Rev - Best New Sales Enablement Solution

Company: Rev, San Diego, CA
Entry Submitted By:Oro Group
Company Description: Rev is a leader in AI B2B targeting and lead generation technology. Rev’s Sales Development Platform enables B2B sellers and marketers to focus their efforts on high-value interactions with accounts. Rev delivers value by allowing B2B sellers to spend less time prospecting, identify better quality prospects, and having a deeper understanding of prospects.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Enablement Solution – New

Nomination Title: Rev's Software Development Platform – NEW

On September 2, 2021, Rev, the leader in using AI for B2B sales and marketing, launched its Sales Development Platform (SDP).

In the accompanying attachments, you’ll find two Rev customer case studies: Oracle and Splunk.

Oracle was on the hunt for high-quality leads for its marketing platform. Other providers delivered leads, but had very low conversion rates.

Rev profiled a list of Oracle’s best customers and built an aiCP (artificial intelligence Customer Profile). Rev also built and managed an outreach campaign and shared Oracle’s thought leadership content. Rev nurtured the companies that showed interest in this content, signaling strong buying intent and later provided these leads to Oracle.

The results were lower cost per lead and more efficient opportunity creation.

Oracle experienced a 67% improvement on cost.
Oracle created opportunities 78% more efficiently, with $500k in pipeline value from just the initial pilot.
Rev’s leads moved 23% faster through the funnel.

Splunk set out to run a Demand Gen campaign to prospects for a new DevOps offering. Splunk had developed an extensive ABM list and inherited a seed list but still struggled to gain traction.

Rev reviewed Splunk’s refined customer list, intent data, and a DevOps-specific seed list. Rev took these inputs and created an aiCP, prioritized the list, and ran a content syndication.

With prioritized lists, Splunk knew which prospects to focus on first and could work towards meeting its sales goals with DevOps customers.

Splunk can attribute over 15% of their pipeline now to their new aiCP.
Splunk is planning on using the aiCP to prioritize targets for future outbound campaigns.

Rev’s Sales Development Platform (SDP) uses artificial intelligence to revolutionize the sales and marketing processes that occur above the revenue funnel. The company’s unique approach helps customers find more relevant targets in less time, improve lead quality throughout the pipeline and drive consistent revenue growth, among other benefits. It’s why Oracle, Adobe, and 7 of the top 10 cloud software companies use Rev to find more fresh prospects that will become their next best customers.

Rev’s SDP uses AI-based technology to gather troves of exegraphic data — data that describes a company’s sales tactics, strategy, hiring patterns, and its satisfied customers — and combines them to create a unique mathematical model of an ideal customer. The resulting AI Customer Profile (aiCP) is among a suite of tools Rev offers sales development reps and marketing teams to help them find other prospects that look just like these best customers.

The biggest impact that Rev’s AI delivers is time saved focused on outbound marketing and sales efforts as they prospect for new customers Most business to business sellers have markets that are diverse (spanning many different types of companies) and dynamic enough to require constant effort to identify and rank new opportunities. This prospecting effort typically consumes about 50% of the time and effort of the company’s sales development and/or marketing team. Rev allows companies to complete this activity in less than half the time and with increased customer conversion rates.

The world’s best sales and marketing organizations use Rev including Google, Salesforce, IBM, Adobe, Microsoft, Oracle, VMware, Citrix, SAP and more. In 2021 alone, Rev added hundreds of new customers across multiple industries including Biotech, Enterprise Technology, Media, Food, Professional Services and Financial Services. New customers include PWC, Quest, Foodsmart, BrightPlan, Dell Boomi, Nvidia, Aruba, and iSpot.tv among others.

Here’s what a couple of Rev customers have to say:

"With Rev we can provide sales with a list of prospects that we know are highly likely to turn into great leads. It's like filling our funnel with rocket fuel." - Big Commerce

“Rev gave us a prioritized account list to focus our marketing efforts. Over 15% of our pipeline can be attributed to Splunk’s aiCP—all with a very light lift from our side.” - Splunk

Rev has outperformed its revenue goals for 2021, reaching record numbers. Sales for it’s SDP solution alone reached 241% of revenue goals for the year, with an increase of 77% of bookings in Q4 2021. The company is ranked #35 on Inc. 5000 Fastest Growing Companies in America, 2020.