CRM & Sales Acceleration


CRM & Sales Acceleration

By Paula Bernier, Executive Editor, TMC  |  March 31, 2016


AffinityLive updates itself every time someone in a company using it interacts with a client, saving time and giving that company confidence it knows what's going on. It can intelligently drive business processes, send alerts when things are going off track, and forecast the future. While most CRMs are built to sell widgets, selling services requires a more consultative, relationship approach. AffinityLive is built for these kinds of sales, making it easy to manage a high-value relationship, not an order form. AffinityLive, into which CRMs connect seamlessly, allows businesses to build on their sales efforts and convert quotes into projects, tracking delivery with ease.


Based in Fremont, Calif., Apptivo is a cloud-based suite of more than 40 integrated business applications covering CRM, financials, project management, and supply chain. Apptivo’s integrated suite of business flexible and highly customizable apps are used daily by hundreds of thousands of businesses in 194 countries.

Aspect Software

Aspect has worked with clients across all business segments to implement Microsoft (News - Alert) Dynamics CRM since the first release of the product in 2003. Aspect Enterprise CRM and xRM services are offered in six functional categories including creating a master profile record for each key relationship, integrating with communication tools, user interfaces, mobile enablement, process automation, web self service, and xRM rapid application development.

Atento S.A.

Atento is the largest provider of customer relationship management and business process outsourcing services in Latin America, and among the top three providers globally, based on revenues. Atento is also a leading provider for U.S.-based companies nearshoring CRM/BPO services to Latin America. Since 1999, the company has developed its business model in 14 countries where it employs more than 160,000 people. Atento has more than 400 clients to whom it offers a wide range of CRM BPO services across multiple channels. Atento's clients are mostly leading multinational corporations in sectors such as telecommunications, banking and financial services, media and technology, health, retail and public administrations, among others.


Brainshark analytics provide a deeper understanding of how knowledge and behavior affect sales outcomes. Managers can use this solution to monitor opportunities in to gain insight into how sales content is used, what resonates with buyers, and more. A core feature of the Sales Accelerator, Brainshark analytics help sales organizations make smarter decisions in such key areas as tying content to revenue, onboarding and training, and sales coaching.


The ClearSlide platform gives sales and marketing leaders insight into the real-time activity of their teams and provides deep analytics about the types of content that ultimately is most impactful with customers. For sales professionals, ClearSlide allows for easy communication with customers and prospects, whether online or in-person, using ClearSlide's web-based or mobile applications.


Clutch empowers premier, customer-focused brands to identify, understand, and motivate their most valuable customers. Its platform allows marketers to centralize and synthesize their cross-channel customer data from in-store point-of-sale systems, ecommerce platforms, social accounts, email lists and mobile apps. This data is analyzed in real time to develop sophisticated customer segments and profiles. The analysis can be used to strategically design integrated marketing engagements and develop personalized, automated campaigns deployed across online, in-store, mobile, social, email and direct mail channels. More than 750 brands use the solution from Clutch.


Datahug combines automatic data capture, predictive sales analysis, and machine-learning sales guidance to accelerate sales. The company’s solution removes reliance on manual CRM data entry, increases the effectiveness of sales teams, and produces real-time, objective sales forecasts. It measures customer interaction data, which the company says is the most important and reliable factor in evaluating a deal. Sales organizations that use Datahug gain access to an always updated CRM and instant deal scores that are based on objective data. Datahug works seamlessly with Salesforce, Microsoft Dynamics CRM, and SugarCRM (News - Alert). Founded in 2010, Datahug is based in Dublin and New York and is funded by, London-based VC firm DFJ Esprit, and Silicon Valley angel Ron Conway. 


DialogTech provides a platform for end-to-end call attribution and conversion essential for data-driven marketers. DialogTech’s platform solves one of the most pressing challenges in today’s mobile-first world by eliminating the black hole inbound calls create in understanding true marketing performance. As marketers face mounting pressure to drive not only leads but revenue, DialogTech’s platform empowers marketers with the call attribution data needed to confidently invest in campaigns that drive calls, as well as the conversion technology necessary to convert callers into customers. Its end-to-end call attribution data is more than call tracking, as it tells marketers how their campaigns drive calls, if calls convert to sales, and why — closing the loop between dollar spent and earned. The real-time conversion technology provides a solution for marketers to control and personalize every call experience in real time, ensuring each caller is connected right away to the best person to convert them to a sale.

Dun & Bradstreet

D&B360 provides relevant, complete insight and sales tools so sales and marketing teams can get more from the CRM and drive real results. 


This solution can be employed to track opportunities, prepare quotations, record orders and shipments, prepare commissions, apply pricing and discounts, and record warranty claims. It can help manage material requests, purchase orders, inventory tracking, and more. From a manufacturing standpoint it can handle production planning, bill of materials, costing, sub-contracting, and outsourcing. It can be used to bill customers, record supplier invoices, manage payments, manage currencies, budgeting, expense claims, payroll, accounting and reporting.


FirstRain interprets unstructured business information derived from the global and social web and internal company data to build end user analytics that enable business professionals to make better decisions, get closer to customers, drive revenue growth, and outwit the competition. FirstRain analytics are used by Fortune 1000 enterprises around the world and are integrated into leading platforms like Salesforce, SAVO, Oracle, Microsoft SharePoint and Dynamics, and Dun & Bradstreet (News - Alert).


Gainsight helps businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight’s product helps businesses touch customers effectively, track customer health consistently, and transform the way their company orients around the customer. Gainsight provides a full view of customers and drives retention across customer success, sales, marketing, and executive and product management. Leading companies like Adobe (News - Alert), Box, DocuSign, HP, Marketo, Nutanix and Workday use Gainsight. And in September Gainsight announced the new products Success Plans and Relationships. With Gainsight Success Plans companies can document the business outcomes that customers look to achieve with their products or services within Gainsight, and create a system of record for monitoring progress toward plan achievement. Relationships enables organizations to manage the success of each sale, each product, and each project. 

HCL Technologies

HCL Technologies (News - Alert) is a leading global IT services company working with clients in areas that impact and redefine the core of their businesses. The company in October acquired Minneapolis-based PowerObjects, a North American provider of Microsoft Dynamics CRM. The move aims to bolster HCL’s global applications business, which offers transformational programs and complex application management. PowerObjects is a professional services firm completely focused on providing service, support, education and add-ons for Microsoft Dynamics CRM.


Helpshift is a B2C CRM solution for mobile applications. It offers an easy-to-manage suite of customer care tools that allows enterprise and mobile app companies to experience higher customer engagement, higher retention, faster feedback and better reviews. The company’s solution features an agent dashboard, SDK, and web support.


Sugar CRM is an IBM global alliance business partner that delivers an open source CRM solution. IBM also offers consulting services for Microsoft Dynamics CRM.

This company offers a sales acceleration platform built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. The platform promises to fuel sales rep performance and provide buyer personalization. (News - Alert) enterprise customers include ADP,  Groupon, Microsoft, and Zenefits.


InsideView for Sales is InsideView’s flagship market intelligence product for sales professionals. It is used by more than 500,000 people across more than 20,000 customers worldwide and continues to be ranked as a market leader by G2 (News - Alert) Crowd. The product’s new adaptive, task-oriented user experience makes it even easier for Salesforce users to capitalize on InsideView’s market intelligence. The new InsideView Sales experience brings data to life with better data visualization and icon-based, sidebar navigation consistent with the Salesforce Lightning experience, the significant redesign of Salesforce’s CRM product.

Interactions LLC

The devices, applications, and services of tomorrow need the latest foundation. That's why Interactions offers speech, language, and multimodal interface solutions that deliver unprecedented accuracy and performance. With years of applied research in machine learning, using deep neural networks and advanced language models, Interactions’ new Curo platform provides an alternative to traditional partial solutions that fall short for enterprises looking to streamline their technology infrastructure. Its advanced capabilities go well beyond automated speech recognition to include natural language processing, text-to-speech, voice biometrics, and support for multi-modal communication on any speech, text or other customer channel.


Introhive eliminates the need for data entry and contact scrubbing, automatically syncing activities and contacts. It provides actionable insights into pertinent relationships, uncovering communication patterns, account health, and more. Data can integrate into existing reports to stay on top of key accounts. The API allows for customization. And the Introhive solution is available in Microsoft Dynamics CRM, Oracle CRM, and Salesforce.


This company says it drives winning messaging in the sales funnel and beyond to accelerate sales.


Helsinki-based sales app startup LIID says it is revolutionizing how sales organizations uses CRM by doing away with tedious data entry and providing a virtual sales assistant instead. The company says it can support any cloud-based CRM within two weeks.  Liid is available for free to companies using Microsoft Dynamics CRM or Salesforce. Salespeople can download the iOS or Android app and set up the connection to their CRM themselves.

LiveHive Inc.

LiveHive’s sales acceleration platform includes deep, buyer-based engagement analytics and powerful prospecting and qualification functionality on a single, unified platform designed to generate velocity at every stage of the sales cycle. With LiveHive’s comprehensive analytics, sales leaders quickly see the effectiveness of their team’s sales efforts. Combined with advanced automation, including email templates, group email, and automated email and call scheduling, LiveHive automates follow-up, helps teams zoom in on top opportunities faster, and speeds the sales cycle – saving time to focus on core selling activities. LiveHive customers have increased sales productivity by 300 percent and quality-connect rates by four times. LiveHive SmartPath email and call scheduling automates follow-up, while giving sales managers visibility into team behaviors and processes across the revenue funnel. With click-to-call functionality, voicemail and live calling scripts, SmartPath speeds qualification and ensures consistent sales messaging and performance. LiveHive’s LiveClip lets sales teams instantly capture prospect email addresses from any company website or LinkedIn (News - Alert) and email them with a single click, improving prospecting efficiencies. With insight into reps’ email, calling and follow-up activity, sales leaders can onboard new reps faster, coach teams more effectively, and build repeatable sales processes. LiveHive seamlessly integrates with CRMs, marketing automation software, and cloud services.


Mblox is an application to person mobile messaging provider. It has an international presence and specializes in the unique demands of large-scale mobile messaging programs.


Microsoft Dynamics business solutions address, CRM, ERP, supply chain management, and more. Office is often one of the most popular and used products, and Dynamics CRM offers seamless integration. This tool also provides easy integration with the SharePoint collaborative solution. The monitoring of marketing campaigns is another benefit of CRM, and Dynamics offers effective campaign management and measurement of essential analytics that will really make a positive difference to marketing focus. Dynamics CRM has an app marketplace with apps and services created by reputable partners.


MightyCall is a cloud-based CRM application that simplifies and improves customer access to support so that companies large and small can focus on growing their business while keeping their clients happy. With its mobile app, MightyCall consolidates client contact channels and captures every customer call, email, and social media interaction, ensuring that every issue is handled in a timely fashion and no concern falls through the cracks. Key features include designated business numbers to separate personal and professional interactions (available for both phone calls and text messages); smart call forwarding, eliminating the need for multiple contact numbers; custom voicemail greeting for maximum professionalism; in-app task tracking and dashboard access to ensure every client interaction is assigned and addressed; customized caller lists to keep specific target audiences organized; adjustable business and non-business hours operation (useful for business owners using one device for both personal and work purposes); and social media tracking for quick reactions on all social channel queries.

The Minacs Group

ALT CRM is a smart technology aggregation and integration solution that supercharges enterprise sales, marketing, and customer care strategies, elevating them from reactive approach to an analytics-based, proactive and automated engagement. ALT CRM’s Intelligent Business Operations Console creates a unified view of the customer to leverage advanced analytics-based marketing capabilities, built around location-aware, life-stage-aware technologies, as well as remarketing and other conversion strategies in digital marketing. ALT CRM also offers an Integrated Engagement Hub that uses modern technologies and deployment models to design and operate multi-channel contact centers, social media command centers, at-home agents, and other customer touchpoints. Its salient functionalities include a contact virtualization/agent productivity optimization suite and an omnichannel management suite that helps enterprises listen and adapt quickly to the increasingly impatient demands of app-consuming, multi-channel, mobile customers, and other ecosystem participants.

Navatar Partners

Navatar Group is a global partner and value-added reseller. Navatar is the industry cloud provider of CRM and content management for financial services firms. Navatar's off-the-shelf financial cloud products for asset management, wealth management, investment banking, and capital markets are used by more than 500 firms, collectively managing hundreds of billions in assets, including global firms such as PNCJefferies & CoCowen Group and Evercore Partners. With customers spread over 30 countries, Navatar is a rapidly growing firm, thanks to a close partnership with cloud industry leader


This worldwide provider of enterprise cloud applications and services offers solutions that improve sales force, sales operations, and channel performance. Optymyze Sales Performance Management software helps companies align sales goals and compensation; execute sales strategies efficiently; drive greater sales results; and gain visibility into sales performance. Optymyze Incentive Compensation Management Solutions give clients the ability to build trust with and motivate sales people and sales managers by improving all aspects of incentive compensation plan management. Supporting all Optymyze sales performance applications is the Sales Analytics Platform, an underlying sales analytics and data management solution that can be used by sales and business leaders without needing specialized database expertise. Developed through 25 years of experience working with many of the world’s leading companies, Optymyze Sales Operations as a Service is a set of strategic consulting and business process management services that improve topline business benefits for the sales team and organization.

Oracle Communications 

WebRTC equips any device with a web browser with real-time communications capabilities such as voice calling, video, or screen sharing without requiring users to download plug-ins.  The Oracle Communications WebRTC Session Controller enables CSPs and enterprises to offer WebRTC services – from virtually any device, across virtually any network – with carrier-grade quality. The solution brings carrier-grade network capabilities into the web domain and enables CSPs and enterprises to create a new form of high quality communications for their users. In simplest terms, the Oracle Communications WebRTC Session Controller provides the reliability, interoperability, and security organizations need to provide their customers with the best experience possible – strengthening customer relationships and loyalty.


Pegasystems develops strategic applications for marketing, sales, service, and operations. Powered by the Pega 7 platform, Pega’s applications streamline critical business operations, connect enterprises to their customers seamlessly in real time across channels, and adapt to meet rapidly changing requirements. Pega’s scalable, dynamic CRM offerings allow businesses to understand customers contextually and take action in a more intuitive and personalized way. Pega’s predictive analytics and decisioning capabilities enable businesses to anticipate customer needs in real time and take the next best action based on customer data and business context.This allows marketing, sales and service reps to quickly turn data into insights to deliver the right message on the right channel, at the right time. Pega also connects front and back office systems for a holistic customer view across all stages of the customer journey.


Qstream combines science, analytics and engagement mechanics in powerfully simple software used by today’s top brands to ignite high-performance sales teams in minutes a day. Unlike solutions that tether client conversations to rote presentations, Qstream equips reps for dynamic, value-added business conversations and behaviors that drive revenue and keep pace with market change. A sophisticated data engine correlates and analyzes ongoing responses to brief scenario-based challenges against relevant sales data to deliver graphical management dashboards via email or CRM that highlight targeted coaching actions and answer critical questions on sales readiness. Through predictive insights and proactive measures, Qstream clients are able to increase win rates by 20 percent on average. Delivered from the cloud to any mobile device, Qstream is easy to use and deploy at scale in more than 15 languages. With all the security and reliability that IT demands, the platform integrates seamlessly with CRM and other third-party systems to correlate performance data for a richer, more predictive picture of sales readiness.


Salesforce is the sixth largest software company and the fastest growing top 10 software company in the world today. Over the last 16 years, Salesforce has expanded and redefined CRM, bringing social, mobile, data science and IoT technologies to its trusted cloud platform, enabling companies to grow sales faster, deliver customer service everywhere, create 1:1 customer journeys, engage with customers in interactive communities, deliver analytics for every business user and build modern mobile apps fast.


SAP hybris solutions, powered by SAP HANA, enable the digital transformation of the front office and go beyond customer relationship management by integrating marketing, commerce, sales, and customer service. It brings these data and process silos together, so companies can deliver omnichannel customer experience.


Sugar UX offers a completely transformed, individualized CRM user experience that is immersive, engaging, and intuitive. Sugar UX fuses the straightforward simplicity, mobility, and social aspects of a consumer app with the business process optimization of conventional CRM. With Sugar PurePrice companies get a clear and simple price – with no hidden fees or forced upgrades.


TeamSupport’s solution includes a comprehensive customer database which allows agents to view all tickets and support requests from the same company in one place, allowing them to better identify trends and issues on a company-by-company basis. Customer support reps have the ability to search by company and by contact. They can see which tickets are open or closed along with those that have notes or files requiring follow-up. TeamSupport’s help desk software provides a unified system where help desk agents can see every request and issue that a client has made. It integrates with popular CRM systems like SalesForce and Oracle Fusion. And it lets organizations assess which customers need the most attention in terms of support.


VanillaSoft offers a lead management software and CRM solution for phone-centric selling. VanillaSoft enables thousands of individuals and sales teams to do more than store their data and report on it like traditional CRM. VanillaSoft customers drive productivity by deploying a feature set that includes next-best-lead routing, progressive dialing, on-board intelligent messaging, integrated email, real-time lead distribution, live dashboard, and digital call recording. With VanillaSoft, typical users realize a productivity increase of 30 percent to 100 percent over traditional CRM, creating an easy to justify ROI. VanillaSoft dials over existing phone systems or VoIP, meaning no new or high fees for telecom.


The vCita LiveSite platform redefines small business by driving more opportunities from the web, mobile, email, and social. Businesses can extend their brand, drive more clients to engage, and deliver amazing service with the LiveSite portal. The self-service portal offers messaging, online scheduling, payments, invoicing and file sharing anytime, on any device. vCita increases the effectiveness of any web presence, strengthens customer relationships, and provides a personalized experience clients have come to expect. 


Velocity Customer Relationship Management platform was designed with simplicity in mind. Many CRM platforms are pricey, complicated, and so overwhelming to the point that they are not useable. This is where Velocity comes into play. The real-time analytics enables users to see what their clients are doing. It tracks every open or click on an email. It knows if they are using a smartphone, iPad, PC or Mac. The software also displays what operating system is being used. Velocity’s CRM platform is available to resellers for free. Non-resellers only pay an implementation fee.

Edited by Rory J. Thompson
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