Welcome to RISE UP, where every other Friday I share one tip for reaching your potential and building a legendary revenue career.
At Clari, we started using AI a decade ago.
Long before ChatGPT and Midjourney, we were a scrappy team building RevTech from the ground up. And LLMs were there from the start.
Today, AI is everywhere. What a difference a decade can make. What a difference the last year made.
As we look to the future, I can’t help but wonder: What does the future of RevOps look like with AI?
Here are 3 ways AI will change RevOps in 2024. Navigate AI integration to pave the way for a legendary career in revenue.
1. We Spot More Revenue Breaks
Today, revenue breakdowns persist.
Companies lose $2 trillion in revenue leak every single year. Not to mention the losses from fumbled sales opportunities and dropped handoffs.
What’s missing?
Often, it’s visibility. With hundreds of reps across thousands of prospects, leaders simply don’t have the 20/20 vision they need to spot every problem.
In 2024, I see AI driving a wave of visibility, helping teams spot revenue breakdowns at speed.
Frontline managers will realize the value of this in their daily leadership. Equipped with next-level data and cutting-edge analytics, they’ll emerge as “super managers.”
Similarly, top-level executives will use revenue data and AI to inform key strategic decisions.
Less hidden breakdowns. More revenue.
2. The Revenue Database Rises
Data drives AI.
Feed AI organized and accurate data, it can revolutionize your key revenue tasks.
- Predict trends
- Identify pitfalls
- Name your number
Today, most companies feed AI from their CRM and other sources across the company. The result is a useful – but not ideal – mishmash of data inputs.
In 2024, dedicated revenue databases rule the day.
Top companies capture millions of daily data points across revenue teams, and pair this data with industry-standard benchmarks.
They use tools, like Clari, that are built from the ground up for revenue. And, by doing so, amplify the value of their other data-driven systems.
Better data. Better AI outputs.
3. Generative AI Simplifies the Revenue Process
Most revenue teams still rely on manual efforts.
- Manual email writing
- Manual follow-up
- Manual analysis
These processes are time-consuming and prone to all kinds of errors. Errors that can sink a deal or expose the company to risk.
In 2024, generative AI usage will be at an all-time high.
At every touchpoint, AI tools step in to streamline the effort.
- Generated email templates
- Automated follow-up
- Built-in analytics and insights
Plus, AI drives Revenue Collaboration and Governance, keeping processes team-driven and within your risk framework.
Consistency. Output. Revenue.
Buckle up for the next phase of AI-driven change.
It’s impossible to predict the future with certainty. But I’ve seen a lot in the revenue space, and all signs point to these three RevOps trends:
- Increased visibility for teams
- Revenue-centric databases
- Expansive Gen AI impacts
Together, AI and RevOps are changing the revenue game.
Is your team at the forefront?
Till next time,
Andy Byrne
CEO, Clari
New playbooks for running revenue
Webinar: Too many tools are killing your revenue. Join experts to learn how to consolidate without compromise to minimize revenue leak and combat the implications of tech fatigue.
Playbook: Kickstart your year by mastering the 13-week cadence to stop revenue leak and win every revenue moment. Grab our step-by-step guide to run revenue like a process.
Podcast: Listen to Mark Parrinello, CRO at SentinelOne, on the Run Revenue Show to uncover key ways to structure your sales team for revenue growth.