SAN FRANCISCO: Salesforce has launched SalesforceIQ, aimed at acting as a smart assistant for sales people.
SalesforceIQ uses relationship intelligence technology acquired from the purchase of RelateIQ last year to analyse data about sales prospects, customers and partners stored in email and calendar systems. It seeks out patterns to provide insight into future outcomes, and suggests actions for sales people to take to build stronger relationships and increase sales.
"Every time someone sends an email to a customer, or someone logs a support file, it tells the story of the customer, and it does it through data," explained Steve Loughlin, CEO of SalesforceIQ.
"We think we can take advantage of this data, so we move from a world of manual logging to one where it's all automated and just shows up in your system. So when you log in in the morning you're not just reacting to the dashboard, but the system is intelligently suggesting what you should do."
A SalesforceIQ user opening an email will see a Salesforce cloud icon at the top right of the message if that contact is in the system already, and Salesforce CRM data will already have been pulled through and associated with the message. With one tap from the inbox, the user can create an opportunity and select a close date, and the opportunity has been created.
SalesforceIQ is able to bring up the files that are most relevant when sending the reply, whether a recent sales presentation or company brochure, and will add dates from the user's calendar for a possible meeting time, and add the meeting to the calendars of both people once agreed.
The software also intelligently analyses the content of email and suggests follow-ups. For example, if a person emails a sales rep asking for a call and the user has not replied, it will push that as a suggested task.
SalesforceIQ is available as a dedicated small business version, and in the Sales Cloud.
SalesforceIQ for Small Business recommends specific actions to sales reps, such as getting back to a prospect who has an unanswered question. Closest Connections lets sales staff identify the person in their company or in their existing network who can provide the best introduction to a target contact or company, while Intelligence Fields helps users prioritise the most important opportunities in their pipelines.
It is effectively a full CRM system for smaller companies and replaces the current contact and general group editions. The SMB version is out now in the US, Canada and Australia. Prices start at $25 per user per month. Salesforce did not disclose a UK release date, although it confirmed that additional geographies will be forthcoming.
Loughlin explained that the small business version is designed to be quick to get up and running.
"Small businesses need to get going right away. It's easy to set up and the system is proactive. You can see who your team is spending most time with, who forgot to respond on the team. That needs to be surfaced automatically, so we're delivering that via SalesforceIQ for Small Business," he said.
The Sales Cloud version is aimed at delivering this type of intelligence to all existing Salesforce users. It offers native iOS and Android apps and for the Chrome desktop browser, which integrate the intelligent relationship technology directly into sales reps' emails so they can make use of the suggestions and tools when at their desk or out of the office using a mobile device.
SalesforceIQ for Sales Cloud is out in beta as a free add-on for Sales Cloud users in English. Prices will be announced when the product goes live in early 2016.
Salesforce is also pushing into the Internet of Things space with the launch of Salesforce IoT Cloud.
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