Artificial intelligence has the ability to analyze lead data, then predict which new audiences will respond best to your marketing and sales efforts.
One company, LeadCrunch, is using this type of AI-powered capability to give B2B marketers and salespeople superpowers when it comes to demand generation.
We spoke with LeadCrunch CEO, Jonathan Spier, to learn more about this AI-powered solution.
In a single sentence or statement, describe your company.
LeadCrunch is an AI-powered sales development platform that helps companies optimize activity above the funnel and generate the most promising prospects for their sales efforts.
How does your company use artificial intelligence in its products?
Our AI technology reviews troves of exegraphic data—along with firmographic, technographic information, and your customer data—and creates a unique mathematical model of your ideal customer. This “aiCP" sits at the center of our comprehensive sales development platform, a SaaS offering that gives SDRs and marketing teams the support they need to maximize productivity and revenue.
What are the primary marketing use cases for your AI-powered solutions?
LeadCrunch is the sales development platform that helps you find the right prospects, faster. Sales and marketing teams that use our platform spend less time looking for prospects and more time engaging with customers. With good targets in hand, companies also improve the lead quality throughout their pipeline, take action faster, and drive revenue growth.
What makes your AI-powered solution smarter than traditional approaches and products?
The work that happens above-the-funnel has been under-appreciated relative to its importance and leverage. Rev helps every sales development team perform at the highest level. With the right prospects in the pipeline, there’s more time for engagement and higher conversion, not to mention happier employees, greater coordination between sales and marketing, and a more efficient and productive funnel.
Are there any minimum requirements for marketers to get value out of your AI-powered technology? (e.g. data, list size, etc.)
AI technology is getting better and better. We typically start with a minimum list size of 20 companies to build a usable mathematical model.
Who are your ideal customers in terms of company size and industries?
Our ideal customers are typically B2B companies that look to technology to solve problems. We've worked with companies of all sizes.
What do you see as the limitations of AI as it exists today?
One major limitation of AI today is understanding the mainstream use cases that AI can address in our organizations—and our lives beyond business. First, AI is a complicated and powerful technology. Second, the fact that we’re currently in an AI hype cycle makes it tricky to get a real handle on what AI actually is and how it can help.
Just because we are already using AI every day—when we map a route to a destination, scroll our news feeds, or even just open our phones with a face ID—AI for marketing is still in its infancy. At LeadCrunch, we are trying to demystify AI for marketing because it’s the best technology for finding patterns in large amounts of data. AI finds these patterns faster and, in many cases, more productively, than a human ever could. This makes AI well-suited for the challenges “above the funnel” in sales and marketing where teams face a giant pattern matching problem: find the next best prospect who looks like my current “ideal” customer.
What do you see as the future potential of AI in marketing?
When teams can take advantage of exegraphic data and move beyond firmographics + manual research, the prospects that enter the funnel better fit the company’s ideal customer profile. In turn, they experience higher conversion rates.
The aiCP will serve as the common asset that unites sales and marketing and steers a company to those customers where product fit is highest. In fact, the power of the aiCP will be so strong that companies will wonder why they ever went to market without an aiCP.
Any other thoughts on AI in marketing, or advice for marketers who are just getting started with AI?
AI will transform all businesses in ways that are as profound as the advent of electricity or the Internet; it’s the fourth great technology wave for B2B software. It’s a wave you’ll want to ride—but be smart. Avoid AI products that promise to do everything for you and, instead, find a specific pain point in your sales or marketing funnel and apply an AI-based solution to fix that precise problem.
When you’re ready to solve your above-the-funnel problem and find your next best prospects, faster, LeadCrunch is here to help.
Paul Roetzer is founder and CEO of Marketing AI Institute. He is the author of Marketing Artificial Intelligence (Matt Holt Books, 2022) The Marketing Performance Blueprint (Wiley, 2014) and The Marketing Agency Blueprint (Wiley, 2012); and creator of the Marketing AI Conference (MAICON).