Sales can be a tough and unpredictable place to work; can artificial intelligence give sales reps a better way of managing their leads and give their bosses a better way of forecasting? Clari’s predictive sales management system aims to help companies identify the right deals and risks in their sales pipeline and is used by companies including GE and Audi. ZDNet spoke to the company’s CEO Andy Byrne to find out more. ZDNet: Tell me a little bit about yourself and your company? Byrne: Clari was born in 2013. Before we started Clari I had been involved in starting a company called Clearwall Systems back in 2005. That was doing machine learning on large volumes of enterprise data to allow you to respond to a securities investigation or a litigation issue. And we grew that company until it was doing $100m in revenue and Symantec acquired us. That was in June of 2011. I wanted to bring that up because we have been doing machine learning since ’05. We called it predictive coding back then. My co-founder, Venkat Rangan, came to me and said let’s start another one but with the thesis that machine learning was going to be really, really big in Enterprise Software. It became very clear that the place that we would start was in sales, because sales was really broken. They had good accounting systems to pull records into a database but that was really all it was. It wasn’t helping rep sales managers to drive… [Read full story]
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