San Mateo, California 501-1,000 employees Enterprise Software

How Yellow.ai used Nektar to improve sales cycle by 17%

How Yellow.ai used Nektar to improve sales cycle by 17%

17%

improvement in sales cycle

5X

increase in CRM data on Day 1 of going live

365%

increase in opportunity contact roles

The Challenge:

Faced with ambitious sales targets, Yellow was looking for ways to improve the sales process and increase rep productivity. To get more factual data on sales performance, Yellow.ai partnered with Nektar to track key milestones in the buyer journey – first touchpoint, discovery call, demo call, decision-maker engaged, etc. – and identify areas of improvement.

The Outcome:

Using Nektar’s unified activity capture technology, Yellow.ai was able to further enrich their in-flight opportunities with 48K activities and 6.3K opportunity contacts. This data allowed Yellow.ai to conduct in-depth deal reviews and track sales cycle better without having to take verbal updates from reps.

Review deals to stay on track

Nektar data and insights enabled Yellow.ai to measure deal health and time taken from “lead” to “fully executed”. Some deals took 5X more time to progress to the next stage but were still far from closing. Having this activity timeline view was very helpful for the managers to identify high-value deals that require more focus, why they are stalled, and determine the incremental activities that could improve performance. One useful insight that came out from this analysis was the stage at which the decision-maker should be involved in the deal to move the deal faster.

We use Nektar to get activity data. The information about your in-flight deals – how are we engaging with the buyer, how many touchpoints we’ve had, what meetings were held, how the buyer responds – is the foundational information that your deal review and forecast rests on.

Abhimanyu Mukherjee
VP Sales India, Yellow.ai

Build a scalable sales process

Abhimanyu Mukherjee, Yellow.ai’s VP of Sales identified the need for eliminating outdated spreadsheets and reps verbal reports to build a scalable sales process.

“Forecasting is a critical process for every organization, but when sellers use spreadsheets, there’s a high risk of user error and acting on old data. Spreadsheets aren’t scalable and only serve as a snapshot in time. There’s no context to help sellers on what’s driving that forecast.”, says Abhimanyu.

He understands that asking reps to manually enter data takes them away from their primary responsibility of selling. Automating data capture in real-time using Nektar laid the foundation for building a scalable sales process.

Uncover marketable sales contacts

Using Nektar, Yellow.ai uncovered 6.3K marketable contacts that they didn’t know existed. This additional list of contacts helped them increase their outreach efforts toward pipeline generation and sales acceleration.

“Using Nektar, getting those missing contacts has indirectly helped our inside sales team, as they’re able to reach out to all those additional contacts in the account – people we previously didn’t even know about.” – Kiran Rao, Director Sales Operation, Yellow.ai

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Google Meet Coming soon

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

MS Teams Coming soon

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

Slack Coming soon

  • Push revenue intelligence notifications to specific channels and individuals.
  • Notify non-CRM users as well, for example, your engineering, product, finance, legal teams.
  • Define the date and time for delivering the notifications.

Zoom

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
How to Integrate Nektar and Zoom

Outlook Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • In real-time, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Outlook

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Google Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • Without worry, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Gmail

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Snowflake Coming soon

  • Get all the communications data(Gmail, Zoom, Microsoft, etc) pushed directly into Snowflake
  • The integration eliminates the need for periodic data exports from SFDC to Snowflake.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Leverage Snowflake’s robust data warehousing capabilities for advanced analytics.

Salesforce

  • Bi-directional integration with Nektar.
  • In real-time, automatically create contacts and sync emails and meetings against corresponding accounts, opportunities, and leads.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Self-heal any erroneous/outdated contacts, contact roles, and activities.
  • Nektar only creates additional records on Salesforce or augments existing records. It never deletes information or overwrites anything.
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