How to Solve for Siloed Data in a Multi-Industry Focus

Data silos plague B2B SaaS companies. When information gets trapped within specific teams or business units, it causes misalignment, missed opportunities, and stunted revenue growth.

AI-powered workflow automation breaks down these silos and unlocks collaboration across your go-to-market engine. Intelligent workflows qualify leads, surface deal risks, and align sales and marketing efforts, driving explosive growth for B2B SaaS companies. Here's how.

How to Break Down Data Silos and Unlock GTM Alignment

B2B SaaS companies should use two key AI workflows to solve siloed data and misalignment between GTM teams:

1. Lead Scoring Workflow (part of the Inbound Lead Processing package)
2. AI Deal Gaps Workflow (part of the Deal Coaching package)

These workflows qualify and prioritize leads, surface deal risks, and keep sales, marketing and customer success teams aligned around the most important opportunities. Let's dive into each one.

1. Lead Scoring Workflow

The Lead Scoring Workflow automatically qualifies and prioritizes inbound leads based on key criteria.

Inputs Needed:

• Contact research data (e.g. company size, industry, seniority level)

What the Workflow Does:

• Step 1: Ingests contact data and dynamically scores leads based on fit with your Ideal Customer Profile (ICP). The AI analyzes attributes like company size, industry, technology stack, and buyer intent signals to assess lead quality.
• Step 2: Identifies the leads with the highest purchase intent and prioritizes them for immediate sales outreach. The AI looks at factors like website visits, content downloads, and trial signups to determine which leads are most likely to convert.
• Step 3: Routes high-priority leads directly to the appropriate sales rep based on territory, industry expertise, or other custom criteria. This ensures leads go to the rep most likely to close them.
• Step 4: Notifies sales reps of new high-quality leads in real-time via their preferred communication channel (email, Slack, CRM). Reps can then quickly jump on the opportunity while the lead is fresh.

The Lead Scoring Workflow automates lead qualification, allowing sales teams to focus on the opportunities most likely to convert. Marketing gains a clear view into which types of leads and campaigns drive the most pipeline.

Example in Action: Your marketing team gets 1,000 new leads from a webinar. Traditionally, sales would manually sift through each lead to determine which ones to pursue.

With the Lead Scoring Workflow, the AI scores and prioritizes the leads within minutes based on your predefined criteria. It identifies that 50 of the leads perfectly fit your ICP and show high intent to buy. Those 50 leads automatically route to sales for immediate follow-up, while the rest are deprioritized for later in the week.

Your sales team jumps on the best opportunities right away. Marketing gains insight into which webinar topics and promotions attract your ideal buyers. Conversion rates skyrocket.

2. AI Deal Gaps Workflow

The AI Deal Gaps Workflow helps GTM teams proactively uncover risks and obstacles in the sales process to keep deals on track.

Inputs Needed:

• Deal-related data (sales call transcripts, emails, CRM notes)

What the Workflow Does:

• Step 1: Analyzes deal-related data to identify potential gaps and risks, such as competitors mentioned, concerns raised, or stakeholders missing from the conversation. The AI reads through sales call transcripts, emails, and CRM notes to surface these insights.
• Step 2: Alerts sales reps to the potential issues in real-time by sending a notification with the identified risk and suggested next steps. For example, if a key decision maker wasn't present on the last call, the AI would flag this for the rep and suggest scheduling a follow-up.
• Step 3: Provides coaching and guidance to reps on how to overcome the obstacle and keep the deal moving forward. The AI might recommend sending additional ROI data to address a prospect's concerns, or offer talk tracks for outmaneuvering a competitor.
• Step 4: Updates the deal record in the CRM with the identified gaps and action plan. This gives managers visibility into deal health and allows them to jump in and assist if needed.

The AI Deal Gaps Workflow proactively surfaces deal risks, allowing sales teams to course-correct before it's too late. Managers use the insights to coach reps and ensure adherence to best practices.

Example in Action: A sales rep works a complex deal with a large enterprise client. On the latest call, the champion mentions that they'll need to involve procurement, which often results in deals getting bogged down or stalled.

The AI Deal Gaps Workflow immediately alerts the rep to the risk of the deal getting stuck in procurement. It recommends proactively building a procurement-friendly business case focused on ROI, and connecting with a coach for guidance.

The rep gets ahead of the issue by proactively arming their champion with the data and proof points needed to navigate procurement. The deal closes in record time.

Putting Them Together

The Lead Scoring and AI Deal Gaps workflows together help B2B SaaS companies:

1. Prioritize the right leads and deals to focus on based on AI-driven insights
2. Identify and mitigate risks before they derail opportunities
3. Keep GTM teams aligned around a unified view of the pipeline

Faster deal cycles, higher win rates, and more revenue growth result. These AI workflows break down data silos, allowing sales, marketing and customer success to work together smoothly.

Why Copilots Aren't Sufficient

AI copilots like ChatGPT provide general assistance, but they can't operationalize AI into concrete workflows tailored to a company's specific GTM motion.

Copilots also fail to connect data across teams, causing:

• Inconsistent messaging as each team prompts copilots separately
• Inability to prioritize the right accounts and opportunities
• Employees having varying levels of skill in prompting copilots effectively

Copilots alone won't fully align a company's GTM engine or realize the growth potential of AI. Solving data silos requires a unified GTM AI Platform.

Looking Ahead

Implementing the Lead Scoring and AI Deal Gaps workflows helps B2B SaaS companies break down silos and align their GTM teams. But this is just the beginning.

To further improve GTM efficiency and effectiveness, consider additional AI workflows like:

• Contact Follow-Up Workflow to automate personalized outreach at scale
• AI Deal Scoring Workflow to evaluate deals based on likelihood to close
• Email Nurture Campaign Workflow to streamline lead nurturing

A complete set of AI workflows across the GTM process maximizes alignment, productivity and revenue growth for B2B SaaS companies. The result: a well-oiled GTM engine that consistently delivers outstanding results while minimizing GTM Bloat and maximizing GTM Velocity.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• How AI Unlocks Your Data Silos - Learn more about how AI can break down data silos and enable seamless collaboration across your GTM teams.
• Making the Shift to Profitable, Efficient Growth with Sam Jacobs - Discover strategies for driving efficient growth and improving key metrics like CAC payback and ARR per employee.
• Unstoppable Go-to-Market Success with Sangram Vajre - Get insights from a GTM expert on how to align your teams and build an unstoppable growth engine.

Ready to break down silos and unlock seamless GTM alignment with AI? Book a demo to see how Copy.ai's unified GTM AI platform can help you drive explosive growth.