What do you like best?
One of the industry buzzwords is Artificial Intelligence. Everyone wants it but no one has figured out how to use it. Being a student of Military History the best way I can describe People.ai is as the General Staff.
People.ai helps take what works in the “field” by capturing it from a variety of data sources (through key integrations like SalesLoft and G Suite), quantifying it, synthesizing it, and turning it into a doctrine that a Sales Ops Persona can act on and build into your Sales Strategy.
By doing this, PandaDoc can start to understand from the bottom up what good looks like and make sure we are getting the right reps, talking to the right people at the right time and in the right way.
In combination with our other tools People.ai completes what our CEO Mikita Mikado and CTO Serge Barysiuk call “The Deal Room” - giving PandaDoc’s individual contributors a head and shoulders advantage over any competitor.
What do you dislike?
The biggest strength and weakness in People.ai is the fact it can do so much. Everyone wants data but the question is what do you do with that data? People.ai is still figuring out a way to take all that power and deliver it to the user in a hands-off way.
PandaDoc was lucky to work with such a great CSM, Rob Wilson, because before being educated on the potential of the platform I was championing to cut People.ai as a redundant tool.
People.ai isn’t a prospecting tool like SalesLoft, it doesn’t do meetings like Chili Piper, and it isn’t a multi-touch attribution tool like Full Circle. So what does People.ai do and how do you package that in a cohesive way to convince your boss it is something you need?
I think this is applicable to the greater AI space and not just People.ai.
What business problems are you solving with the product? What benefits have you realized?
PandaDoc originally purchased People.ai for its functionality to create contacts in Salesforce as we had such a transactional velocity based business we needed a way for our full cycle AEs to focus on sending proposals then contact creation. In one month a single rep closed 45 deals - that is almost 2 signed proposals a day.
Since then, PandaDoc has grown. While we have a specialized Velocity Team that is solely focused on that transactional market a majority of our company has shifted its focus. In avery basic analysis: small and large companies require a different sale, deployment, retention, and expansion strategies.
People.ai has provided me with data to validate that claim and work with key members in leadership to lay the foundation for a truly specialized Sales Team. A team that uses insights from People.ai to focus on getting the right mass of activities on the right person at the right time. Specifically making our Sales Org one powerful gear in PandaDoc’s Revenue Machine.