Artificial Intelligence
A New Category of Data is Required to Help Companies Achieve Accurate Prospecting and Greater Revenue
San Diego, Oct. 19, 2022 (GLOBE NEWSWIRE) — Rev, the AI-powered Sales Development Platform that helps B2B companies find their next best customer, today issued commentary from Jeffrey Ha, Chief Go-to-Market Officer at Rev, speaking to sales leaders about how the traditional sales approach is not enough and how GPS-like technology solution for sales prospecting is a game changer.
What if There Were Google Maps for Sales Teams?
Just as artificial intelligence (AI) and GPS technology can help a driver navigate through traffic to a destination, what if there was a technology solution that could help sales organizations find the most efficient route possible to new customers and predictable revenue?
What we know is that sales and marketing organizations are wasting time and money looking for qualified leads:
Having a GPS-like technology solution would be a game changer for the world of sales prospecting. The secret is that some organizations are already benefiting from it.
If this sounds like an outlandish claim, consider the recent marketing advances in the B2C space. Who among us has not been wowed—unsettled even—by the highly targeted “you might also like” recommendations of Netflix or Amazon? The power of AI, algorithms and psychographics to target consumers in highly granular ways is a universe apart from the relatively blunt instruments (age, gender, income, etc.) of demographics.
Many B2C brands have already benefited from this intelligent targeting. And now B2B is finally catching up. In the sales world, a key advancement is what’s called exegraphics—the characteristics that define how companies do what they do. To truly understand exegraphics, you need a way to review enormous amounts of data. AI is this tool. When you tap the power of AI to create exegraphic roadmaps, magic happens. Exegraphics change everything.
Why the Traditional Sales Approach is Not Enough
The perennial challenge facing sales organizations is how to find their next best customer. Traditionally, sales development reps and marketers generate conversions and revenue by targeting prospects that look like their best customers.
For example, if your best customers are industrial equipment manufacturers, the typical approach is to go find more industrial equipment manufacturers. To do this, sales reps and marketers rely on firmographics—broad-brush filters such as industry, company size and number of employees. But firmographics are to organizations what demographics are to people. At best, they produce only superficial descriptions of potential customers.
Firmographics ignore numerous other characteristics about the target company. For instance, two companies in the same industry or of the same size may differ widely in important ways. Their strategies may have little in common. One may lean into new technologies, while the other may be a late adopter of the latest and greatest tools. They may even be separated by recent developments, such as a new CEO, a funding round or recent layoffs.
The result: As sales teams look for customers that match their ideal customer profile (ICP), firmographics steer them to prospects that are poor matches. This in turn leads to wasted time and a sales funnel clogged with leads that will rarely convert to customers. To make matters worse, once a low-fit lead enters a sales funnel, they tend to be recycled for years without anyone questioning the quality of the lead.
Bottom line: Firmographics are not enough.
Exegraphics, the Game Changer
Exegraphics, on the other hand, go far deeper than firmographics. They go far beyond what prospecting teams can normally see by identifying the deep signals that help you hone in on the best targets for your product or service.
Let’s say a cloud-based software company wants to sell their product to financial institutions. Traditionally, to determine if the financial institution needs their product, the company’s prospecting team would rely on firmographic data—such as the number of employees and look for the presence of an IT department. But if they make this data the primary factor in determining the financial institution’s need for cloud-based software, their sales efforts will likely meet with limited success.
By contrast, exegraphic data is capable of extracting key nuances, such as the financial institution’s track record of adopting newer software, the relative size of their software workforce compared to their peers and whether or not their employees have experience with cloud-based software solutions.
Mining this kind of data would be easy if it resided in convenient repositories online. But the reality is exegraphic and other data is scattered across the Internet like breadcrumbs. The key to synthesizing it is AI, which makes for a customer profile that’s smarter, data driven and dynamically updatable as new data is uncovered. Call it an intelligent customer profile—or even an artificially intelligent customer profile (aiCP). It enables you to uncover the highest-quality targets at scale.
The difference between firmographics and exegraphics is analogous to how you get your vision tested at the optometrist’s. With firmographics, no matter how hard you squint, the universe of potential customers looks blurry, and you’re forced to rely on guesswork. But with AI-powered exegraphics, as the optometrist adds more powerful lenses, the customer landscape comes into crystal clear view.
There’s virtually no limit to the number of exegraphic “lenses” you can use to help uncover company characteristics. Early adoption, growth, tech orientation, interdepartmental breakdowns—you name it, you can add a lens for it. And because an aiCP is dynamically updated with fresh data, it can “learn” over time. This makes an aiCP much more useful than the traditional ICP, which usually consists of bullet points on a PowerPoint deck.
Goodbye, Guesswork
Not very long ago, the idea that your phone could serve as a real-time mapping device seemed like science fiction. Yet, today no one gives this revolutionary technology a second thought.
Customer targeting using AI with exegraphics is no less revolutionary. It’s at least twice as effective—and can be up to 20 times as effective—as firmographic data alone in finding better-fit customers. The time for B2B brands to take advantage of the intelligent targeting power of AI-powered exegraphics is now. The most efficient route to new customers and predictable revenue is yours for the taking. With a Google Maps for your sales teams, you’ll never have to rely on guesswork again.
About Jeffrey Ha
Jeffrey Ha, is the Chief Go-to-Market Officer at Rev. He’s an accomplished Silicon Valley start-up veteran with a passion for making the workplace a great learning and development environment. Ha previously worked at PLAE, a digitally native sneaker brand, and at NetBase Solutions, a social media analytics company. Earlier in his professional life, Ha was a senior secondary teacher with the U.S. Peace Corps in Namibia, where he overhauled the way math and physical science were taught, dramatically boosting the pass rate. He has a bachelor’s degree in Chemical Engineering from Berkeley and started his professional career as a field nuclear engineer with Schlumberger. Connect with Ha on LinkedIn.
About Rev
Rev powers sales and marketing teams to discover fresh prospects most likely to become their next best customers. Rev’s AI-based Sales Development Platform (SDP) helps B2B companies identify relevant prospects in less time, improve lead quality throughout the pipeline and drive consistent revenue growth. Founded in 2013, Rev ranked #35 on Inc. 500 Fastest Growing Companies in America in 2020. The world’s best B2B sales and marketing organizations, including Zendesk, Oracle, and 7 of the top 10 cloud software companies, use Rev to focus time and effort above the funnel. For more information, visit getrev.ai.
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Artificial Intelligence
How AIoT shapes the future of mobility: Hikvision at ITS World Congress 2024
HANGZHOU, China, Sept. 27, 2024 /PRNewswire/ — Hikvision made a significant impact at the ITS World Congress in Dubai with its captivating theme, “Embrace AIoT for safer, smarter, and greener mobility.” Its booth became a hub of innovation, where visitors explored AIoT solutions that are reshaping the transportation landscape, sparking deep conversations on the future of urban mobility.
Road safety revolution: harnessing AIoT for secure transportation
Hikvision’s commitment to road safety was on full display at its booth through the impressive array of AIoT solutions designed to create secure and reliable traffic environments. The company’s technology provides 24/7 traffic monitoring, ensuring continuous oversight of motor vehicles, non-motorized vehicles, pedestrians and environmental factors. This comprehensive, real-time information collection enables traffic managers to prevent accidents and enhance road safety. Among the showcased products was the 20 MP IR ANPR Checkpoint Capture Unit, renowned for its high-definition capture capabilities, bolstering traffic safety measures.
A standout innovation was the integration of advanced radar and camera technologies, ensuring uninterrupted, comprehensive detection even in adverse weather conditions. The Radar-Video Fusion Incident Detection Cameras, featured prominently in the product experience area, enable early detection and warning of potential hazards. They are particularly effective in challenging situations such as curved roads, blind spots at intersections, and obstacles beyond visual range.
Attendees also engaged with onboard monitoring products on the simulated bus, including dome network cameras, which is designed to enhance passenger safety. Driving assistance products, such as the Driver Status Monitor (DSM), were demonstrated to mitigate unsafe driving behaviors and ensure safer journeys.
Urban mobility redefined: smart traffic innovations
In the realm of smarter mobility, Hikvision showcased its multidimensional sensing technology, which integrates visible light sensors, infrared sensors, radar, and sonar. This technology expands perception capabilities, significantly improving traffic management and situational awareness. The use of AI-powered comprehensive sensing elevates incident monitoring and violation detection to unprecedented levels of accuracy and efficiency.
A major attraction was the Radar-Video Fusion TandemVu PTZ Camera, which integrates millimeter-wave radar with high-resolution cameras for extensive traffic detection and data analysis. AI-based algorithms combine these two systems to enhance target information, detecting up to 16 types of incidents. This leads to the development of a large-scale fusion model that merges spatial physical data with image semantic information. The result is ultra-long-range perception, achieving over 95% accuracy in vehicle trajectory detection. This robust system improves traffic violation management and optimizes traffic flow, significantly enhancing road efficiency.
At the simulated bus station, visitors observed how AI-assisted people counting automated the collection of passenger flow statistics at peak stop hours and bus line frequency during busy periods. Paired with smart bus stop digital signage, the solution improves bus service quality, operational efficiency, passenger experience, and overall public transport effectiveness.
Sustainable transportation: leading the charge for greener cities
Hikvision’s commitment to sustainable urban mobility was evident through its innovative green wave technology and eco-friendly checkpoint solutions. Green wave technology efficiently manages traffic flow to reduce congestion and lower carbon emissions, aligning with global sustainability goals. Visitors were particularly impressed by a case study showcasing a green wave solution implemented in Zhoushan, China. Over a stretch of 21 kilometers and 34 intersections, this main road cut travel times by 50%.
The use of DarkFighterX technology in checkpoint cameras also received significant attention. This technology senses both visible and invisible light, resulting in more accurate and realistic images. It enhances traffic violation enforcement efficiency while minimizing the need for high ambient light levels, thus reducing light pollution. The 9M DarkfightX ANPR Checkpoint Camera exemplified this dedication to environmental stewardship.
Frank Zhang, President of Hikvision MEA, remarked, “Hikvision supports sustainable urban planning by empowering traffic departments to address congestion and transportation challenges.” He further emphasized, “Our system’s openness fosters a secure and reliable platform for developing smart and green cities. Additionally, our solar technology is extensively utilized in remote areas, while our smart street lighting solutions reduce energy consumption by 20-30%, promoting intelligent urban transportation and advancing global sustainability objectives.”
Hikvision’s presence at the ITS World Congress in Dubai underscored its leadership in integrating AIoT technologies to drive safer, smarter, and greener mobility solutions. The engaging presentations and advanced product demonstrations captured significant attention from industry partners and customers, reaffirming the company’s role as a pioneer in shaping the future of urban transportation. As the world moves towards more intelligent and sustainable transportation systems, Hikvision remains at the forefront, embracing AIoT to create a safer, smarter, and greener future for all.
To find out more about Hikvision’s advanced traffic and public transport solutions, please explore the Hikvision official website.
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Artificial Intelligence
Anti-Drone Market worth $7.05 billion by 2029 – Exclusive Report by MarketsandMarkets™
DELRAY BEACH, Fla., Sept. 27, 2024 /PRNewswire/ — The global anti-drone market was valued at USD 2.16 billion in 2024 and is projected to reach USD 7.05 billion by 2029; it is expected to register a CAGR of 26.7% during the forecast period according to a new report by MarketsandMarkets™. Increasing government spending on counter-drone technologies, rising incidence of critical infrastructure security breaches by unauthorized drones, and surge in adoption of aerial remote sensing technologies to safeguard critical infrastructure are attributed to the demand for anti-drone.
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Browse in-depth TOC on “Anti-Drone Market” 178 – Tables61 – Figures253 – Pages
Anti-Drone Market Report Scope:
Report Coverage
Details
Market Revenue in 2024
$ 2.16 billion
Estimated Value by 2029
$ 7.05 billion
Growth Rate
Poised to grow at a CAGR of 26.7%
Market Size Available for
2020–2029
Forecast Period
2024–2029
Forecast Units
Value (USD Million/Billion)
Report Coverage
Revenue Forecast, Competitive Landscape, Growth Factors, and Trends
Segments Covered
By System Type, Application, Platform type, Vertical, and Region
Geographies Covered
North America, Europe, Asia Pacific, and Rest of World
Key Market Challenge
Vulnerability to hacking
Key Market Opportunities
Emphasis on improving unmanned aircraft systems technology
Key Market Drivers
Growing number of illicit activities
By System Type: Hybrid systems to account for the larger market share in the forecasted year.
The hybrid segment accounted for the largest share of the anti-drone market in 2029. The trends of integrating multiple anti-drone technologies are rising since they are most effective in detecting, tracking, and neutralizing drone threats. These systems merge electronic, kinetic, and lasers, providing a comprehensive defense solution against UAVs. Hybrid systems use electronic, kinetic, and laser-based countermeasures to offer optimum protection against drones. These systems are designed to detect, track, identify, categorize, and mitigate drones at operational wide ranges ranging from a few km up to tens of km.
By Platform: The ground-based segment accounted for the largest market share in the forecast year.
The ground-based segment will hold a major share of the anti-drone market in 2029. Many ground-based anti-drone systems use several electronic technologies, such as radar, IR sensors, acoustic systems, and RF & GNSS jammers. MESA radar solutions are used mostly for counter-UAS purposes, protecting critical infrastructure, military camps, and other security-sensitive sites from unauthorized drones. One such solution is EchoGuard, a ground-based airspace management solution that contains a software-defined 3D radar that can be specific to the site. This system can identify single or multiple off-chance drones, including swarms in unauthorized areas. They provide accurate and sustained airspace surveillance for the field of view (FOV) they are configured, and both human and AI-monitored visual checks. The system can be easily transported and integrated directly with the command-and-control centers or another identification sensor for portable use, and multiple units of the system can be combined to cover vast areas or lengths of borders. Major providers of ground-based counter-drone systems include companies like EchoDyne Corporation, DeTect, Meteksan Defense, and WhiteFox Defense. Acoustics-based Discovair G2 utilizes patented microphone arrays. With 128 interconnected microphone elements, the Discovair sensor units can establish azimuth and elevation to the target in real-time using advanced digital signal processing.
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By Region: Americas are expected to hold the largest share of the anti-drone market during the forecast period.
Americas is expected to capture the largest share in the anti-drone industry during the forecast period. The growth can be attributed to protecting crucial infrastructure in the region. Governments, particularly in the US, invest in anti-drone systems for military bases, borders, and critical infrastructure. For Instance, in April 2023, RTX secured a USD 237 million contract from the US Army to provide Ku-band Radio Frequency Sensors (KuRFS) and Coyote effectors. These systems are designed to detect and neutralize unmanned aircraft systems (UAS). The contract includes stationary and mobile systems and a specified quantity of effectors, all aimed at enhancing the Army’s operations within the US Central Command region.
Key Players-
The key companies offering anti-drone companies include RTX (US), Lockheed Martin Corporation (US), Leonardo S.p.A. (Italy), Thales (France), and IAI (Israel).
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About MarketsandMarkets™
MarketsandMarkets™ has been recognized as one of America’s best management consulting firms by Forbes, as per their recent report.
MarketsandMarkets™ is a blue ocean alternative in growth consulting and program management, leveraging a man-machine offering to drive supernormal growth for progressive organizations in the B2B space. We have the widest lens on emerging technologies, making us proficient in co-creating supernormal growth for clients.
Earlier this year, we made a formal transformation into one of America’s best management consulting firms as per a survey conducted by Forbes.
The B2B economy is witnessing the emergence of $25 trillion of new revenue streams that are substituting existing revenue streams in this decade alone. We work with clients on growth programs, helping them monetize this $25 trillion opportunity through our service lines – TAM Expansion, Go-to-Market (GTM) Strategy to Execution, Market Share Gain, Account Enablement, and Thought Leadership Marketing.
Built on the ‘GIVE Growth’ principle, we work with several Forbes Global 2000 B2B companies – helping them stay relevant in a disruptive ecosystem. Our insights and strategies are molded by our industry experts, cutting-edge AI-powered Market Intelligence Cloud, and years of research. The KnowledgeStore™ (our Market Intelligence Cloud) integrates our research, facilitates an analysis of interconnections through a set of applications, helping clients look at the entire ecosystem and understand the revenue shifts happening in their industry.
To find out more, visit www.MarketsandMarkets™.com or follow us on Twitter, LinkedIn and Facebook.
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Artificial Intelligence
CluePoints Launches Medical & Safety Review (MSR) Software to Revolutionize Clinical Data Review
CluePoints furthers its commitment to delivering innovative solutions that enhance clinical trial efficiency with this latest addition to its enterprise software platform.
KING OF PRUSSIA, Pa., Sept. 27, 2024 /PRNewswire/ — CluePoints continues to transform clinical trial review and leverage its industry-leading software to enhance the interrogation, analysis and presentation of data with the launch of its latest application, Medical & Safety Review (MSR).
The tool simplifies and streamlines the medical analysis of study data through user-friendly dashboards, data manipulation and cleaning, query management and full transparency over the data history. This not only improves efficiency and communication in medical oversight, but also elevates patient safety, differentiating MSR as a smarter and unique solution.
Designed by, and for Medical and Safety Reviewers, MSR converts the manual analysis of patient outcomes, which can be prone to inefficiency and error, into an accurate, efficient process. MSR tackles time-consuming study preparation for specific visualizations by featuring a comprehensive standard visualization library as well as the ability to copy and reuse dashboards across different studies, enabling the identification of outlying values, change tracking, and improved communication for smarter clinical trials.
Other benefits of MSR include:
Enhanced medical review efficiency and reduced human errors via automated checksReduced time spent by clinical and data management teams in reviewing dataImproved collaboration with integrated review workflows across departmentsEnsured record quality and accountability with comprehensive change trackingDriving faster decision making with the proactive detection of trends and safety issuesEnsuring regulatory compliance with rule-based detection and user assignmentsAndy Cooper, Chief Executive Officer at CluePoints, commented, “We are thrilled to announce the launch of Medical & Safety Review to our growing product offerings. MSR is the latest application addition to the CluePoints platform, which includes products such as Risk-Based Quality Management (RBQM) and our Site Profile & Oversight Tool (SPOT). Together, they provide a comprehensive approach to clinical trial optimization, enhancing data integrity, ensuring regulatory compliance, and accelerating drug development. The creation of MSR ensures a more streamlined review process while prioritizing patient safety at every step and empowers medical teams to swiftly identify outliers, track data changes, and improve communication.”
To learn more about CluePoints’ award-winning solutions, please visit www.cluepoints.com
About CluePoints
CluePoints is the premier Risk-Based Quality Management (RBQM) and Data Quality Oversight Software provider. We are leveraging the potential of Artificial Intelligence using Advanced Statistics and Machine Learning to determine the quality, accuracy, and integrity of clinical trial data both during and after study conduct. Aligned with guidance from the FDA, EMA, and ICH E6 (R2), CluePoints is deployed to support central and on-site monitoring, medical review, quality risk management and to drive a holistic Risk-Based strategy in all trials. Coupled with thought leadership and consulting expertise to aid pre-study risk assessment, identification of risk controls and solution implementation, you now have everything you need to adhere with global regulatory guidance. The result is positive clinical development outcomes, increased operational efficiency, lower costs and reduced regulatory submission risk as part of the industry paradigm shift to RBQM.
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