This November, Gartner released its 2021 Market Guide for Revenue Intelligence Platforms. This research, along with Forrester’s Q4 2021 Report on Revenue Operations and Intelligence, which we’ve discussed at length, comprise the industry’s leading data on the state of RO&I.
To make a long story short: everybody’s talking about revenue intelligence, setting it up to take center stage in 2022.
Who’s “everybody?” In the first half of 2021, Gartner fielded 193% more client inquiries on revenue intelligence than in the previous six months. Gartner predicts that by 2025, 75% of B2B sales organizations will have replaced their traditional sales playbooks with AI-based, guided selling playbooks created with revenue intelligence tools. That’s three out of four competitors.
What does that mean for you? That’s what we’re here to talk about. We’re going inside 2021’s RO&I research to explain the hows and whys behind revenue intelligence to determine its potential impact on your business, in 2022 and beyond.
Here’s what you need to know about the future of revenue intelligence and your place in it:
The Growing Value of Revenue Intelligence
Revenue intelligence is an AI-driven process that captures, gathers, synchronizes and manages data across all customer-facing platforms and teams simultaneously. Revenue intelligence tools make it possible to automatically unite all data from across teams, systems, departments and customers into a single “source of truth” within your CRM ― and all without any manual data entry.
This “activity intelligence” isn’t the only benefit revenue intelligence provides, either. People.ai’s revenue intelligence platform also uses AI systems to analyze all data input into the system. The platform leverages this data to provide comprehensive insights around buyer and seller activity at the opportunity level.
Revenue intelligence doesn’t just make your data as clear as possible; it helps you derive the right conclusions from that data.
Why is Revenue Intelligence Such a Big Deal?
In a nutshell? Data clarity and fast, actionable insights. Instead of spending their time manually inputting, then attempting to organize data manually, revenue intelligence companies instantly and automatically receive accurate reporting based on ALL data. The time their teams would ordinarily spend on entry and organization they can instead devote to in-depth analysis. And revenue intelligence systems help with that analysis, too!
The result? According to the Forrester survey of 213 executive and decision makers, revenue intelligence organizations are 33% more confident in the accuracy of their CRM data, 32% more likely to say their CRMs provide up-to-date customer information, 37% more confident that their CRMs identify customer problem areas and 26% more confident their CRMs provide insightful predictive recommendations for addressing these problems.
According to Forrester, this confidence is well founded. After conducting their survey, Forrester concluded that revenue intelligence organizations were 110% more likely to significantly over-perform on revenue compared to other organizations.
OK, But Why Will Revenue Intelligence Be Such a Big Deal in 2022?
According to Gartner’s report, 65% of organizations will be using revenue intelligence platforms to inform all of their decision making by 2026. Meanwhile, 70% of organizations will be recording all of their B2B seller-buyer interactions in order to extract insights using revenue intelligence by the same year.
The coming year is when mass adoption starts. The revenue intelligence industry is still relatively immature. People.ai is one of the first companies to focus on artificial intelligence for enterprise revenue intelligence, and we were founded in 2016. Between now and 2025, more and more sales and marketing organizations will discover the advantages of revenue intelligence and incorporate it into their processes. That means revenue intelligence stands to make the greatest impact right now and in 2022, before 75% of companies adopt it by 2025.
In other words, revenue intelligence will be a big deal in 2022 because the companies that have it will be at a major advantage ― specifically, a 110% advantage.
How Will Revenue Intelligence Affect My Job?
Answering this question is what People.ai is all about. Not only do we have solutions-focused briefs on how revenue intelligence works for sales, marketing and revenue operations, but we’ve also put together a range of helpful guides on applying revenue intelligence to your specific function, whether that’s sales management, B2B sales operations, marketing or otherwise.
Whatever your position or industry, the core benefits of revenue intelligence will make a huge difference. With the help of revenue intelligence, you simply get faster, more accurate, more insightful and useful data much, MUCH faster. You will spend less time collecting, organizing, and ― let’s face it ― trying to make heads or tails of your data, and more time using that data to do your job better.
Obviously, we want to help. As the industry’s leading Revenue Operations and Intelligence company, People.ai is perfectly poised to become your “revenue co-pilot” in 2022.
Interested in adopting the platform? Want to know more about the benefits of revenue intelligence? Just want to geek about cool AI stuff? Get in touch or schedule a demo of People.ai’s Revenue and Intelligence platform now.