Industry Predictions from Leslie Stretch, CEO of CallidusCloud (NASDAQ: CALD)
A/I: Efforts to create a machine learning-based tool to help sales people will speed ahead, but will be met with mixed results because the emphasis will be on the A/I platform rather than the data. Without a rich set of data from a variety of sources, these platforms will offer limited insights of limited effectiveness and will force salespeople to switch back and forth from the A/I platform to traditional computer-based data sources. Until these A/I tools provide context, they may be more trouble than they are worth to the average salesperson.
"Sales and marketing believe they’re operating efficiently even as the technologies they use – which are often disconnected – continue to re-build data silos and reinforce misalignment. 2017 will be the year when more leading CROs and CMOs start acting more like CIOs by recognizing this trend and taking steps to combat it through greater investment in integration or through the use of better integrated technology stacks."
Leslie Stretch, CEO of CallidusCloud