map, OCRs are automatically added to SmartMaps as Stakeholders. As deals progress and more contacts enter the buying group, People.ai automatically detects and alerts reps of new OCRs, allowing them to pick and choose who to add to their map.
Once created, reps can then access additional features like:
- Mark contact support roles (ex: Champions, Budget Owners, Detractors, etc.)
- Draw lines of influence between key stakeholders; add conflict lines to identify and mitigate blockers
- Identify when individuals have informal influence to other teams or significant power within their org
While aimed at helping sales reps navigate buying groups and the relationships between them, SmartMaps offers benefits to sales leaders as well.
For sales reps, SmartMaps:
- Reduce manual data entry
- Provide relationship insights between buyers
- Align opportunity strategy with execution
- Increase productivity and win rates
For sales leaders, SmartMaps:
- Increase opportunity transparency
- Improve visibility into relationship alignment
- Help shape deal reviews and coaching sessions
Increase Rep Productivity & Avoid Buyer Blindspots with SmartMaps
Businesses don’t need their salespeople to become data entry experts. What they need are reps that can execute strategy, close deals, and exceed revenue targets. A crucial piece of that workflow is nurturing the relationships with buyers throughout the journey—from first touch to closed-won.
With People.ai’s SmartMaps reps eliminate hours of manual data entry and buyer blindspots with up-to-date maps that surface every contact involved, all embedded natively within Salesforce.
When businesses solve their data problem, they’re able to more easily unlock the productivity flywheel: leaders and ops teams are able to set strategy based on real sales activity, not anecdotes or assumptions, managers focus their energy on shaping performance not just inspecting work, and reps make smarter decisions in the field that increase engagement with prospects.
Interested in learning more? Reach out to a member of our team to book your demo.