Beyond Legacy CRM: The AI Sales Advantage

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Welcome back everybody. We have Kartik Pasumaru in house. He is vice president of Revenue operations with a superstar company called Share CRM. And what's different about this company compared to any other CRM company? That Share CRM is based on AI as its core strategy. So we will talk about beyond legacy CIM and talk about the AI sales advantage. Welcome, Kartik.

Thank you, Gerhard. Hi, Joe. It's great to be in this presentation today. I was listening to the previous conversation with Jeff and I couldn't agree with him more. It's phenomenal. He was saying how organizations need to understand the value in ROI and adopt AI in a phased approach than taking a big bite at all. Right. So we totally believe in that concept. So let me get started. Good morning everybody. My name is Karthik. As Gerhard pointed out. Let me ask you a question. How many of you have experienced the frustration of losing a deal because critical customer insights got buried in disconnected systems? Or there we go. Or watched your sales rep spend more time managing data than actually selling? Right, There we go. So today we are going to show you how Share CRM transforms those disconnected processes into unified revenue engines. We are already helping a lot of sales teams boost their win rates through AI powered CRM innovation. So if you look at traditional CRMs, they are built for a different era, right when sales was transactional and customer data lived in different silos. But today's buyers are so sophisticated. You know, they research extensively, engage across multiple channels and expect personalized experiences at every touch point. So legacy systems can't keep up. They capture data but don't deliver insights. Most importantly, they don't help you, help you and your sales reps understand what customers are really thinking and and feeling during the sales process. See, that's where AI changes everything. AI doesn't just manage your sales process, it accelerates it by turning every customer interaction into an actionable intelligence. But before we dive into the solution, let me tell you about the company bringing this innovation to the market.

So Share CRM was established in 2011. That's 14 years of deep CRM expertise. You know, we have raised around half a billion dollars through 11 rounds of funding. That's the level of investment. You know, it doesn't happen without proven results and compelling vision. So this funding has allowed us to build a world class platform and importantly, a dedicated team of over 400 R&D professionals focused on innovation. We currently serve around 6,000 customers in multiple industries across the world. Manufacturing, technology, consumer goods and many other industries. And these are the enterprise deployments that have proven that our platform scalability and reliability is solid. Right now, with 1400 plus employees across 15 offices spanning United States, Southeast Asia and China, we have the global infrastructure to support enterprise clients at scale. So here's what makes this particularly exciting. We have taken 14 years of CRM expertise and built our platform from the ground up for the AI era. So we have the stability of an established company with the innovation mindset of a startup. So what did we build? Let's take a look Now Share CRM is an enterprise grade CRM SaaS solution that's been purpose built for the AI era. You know, built to deliver maximum ROI with minimum time spent on manual or non value adding tasks. So in this slide I would request you to take three things away, right? Number one, reliable and secure. We understand that your customer data is your most valuable asset. Our platform is built with enterprise grade security and 99.9% uptime reliability. Number two, it's connected. This is crucial we unify all your customer, partner, distributor and all the stakeholders touch points in a single intelligent view of all your business processes. And number three, industry specific solution. Right? We don't just provide CRM solution, we provide industry specific solutions with customers. Continuous ongoing support to ensure your success. So vertically focus is our priority now. We are bringing proven technology and a fresh perspective in an industry that is ready for transformation. As we have been talking about yesterday and today. Now you might be wondering why AI? Why now? So let me share some compelling data.

See, the numbers do not lie. You know, according to the recent ROM blog research, the AI advantage in sales is not just real, it is dramatic. If you take number one, revenue impact, sales teams using AI are 1.3 times more likely to see revenue increases. That's transformational growth. Number two is customer retention. AI powered personalized communications show at least 30% improvement in customer retention. When you understand your customers better, you serve them better. Number three, time efficiency. You know, AI power teams save an average of 6.4 hours per week. That's more than a full day return to actual selling activities than admin work. And number four, roi. And here's the bottom line, right? Sales teams see returns of 4.$81 for every dollar invested in sales technology, especially AI. That's nearly five times the ROI. So these aren't future possibilities or fairy tales. These are current realities. And Share CRM makes these benefits accessible to your team through our AI agents. Now I say AI agents. Let me introduce you to our AI agents.

Now I know this slide is busy I'll just focus on few things which are critical. At the center is Share AI, our core AI engine. Powered by our CRM data and industry knowledge. This creates a high productivity platform as a service platform with multiple specialized agents each designed for specific business function. Now we have built and continue to build agents across multiple departments. If you see from left to right through marketing department, sales service and actual development teams. Today I would like to focus on one of the sales agent called Customer Engagement Agent to kind of demonstrate what we are talking about. This agent transform every customer touchpoint into a smart sales signal providing real time insights and conversational intelligence. Now this comprehensive agent portfolio you're seeing is what separates Share CRM from traditional CRM vendors who are trying to just add AI features. We built a complete AI native ecosystem that can transform your entire customer life cycle and not just manage your data.

So let's get started. You may ask what pain points is this customer engagement agent solving for me? Let's take a simple example. Typically as a sales team member, it takes me at least two to three calls with my prospects to get to the crux of what customer really needs. Because you know, I may not ask the right questions up front in the first call, I may request a second call to fetch additional data. I may focus on requirements gathering that you don't focus enough on creating excitement at the customer end. And also I may not be able to catch the customer's tone and modify the pitch accordingly during the conversation. And after the call I might be spending an hour or two filling in notes, filling in CRMs, drafting emails, follow ups, invites and all that. So that's a lot of work. Now meet the Share CRM Customer Engagement Agent. Your AI powered sales intelligence system that transforms every customer touchpoint with smart sales signals. Right? This is sophisticated AI that works across all customer interaction channels. Whether you're doing an online meeting as we are doing right now, or on a sales call, an email interaction or customer service interaction or an on site meeting in person. Our AI agent captures and analyzes everything, feeding insights directly into Share CRM and building a comprehensive customer knowledge base that's powerful. The result? You never walk into a customer conversation blind again. You know every interaction is informed by your complete customer journey.

So before I break down the specific ways this agent accelerates your sales process, let's take a look at the demo first.

Now yesterday we recorded a 3.5 minutes live conversation with my teammates and I'm going to show you the recording of how ShareCRM is digest that conversation and provides insight As a customer engagement agent, this there is no audio to this video I'm showing you, so I will be the voiceover. But you can watch the conversation being recorded on the left hand side of the screen real time and I will kind of guide you through it. So without further ado, let's get to the demo. So before I press play on this video demo, I ask you this number one, watch how our system captures and analyzes customer sentiment in real time. See how our conversation summaries are generated automatically at the end. Notice how buying signals and objections are surfaced instantly and observe how our AI provides contextual coaching recommendations. So the scenario is very simple. You know, I'm at a client site, I'm having client conversation, I open up Share CRM either on my laptop or on my phone. I go to the account whom I'm talking to in my system, Digital World Group Co. Ltd. And I push the button, start recording, right? So let me just go ahead and play the recording. So we start recording and say some ask you permission. Do you have the consent of the customer, yes or no? Couple of things to confirm. And it goes ahead and starts at seconds aid you notice that the first speaker starts talking and you notice it's identifying the speaker. Now if you are in a meeting like Zoom or Teams or Google, it already knows the name, it will assign it. But if you are one on one like in this case, you're able to go ahead and identify the speaker once. Then after that it keeps on finding the right speaker for that. So if you notice here the spokesperson one is being changed to Jessica.

And as soon as the second speaker starts talking here, then the second spokesperson also identified is William.

Now at the minute 2023, you'll see share CRM is already identifying suggested topics on the right side and within six more seconds it identifies five more topics.

So it's is AI has categorized which questions were answered, which were not, which were clear, which were not clear.

And then I will fast forward this video to 2 minutes 40 seconds. That's where the recording is stopped. As this conversation goes on and, and we are able to see some insights.

Now you'll notice, you know, after the recording is stopped and you have confirmed that yes, we have ended the conversation.

Interactive topics were identified with sentiment. So topics which are relevant. As you're adopting this AI, you're kind of identifying what, what is a relevant topic, what is not, and, and then the sentiment, whether it's satisfied or is it concerning. And then finally a meeting summary in respect to different groups. What is the Purpose of the meeting, what were the main discussion points? Because the action plan had been identified. And at the bottom you'll have the spokesperson summary. Who are the speakers and what did each speaker care about?

So that was the demo. Now let us break down what we actually saw.

So with Smart Track, which is AI transcription and summary, we saw how AI powered summaries accelerate your entire sales process. That is speed to value. You know, faster follow ups mean shorter sales cycle. When your team can respond immediately with relevant contextual information. You maintain momentum and stay ahead of your competitors. By capturing buyer intent automatically, you never miss a critical buying signal. This leads to better qualification and and higher conversion rates. Number three, I mean we eliminated the manual note taking and actually it's even better now because when we are listening and writing we miss on few things, but AI doesn't. So it returns hours to the salesperson for productive selling activities. You know, build that relationship, talk to your customer, meet them in person. Your reps can focus on that concept than administrative tasks. So, so speed is important. So that's what we saw in this first aspect. But insight quality is also crucial, right? So customer intelligence, truly understanding your customer, not just hearing them, but comprehending their real needs and concerns, is critical. So key messaging objections and deal brokers are captured in a single unified view. Nothing falls through the cracks. Now by highlighting pain points and purchase readiness, your team can craft more targeted and effective follow up communications. Now managers can provide coaching based on this real buyer language and actual customer interactions, not hypothetical scenarios. Right now speed is good and we've got.

Intelligence which is detailed. But there's another aspect of it which is risk, right? Risk of not making a decision, risk of competition risk. There are a lot of risks. So how do we better manage risk? Leveraging AI. So with question analysis, our system identifies which buyer questions were answered, missed or unclear, ensuring you address all customer concerns. So try to mitigate as much risk as possible. So with real time risk flags, objections and risks are flagged in real time, allowing for immediate course connection rather than postmortem analysis. With deal health tracking, managers contract deals based on objective AI analysis rather than subjective rep reporting. I'm guilty of that too. Number three, ultimately the business impact is more accurate forecasting. Fewer surprise losses and more strategic resource allocation. So these benefits translate directly to our value proposition. So I've just kind of touched on one agent and kind of went down into a few things I could share in this short amount of time. But you can extrapolate, what else can we do with all those other Agents. As I mentioned at the beginning, Share CRM helps sales teams transform disconnect processes into unified revenue engines that in turn will boost your win rates with our AI powered CRM. So my humble request, I would love to discuss how these proven strategies can accelerate your specific sales performance. So you can reach me at this email my mobile number and we also have a special free consultation offer for our customers. Especially attending this session and and watching this video. We are offering free consultation to help you Understand exactly how ShareCRM would impact your sales process. This is a strategic discussion but your specific challenges and opportunities. So you can learn more about ShareCrum.com@www.sharecr.com where you'll find additional resources and with with all my heart I would like to thank all, all of you for your time today. I'm really excited to continue this conversation and help you transform your sales performance with Share CRM's AI powered CRM. And I'm open to questions right now.

Well, I want to make a comment. This is so insightful and I have, I'll be honest with you. I love AI and I asked ChatGPT to create an acronym for ShareCM and the word Schare is an acronym that has five words and each word stands for a feature. The S stands for strategic insight, the H for historical analysis, the A for automated transcription, the R for real time coaching and the E for enhanced follow up.

Fantastic, Gerhard, thank you so much. That's awesome.

I will drop that insight into Brella so that other people can see that. But it's just an example of how creative salespeople can be by having Share at their fingertips. Because it tells them. Here's the next question. It tells them what is the next step? And it makes the conversation with the customer so much richer and meaningful that you know, you this is not your grandfather's CRM that that was built to turn salespeople into typists. So it is a revolutionary concept that we need to embrace. And I encourage everybody to go to Share CM and check out the website and connect with Kartik on LinkedIn. Joe, what is your take on ShareCM?

Oh my gosh, Kartik, you hit the ball out of the park on this presentation. So inspiring. And when I look at this, I first dial into when you were talking about the sentiment analysis because a lot of times you know it and, and it's close. It's, it's shrinking that, that sales cycle because now you know, with I think some of the people when they think AI, they feel like, oh it's not going to be personal. But no, on the contrary, it makes it more personal because as you're saying here, you get to know your customer that much, you know, more personally that, that much better. So I, I see this, I came up in my head with this.

80, 80, 20 rule and it seems to me that AI will eliminate probably 80% of the busy work for the salesperson where they can focus on that 20% which is going to increase their closing rates and increase their customer relations and everything like that. So it eliminates all that admin and all that busy work that they're doing. And you so eloquently shared that with us. So I just think that was tremendous. And do you have any, with, have, do you have any use cases with any companies that they've, you know, taken your.

You know, your AI and your automations and what were the, what were the savings and what did they, what did they garner from working with you?

Absolutely. Absolutely. Thank you for the kind words and summarizing it so nicely and eloquently and identifying the key value props. Right, to answer your question, yes, there's so many customers who are adopting our technology and leveraging the roi. See, one of the biggest differentiators Share CRM brings to the market of all the so many CRMs out there is time to value, right? Our ability to, you know, really understand our customers. You know, when I used to work at Salesforce and which I've learned for eight years, right, There was always this concept that, hey, we need to understand our customer, right? We need to become our customer. And as every individual's personal target was you should know about the customer than anybody else in the room internally, right? So that was the ambition of everybody. So our objective at Share CRM is how can we understand our customer faster, better and know about them than any other CRM in the market and deliver the value to them faster. So we have seen at least 40 to 50% faster time to value, whether it's time or cost.

And definitely people can reach out to me. I can share specific case studies in detail where we can go through different industries and how each industry adopts AI differently and their value propositions change accordingly. So I'm more than happy and our team is more than happy to share those in detail.

Karthik, I have one more quick question. How long does it take for ShareCM to get up and running providing that the company has the data ready?

So it's less than 30 days to get the first AI starting. See, I think somebody asked me this question recently and it reminded me of this ad if you guys remember the Staples ad, the easy button, right. So we would like to create that easy button for some of these use cases like for example the one the customer engagement you've seen right. I mean we've got the you know the product model right. We've got the industry knowledge, we've got all the standard information right now. Only thing is what is specific to the customer. Are there any specific technical jargons we have to incorporate and develop that? Right. So you will see the ROI will start within 30 days or less. Right. With some of these use cases. Some of use cases may take longer but it's pretty fast.

Thank you so much Karthik. We are out of time and I encourage everybody to head over to your website but also to the sponsor booth.

Awesome. Thank you so much Joanne Gerhard.

Thank you.

Take care.

Bye bye.