Introhive - Driving Business Outcomes Through Relationship Capital

DRIVING BUSINESS OUTCOMES THROUGH RELATIONSHIP CAPITAL

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DRIVING BUSINESS OUTCOMES THROUG RELATIONSHIP CAPI

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We speak to members of Introhive’s EMEA team, Alison Hodivala, Partner Channel Director, Serge Dushkin, Account Manager and James McLaughlin Account Manager, about their company’s role in supporting organisations to enhance their business development activities while delivering topline growth in the business to business arena.

Written by Anna McMahon • Produced by Danielle Harris

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IN A COMPETITIVE AND CHANGING WORLD WHERE COMPANIES ARE UNDER PRESSURE TO TRANSFORM HOW THEY MARKET, SELL AND SERVICE THEIR CUSTOMERS, FORWARD-THINKING COMPANIES ARE STARTING TO LEVERAGE SPECIALIST AI, MACHINE LEARNING AND ADVANCED ANALYTICS CAPABILITIES TO AUGMENT THEIR SALES PROCESSES.

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hese applications are highlighting the multidimensional and dynamic nature of the business relationships occurring across an organisation, while revamping the business-to-business sales process.

The way Introhive goes about this is through enriching an organisation’s full understanding of the business relationships they have with their clients and prospects.

Introhive’s platform delivers a comprehensive understanding of “who knows who” between

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employees and customers, along with an automated summary of customer activity. This is uncovering insights into how well teams are servicing key accounts, providing early warning signals on potential issues before they arise and, ultimately, enabling more effective and efficient management of prospects and customers.

Introhive was partly inspired by the frustrations experienced by the cofounders Jody Glidden and Stewart Walchli after their previous start-up was bought by Blackberry.

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Alison Hodivala picks up the story, “After being acquired, our co-founders found it difficult to leverage the established customer relationships from their parent company and identify the individuals who could help them expand their offering into those accounts.

After talking to a number of their clients, they realised that managing contacts and relationships was a pervasive problem linked to the challenges of keeping data up-todate in company CRM systems.”

The success of Introhive’s platform is not just dependent on surfacing relationship intelligence and insights – it is also concerned with ensuring the accuracy of the data that

resides within an organisation’s CRM system through automation.

Since most CRM users do not log activity and contact data, there are significant data gaps in the system.

The Introhive platform addresses an organisation’s dependency on clean and complete data by providing data automation tools to capture relevant contact and activity data that is not currently logged.

In today’s competitive environment, two key trends are putting an organisation’s business relationships under closer scrutiny.

Service experience is rapidly becoming a key competitive edge that is predicated on a 360

“THE PLATFORM IS ENHAN INDIVIDUALS WORK, ENSU THEY APPROACH A SPECIF THEY HAVE ALL THE INFOR FINGERTIPS TO ENABLE TH SELL AND SERVICE EFFECT Serge Dushkin, Account Manager

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AUTOMATE DATA SYNC TO CRM

RELATIONSHIP INTELLIGENCE, SCORING & MAPPING

PRE-MEETING INTELLIGENCE & ANALYTICS

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degree view across the organisation of customer touchpoints, and an understanding of engagement levels and the relationship strength across those touchpoints. Coupled with this new information, Introhive is

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disrupting the selling process.

Introhive’s James McLaughlin, says, “Relationships underpin the success of every organisation but, historically, they tended to be an outcome of business success. In today’s environment, relationships are driving success and being leveraged for competitive advantage.

Examples would be a source of warm leads or through improved knowledge sharing in collaborative environments.”

To achieve this, organisations need to be able to measure, nurture and manage their relationship capital.

But, the good news is that they don’t have to look too far to find the information to help them do this.

The Introhive platform automatically pulls in data from meetings, emails, calls and other company sources 7

to construct a dynamic view of an organisation’s relationship capital. It also scours external data sources – for example public social media feeds and websites - to enrich the information available.

Automation capabilities ensures that this is captured back into the organisations CRM as appropriate.

Accumulating over time, Introhive automatically measures the frequency and recency of relationship markers, tracking individual and firm wide changes over time. And, crucially, surfacing these insights to employees at the point that they’re most needed. As Serge says, “The Introhive platform is enhancing how individuals work, ensuring that when they approach a specific company, they have all the information at their fingertips

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“OUR G OUR CU RESPON INTERES THROUG AND EXP PARTNE

Alison Ho Partner Ch to enable them to market and sell effectively, providing the customer with a joined-up and seamless experience.”

Introhive’s clients are looking to deploy a solution that can ultimately extract

GOAL IS TO BUILD ON URRENT SUCCESS NDING TO THE GROWING ST, BOTH DIRECTLY AND GH THE DEVELOPMENT PANSION OF OUR ER ECOSYSTEM”

odivala, hannel Director the value out of their CRM investment.

What starts as a challenge to drive efficiency and usage turns into a campaign to directly impact business development through increasing the visibility of their relationships. One of Introhive’s customers saw a 40% increase in the number of client relationships identified!”

Serge continues the story, “Being able to engage prospects through a trusted network increases your relevance as you are competing for their business. While many buyers

are beginning their process with a referral, Introhive allows you to quickly build trust without having to go past the network of your own corporation.”

Introhive prides itself on its different mix of partners, from small referral organisations, to larger strategic partners such as PwC, which has led by example with its own digital transformation including Introhive’s products. Serge said, “The bottom line is, we are making a powerful impact. Companies are seeing the value of what we offer, proving the effectiveness of our solution at scale.”

As for the future of Introhive in EMEA, Alison explains “We are sponsoring conferences in AI, technology, professional and financial services in areas from Hong Kong to Poland.

Our goal is to build on our current success responding to the growing interest, both directly and through the development and expansion our partner ecosystem.“ The team would be delighted to tell you more about how they can help. To speak to them, please email: emea@introhive.com

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+44 (0) 20 7305 7350 emea@introhive.com www.introhive.com

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