• April 8, 2016
  • By Leonard Klie, Editor, CRM magazine and SmartCustomerService.com

ConnectLeader Releases Adaptilytics, a New Predictive Intelligence Engine

ConnectLeader, a provider of sales acceleration technology, has released Adaptilytics, a predictive intelligence engine that analyzes, prioritizes, and scores prospecting lists.

Adaptilytics further improves outbound prospecting results by enabling users to customize the prediction algorithm based on a prospect's installed technology, intent to buy, contact data, and best time to reach.

"We have a good idea when people are more likely than not to pick up the phone and talk to someone," says Jim Lochry, senior vice president of corporate development at ConnectLeader. "We can take the data contained within your CRM and spit out a list, based on the lead scoring that we've done, that says that this is the best way to reach out to these people."  

The solution uses the intelligence gathered from billions of data points to score and prioritize the best prospects. The dynamic ability of the data engine constantly adjusts lead scores to reprioritize prospecting lists based on the following five critical data insights:

  • preferred technology installed;
  • intent-to-buy activities;
  • availability of direct-dial numbers;
  • data integrity (new and complete information validated); and
  • best time to call.

Lochry calls these data points "attributes that businesses can really use." Sales leaders can define their target profiles and refine the attributes they need for the particular products they're selling, he adds. 

ConnectLeader tested Adaptilytics with a few beta customers prior to the launch. "We had a quick beta test period because there were no issues discovered during that phase," Lochry says.

Gary Hudiburgh, business development representative team manager at Salsa Labs, one of the beta testers, in a statement compared the solution to "a metal detector":

"It instantly pinpoints the best opportunities from thousands of prospects in our database by analyzing characteristics such as technology deployed, organization details, and specific product interest. This accurate information helps us prioritize our lead scoring to get noticeable results fast." 

Jeff Hendricks, business development representative at Vorsight BP, another beta tester, in a statement expressed admiration for "the science that goes behind Adaptilytics":

"The Adaptilytics lead scoring process and contactability function has greatly improved our team's efficiency for reaching out to new prospects. This process has resulted in an increase in our pickup rates, more conversations, and ultimately better quality leads."

Adaptilytics is fully integrated with ConnectLeader’s Team Dialer, an agent-assisted sales acceleration solution, and Personal Dialer, a cloud-based power dialing solution that automates the process of making outbound prospecting calls, to accelerate the calling process. 

"It's a full platform that optimizes connectivity for salespeople and gives them all the data they need," Lochry says.

Senraj Soundar, founder and CEO of ConnectLeader, said in a statement that the solution can help reps use more of their time on meaningful calls.

"The majority of an outbound callers' prospecting time is wasted on manually dialing incorrect numbers, in an attempt to reach contacts—if they are still with the company—only to ask annoying profiling questions. Adaptilytics addresses this long-standing issue by prioritizing prospects using the most relevant and accurate contact data in an easy-to-use format. This process helps increase the number of meaningful sales conversations as well as improves the number of qualified leads entering the pipeline."

Adaptalytics is also integrated into ConnectLeader’s Data Genie, a data quality solution. "It updates the customer data. Information gets passed onto the CRM system and the record gets updated prior to being connected," Lochry says.

"The Adaptalytics release is part of an overall platform that is designed to deliver dramatically increased sales productivity," he adds.

Beyond the internal integrations, Adaptalytics also integrates data from Zoom Info, provider of a vertical search engine and business directory; HG Data, a provider of competitive data intelligence for installed technologies; and Bombora, a provider of demographic and intent data.

CRM Covers
for qualified subscribers
Subscribe Now Current Issue Past Issues

Related Articles

ConnectLeader Introduces TopRung Sales Gamification

TopRung gamification adds a little friendly competition to the sales process.

ConnectLeader Enhances Its Click Dialer Sales Acceleration Tool

Click Dialer's new remote coaching, call recording and gradin,g and international dialing simplify outbound sales calls.

Buyer's Guide Companies Mentioned