Accelerate! With Andy Paul

Rob Käll, CEO of Cien, Inc., joins me on this episode. KEY TAKEAWAYS Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling. Rob tells of working in SaaS and not seeing revenue scale with the sales team’s growth. In 2016, Rob and a business partner addressed the problem of scaling sales revenue by starting Cien. Cien is a web app. A prospect can get a Hidden Revenue Assessment to start the conversation. Hidden revenue refers to reps who are not making quota. AI identifies the root causes of that hidden revenue by analyzing a prospect company’s anonymized sales data. Then the prospect can sign up to start using the Cien AI product. The tool is designed for sales leaders. Most sales coaching today is not structured or measured. AI can help leaders and coaches address the problems using a value chain. Rob explains ‘value chain’ and how to measure ‘inferred work ethic’ instead of activity metric