Thought Leaders in Artificial Intelligence: Jim Regan, CMO of MRP (Part 4)

Sramana Mitra: Interesting. You said 19 of the top 20 technology companies are your clients. Do you have metrics of having impacted their sales at a certain level using these kinds of technologies?

Jim Regan: For most of the clients in a traditional sales and marketing funnel, it goes in-house at some point. It’ll go to their enterprise sales team. Then we’re blocked out. We can see the efficiency by which it moves through the first three of four stages of the funnel where it goes from an automated qualified lead to a marketing qualified lead, to a sales accepted lead. These are your classic top and mid-funnel stages. >>>

Thought Leaders in Artificial Intelligence: Jim Regan, CMO of MRP (Part 3)

Sramana Mitra: That’s what then drives all the actions on the site of the technology company who’s your client in terms of who’s looking at their stuff. You’re basically having them market further to them whether it’s through email messages or further display advertising or telesales calls.

Jim Regan: Let’s use Oracle as an example. This is outside of Oracle’s stuff. This isn’t any Oracle digital property that they’re browsing through. They’re all over the web. They’re outside of Oracle’s firewall, but they’re still doing their pre-purchase research right before they want to interact with an Oracle sales person. They’re doing two or three weeks worth of research. It’s >>>

Thought Leaders in Artificial Intelligence: Jim Regan, CMO of MRP (Part 2)

Sramana Mitra: Who owns the bid data? When you talk about ad exchanges, is that data owned by the ad exchange? In that case, how do you get to them?

Jim Regan: We’ve created relationships with the ad exchanges. They didn’t have a market for this secondary data. They were just sitting on it.

Sramana Mitra: You can buy the bid data logs from the ad exchanges and then you can apply that to the technology company’s internal CRM data and so forth. >>>

Thought Leaders in Artificial Intelligence: Jim Regan, CMO of MRP (Part 1)

There’s a lot going on in closing the gap between online signals about the behavior of prospects to accelerate sales cycles. This conversation is a fascinating view into that world.

Sramana Mitra: Let’s start by having you introduce yourself as well as MRP to our audience.

Jim Regan: I’m the Co-Founder and CMO of MRP. We’ve been in business now for 16 years. We have about 600 employees and around 10 offices around the world. We work with 19 of the 20 largest technology companies in the world. Our focus is >>>

Thought Leaders in Artificial Intelligence: James Markarian, CTO of SnapLogic (Part 4)

The layer down from that is the data layer. Instead of talking about the fact that I have employees here and there, I want to look at specific data elements and really understand. Based on the cardinality of the data and the pattern distributions, I want to build >>>

Thought Leaders in Artificial Intelligence: James Markarian, CTO of SnapLogic (Part 3)

James Markarian: The goal with automating integration is to eliminate the latency in the conception of what you’d like for the business to the actual implementation. You can go from the idea of what you’re trying to achieve to the actual execution. That’s what is very attractive to our customers – removing that latency. What we end up seeing with integration projects is everything decays over time. Systems change. Business problems change. >>>

Thought Leaders in Artificial Intelligence: James Markarian, CTO of SnapLogic (Part 2)

Sramana Mitra: Can you take us through some use cases on what AI is able to do to the customer issues that you’re dealing with?

James Markarian: We’re a horizontal technology. In the integration world, you start out connecting one thing to another. By the nature of the fact that we are a cloud technology, we’re able to detect the patterns that our previous customers have used in order to connect one system to another.

If I say I want to work in the domain of human capital management and I’m migrating from PeopleSoft to Workday. I start by >>>

Thought Leaders in Artificial Intelligence: Prashant Fuloria, Chief Product Officer at Fundbox (Part 5)

Prashant Fuloria: Most traditional companies that do not leverage technology extensively cannot profitably serve customers whose needs are small. If I were a large enterprise and I came to you to get a $5 million line of credit, you could deploy a small team of experts for two days to go through all my books, have a discussion, interview people, and then come back with a line of credit.

That $5 million line of credit will make you a lot of money over time. If I came to you with a $5,000 line of credit, you’d be able to spend about two minutes of your time to make it worth your while. That’s where technology needs to come in. This is where >>>