AI-supported sales reps: How to make it work

Posted by Arun Shastri on Thu, Apr 16, 2020

Most organizations have begun to invest in AI to guide their sales representatives as it helps organizations stay adaptable to changing customer needs and evolving markets. AI guided selling usually takes the form of machine learning generated advice offered to reps on their CRM or other software. It’s primarily designed to help salespeople stay organized, prioritize leads, choose the customer most likely to buy for their next sales call, and so on. When its impact is fully realized, it gives salespeople more time to sell and information that they leverage to sell more effectively. I’ve seen solutions like this work, even quite well. With such great promise, companies are investing in and designing their own custom solutions. Many start-ups are developing solutions and makers of CRM software have widgets designed to address AI-guided selling. In my experience most companies are struggling to implement this approach.


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Why the sensor-laden rethink of Toronto’s waterfront is in trouble

Posted by Arun Shastri on Fri, Apr 03, 2020

Sidewalk Labs, an urban planning company in the Google family, unveiled a highly anticipated plan to redesign a 12-acre portion of Toronto’s waterfront last June. After decades of poor city planning had left this industrial section of Toronto devoid of residents and cut-off by a tangle of overpasses and bridges, residents wanted a more livable redesign. Waterfront Toronto was eventually formed to request concepts for the redesign. Sidewalk Labs was chosen to take the project on.


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What Can J.R.R. Tolkien Teach Us About AI Adoption?

Posted by Asheesh Shukla on Wed, Dec 18, 2019

While companies are embracing AI, a recent study shows that their pursuits are driven more by fear of obsolescence than enthusiasm for change. Eighty percent of companies in a recent survey stated that they intend to expand their AI use over the next 12 months, but we also know that 77% of AI projects face challenges with business adoption, and less than 8% of companies have successfully implemented AI at the enterprise level.


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AI & User Experience: As Always, the User Comes First

Posted by Arun Shastri on Mon, Nov 18, 2019

This blog post is the sixth in a series on the impact that AI will have on different business aspects of pharma.

While most of us are aware of the importance of user experience, UX goes beyond simply developing a relevant and usable interface for software. UX is a discipline that requires a thorough understanding of users’ needs and the context in which they use technology. Whatever solution you may roll out to users, good UX is about meeting those needs.


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AI & Analytics Consumption: Insights on Demand

Posted by Arun Shastri on Wed, Oct 02, 2019

This blog post is the fifth in a series on the impact that AI will have on different business aspects of pharma.

The past few years have seen an explosion of data, and with it, the need to make use of it. Gathering and stitching together internal and external data sources presents one set of challenges, but what about the analysts who struggle to leverage all of this data? How can they keep up with increasing demands for data-driven insights from the entire organization? How can we empower the whole organization to have access to these critical insights? Here’s a hint: AI is part of the solution.


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