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Case Study

Beamery Improves Deal Qualification and Forecasting Accuracy with People.ai's SalesAI

Software Development

By leveraging generative AI across their sales org, Beamery achieved increased data transparency that has transformed how they run their revenue team.

USE CASES

Visibility into go-to-market engagements, deal inspection, risk mitigation, data-driven coaching, account and deal forensics.

CHALLENGES

 Lack of visibility into engagement with customers, misalignment across account teams, unexpected churn and deal loss, incomplete sales data.

RESULTS

Improved visibility and team alignment, accurate forecasting, data-driven sales coaching, improved deal qualification and execution, AI-powered sales organization. 

Begin your journey now

Beamery is a talent management platform that empowers businesses to create more human-centered workforce strategies. With solutions that span talent acquisition, talent mobility, and diversity, equity, and inclusion, Beamery helps organizations attract, engage, and retain top talent globally. 

Francesco Lanzoni, Beamery’s VP of Global Operations, leads with a deep understanding of data automation and how to leverage strategic insights to drive meaningful business outcomes. He has been instrumental in Beamery’s adoption of key solutions like People.ai to strengthen team alignment and visibility.

Challenge: A lack of visibility led to unwelcome revenue surprises

Lack of visibility into customer and prospect interactions—particularly during late-stage renewals—led to unexpected churn that prompted Beamery to search for a solution to help. 

Beamery’s account teams were diligent in communicating with customers, but struggled to communicate with each other about what had occurred in those meetings and emails. Despite having the CRM as their centralized source of truth, information around customer engagements were either incomplete or missing from the CRM entirely. This led to misaligned account teams, uninformed leadership, and missed opportunities to proactively identify and mitigate risk in key deals. 

“Data accuracy is at the core of my job. There is no strategic plan, no revenue plan, no sales plan, no business rhythm—nothing if you don’t have the right data,” said Lanzoni. 

Solution: People.ai’s data-first generative AI solution

To address these challenges, Beamery’s leadership team sought out a solution that would give them better visibility into what was going on across the field and customer success teams. “What was super important for us was to understand who our reps were speaking to, when they spoke to them, how much time they spent speaking with them, and what was happening in those conversations,” Lanzoni said. 

Both Lanzoni and Beamery’s CRO, Steve Vierra, had purchased and implemented People.ai in past roles, so when their team set out to solve their data and visibility challenges, People.ai was the obvious choice. Beamery implemented the full People.ai platform, including SalesAI, People.ai’s fully integrated AI solution for sales organizations.

Francesco Lanzoni
“The power of People.ai’s SalesAI is transparency. It easily uncovers all of the interactions that are happening across the team, and puts them right at my fingertips. It helps us to drive alignment across our entire organization."
Francesco Lanzoni
VP of Global Operations

People.ai’s patented Data Foundation technology automatically captures, filters, matches, and enriches Beamery’s sales data into their CRM. Using newly complete and accurate CRM data, SalesAI provides the entire Beamery sales team with a consolidated source of relevant information for all accounts and opportunities. This allows everyone across the organization to stay aligned and reduces the risk of surprises in customer interactions.

Driving effective sales rituals with People.ai

In addition to data transparency, Beamery had a specific goal in mind when they purchased and implemented People.ai. “One of the decisions we made when implementing People.ai was that we would use it to streamline all of our sales rituals—including opportunity rituals, forecasting, and coaching,” said Vierra.

After implementation. Beamery saw an immediate increase in transparency of customer information across departments that allowed them to more easily run these rituals directly inside People.ai. Beamery’s CEO is the top power user, reinforcing its value across the organization. By using People.ai as a single source of truth, the entire sales team operates from one unified platform, enhancing collaboration and decision-making. 

Using People.ai to streamline opportunity rituals across all stages of the funnel

Beamery’s commitment to conducting opportunity rituals in People.ai starts at the top of the sales funnel—Lanzoni uses People.ai for early-stage opportunity management with the BDR team to easily qualify new meetings. He can see who the BDR talked to, if that person has buying power, and if the next meeting is already booked, allowing them to turn first meetings into real pipeline and create more viable opportunities in the CRM.

As a deal moves down the funnel, SalesAI provides Beamery with the necessary data to drive improved deal qualification and execution. Previously, reps had to go through each deal and manually fill out the MEDDPICC scorecard. SalesAI deeply understands all sales activities, including who is involved, what was said, the corresponding business context, and what’s happening next. It uses this information to automatically fill out Beamery’s deal scorecards. 

With highly accurate answers based on real engagement data, it takes reps just a single click to review and confirm SalesAI’s responses to the scorecard. Rather than spend time on manual data entry and admin work, Beamery’s sellers are now able to spend time on the activities that actually move the needle—like deal strategy, account planning, and meeting with their customers. 

Centralized and accurate data allows for highly accurate forecasting 

As a RevOps leader, Lanzoni spent a large chunk of time each week chasing down reps who hadn’t filled out their scorecard  to get accurate information on each deal. Now, Lanzoni and his leadership team are able to easily access that data in SalesAI to understand what’s going on in each deal and forecast with more accuracy. 

“As sales cycles become longer and more complex, it’s important to understand if our reps are going wide and high within their accounts and talking to the correct people. People.ai allows us to understand that. ” Lanzoni said. With this information, Lanzoni and Vierra can be much more agile and precise with their forecast, and have greater confidence in what deals are going to close each month. 

Complete pipeline visibility allows for personalized rep coaching

SalesAI has also improved Beamery’s ability to effectively coach their reps. Prior to People.ai, Beamery’s sales managers had to watch individual call recordings to gain an understanding of what was happening in the account. With this time-consuming process, leadership simply didn’t have the bandwidth to effectively coach both their ramping and tenured reps.

Today, SalesAI ingests call transcripts from Beamery’s customer-facing meetings, ensuring that every relevant topic of discussion, potential risk, and next step is captured. SalesAI then provides call summaries, overall deal and account summaries, and responses to revenue-related questions via the SalesAI Assistant. Leaders and managers are able to quickly see what occurred in meetings and in key accounts, allowing them to provide personalized coaching for every rep. 

“I think of People.ai as my coaching platform. As a sales leader, I can’t be everywhere at once. But with People.ai, I can see every detail of my pipeline in a single pane of glass and quickly get up to speed on what’s happening in my reps deals. I’m able to be much more proactive in giving coaching and deal suggestions,” said Vierra.

In addition to regular coaching, SalesAI provides Beamery with activity-based insights that allow them to identify the behaviors of their top-performing reps and then share those best practices across the rest of the team.

Looking to the future with SalesAI 

Through the implementation of SalesAI and People.ai, Beamery has seen notable improvements in visibility, process efficiency, and overall team alignment. When asked about the key drivers of Beamery’s success with the tool, Lanzoni noted that getting executive alignment is imperative.

“With leadership’s support, we identified the tool we wanted to use, developed our cadence for running revenue, and now we stick to it. Our sales org is aligned from top to bottom. We don’t stray from our process using People.ai—and it works,” said Lanzoni. 

Going forward, Beamery plans to deeper embed SalesAI into their sales process, further explore rep benchmarks, and continue leveraging SalesAI to effectively run their go-to-market organization with generative AI.