InsideSales Makes The Flip To A 'Platform Play' With Predictive Cloud


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InsideSales, which for a decade has been honing its predictive analytics tools to drive more effective sales interactions, Tuesday made its machine learning algorithms and troves of contextual data available through a new cloud-based platform.

The software developer, which is backed by Salesforce.com and Microsoft, introduced Predictive Cloud -- new capabilities that enterprise customers, software developers and solution providers can leverage to create unique analytics functionality.

"We started with smart, predictive sales tools. We're making this flip to where we're a platform play," InsideSales CEO Dave Elkington told CRN.

[Related: InsideSales Raises Another $60 Million, Placing Valuation Well North of $1 Billion]

Predictive Cloud offers "a massive crowd-sourcing engine [that] accommodates the preferences of the buyer, not the seller," Elkington said.

Predictive Cloud comes to market in three modes, Mick Hollison, the company's chief marketing officer, told CRN.

There's an "as-a-service" offering that customers can use to deploy predictive apps for internal consumption and a platform that ISVs and other developers can leverage through an API to build their own services for resale, Hollison said.

InsideSales also will release its own suite of sales-acceleration applications that "consume information" from its Predictive Cloud, Hollison told CRN.

Predictive Cloud represents the culmination of a vision Elkington first started working on with his grad school thesis -- one that took years to fully implement.

Over the years, InsideSales has matured from a passive data-gathering platform to a predictive engine for finding correlations hidden within dizzying amounts of sales data. As the company compiled "high-definition data," it also developed its Neuralytics engine -- a machine learning algorithm to harvest insights from the interactions it tracked between sales agents and customers.

Today, 60,000 salespeople use the Neuralytics engine to facilitate the sales process, Elkington said. As they do that, "we're anonymizing and aggregating all of their data," he added.

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