A recap of insights from our recent webinar featuring Apoorva Verma, COO and Co-Founder, and Sara Kinsey, VP of Commercial Strategy at Rattle. In this webinar, Sara and Apoorva discussed what they're hearing in the market regarding RevOps and Sales leaders' desires for how their teams are using and will use AI, and Apoorva delivered a demo of Rattle's recent releases of new AI features.
Part 1: Market Insights Conversation
Sara: In your conversations with RevOps and Sales leaders, what trends are you seeing regarding how organizations approach AI implementation?
Apoorva: The market sentiment has shifted significantly in recent months. Six months ago, "wait and see" was a common sentiment when discussing AI. But now there's far more openness, curiosity, and active projects exploring how teams can use AI in their day-to-day operations.
This curiosity is leading to two different approaches, or maybe journeys along the maturity model for AI adoption:
- Individual teams or departments seeking AI functionality to help with the burden of administrative tasks
- Organizations seeking AI agents or "AI coworkers" that can provide deeper insights across the organization or in support of significant parts of the business
Sara: What specific questions or expectations are you hearing from the market? What excites RevOps and sales leaders most about AI?
Apoorva: Across all conversations—with RevOps, sales leaders, and C-suite executives—the most common and immediate desire is to eliminate busywork. Everyone wants to know how AI can take over manual, repetitive tasks.
Regarding concerns, the accuracy of AI output remains a primary question for teams who haven't yet integrated AI into their workflows. This hesitation makes sense, especially for those who tried early versions of AI tools. However, as the months progress, we've seen these toolsets growing smarter, leading to better accuracy. Additionally, we humans are learning to prompt better and coach AI to deliver the level of accuracy we expect and need.
RevOps and Sales leaders have quickly learned the power they have when they pair unstructured data and AI together. These two elements working alongside each other eliminates busywork and leads to new insights that weren't accessible before.
Sara: You mentioned the power of unstructured data. Can you explain what you mean by that and what it enables when combined with AI capabilities?
Apoorva: For years, we operated primarily from the CRM as our source of truth. And that CRM was updated by humans who selected summaries or binary answers to fill in the fields. But now, with AI entering the toolsets, we don't need to think of the CRM as our only source of truth because AI can use unstructured data found in recorded sales calls, email exchanges, and Slack conversations to fuel answers to questions. We can now have access to unstructured data in a useful way, which means our source of truth can change. It's a really different way of thinking.
The breakthrough happens when AI creates a uniform, structured data layer on top of these unstructured data sources. This new layer becomes a more comprehensive source of truth with richer context and deeper insights that help teams make better decisions. This is what Rattle is doing.
Sara: Can you share a real-world example of how this unstructured data approach has delivered value?
Apoorva: Recently, one of our AEs met with his manager one-on-one to review the pipeline. They used our risk detection feature to analyze which deals had a strong champion and which didn't. For one particular opportunity that the AE was excited about and was feeling really confident about, the AI indicated there was no champion.
Initially surprised, they reviewed the AI's reasoning and agreed that the primary contact was heavily engaged but wasn't a champion yet. This insight prompted the AE to take a few different actions than he had planned with the goal of converting that engaged contact into a proper champion. Without that insight, we might have missed our opportunity to safely close this deal as a customer. I'm happy to say that just this week, that opportunity did close (it was a head-to-head with a competitor), and we won!
Part 2: Rattle's New AI Feature Releases
During the demo portion of the webinar, Apoorva announced four AI use cases that Rattle released this quarter. These features leverage unstructured data from multiple sources to deliver actionable insights:
1. Risk Detection Notifications
This powerful feature surfaces hidden insights that typically make or break deals. Users can ask questions such as:
- "Do I have a champion at this account?"
- "Have I identified an executive buyer?"
- "Has the sentiment changed at this account after our last conversation, and why?"
- "Has the contact at this account continually declined, rescheduled, or delayed meetings?"
- And anything else the team can imagine.
Once these questions are configured, the system automatically notifies the selling team when risks are identified, allowing for proactive intervention before deals stall.
In the demonstration, Apoorva showed how the system analyzes whether decision-makers are truly bought in, providing not just answers but detailed reasoning based on communication patterns and engagement signals that might otherwise go unnoticed.
2. Auto-Update CRM
By leveraging unstructured data paired with AI, Rattle can now analyze recorded sales calls, emails, Slack conversations, and existing CRM records to identify information that should be updated in Salesforce. This keeps the CRM constantly updated with accurate information in a timely manner.
The days of chasing reps to make updates or working with incomplete CRM data are over. During the demo, Apoorva showed how the system automatically captures and populates critical fields like next steps directly in Salesforce, eliminating hours of manual work for sales representatives.
3. Manager Rundown Agent
Recognizing that managers often have limited time for one-on-ones, this agent provides a comprehensive overview of each rep's pipeline, highlighting deals with positive movement, negative trends, and those showing no activity.
With this data readily at hand right before the meeting, managers and reps can focus their time together on strategic conversations and decisions that will help close deals rather than asking and answering basic questions about deal details. The agent helps managers get deeper insights into what's happening in their reps' pipelines and surfaces insights buried in the data, allowing them to address risks of disengagement early.
4. Exec Revenue Pulse Agent
This feature automatically generates reports with valuable information pulled from unstructured data sources such as recorded sales calls and email exchanges. It analyzes and delivers insights to the executive team on a regular basis without requiring dedicated RevOps or analytics resources.
The Exec Pulse Agent provides win/loss analysis, competitor insights, and summaries of common objections raised during sales conversations. This frees up time for RevOps teams to focus on strategic initiatives while ensuring executives receive the data they need to ask better questions and make more informed decisions much more frequently and accurately.
A New Approach to Revenue Data
The key message throughout the webinar was transformative: The CRM no longer has to be the source of truth, powered by humans entering data. Organizations now have access to vast amounts of unstructured data across multiple platforms, and AI tools like Rattle's can transform this data into actionable insights that drive revenue.
As Apoorva summarized: "With these four features, you should be able to unearth many hidden insights that were previously buried in your dataset. Rattle will continue to release new AI features in the coming months – stay tuned!"
Interested in learning more about Rattle's AI features? Contact our team for a personalized demo or to discuss how these capabilities might integrate with your existing workflows.
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