Sales Initiative spoke to Mick Hollison, Chief Marketing Officer at InsideSales.com, who have announced it's acquisition news of C9 Inc., a predictive analytics company for sales. The acquisition makes InsideSales.com the first company to apply actionable data analytics to the entire sales funnel, extends the company’s reach into the enterprise and establishes its first physical presence in Silicon Valley. The move takes InsideSales beyond inside sales teams and into field sales to cover the entire sales organisation.
1. What was the true appeal of the acquisition?
Historically, InsideSales.com has led the inside sales market, and with the C9 acquisition we are going out into the field and reaching across the entire sales organisation to become the first company to aggregate actionable data for the entire sales funnel. Our nearly 80 billion combined sales interaction data points creates the most comprehensive predictive cloud platform for sales in the industry. Now, we will apply real-time predictive and prescriptive analytics for the complete sales lifecycle, from lead to close.
2. What does it mean for the staff at C9?
C9 will continue business as usual with no immediate changes. Part of the appeal behind the acquisition was the industry-leading knowledge, skills and experience behind C9’s current staff. Therefore, we are very interested in retaining that knowledge and experience after the acquisition, in addition to expanding the existing team.
3. How long do you anticipate the integration of the brand to take?
We are carefully reviewing C9’s brand assets in order to design the best possible transition plan for our customers and partners. We have not finalized those plans at this time.
4. Will C9 retain its own brand identity?
InsideSales.com currently plans to integrate C9’s solutions into its existing sales acceleration platform, as well as continue to make C9’s offerings available as standalone services for the foreseeable future. However, these product offerings will be branded as InsideSales.com features and solutions.
5. What does the acquisition mean for your geographical footprint?
Since C9’s headquarters are located in San Mateo, CA, this acquisition establishes the company’s first Silicon Valley presence, where InsideSales.com will be actively recruiting for technical and data science roles. C9’s existing presence in Europe will also strengthen the company’s global footprint.
6. What are the next steps in the partnership?
Our first priority is always to ensure that our customers – including our customers using C9 products – can continue to use our solutions to grow their businesses. Therefore, we will be purposeful and methodical in any changes that impact our customers.
Together the two companies provide the industry’s first complete picture of the entire sales process, opening up limitless opportunity for sales acceleration across the funnel. By combining our datasets and our solutions at the top and bottom of the sales funnel, we believe will be able to advance the industry’s first predictive cloud for sales.