The revenue intelligence category has exploded over the past three years. What started as conversation intelligence has evolved into a broader set of capabilities spanning analytics, forecasting, and workflow automation.
With so many options, how do you choose the right platform? We've developed a framework based on conversations with hundreds of revenue leaders who've been through this process.
First, define your primary use case. Are you trying to improve forecast accuracy? Understand deal risk? Enable manager coaching? Each requires different capabilities, and no platform excels at everything.
Second, evaluate data requirements. Revenue intelligence is only as good as the data it analyzes. If your CRM data is incomplete (and it probably is), factor that into your evaluation.
Third, consider the change management burden. The best platform in the world won't help if your team doesn't use it. Look for platforms that fit into existing workflows rather than requiring new ones.