Control Your GTM Motion With Rattle AI
Ike Shepardson, Solutions Engineer at Rattle, demonstrates how Rattle AI helps you better control your GTM motion.
[MUSIC]
Hello everyone and welcome to Go to Market AI,
the future of your Go to Market tech stack.
I'm your host Sarah McConnell.
These days it seems like every company has AI,
but on this show we want to go a level deeper so you can see
first-hand how businesses are actually applying AI to solve your business
challenges.
We're going deep into the use cases and showing you
the latest and greatest in AI technology.
Today, I'm joined by Ike Sheperson,
Solutions Engineer at Rattle.
Ike, welcome to the show.
>> Hey Sarah, yeah, thanks for having me.
Great to be here.
>> Yeah, we are happy Rattle customers,
so I'm excited to jump into this as
your viewers a little bit about Rattle and your AI functionality.
But before we jump into the demo,
Ike, can you just tell me a little bit about who Rattle is,
what you do and who are you helping?
>> Great question and great to be talking to your listeners today.
Rattle is a revenue intelligence solution.
We solve a number of problems across the revenue stack for
people in rev ops positions, sales leadership,
and then even for individual contributors to help them to be more
successful in their tools, but primarily to drive revenue signals down to the
front line.
>> Amazing. With that being said,
I know everyone wants to see what that actually looks like in practice.
So I'd love to jump into the demo and see Rattle in action.
>> Excellent. Well, so Rattle is what we call a system of intelligence.
Here's what I mean by that.
If you think about a typical sales tech stack,
you have a number of really important tools.
These are all best in class kinds of tools that I'm showing you here.
They all can send things like alerts into chat platforms like Slack or Teams.
So when you have even one that's not listed here,
like a six-sense intent data change,
that could result in a Slack alert that gets sent out.
But the problem that we're responding to is the fact that when you go into all
of these tools,
they're not really telling you what to do.
Consider this for Salesforce.
Whenever it has Salesforce,
when somebody logs in, tells you,
here's what is most important for you to do next.
Or for a revenue leader,
when they use a great solution like Clary, we love Clary,
when is Clary actually reached out and said,
"Hey, this deal,
the risk level has changed on this. Here's what needs to happen.
Team, here's what needs to take.
Here's what play you need to run next.
Here's the revenue play that needs to result of this."
Or even something like Gong, again,
best in class conversational intelligence tool.
When was the last time that Gong said in real time to a sales manager,
"Hey, from what just happened on this call,
it looks like this deal could be at risk?"
Or, "Here's some coaching you might want to offer to the rep on that call."
With Rattle, what our perspective is is that there are little signals
like what I just described, all throughout your tech stack.
Little things that if you had known about them,
and if you were able to respond to them in real time,
you would be able to run your sales plays that much better.
Rattle with AI and with automation,
we're a system of intelligence that pulls those signals out of those tools,
and then drives action inside of Slack or Teams.
The three pillars of what we do,
I'm going to describe to you today in a demo, are data hygiene.
When we have things that are out of whack inside of your CRM environment,
or issues that need to be taken care of,
like that are more of keeping things up to date.
Intelligence on your deals,
helping to drive the right actions to close deals faster.
Then of course, just simple signals that give those turn-by-turn directions
in real time to your team.
We do all this with AI, and I'll talk about AI as we go throughout the demo
today.
But I'm going to actually start with workflow intelligence.
Imagine a world in which I'm an account executive,
and I'm managing a book of business,
I have some deals that I've started to forecast.
Now, once you forecast a deal,
this means that there's a number of responsibilities to the business.
Typically, this just means keeping sales force up to date,
entering your call notes,
but we're interested in much more than that here at Rattle.
So, let me just give you a specific example.
I'm managing this deal here,
and it's set to close here this week.
We're filming this in the middle of March right now.
So, it's set to close very soon.
Now, imagine that I just got off a call with a customer,
and based on our conversation with the customer,
I'm actually going to take this deal,
and I'm going to move it out of the quarter,
based on what the customer just told me.
Now, that's a huge risk,
and one that may not surface until the next time
somebody looks at a Salesforce report,
my manager, and I have our one-on-one later in the week,
let's say, but I've just pushed this out of the quarter.
Huge risk, and there's a revenue signal there,
but Salesforce is not telling you what to do about it.
But Rattle is telling you what to do.
In real time, I'll get a signal inside of Slack that says,
"Hey, wait a minute.
This was forecasted revenue.
You had this forecasted in the commit category,
but now you've pushed it out into the later quarter.
That's a big risk."
So, what do you need to do?
Well, in this case, you need to update the forecast category
in the next step.
Whatever the revenue play is,
whatever the team wants to play with this,
Rattle will ensure that the right kind of information
is put back into the system,
but it also drives the right action for me as the end user.
So, I think, oh, shoot.
Yeah, actually, this is down into most likely now,
and oops, I forgot to enter my next step before.
Let's call it with legal, let's say.
What's great about this is that,
just with this simple user interface here,
I'm able to push this back into Salesforce in real time.
So, as the end user workflow intelligence
just allows me to say, "Yep, okay,
you can see it says commit right here."
That's going to drop down into most likely,
and my next step will even be updated as well.
Again, just in real time,
this is pushed back into Salesforce,
and again, this is where you're driving
the right kind of action from the team,
but let's take this a step further.
We had a deal that was committed for this quarter
that's now and most likely for next quarter.
Who else needs to know about that?
Well, probably somebody on the leadership team, right?
So, Rattle will set a signal,
in this case, I have it going to a channel
in my demo environment,
but this could go to the right person,
the right team based on the size of this deal.
Hey, we just saw this risk.
That revenue signal was hidden inside Salesforce,
but now we see it,
and we want to make sure we can action on that
and have the conversation with the account executive
to drive this deal forward.
And signals like this,
they drive productivity and drive action.
So, a big result that we saw with the Mesmo team
was that they had leads that would come in
and a lead would sit stale.
And, you know, they would typically go into
like a Salesforce report into an email,
but they were able to improve their lead response time
by 75%, just by driving that intelligent revenue signal.
You got a new lead right into the Slack platform.
So, yeah, go ahead.
That's real cool.
And we, I was saying we use Rattle,
so I've seen this in multiple of our Slack channels,
for even the use case you just talked about,
which is like me and our VP of demand gen.
I really want to know,
like questions I'll ask myself all the time is,
"Hey, when deals are deading out,
like what stage are they in and what was the reasoning
and like what category of reasoning?"
And so, I know our ops team has used Rattle
to send a lot of those signals into our systems,
because to your point of like,
I'm on the marketing side,
our sales team is using Rattle.
There's a lot of different systems
we're in every single day,
and one of the ones that is constant is Slack.
So, being able to get that signal in Slack
and for me to see, "Oh, okay, I'm starting to notice this trend
of like, there, you know, our ops are getting out after stage two.
We're really struggling with this like stage two
to stage three or stage three plus,
and then we can build into those automations,
like what's the next step, which for a marketing team is like,
"Hey, we need to figure out how can we help here?
Like how can we progress deals?
Like what sort of assets do you need?
What kind of events can we do that type of stuff?"
So, we've definitely used this and seen the benefit
and our go to market team.
- Well, that's great to hear.
That's great to hear.
And I think for a lot of our customers,
the thing that makes the biggest difference for them
is when you apply just that little example
of what I showed with a workflow to a whole deal.
So think about like customer management, pipeline management.
When you have large deals,
a lot of companies they'll create Slack channels
for their largest deals,
and maybe they do, maybe they don't.
But what we found is that the best reps
know exactly who to collaborate with,
and the 90% who are below that top level,
they need a lot of hand holding.
So what we use is again, the power of automation and AI
to drive the right signals into a channel
that Rattle actually will govern.
So we call these deal rooms.
So with deal rooms and call intelligence,
what we're doing is Rattle is creating
and then governing a channel inside of Slack,
and then driving insights and revenue plays into that channel.
So I'll give you a concrete example here.
You can see I have a deal room for just
a kind of a pretend customer here.
And what Rattle does in my case is it says,
we wanna create this deal room for anything over $100,000
when it gets to stage two.
And you can see just Steve and James
are in the deal room at stage two.
No one else is there right now,
but they're collaborating on this deal.
And Rattle is gonna do things
like intelligently deliver the SDR notes,
the link to the latest demo deck.
Every company deals with making sure
their enablement resources are up to date.
Rattle will ensure that.
Reminding them to log their calls
and giving them their follow up email template
for how to contact the customer afterward.
But then you can see here, I moved into stage three,
and this is a signal.
Salesforce doesn't tell me to get Ryan involved in my deal,
but Rattle tells me because that's part of the revenue play
that we run here.
And Rattle automatically adds him into the deal room
and we can collaborate on running a good POV.
When we have a competitor show up,
Rattle will see that,
whether that's through the conversational intelligence
recording or whether it's through a manual data point entry,
Rattle will see that opportunity
to trap set the competition
and deliver whatever resource or play
that the team wants to deliver there.
And all the normal collaboration that happens at Slack,
of course happens here,
but then other things can surface here as well.
I think you said this before Sarah.
Let's say it's been in stage four for too long.
Well again, that's a big risk.
Whatever that too long amount of time period is,
Rattle can say, okay,
well maybe you just forgot to update the close date
or you forgot to update the stage, let's say.
That's fine.
But also we'll say here's the enablement resource
that you need.
But think about this now applied to all of your calls.
So I'm just thinking of being the sales manager here.
You know, if sales manager,
they have five to 10 reps who are on,
let's say anywhere from 20 to 40 active opportunities
at any given time.
That means a number of calls every week.
It's impossible to go and listen through all of those.
And if you think about that,
if you're sales manager,
you have to go into your conversational intelligence tools
to even get insights on what happened in those calls.
Well, what Rattle's doing is it will surface the correct risks
and opportunities at the right time with AI.
So in this case right here,
I have an AI prompt that says,
hey, this call happened.
And here's what was discussed.
Here's the meeting minutes and you can go straight
to the snippet inside of the conversational intelligence tool.
But for the end user,
here's some risks that surfaced as well.
You can see they need to do a little bit better
into identifying specific pain points.
And this is just using AI to look for specific insights
and revenue plays on this.
They need to make sure that they're,
that they're not just telling about
how we can solve their problem.
They're really showing it, right?
Whatever those kinds of coaching moments are,
Rattle's delivering those automatically.
And so now when the manager comes into the deal room,
he or she can see, oh my gosh, yeah,
I actually wanna, I wanna help them to work on multi-threading.
This is what I wanna focus on.
They've got the other feedback,
but I wanna focus on helping them with this one thing.
And then for the end user, this is great too,
because Rattle's suggesting for them,
hey, here's what we heard on the AI
for the next step that the customer mentioned.
Here's the metrics that they mentioned.
Do you wanna write these back into Salesforce?
This by the way, Sarah,
is how we help people to really drive medic adoption
or spice adoption, whatever their methodology is.
This is a huge use case for Rattle.
It's just driving that information capture,
but then intelligently giving the end user
the opportunity to push that back into the system of record.
More than that too, Rattle will actually even generate
a follow-up email based on the conversation.
Again, using AI.
Just a simple link to a follow-up email,
takes them into Google,
they can track all that there.
And then again, whenever they're working on things,
they need some help.
Rattle will create a case for them inside of Slack
that can be managed.
And then all the important questions and conversations
about managing that case
can get resolved right here in the deal room.
- This is really cool.
I think, I really love, especially the AI use case
for giving a summary of what the call was
and the next steps and the coaching part of it.
Because I think about as sales teams get larger and larger
and every rep is different.
I think AI is such a good use case
and it takes out a little bit of that human element,
if that makes sense, where your AEs, everyone's different.
So what they think the next steps are
might be vastly different than what another AEs
thinks the next steps are.
And we see that a lot when we go into forecast calls
where some reps are very hesitant to put into commit,
but other reps are really excited to put stuff into commit
that then falls out from the quarter.
And I think whenever something like Rattle
that has AI to help sales managers take out
sort of that human element and say,
okay, generally speaking, how do we feel like,
how does the AI think that call went?
What does it think the next steps are?
It kind of takes out that variable of like,
their reps either being too excited about something
or not excited enough about something.
I think that is so interesting
and I have to imagine just save sales managers so much time.
I can't imagine going into your conversational tool there
and having to listen to everything
and try to pull out those nuggets,
being able to just see it in a deal room.
We'll just make your one-on-one with that person
so much more efficient and impactful, I feel like.
- Yeah, and that's the trick, right?
Is that again, these signals exist out there.
Conversational intelligence tools, they can tell you,
here's what happened, here's the risk,
here's a question that you might wanna ask,
but like you mentioned, Sarah,
I can't imagine having to go there for every little thing.
And imagine the context switching that happens there.
Again, the deal room is like,
is we're pulling those signals in in real time
and surfacing them for everybody who's working on this deal,
not waiting for somebody to happen to log in to a solution
and hope that they find what they're looking for there.
- Totally.
- Well, I'll just tell a little bit of a story about this too.
I mean, we saw this with Qualified.
They had real bottlenecks in their deals
but had a difficulty just addressing those in real time.
And so using deal rooms, they were able to accelerate
their deal cycle by 14% and increase wind rates by 5%.
Just by that little change in that pivot of,
instead of having to go to each tool to find the signal,
rattle's pulling them all in and help them to win more.
- I can say, obviously for those of you listening,
Kieran that was on that slide is our VP of RevOps.
And when we signed up with rattle's
'cause we had this massive project that we were working on,
I was involved from a demand-gen perspective
but Kier was really owning it, which was like,
we knew we wanted these conversion percentages
from our stages to when deals were like,
"Hey, stage one to stage two should be at this percentage
and we should be progressing stage two
to stage three at this percentage."
You mentioned like bottlenecks,
like why are we not hitting those numbers?
Like all the other things that are happening
are systems that seems like we should be.
And I think rattle really helped us start to pull out
those insights to start to say like,
okay, here's why we have these bottlenecks.
And more importantly, it was like,
what's the action from it?
Like how can marketing then support?
How can sales enable mid support
so that we start to hit those numbers?
And I remember going through this project
and being able to see those numbers progress
and our wind rates was importantly start to improve.
And it had a huge impact on the org just in general.
Well, the last example I'll show today
is just one about data hygiene.
Now you might be thinking,
and your listeners, if they're smart,
they're probably thinking about this
and of course they're intelligent,
they're thinking this could get noisy, right?
I'm in slack, you're talking about all these alerts
coming into slack.
Well, this is where we're actually decreasing the noise.
And you see that with deal rooms a bit, right?
Instead of one-off messages all over the place,
there's a central place for kind of controlling
the volume of slack.
And rattle will even archive the deal room
if that deal goes to close loss too,
so you don't have a million slack channels.
But think about like every time a closed date is in the past,
or every time a next step is blank, right?
Well, what rattle will do is instead of just sending alert
after alert for those kinds of things,
we'll actually use something we call digest
to bring those alerts into kind of a clean your room dashboard.
And here's what this would look like.
I mean, you'll think about like, you know,
a lot of teams have some kind of clean your room dashboard
and sales force, but it requires the rep to go there.
It's not customizable, very hard to configure.
Well, you can see in this example here, I got one alert
for a number of opportunities where I have next step dates
in the past or no next steps and closed dates that are overdue.
And this will just take me to a single pane of glass
to look through everything that I need to look through
and mitigate all of my hygiene issues in one place.
So again, we call this digest.
You can see it's highlighted for me,
closed dates that are in the past, next steps that are empty.
And watch this.
This is cool.
It says I have nine records here.
As I bring these into compliance, rattle will see that change
in real time and this record will disappear from view.
And of course, it's because I've updated that record
in Salesforce now.
And this number decreases and I can get down to inbox zero.
So it's just a very simple way to ensure that everything
that is hygiene related gets addressed immediately.
And we saw a big impact over at abnormal with this.
They had a 40% improvement in Salesforce hygiene.
There's always chasing down people for data.
The RevOps was just constantly putting out fires,
but they were able to actually change how RevOps functioned
in their organization by making them more strategic
and less about just trying to make Salesforce hygiene better.
Totally.
The single alert, I feel like is so beneficial because there is
like this weird fine line of when there's too many alerts,
people start to tune them out, but the one alert and then you
can just go to one single place to update.
I know data hygiene is difficult for every single go-to-market team.
I don't think I've worked at a company where that hasn't been
an issue and everyone's like, no, it got perfect data hygiene in our CRN.
So anything that can help improve that, I know from a marketing perspective,
we rely so heavily on data cleanliness in our CRM.
So seeing this makes me excited from a marketing perspective,
because the better our segmentation can be in our targeting.
And there's just so many like trickle down impacts that it has on the
organization.
Absolutely.
Yeah, I was just talking to a CRO last week.
And this is why RevOps leaders never hesitate to take us to a revenue officer
because they see the value here.
And when we actually, I was talking to CRO last week and I said,
what's the thing that you feel like you tell your reps the most,
that you just, it's like you feel like you're just constantly repeating
yourself. The first thing that he led with was sales force hygiene.
So you just got to keep the whole force up to date.
And I said, you need rattles.
I said, yeah, that's why I'm here.
I could imagine a CRO said that on more than one occasion.
So I buy it.
Yeah.
Well, great.
Yeah.
So that's our game.
We want to talk about some other things too, but yeah, thanks so much for
listening to a little bit about Rattle there.
Yeah, that was a fantastic demo.
Thank you so much for taking us through that, Ike.
Now, I would love to move into our Q&A section if you're ready.
Absolutely.
Perfect.
So my first question for you is, how long has Rattle been building AI into your
product?
Yeah, we really started focusing on building AI in about a year and a half ago.
And I've had a number of features, GA, for a year now.
Amazing.
And then is what you showed today in your demo.
Is that currently available for customers?
Yes.
Everything you saw today is GA.
Perfect.
And then who are some of your customers at Rattle that are benefiting from this
new AI functionality that you guys have been building?
Yeah.
So we have great partnerships with organizations like Figma and Twilio, Deshabo
Just RevOps teams that are really trying to drive the ball forward fast.
Those are some of our key customers, other than the ones that I mentioned in
the deck, of course.
Yep, absolutely.
And then what's next for Rattle's AI roadmap?
Where are you guys going?
Oh, we're excited.
We have a lot of stuff.
And this is all, I mean, this is near term.
Everything I'm telling you here is in the next couple of months and maybe even
sooner.
The first one is call signals.
So meeting summaries based on call outcomes.
Again, this could go into the deal room.
It could go to the rep and their manager.
It could be a signal that's just getting an S.E. up to date in prep for a demo.
So call signals, those are coming really soon.
Deal summaries to where on a scheduled cadence or even when a revenue leader
asks for it,
AI can go and scrape all of the emails and conversational intelligence
recordings, all of the next steps and fields inside of Salesforce, and give
just a basic summary.
Here's where we are with the deal.
And then, of course, something that's coming, that's maybe just another month
out would be generating workflow ideas using Rattle's AI bot inside of Slack.
So based on what we're seeing, we see a way for you to improve this metric in
your business.
And Rattle kind of proactively suggesting to the RAVOPS team, here's a way to
make your business more successful.
It's amazing.
You guys are working on a lot.
Yeah.
Yeah. Very busy product team, very productive product team.
And then my last question for you is, are there any other AI powered products
that your go-to-market team is currently using and loving that you want to give
a shout out to?
Yes.
Well, I mean, and this is probably like everybody else.
Like we love chat GPT just for testing things from like an enablement and
coaching perspective.
As our head of enablement here is just a huge fan of trying to find insights
using AI tools to look over a call script, let's say, and ask specific
questions about Sales methodology or about soft skills.
These are the kinds of things that managers can do, and you can never replace a
manager.
But what we want to do is we want to make managers coaching that much easier.
And so making the Sales Manager really just a hero, which of course in turn
makes RAVOPS a hero.
Yeah, absolutely.
Well, Ike, thank you so much for joining GoToMarket.ai.
It was fantastic to have you on the show.
So thank you so much.
Yeah, thank you, Sarah.
[MUSIC]