Thought Leaders in Artificial Intelligence: Oleg Rogynskyy, Founder CEO of People.ai (Part 3)

Sramana Mitra: Filing has always been a big problem with CRM. Salespeople don’t like to log their communication, so you are automating that. 

Oleg Rogynskyy: Yes, we are doing that with superhuman decisions. It turns out that the most predictive feature of activity data that leads to success of the activity or deal closing or some other outcome is actually dependent on whether you had the right people engaged with you on that activity. Do you have the buyers engaged? Were the right people on your end engaged?

The third thing that we do with every activity in real-time is persona enrichment. We help our clients understand who the personas were at this meeting? Were they supposed to be here? What kind of signal does having a CEO on an early-stage call mean for us? It probably means that they are excited and that they are leaning in. You get the point right?

Sramana Mitra: I completely understand how you are doing what you are doing now. From your early work in the context of more sales and marketing, is that still the case or have you broadened to other activities?

Oleg Rogynskyy: All the focus goes to marketing functions. Almost 50% of every organization is go-to-market employees. This gives us a massive TAM from this perspective.

Sramana Mitra: Yes, it’s massive. There is no question about it. Have you done an ROI analysis of a company that brought you in? What kind of impact are you seeing?

Oleg Rogynskyy: There is a company that everybody talks about. They helped us do this ROI analysis and they are called Zoom. We have done a controlled experiment there where we launched People.ai in a subset of their sellers. This experiment was done before the pandemic and before the Zoom bloom. This is a controlled experiment.

We have seen improvements in the revenue per salesperson. It increased from 25% to 50% by using People.ai software. If I come to any company and say, “Hey, deploy this software and you will see a 50% increase in revenue per salesperson.” What are they going to say, right? 

Sramana Mitra: What they say should reflect in your revenue numbers.

Oleg Rogynskyy: That is a good question. We use the software internally and they are running one of the most efficient sales teams in my perspective. 

Sramana Mitra: Is your customer base in any particular vertical? I imagine that tech go-to-market is one of the ones that you are seeing early adoption.

Oleg Rogynskyy: Yes, one of the three largest telecom companies is using us. Two of the five largest manufacturing are using us. Telco manufacturing, hardware, software, and business services are all verticals that are excited about People.ai. 

Sramana Mitra: I am going to ask you some questions about your process of building your company up to this point. You have been around for about five years, right?

Oleg Rogynskyy: Yes.

This segment is part 3 in the series : Thought Leaders in Artificial Intelligence: Oleg Rogynskyy, Founder CEO of People.ai
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