Let’s build a Salesforce Deal Predictor (Part 2)
We demonstrate how to go about creating an AI system that can predict the outcomes of Salesforce opportunities using a custom model built with Pytorch from the ground up.
Let’s build a Salesforce Deal Predictor (Part 1)
Salesforce has been the darling of the CRM world for as long as I can remember. Businesses of all shapes and sizes use it to manage their sales processes. For some time their Einstein Opportunity Scoring product has been predicting outcomes of deals, but anecdotally the clients I have spoken to have been underwhelmed by it’s performance. So we’re going to put that right in this article and explore an alternative way of generating predictions on opportunities … the point is not so much to give you an assignment to create your own solution, but rather to give you a sense of how the solution is a combination of data and AI and what’s important in any custom model AI project that you embark on.
Can You Trust That AI Vendor? Use the CSA to find out
I’ve been around the block a few times and sat on both sides of the table when it comes to evaluating software vendors. One topic that is guaranteed to get both sides hot under the collar is addressing security concerns. With so many AI startups getting established every day it can be daunting task knowing who you can trust.
How to choose the right AI solution
There’s a lot of pressure right now to do something with AI, but picking the wrong solution can be costly, distracting, and damaging. Here's the framework I’ve used over 20 years to separate hype from substance and evaluate solutions on the strengths of the benefits to the business.
You need a product ICP to minimise churn
Every now and then, you talk to someone who really gets it. Someone who not only uses your product, but also sees its potential and can articulate meaningful ideas for where it should go next. When that happens, it’s like finding gold. You leave the call energised, full of ideas, and importantly with a clear sense of direction.
How I make and deliver a roadmap
A roadmap delivered on time, that meets your customers’ expectations means that you can expect to see a reduction in churn, an increase in referrals and more leads - ultimately leading to lower CAC (Customer Acquisition Costs) and higher LTV( Life Time Value). In this post I’ll describe the framework that I have developed for my own roadmap planning and delivery
How to make your CRM successfull
Believe it or not I have been involved with Salesforce for the last 20 years, firstly as a customer, then as an SI partner and for the last 15 years as an ISV. During that time I’ve seen plenty of implementations and a lot of them have been pretty ugly and I don’t want yours to be one of them, so I’ve got a list of 10 recommendations that I would like you to consider to help maximise your investment in Salesforce.
How SaaS will die
For 20 years I’ve been working with SaaS systems - most notably Salesforce. A few weeks ago I started seeing posts on LinkedIn making claims that SaaS will Die. At the time I dismissed it as click bait, but I think there might be something in it and I can see a future where the traditional SaaS model is obsolete. In this post we’ll explore how this might play out and what you can do to adapt to a new SaaS-free world.
How to optimise your marketing spend with Meridian
Optimising Marketing Spend with Google's Meridian
Google's new Marketing Mix Model, Meridian, offers a fresh approach to understanding and optimising marketing investments. In my latest article, I explore how Meridian leverages Bayesian inference to provide actionable insights into channel performance, ROI, and budget allocation.
While it requires some technical setup, the potential benefits for strategic decision-making are substantial.
If you're interested in data-driven strategies to enhance your marketing effectiveness, this piece provides a practical overview.
Why Your Sales Forecasting Fails: The Critical Role of Time in CRM Data and Machine Learning
Most sales teams are sitting on a goldmine of data—but their machine learning models are digging in the wrong place.
In this article, we reveal why sales forecasting often falls short, the hidden flaw in CRM data that’s undermining your insights, and how to fix it.
Introduction to Lead Scoring
Lead scoring is a vital strategy within Conversion Rate Optimisation (CRO), enabling businesses to assess the potential of leads converting into customers. By attributing scores based on key factors such as demographic data, behavioural patterns, and engagement levels, businesses can prioritise leads most likely to provide a substantial return on investment.
Building an AI SaaS product on a shoestring budget with aws serverless (Part 3)
Part 3. Of our series on building an AI SaaS product on a shoestring budget.
Introduction to Marketing Mix Modelling (MMM)
Marketing Mix Modelling (MMM) is a sophisticated statistical analysis method that allows marketers to evaluate the effectiveness of various marketing strategies and their direct impact on overall business performance.
Are OEM Partnerships worth it?
If you’re an early stage startup SaaS business thinking about entering into an OEM agreement then I have some thoughts from personal experience that I hope you’ll find interesting and give you some food for thought. It goes back a few years when the SaaS business I was involved with was still very much in a start-up mode and everything we did was all about growth. One day I was in a management meeting and we were discussing the fact that we had been approached by another SaaS vendor operating in a different market who was interested in using part of our product and adding it to their own portfolio under an OEM arrangement. It sounded like to good an opportunity to to turn down, but read on because not everything turned out rosy.
Are Your Sales Metrics Deceiving You?
Deal Cycle Time and Win Rates are critical metrics that help explain the cost of customer acquisition. When they are measured on false assumptions, they will inhibit efforts to make the best decisions for the business.
I discuss how this can happen, what the potential consequences are and how to avoid it.
Building an AI SaaS product on a shoestring budget with aws serverless (Part 2)
Part 2. Of our series on building an AI SaaS product on AWS Serverless
How to make better decisions with AI simulations
Have you ever wondered what your world would be like if you could just wind back the clock, make a different decision about something you weren’t happy with and seeing how things played out? Wouldn’t it be wonderful if only we could try out different scenarios before committing to them? Well I have good news my friends, because this is an area where machine learning can really come to your aid and in this article we’ll take a look at what you can do and why it’s so useful.
Win more with eXplainable AI
AI has helped us to extract more meaningful insights from sales data, enabling us to improve the processes that drive more sales. When eXplainable AI (XAI) is added to the mix, you’ll find that suddenly you’re able to answer questions like “Why will I win this deal?” rather than “Am I going to win this deal?”.