1. TEAM LEAD - PROFILE

Ms. Yamini Bhat Co-founder & CEO Vymo

Email: yamini@getvymo.com | LinkedIn: https://in.linkedin.com/in/yamininatti

Yamini Bhat is recognized as a thought leader in driving Sales Transformation and New Technology Implementation for large enterprises. In a career spanning over 15 years, she has delivered tremendous impact for Fortune 100 companies and Startups alike.

Yamini is Co-founder & CEO of Vymo, an Enterprise SAAS startup, which uses Automation and AI to improve sales outcomes for leading Global Institutions such as AXA, Allianz, HDFC Bank, SBI, Liberty Mutual and others. Vymo is funded by Sequoia Capital and recognized by Gartner and CB Insights for innovation in ‘Prescriptive Sales’.

Yamini was, previously Engagement Manager at McKinsey & Company, where she specialized in Marketing Strategy and Sales & Distribution across B2B (Banking, Credit, Insurance), B2C (Retail, Telecom) and B2B2C (fragmented distribution e.g. Agri-inputs, Food and Packaged Goods) in United States, Southeast Asia and India.

Yamini holds a Bachelors in Computer Science & Engineering from BITS Pilani and graduated with ‘Director’s Merit List’ honours from the Indian Institute of Management, Bangalore. She is a voracious reader and has a deep interest in Renaissance Art.____________________________________________________________________________

Press: - https://www.thehindubusinessline.com/info-tech/fintech-start-ups-turn-to-ai-products-for-accelerated-growth/article24143073.ece - http://www.thehindubusinessline.com/info-tech/by-2020-ai-will-generate-more-jobs-than-it-might-destroy-vymo-ceo- yamini -bhat/

article10009048.ece- http://epaper.timesgroup.com/Olive/ODN/TimesOfIndia/shared/ShowArticle.aspx?doc=TOICH

%2F2018%2F01%2F04&entity=Ar01605&sk=D89F68A9&mode=text- https://www.thehindubusinessline.com/money-and-banking/ai-moving-in-to-help-solve-human-issues-around-loan-recovery/

article23336796.ece- https://economictimes.indiatimes.com/magazines/panache/et-start-up-awards-2017-funky-pocket-squares-nehru-coat-silky-jumpsuit-

up-the-style-game/et-startup-awards-2017-jpg/slideshow/60154523.cms

2. KEY TEAM MEMBERS - PROFILE

Venkat Malladi - CTO

Venkat is the Co-founder & CTO of Vymo, where he oversees product and engineering. Prior to Vymo, Venkat was part of the Google Mobile team where he developed multiple products like Google Latitude, Google Places, Google Mobile Search, Google Calendar and Google Toolbar.

Venkat is passionate about using mobile technologies to help solve the problems of productivity, information access and connectedness. He is a member of the Forbes Technology Council, and his views on implementing AI and Cloud technologies are published regularly on Forbes.com.

Venkat has a Bachelor's degree in Computer Science from BITS Pilani and a Master's degree in Computer Engineering from Columbia University, where he was Research assistant to Prof. Henning Schulzrinne, Chief Technology Officer (CTO) for the United States Federal Communications Commission. He holds a patent on location technologies.

Venkat loves photography, cooking and dancing. He lives with his wife and daughter in San Francisco.

LinkedIn - https://www.linkedin.com/in/mvsastry Forbes Technology Council Profile https://www.forbes.com/sites/forbestechcouncil/people/venkatmalladi/#144b418f5854

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Harish Vaidyanathan - Head of Product

Harish leads Product Management & Marketing at Vymo and is building a Sales assistant that'll help field sellers be more productive all over the world. Prior to this, Harish used to run the Developer ecosystem for Microsoft India, by partnering with Startups & Independent Product companies to drive adoption of Microsoft platforms and executing joint go-to-market programs. An 18-year Microsoft veteran, Harish has done a variety of roles spanning engineering, technical evangelism, consulting and corporate strategy.

Harish has a graduate degree in Statistics and an MBA in Computer Systems, calls Bangalore home and is an avid long distance runner.

LinkedIn - https://in.linkedin.com/in/harishvaidyanathan

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Sujay Koduri – VP – Engineering

Sujay is a seasoned product development veteran with experience across E-commerce, Customer Service & Sales Productivity domains. He specializes in building platforms & innovating products from grounds up, building systems with heavy Performance and Scalability requirements (Scale of eBay Traffic), data Model Design for complex systems, and leading high performance teams to outperform consistently.

LinkedIn - https://www.linkedin.com/in/sujayk/

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Debashish Panda – Chief Architect

Debashish is a senior Engineering Leader with over 17 years’ experience in leading companies like Ameyo, 24/7 and Flipkart.

LinkedIn - https://www.linkedin.com/in/debashish-panda/

Anurag Srivastava - VP, APAC

Anurag oversees the business and strategy for Vymo customers in Asia Pacific. By working closely with his customer’s Digital, Data, Business and IT Line of businesses, his team is responsible for the adoption and success of the Vymo solutions by using Artificial Intelligence for radically augmenting their sales, marketing and customer-facing teams to increase revenues, improve customer satisfaction and reduce cost of customer acquisition by giving a Sales 360 view, improving sales productivity, sales effectiveness and performance management.

Anurag has worked as a core banking consultant with global banks in Europe and for more than a decade now, has been based out of Singapore. He has worked across Services, Products and Consulting MNC’s for customers in South East Asia, India, China, Japan, ANZ on their Digital, process transformation and automation initiatives that enable them to increase their responsiveness to customers, provide better service, gain a competitive advantage and better grow their businesses while reducing operating costs.

Anurag is a senior thought leader and a regular speaker at Industry events for Financial Services, Artificial Intelligence, Business Development, Sales Effectiveness, and Social Selling. He can be reached at anurag@getvymo.com.

Linkedin - https://www.linkedin.com/in/anuragsr/

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3. CONCEPT NOTE AND PROJECT DESCRIPTION

Vymo (getvymo.com) is an AI-enabled Personal Assistant for Sales that, Predicts what a sales rep should do next Detects the rep’s actions automatically Learns from the best reps in the organisation Coaches reps to achieve best outcomes

Vymo improves productivity metrics such as conversion percentage, turnaround time, and sales activities per opportunity and has a revenue impact of 3-10%.

With Vymo, salespeople can focus on high-ROI activities so that their time is not spent reporting data. It helps managers make need-based interventions so they can help their team convert more deals. It offers analytics and insight to Sales Leaders so they can predict business outcomes more accurately.

Vymo is used by over 75,000 sales reps across 50+ global institutions such as AXA, Allianz, Generali, Citibank, HDFC, Yes Bank, FE Credit, and Abu Dhabi Finance. Vymo is recognized by Gartner, AWS and CB Insights and funded by Sequoia Capital.

Project description (Improving net business outcomes with AI)                     India’s largest Private Banking Group has been designed to deliver a premier banking experience for high network individuals (HNIs). The teams consist of Relationship Managers (RMs) who are mandated to increase net business per customer through cross sell of wide range of banking products.        CHALLENGES       

Wealth (or Private) Banking services require high degree of personalisation, but delivering this at scale requires analysing large amounts data to generate relevant insights and actions. In it’s sector outlook on Private Banking, KPMG had noted earlier that “the incredibly rich data available can be leveraged to uncover fresh client and business insights which will help drive increased profitability.” Given the increasing competition in the sector, with the rise of DIY (Do it Yourself) smart applications and other similar mobile banking disruptions, it is integral for banks to actively utilise data to engage with their customers, else risk losing them to competition.

Product range is diverse, so identifying and developing differentiated expertise among salespeople is necessary in order to deliver an improved customer experience. On average a bank has over 50 products that it can pitch within a customer profile, but making the best of this opportunity requires salespeople to become more consultative. It goes beyond simply educating them about products, but also understanding their skills. It needs managers and supervisors to assign the right individuals to address opportunities most relevant to their skill set, so that there is a higher probability of conversion. Most fundamentally, it requires understanding factors that goes into making a successful sale.

Wealth management is intensely relationship based and hence, capturing sales metadata is key to ensuring seamless transfer of customers in case of attrition. Organisations should be able to correlate engagement data with outcomes. For instance, is it better ROI on time for a particular Relationship Manager to meet Customer A or Customer B? To understand this, it is integral to capture activity data. But, salespeople don’t use CRM applications (average adoption is less than 30%) because it involves a tedious reporting of data which comes at the cost of more high-ROI activities.

    SOLUTION

At Vymo, we process terabytes of engagement data every month. This data feeds into a model which can correlate engagement type and frequency with outcomes. Using this we create a framework to understand what an agent should be doing on a daily basis to meet their most critical business objectives.

Solution Overview

Typical suggestion screen

IMPACT

32% Suggestions AcceptedMore than 1/3rd of suggestions by the AI engine were accepted by the Relationship Managers (RMs). The engine got progressively intelligent and over a period of time, we noticed that there were a significant minority of RMs who planned their day entirely based on Vymo’s suggestions.

82% Calls originated from SuggestionOver 4/5th of all calls made to prospects and customers originated from the Vymo app. Vymo’s integration to native dialer on both, Android & iOS (in the process of filing a patent) helps RMs call, setup follow up tasks and log details into the CRM with simple one-tap actions.

22% Activities completed that originated from SuggestionsOver 1/5th of the activities from the suggestions were reported to have been completed. This indicates that the RMs not only accepted the suggestions but also followed through on many of them. Incidentally, the overall activities per opportunity also showed a sharp increase.

90+ % Daily User AdoptionWhile traditional CRM applications have adoption / engagement of less than 30%, Daily User adoption on Vymo app was more than 90%! This is because the Vymo suggestions are not diagnostic, but prognostic in nature and designed to help salespeople proactively.

As a result of these changes, the private banking team experienced:

Increased customer engagement: Vymo’s AI suggestions nudged Relationship Managers (RMs) to act on opportunities and engage with customers more actively. The RM’s calendar was optimised for high-ROI activities and customers were prioritised accordingly.

Effective manager interventions: Vymo’s AI suggestions were able to substitute effectively for manager interventions on follow ups and reminders. And also, due to intelligent notifications, Vymo was able to alert supervisors pre-emptively in scenarios where their intervention was necessary on a need-basis. This helped improve communication and effectiveness through the sales organisation.

The Vymo implementation had the following characteristics:

Quick to launch / impact While similar enterprise applications take months and years to setup, the client was able to go live in under six weeks. Further, the Vymo application was able to start impacting business processes and outcomes immediately.

Configurable WorkflowsThe Vymo application was configured to automate all relevant business processes without changes at the client end. This meant that the client team could start using Vymo immediately and it complemented their activities from Day 1.

Highly Cost EffectiveCloud based SAAS model structured for pay per use that offered the client predictability in terms of costs and also, accrued high cost savings not just in comparison to similar enterprise applications but also in terms of business impact.

Maximum scalability All sensitive client data is hosted securely on the AWS India cloud for providing sturdy performance and stability. This facilitates effective serving of reports and reduces the response time for large reports to less than 2 seconds.

4. CRTICAL COMPARISONS

Traditionally, organisations use CRM (Customer Relationship Management) tools to help manage their sales process. But, salespeople hate CRMs because they’re required to spend inordinate amounts of time reporting data into the system and CRMs are not designed to help them proactively sell more and instead, help management simply track their activities. And so, even among the World’s top three CRM solutions, usage/engagement is less than 30%.

Vymo is a mobile-first app that brings the CRM’s most relevant features to every user group and is focused on driving adoption (average of > 70% DAU across deployments), auto collecting clean behavioral data and recommending the right course of action to every sales rep.

Key differentiators: Mobile first in design (offline, geo-aware, dialer-linked, notifications driven, switch

ON/OFF modules, 100% configurable to user’s context) Predictive activity scheduling that allocates opportunities to reps with the highest chance

of conversion. And recommends when to engage with existing customize while optimizing for travel, calendars, time spend impact

Behavioral data from phone is auto-captured to keep updating workflows (e.g. call history, call success, time to first call, on-time meeting, meeting time spend). Similarly sms / text-to-web messaging with clients to get data on outcomes to auto-populate activity outcomes / lead status (e.g. is the product right fit for you?)

Manager’s get PERSONALISED alerts when KRAs are at risk, enabling pre-emptive course-corrections

Algorithms identify behaviors that have highest correlation to driving sales outcomes in client’s use case. Rep-wise skill gaps reports rank each rep on these skills to identify most important skill-gaps for every rep. Bottom-quartile reps workflows are RE-ENGINEERED automatically to drive on-the-job training e.g. auto-schedule joint sales call along with manager if a rep is not able to convert his meetings to wins.

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