Below is our recent interview with Jody Glidden, Co-Founder and CEO at Introhive:
Q: For those who haven’t heard of it, what is the best way to describe Introhive?
A: Introhive is a relationship intelligence platform for B2B companies. Our platform helps cross-functional teams, like sales, marketing and customer success, map and identify who knows who at customer and prospect accounts. That information allows them to make more insightful, informed decisions when it comes to business development, cross-selling, upselling and customer engagement.
In addition to mapping who knows who—and how well—the platform automates the flow of new account, contact, and sales activity information from email and calendar systems, like Office365 and Gmail, into customer relationship management systems, also known as CRMs. Through AI-powered intelligence and automation, we are helping our customers save an average of more than five hours per week. Historically, those hours were spent manually entering data, adding new contacts, meeting notes, tasks, activities, etc.
Our platform not only saves companies a lot of time and money, but it also allows their business development, sales and marketing teams to focus more energy on closing deals and connecting with customers, which is what business is really all about.
Q: You’ve recently shared your newest solution, Introhive Cleanse™; could you tell us more?
A: We’re really excited about releasing Introhive’s Cleanse™ product to our current customer base and to the broader professional services market. The technology is part of Introhive’s core offering and uses AI to automatically enrich contact data within a CRM environment. Our patented AI technology searches the web, email exchange data, social media and other sources to identify inconsistencies within a company’s database. Then, based on the intelligence that is gathered, the solution proactively and automatically gives data stewards, CRM admins and marketing teams an on-demand way to update existing records, create new contacts or remove old stale data.
Q: What are some of the specific use cases or scenarios you can share on how consumers can leverage your newest solution?
A: The tool gives users an overarching view of all their sales and marketing database quality—and automatically spots and flags issues, like inconsistencies or duplicates. Then, users just have to click a button to update it all at once. The tool also suggests new contacts, which users can add in bulk, as well.
So what’s really valuable about Cleanse is that it makes sure that the data in your CRM system is always reliable, accurate and up-to-date for when marketing wants to run a campaign or sales needs intel on an account. Before Cleanse, the majority of our customers were forced to deal with old, irrelevant data in their CRMs, or they were forced to periodically manage a complicated and expensive database cleanup project.
Now with Cleanse, AI patterns help identify incorrect or missing data automatically. Data stewards can bulk upload updates or clean up contact data on a case by case basis. That’s a huge benefit to sales, business development and marketing teams, who count on that data to move the business forward.
Q: What makes Cleanse a game changer for the Professional Services industry?
A: At the end of the day, we are giving professional services firms back an enormous amount of time. In a business where time is literally money, giving more than five hours a day back to a partner or lawyer or an accountant directly impacts the firm’s profitability. Our customers are sharing significant ROI impact stories within the first 30 days of launching Introhive.
Using existing Introhive ERM technology, with features like signature scraping and pre-meeting digest reports, our customers in professional services are already changing the game for their industry by cutting down on administrative CRM data entry and automating their revenue-generating activity.
Now, with Cleanse, professionals across these firms—from partners to practitioners to marketing to business development and data stewards—they all have an easy and instant way to keep their contact and relationship databases clean. Cleanse condenses all the manual, tedious processes into just a few keystrokes. That means the professionals who rely on these databases for insights can always count on accurate and up-to-date information.
Q: Can your customers integrate Cleanse with popular CRM tools?
A: Yes, our product roadmap for Cleanse includes current or near-future integrations with Salesforce, Microsoft Dynamics, OnePlace and Tier1. We also plan to evaluate connectors to other CRM solutions based on demand for the solution in our longer-term roadmap.