Winning Big with Relationship Intelligence: How Intail AI Helped Centrical Close a Major Deal

Using Intail AI’s relationship intelligence, Centrical’s sales, customer success, and account management teams were able to uncover hidden connections and leverage existing relationships to close one of their biggest deals to date. Intail AI’s platform provided critical insights into career overlaps and past connections, allowing Centrical to engage with the right people at the right time, ensuring a smooth and successful deal closure.

Centrical is a global enterprise with team members located across multiple offices, including New York, London, and Tel Aviv. The company’s sales, customer success, and account management teams are spread across these regions, all working toward driving meaningful engagement and performance improvements for their clients.

Centrical’s challenge was multifaceted. As a leader in a highly specialized industry, the company needed a way to navigate complex organizational structures within their target accounts. Their industry is intricate, with products that are both sophisticated and essential for their clients’ success. Gal Rimon, Centrical’s CEO, recognized that traditional sales methods weren’t enough to break through the noise and connect with the right decision-makers.

Gal identified three core challenges that needed to be addressed:

1. Disconnected Sales Processes: The team spent significant time trying to connect with decision-makers, often with little success. This was particularly challenging when trying to break into large enterprises with complex hierarchies.
2. Lack of Real-Time Insights: The team needed timely and accurate information on client needs and how best to engage them. Without this, they were often shooting in the dark.
3. Inefficient Use of Networks: Centrical had a vast network, but they weren’t fully leveraging existing relationships that could open doors and drive deals forward.

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How Intail AI Transformed Centrical’s Sales Approach

Intail AI’s relationship intelligence platform became the game-changer Centrical needed. By analyzing career overlaps and mapping out relationships within target organizations, Intail AI provided Centrical with a clear path to connect with key decision-makers.

Here’s how Intail AI made a difference:

1. Streamlined Sales Processes: Intail AI helped Centrical’s sales team identify the best paths for introductions and connections, eliminating the guesswork and reducing time spent on ineffective outreach.
2. Real-Time Relationship Insights: The platform provided real-time insights into who knew who, allowing the team to craft personalized outreach strategies that resonated with the target account.
3. Leveraging Existing Networks: Intail AI uncovered hidden connections within Centrical’s network, allowing the sales team to leverage these relationships for warm introductions and smoother conversations.

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The Results

Centrical’s sales processes became significantly more efficient, leading to the successful closure of one of their biggest deals. Here’s what they achieved:

• Improved Sales Efficiency: The sales team saved countless hours by focusing only on high-potential connections, reducing the time spent on ineffective cold outreach.
• Faster Deal Closure: By leveraging warm introductions, Centrical shortened the sales cycle, closing the deal faster than anticipated.
• Strengthened Client Relationships: The use of relationship intelligence helped build stronger, trust-based relationships with key stakeholders, ensuring a successful partnership moving forward.

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Centrical Leverages Intail AI to Scale Globally

Centrical’s success with Intail AI didn’t stop with one deal. The platform’s ability to provide real-time insights and leverage existing relationships has become an integral part of Centrical’s global sales strategy.

Centrical now uses Intail AI to help share best practices across their global revenue organization, particularly when onboarding and training new sales and support reps. Adoption has been swift, with over 80% of the sales team regularly using the platform.

Intail AI’s impact on Centrical’s business has been profound. By empowering their team with the tools to make smarter, more informed decisions, Centrical is well-positioned to continue scaling its business globally while maintaining strong, trust-based relationships with clients.