THE BOTTOM LINE
Olono complements sales force automation (SFA) by integrating external data sources to augment existing records and give sales people real-time prompts and recommendations. Bringing in external data is critical to effective SFA because of the well-known problem of missing or incomplete records. Olono’s strength is in bringing in all this data—beyond just LinkedIn, for example, and then using rules and AI to recommend actions. Nucleus has found bringing in recommendations based on LinkedIn data can drive 12 to 15 percent greater productivity for sales people (Nucleus Research r152 – Evaluating LinkedIn vendor strategies, August 2017), and Olono presents potentially greater gains for sales and sales managers.