Gradient Works
Overview
Gradient Works is a company that provides dynamic books software designed to optimize account management for B2B sales teams. Their platform helps sales teams move away from traditional territory models by using AI-powered tools to prioritize, assign, and optimize account coverage, ensuring that sales representatives focus on the highest-potential accounts.
Industry: Software
Ideal Customer Profiles: Gradient Works is ideal for B2B companies of all sizes, including large software companies and high-growth startups, that are looking to improve their sales efficiency by moving away from traditional territory models to a more dynamic account management approach.
Website: gradient.works
Products
Market Map
Market Map uses AI to analyze CRM data and prioritize high-potential prospect accounts based on their similarity to existing customers, providing a more detailed and useful analysis than traditional industry data.
Features
AI Customer Lookalike Scores
Description: Market Map uses AI to score prospect accounts based on their similarity to your best customers, identifying high-potential prospects that are not currently showing intent.
Benefit: This feature helps sales teams quickly identify and target the best accounts, improving the effectiveness of outbound efforts.
Seamless CRM Sync
Description: Allows users to sync filtered lists to Salesforce, Hubspot, or CSV, facilitating easy account assignment and play execution across the sales team.
Benefit: Enables efficient account management and ensures that sales reps are working with the most relevant data.
Precise Industry Data
Description: Provides nuanced clusters of similar accounts, allowing for the creation of hyper-relevant campaigns that achieve higher response rates.
Benefit: Improves campaign effectiveness by targeting accounts with precise industry data tailored to the business.
Bookbuilder
Bookbuilder dynamically assigns high-priority accounts to sales reps, replacing static territories with focused books of accounts based on business goals and rep capacity.
Features
Dynamic Account Distribution
Description: Automatically distributes accounts to reps that match their target book criteria, ensuring that reps always have a book of high-potential accounts to work on.
Benefit: Increases rep productivity by ensuring they focus on the most promising accounts.
Use-it-or-Lose-it Process
Description: Implements an automated process to ensure reps are actively engaging with their accounts, retrieving accounts that are not being worked on.
Benefit: Ensures that all accounts are actively managed, preventing account hoarding and maximizing engagement.
Improved Engagement Metrics
Description: Tracks and reports on engagement metrics, helping sales teams understand how thoroughly reps are working their accounts.
Benefit: Provides insights for improving rep performance and increasing engagement with high-potential accounts.
Account Coverage
Account Coverage provides intelligence to help sales leaders focus reps on the best accounts and identify market coverage gaps, even if they don't use dynamic books.
Features
Coverage Gap Identification
Description: Helps sales leaders identify gaps in account coverage, ensuring that all high-potential accounts are being worked on.
Benefit: Maximizes market coverage and identifies untapped opportunities for pipeline growth.
Rep Performance Metrics
Description: Provides detailed performance metrics at the rep level, allowing for targeted coaching and performance improvement.
Benefit: Enhances rep productivity by identifying areas for improvement and providing actionable insights.
Account Reallocation and Rebalancing
Description: Allows sales leaders to reallocate and rebalance account distribution based on performance metrics and market needs.
Benefit: Ensures optimal account distribution and maximizes the use of quota capacity.
Routing
Routing is an adaptive distribution engine that ensures reps get the right accounts at the right time, going beyond simple round robin assignments.
Features
Instant Lead Distribution
Description: Provides instant and accurate distribution of leads to the appropriate sales reps, ensuring timely follow-up.
Benefit: Increases the likelihood of successful lead conversion by ensuring prompt and accurate lead assignment.
Flexible Assignment
Description: Allows for the assignment of any Salesforce object to any user based on any field, providing flexibility in lead and account distribution.
Benefit: Enhances the customization of lead and account assignments, ensuring that reps receive the most relevant opportunities.
Signal-Based Routing
Description: Routes leads and accounts based on buying signals such as inbound leads, intent, and product usage, ensuring that reps focus on the most promising opportunities.
Benefit: Improves the efficiency of sales efforts by prioritizing leads and accounts with the highest likelihood of conversion.
Dynamic Books
Dynamic Books is a holistic, AI-driven approach to account management that continuously refreshes sales reps' books with high-potential accounts, eliminating the need for static territories.
Features
High-Potential Account Identification
Description: Uses AI to identify the highest-potential accounts in the market, ensuring that sales reps focus on the most promising opportunities.
Benefit: Increases sales efficiency by directing reps' efforts towards accounts with the highest potential for conversion.
Hidden Potential Discovery
Description: Analyzes CRM data to uncover hidden potential in middle-tier accounts, unlocking new pipeline opportunities.
Benefit: Expands the sales pipeline by identifying and targeting previously overlooked accounts.
Dynamic Account Distribution
Description: Automatically distributes prioritized accounts to sales reps based on their capacity, ensuring optimal workload distribution.
Benefit: Balances rep workloads and maximizes the use of available sales capacity.
Quantitative Benefits
"289,563 Companies in the Software industry in Zoominfo"
Source: Gradient Works Market Map
"52,831 Companies in ZI's Business Intelligence Software subcategory"
Source: Gradient Works Market Map
"344 Tier 1 prospects in relevant BI Software Market Map clusters"
Source: Gradient Works Market Map
"Reps are working accounts thoroughly, completing 63% more cadences, engaging with accounts 66% more"
"Reps are working better accounts. The SDR team has set 45% more meetings with Bookbuilder-dealt leads."
"Reps are increasing pipeline, creating 16% more opportunities."
"With Gradient Works we've been able to update our process to automatically redistribute high-potential accounts to SDRs. We've increased our meeting rate by 18% and reduced SDR and ops time spent on prospecting and manual assignment. Even team morale has improved."
Source: Pricing | Gradient Works
Testimonials
"Now we have more even distribution of pipeline across the team and more even quota attainment, and it's been really well received by the sellers. Dynamic books has been really helpful to do away with a lot of rules of engagement distractions and disputes."
"The team is focused on the right accounts and ensuring we're not wasting quota capacity. I'm excited to have actual reliable data I can use to do capacity planning in the future. We'll have a much more accurate view of supply and demand, which will make scaling 1000% simpler."
"With dynamic books and Gradient Works, we can quickly react to what's going on in the market and refocus our energy on industries where deals are still moving well. We can adapt to market conditions or discover a new TAM we didn't know we previously were selling into."
"Gradient Works played a key role in overhauling every rep handoff throughout our customer lifecycle - including lead routing, opportunity assignment, and customer account assignment. It's allowed all our client-facing teams to work that much more closely and efficiently together."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"Gradient Works Assignment has quickly become an essential part of our sales and martech stack. We did an early pilot with Gradient Works and after using it for a few months, knew we would be able to replace our existing routing solution and haven't looked back since."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"Aside from the benefits of making sure the team is focused on the right accounts and ensuring we're not wasting quota capacity, the planner in me is excited to have actual reliable data I can use to do capacity planning in the future. We'll have a much more accurate view of supply and demand and how we can align the two, which will make scaling our revenue growth about 1000% simpler."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"We've been able to change the way we manage the flow of our entire sales process. Gradient Works has helped us increase our revenue velocity - optimizing who's receiving what and reducing latency across our sales cycle."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"With Gradient Works, we've been able to move to a much more dynamic account allocation model, and we're seeing improvement across the board. It's been truly transformative."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"We've automated our MQL distribution process with Gradient Works, which has been instrumental to scaling our sales organization for the next stage of our company's growth."
Source: Gradient Works: Dynamic Books Software for B2B Sales
"Our reps are thrilled because they know the accounts we assign from Market Map are going to be worth reaching out to, and our ops team loves having this new ability to source high-potential accounts."
Source: Gradient Works Market Map
"I never would have thought to call this account until it showed up in my book of business this week, and now I have a meeting with the Chief Strategy Officer next week."
"With Gradient Works we've been able to update our process to automatically redistribute high-potential accounts to SDRs. We've increased our meeting rate by 18% and reduced SDR and ops time spent on prospecting and manual assignment. Even team morale has improved."
Marcos Hinojosa, Sr Manager RevOps and Business Applications at Omnipresent
Source: Pricing | Gradient Works
Customer Stories
Omnipresent
Problem: Needed to change the way they manage the flow of their entire sales process.
Value Add: Gradient Works helped them move to a much more dynamic account allocation model.
Outcome: They saw improvement across the board and experienced a truly transformative change in their sales process.
Source: Gradient Works: Dynamic Books Software for B2B Sales
Thoropass
Problem: Difficulty in identifying and targeting high-potential accounts
Value Add: Gradient Works' Market Map tool provided a way to source and assign high-potential accounts to sales reps
Outcome: Sales reps were thrilled because they knew the assigned accounts from Market Map were worth reaching out to, and the ops team gained a new ability to source high-potential accounts
Source: Gradient Works Market Map
Quantive
Problem: Missed opportunities due to static account allocation
Value Add: Gradient Works Bookbuilder provided dynamic account allocation, surfacing high-potential accounts
Outcome: An Account Executive secured a meeting with the Chief Strategy Officer of an account they wouldn't have otherwise contacted
QuotaPath
Problem: Manual MQL distribution process hindering sales organization scaling
Value Add: Gradient Works automated the MQL distribution process
Outcome: The automation has been instrumental in scaling their sales organization for the next stage of company growth
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