Pipedrive today announced that it has added powerful new capabilities to its #1 user-rated CRM software  to help salespeople get more qualified leads into the pipeline and take quicker action on the most promising deals. Highlights include: a powerful AI sales assistant that continuously gathers data on deals and sales activities and prompts salespeople to take the “next best” action to move the hottest deals forward; a more flexible user interface that enables salespeople to customize their view of deals in the pipeline to more closely mirror their sales process; and more robust performance dashboards and reporting that let sales managers coordinate the activities of sales teams to close more deals and grow revenue faster. These additions enhance the ease of use that is a hallmark of Pipedrive.
“At Pipedrive, we believe the primary purpose of a CRM for sales is to enable salespeople to be more effective at engaging with customers throughout the sales process to move deals closer to completion,” said Timo Rein, CEO of Pipedrive. “There is a famous quote: ‘Nothing happens until someone sells something.’ Without prospecting, lead generation, follow-up, and closing sales, a sales manager has nothing to manage and nothing to report. So, first and foremost, we design every Pipedrive plan from the salesperson’s point of view to ensure the success of individual salespeople. This mission drives every new capability we add to our product.”
Pipedrive also announced today a new plan designed to meet the needs of the company’s larger enterprise customers. In addition, existing plans have been revamped to help individual salespeople and organizations of all sizes reach their sales goals and grow their businesses. To further support sales success, the company also launched Pipedrive Academy, a web-based online learning portal that provides recorded video courses that help sales professionals improve their selling skills and processes.
Pipedrive: Designed by Salespeople for Salespeople
With the new generation of Pipedrive, the first sales CRM designed from the salesperson’s point-of-view, the company continues to strengthen its commitment to putting salespeoples’ most pressing needs first. According to Pipedrive research, based on interviews and surveys with its customers, these include:
Speeding up prospecting. Three out of four sales professionals say prospecting is “quite” or “extremely” important and over half say it’s a “struggle” to find prospects and get them into the pipeline quickly. Of those who say it’s a struggle, 37% identified prospecting as the aspect of the sales process that needs the most improvement.
Reducing time spent on repetitive tasks. Three out of four sales professionals say it is important to reduce the time spent on repetitive administrative tasks and 40% say they struggle to keep the right balance.
The new Pipedrive also better meets the top need cited by sales managers:
Getting greater visibility into sales team performance. Half of sales managers say the following managerial tracking and reporting tasks are “extremely” important:
- Reviewing the performance of each salesperson
- Understanding what must be done next in the sales process
- Quickly adjusting sales goals and/or processes based on monitoring key performance metrics in real time
“In our view, the improvements Pipedrive announced today to the platform will further strengthen their value proposition for sales-centric firms,” said Ben Dickie, Director, Research and Advisory, Customer Experience Management at Info-Tech Research Group. “Artificial intelligence has been a major area of investment in the customer experience space. Pipedrive’s new AI-powered recommendations for sales staff will help them close deals by moving from ‘gut feel’ to data-backed account insights. Expanding the platform’s customization and data visualization capabilities will also help broaden the platform’s appeal to large enterprises, helping them scale their client base upmarket.”
Pipedrive Plans Ensure the Right Fit for Every Customer
Pipedrive is updating, realigning, and renaming its three core plans for clarity and to deliver greater value to sales professionals. A fourth plan is a first-time offering for Pipedrive’s enterprise customers that delivers increased levels of service and support. New names and descriptors make it easier to differentiate between plans. The four plans are:
Essential (formerly Silver): The Essential plan gives sales professionals everything they need to get organized and stay focused on activities that lead to sales success. New capabilities include an AI-powered sales assistant and more pipeline customization options.
Advanced (formerly Gold): The Advanced plan adds new presets that speed up Pipedrive’s workflow automation of routine administrative tasks, which accelerates the process of moving deals to completion.
Professional (formerly Platinum): The Professional plan helps sales managers focus in real time on sales team performance and growing their businesses. New capabilities include an enhanced sales inbox that lets sales professionals customize emails to large lists; Caller℠, a built-in sales calling capability that comes with up to 300 minutes of free calls; and the ability for sales managers to track calls at the user level and adjust revenue forecasting based on deal movement through the pipeline.
In addition, the Professional plan includes completely redesigned sales managerial reporting with capabilities such as fully customizable goal setting, dashboard views, and access controls that empower sales managers with insights to better track the status of deals and make adjustments rapidly. Enhanced security reporting and the ability to set user permissions to control access to information at a more granular level and a new security dashboard give organizations greater peace of mind that customer information is protected and provides suggestions on how to better secure their business data. The Professional plan also includes a new mobile app, providing sales managers with on-the-go access to insights from their phones.
Enterprise (new): The Enterprise plan gives larger organizations all the benefits of Essential, Advanced, and Professional plans as well as additional support and service. Central features include the assignment of an Implementation Manager and Account Manager to each customer; set-up and onboarding assistance; coaching for individual users; support for pipeline customization; enhanced security and user permissions; and ongoing technical support via phone.
“Prior to adopting Pipedrive, we had a different CRM system that our salespeople just weren’t using,” said Lisa Coyle Co-CEO of payments provider 360Payments. “It was literally a battle every night for me to get salespeople to enter their data. They didn’t want to because it was complicated and had very little to do with helping them close sales. Pipedrive makes making sales so much easier than any other sales CRM because salespeople actually use it! They use Pipedrive to organize their day, keep track of deals and the activities that are needed to close deals, and manage the activities themselves so everything gets done.
“We welcome more granular pipeline and activity views, faster automation of routine tasks, and more advanced reporting so we can see how deals are progressing up to the minute,” added Coyle. “But really, what salespeople and management both want is a CRM system that salespeople want to use. That’s what we love about Pipedrive.”
Addepar Broadens Reach with Expanded Offerings for RIAs
Addepar, Inc., a leading technology platform for wealth management, announced a number of releases aimed at helping RIAs that serve a variety of client types excel in an increasingly competitive market. The new capabilities and features make it easier than ever for firms to adopt Addepar’s modern technology stack, streamline their operations and offer a truly differentiated client experience powered by best in class data, analytics and reporting.
“As the wealth management industry continues to undergo a dramatic transformation, we’re making good on our goal to meet wealth advisors where they are. We’re delivering new functionality in our platform that empowers RIAs to navigate these changes with purpose-built, intuitive solutions so that they can deliver lasting value to clients and grow their business for years to come,” said Addepar CEO Eric Poirier.
Making it easier for RIAs to modernize their tech stack
For established RIAs who want to modernize their reporting technology but find it daunting to make the switch, Addepar is introducing a broader and more flexible set of data migration options to efficiently and precisely fulfill each client’s data onboarding needs. This includes a newly introduced “Advent Converter,” which streamlines migrating data from Advent’s APX and Axys systems into Addepar. Addepar will continue investing in additional data management and conversion solutions to make it easy for any firm to upgrade to Addepar’s technology.
Addressing emerging demand and delivering more client value
Addepar’s strong traction with large RIA firms, banks and broker-dealers has exposed a previously unmet need in the market: the power to use Addepar’s platform for all advisor teams, from those with ultra-high net worth clients to those who serve the mass affluent. Today, the company is introducing AddeparGoSM, an offering that tailors Addepar’s software to the specific needs of these larger firms. AddeparGo is designed with a set of features, capabilities and custodial data feeds that optimize for speedy implementation and make it easy for larger firms who have a range of advisor teams to adopt. The company is making AddeparGo available to key partners and clients now, and will continue shaping this offering based on feedback.
Helping the back-office streamline operations and scale productivity
Many well-established firms have turned to Addepar for its ability to support sizable and complex implementations and provide data aggregation, analytics and reporting at scale. To offer even greater support, the company is pleased to announce the release of Addepar Teams. Teams is a set of advanced controls and permissions to serve firms that need to grant varying access by team, branch, role and functional responsibility. This set of digital capabilities dramatically simplifies the previously time-intensive and error-prone operational process of managing reporting controls, while achieving legal, risk and compliance goals.
FinTech Startup TheGuarantors Announces New Chief Operating Officer
A New York-based FinTech company, TheGuarantors, has announced the hiring of Sean O’Donoghue as Chief Operating Officer. Since its founding in 2015, TheGuarantors has been a leader in finding innovative ways to solve for risk in leasing, using its expertise in real estate, risk, and technology. This recent addition to the leadership team reflects the company’s expanding product suite, geographic footprint, and client-base.
Mr. O’Donoghue is a solutions-driven leader with 30 years of proven excellence in developing and executing market leading technology and digital strategies, product development, operations, and financial management at a variety of established companies including DreamWorks Animation SKG, Madison Square Garden, Macerich, Oracle and KPMG. Mr. O’Donoghue excels in helping companies optimize existing business models, and identifying and developing new technology-based solutions. Most recently, Mr. O’Donoghue was Chief Operating Officer at Trōv Inc., a renowned InsurTech startup that powers digital insurance solutions for innovative businesses in the finance, insurance, mobility, and retail sectors, enabling the new ways people live, work and move.
Mr. O’Donoghue’s broad background aligns well with TheGuarantors’ own profile. Having worked in both corporate and startup environments, he has domain expertise in insurance, technology, real estate, media and entertainment, and he has delivered enterprise and B2B solutions, platform technology, as well as direct-to-consumer products. “At TheGuarantors, we pride ourselves on our agility and cross-functionality,” says CEO Julien Bonneville. “Different stakeholders from real estate, risk, insurance, technology, asset-management, etc. come to us for solutions because of how well we work across different verticals and domains – Sean is a perfect fit.” Mr. O’Donoghue adds, “TheGuarantors has established itself as an innovative and execution-oriented player at the cross-section of Real Estate, FinTech and InsurTech. It’s an exceptionally strong team, with a wealth of knowledge and new ideas, and I look forward to helping the company thrive and expand.”
In 2019 TheGuarantors announced $15 million in Series B funding, bringing their total amount raised to $27 million. Last year the company also launched a new product (Securiti, the smart commercial deposit), built out their current product offerings (Guaranti, an expanded program of multifamily products), re-branded, and successfully expanded nationally. With O’Donoghue as a trusted insurance and technology pioneer and leader, TheGuarantors will continue to provide tools, products, and solutions that can change with the market. Their vision is to be the “go-to” most trusted brand for insurance products and financial solutions throughout the real estate industry (servicing every real estate professional, resident and corporate tenant alike).
American Discovery Capital Announces Strategic Growth Investment in SmartBug Media®
American Discovery Capital (ADC)—a private equity firm focused on investing in leading family-owned and middle market companies in high-growth sectors—today announced its strategic growth investment in and partnership with SmartBug Media®. SmartBug® is the highest-rated HubSpot partner in the world and a leading Intelligent Inbound® marketing agency that assists businesses in generating leads, increasing awareness, and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and public relations. As part of its investment strategy, ADC will work closely with SmartBug to develop new growth channels and expand the company’s capabilities and team, while supporting its continued delivery of the highest levels of customer service and value.
ADC focuses on partnering with business owners and entrepreneurs who have built successful, established businesses with strong fundamentals that can benefit from ADC’s operational experience and capital to support future growth. Its partnership with SmartBug demonstrates ADC’s ability to identify unique investment opportunities and exemplifies its partnership approach with innovative owners and entrepreneurs.
“SmartBug demonstrates the quality and attractive attributes we look for in an investment,” said Mike Denbeau, partner at ADC. “Its unique business model—which includes strong and steady growth, recurring revenue and long-term customer relationships, a strong culture of innovation, and a unique ‘remote’ business model that provides access to a nationwide talent recruitment pool—has already proven very successful in the digital agency space and is one we look to build upon in partnership with the company’s highly talented management team.”
John Joliet, partner at ADC, added, “Over a decade ago, Ryan Malone anticipated the coming shift from traditional outbound marketing to data-driven, inbound marketing services for middle market growth companies, and he saw an opportunity to build a world-class professional team by employing an innovative ‘remote’ business model. We believe this unique philosophy has paved the way for SmartBug to develop its strong reputation throughout the industry as a market leader and respected advisor, which has resulted in numerous awards and accolades over the past few years. ADC believes that SmartBug’s ability to ‘productize’ this value in a recurring, long-term relationship model using its proprietary recruitment, employee training, and customer delivery processes makes its future prospects even more compelling.”
SmartBug has a number of unique and impressive attributes that made it an attractive investment for ADC:
- SmartBug is a leader in the high-growth inbound marketing sector, which is benefiting from a rapid shift of spend from traditional outbound marketing channels to data-driven, digital inbound marketing.
- Unlike the traditional agency model, which has historically focused on project-based, short-term campaign work that can be high cost with unclear ROI implications for the client, SmartBug offers customers a compelling, data-driven retainer model. This model allows customers to outsource their digital marketing needs on a turnkey basis, driving long-term value for the client with a heavy emphasis on ROI.
- The need for SmartBug’s services is especially mission-critical in the large middle market segment of the U.S. economy, where companies typically do not have in-house digital marketing capabilities and access to the level of marketing talent that larger firms possess, creating a large untapped opportunity for SmartBug.
- As the highest-rated HubSpot Partner in the world and HubSpot’s Global Partner of the Year, SmartBug has won a number of prominent industry awards recognizing the quality of the company’s work product, team, and workplace culture, including winning more than 150 MarCom Awards in the past two years alone, making the Inc. 5000 list three years in a row, being named to the inaugural Adweek 100: Fastest Growing Agencies list, and earning a number of Comparably and Great Place to Work® awards.
- SmartBug’s strong value proposition and unique retainer model have driven strong growth for the company and provide a reliable base of recurring revenue to re-invest in growing the company’s customer relationships and talent.
“We are very excited to partner with ADC, and we feel like their team and goals align fully with our values, our remote business model, where we believe the market is headed, and most importantly, our people,” said Ryan Malone, founder and CEO of SmartBug Media. “The ADC team is a uniquely talented and forward-looking group that understands and values the overarching purpose of our remote model: that you can win in business while retaining the flexibility to do the things that matter to you and your family. We believe there is a large, underserved opportunity to provide high quality digital marketing services to clients with the cost certainty and emphasis on ROI that clients highly value and our unique model affords, at scale—and we are excited to partner with ADC to address this compelling market need.”
SOURCE American Discovery Capital
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