GTM AI Podcast with Coach K and Jonathan Moss

#19 GTM AI Podcast: Leveraging AI for Revenue Intelligence: Insights from Burak Aksar, Co-Founder of Spiky

Jun 18, 2024

Burak Aksar, co-founder of Spiky, discusses leveraging AI for revenue intelligence. Spiky analyzes customer conversations, measures non-conversational metrics, and provides actionable insights. They utilize a mix of proprietary models and APIs to optimize revenue processes and focus on explainable AI for transparency and ethics.

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ANECDOTE

Pricing Pitfall

One of Spiky AI's customers, a SaaS company, brought up pricing too early in sales calls.
This turned off potential clients and hindered their sales process.

INSIGHT

Over-Reliance on Tech

Burak Aksar observes an over-reliance on technology in GTM teams without proper understanding.
He emphasizes the importance of clear objectives and integration before adopting new AI tools.

INSIGHT

LLMs: Opportunities and Challenges

Large language models (LLMs) are becoming more accessible and cheaper, creating exciting opportunities.
However, explainability and ethical considerations remain crucial challenges.

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https://spiky.ai/

Leveraging AI for Revenue Intelligence: Insights from Burak Aksar, Co-Founder of Spiky

Summary:

In this episode of the GTM AI podcast, host Jonathan welcomes Burak Aksar, co-founder and software engineer at Spiky, an AI-powered revenue intelligence platform. Burak shares his journey from a technical background in machine learning to the world of go-to-market and sales. He discusses how Spiky leverages AI to analyze customer conversations, measure non-conversational metrics, and provide actionable insights to help teams optimize their revenue processes. Burak also shares his thoughts on the current state of AI in business and what he's excited about for the future.

Highlighted Concepts:

- Revenue intelligence: Analyzing data from various sources (sales, customer success, support, product, engineering) to optimize revenue processes

- Non-conversational metrics: Measuring up to 60 different metrics per second, including vocal, visual, and contextual data, to provide insights beyond just transcripts

- Actionable insights: Identifying trends across customer conversations and tying them to revenue outcomes

- AI stack: Utilizing a combination of proprietary models, open-source, and closed-source APIs to power the Spiky platform

- Explainable AI: The importance of making AI models transparent, scalable, and ethically sound

Quotes from Burak:

- "The revenue domain is already very complicated, and I think no one has figured out yet, including us, what are some winning behaviors and how do I basically apply this at scale?"

- "If you don't understand, I don't think you can optimize any process. It can't, it doesn't need to be revenue, but the things that I'm like really excited, if I flip the page a bit, I think, like we've been expecting this, but the large language models are becoming a commodity."

- "I think making these ethically, like ethically, successful is a very big challenge because let me make an analogy here. Even explaining one decision tree or random forest, it's super hard. Like it doesn't make sense to humans."

Why this matters to GTM professionals:

This podcast episode provides valuable insights for GTM professionals looking to leverage AI to optimize their revenue processes. Burak's expertise in both machine learning and go-to-market strategies offers a unique perspective on how AI can be used to analyze customer conversations, identify trends, and provide actionable insights. By understanding the potential of AI-powered revenue intelligence platforms like Spiky, GTM professionals ca...