Next Best Customer / Next Best Deal Agent Pipeline Acceleration

Name: Put It Forward Explained: Head of Product
Uploaded: 2024-07-14T00:00:00+00:00
Duration: 2 min 9 s
Channel: Put It Forward
Description: Put It Forward head of product, Mark Cowan shares a brief overview of the platform, intelligent automation. Focused on how we can make better decisions with the todays data and systems to drive better outcomes.

For CROs & RevOps leaders - scores accounts, surfaces top deals & triggers outreach in 30 days.

Score every account with predictive AI & surface the top 20% that drive 80% of revenue.
Predict deal close probability in real time & auto-prioritize pipeline by expected value.
Trigger personalized outreach sequences the moment an account hits a scoring threshold.
"2-day implementation" guarantee - Most clients go live in days, not months
SOC 2 + ISO 27001 compliance - Enterprise-grade security and governance built-in

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Trusted by Fortune 500 leaders in financial services, technology, and global enterprise.

Decisions That Close Deals - Not Dashboards That Delay Them

See how predictive AI identifies, scores & activates your highest-value accounts and deals across your entire revenue workflow.

Next Best Customer Account Scoring Use Case

Auto-Rank & Route Top Accounts From CRM Data

45% lift in qualified pipeline by replacing static lead lists with predictive account scoring that updates every 24 hours.

Scenario: A B2B SaaS company with 12,000 accounts in Salesforce has no systematic way to identify which dormant or active accounts are most likely to purchase next quarter. Reps cherry-pick from outdated lists while high-propensity accounts get no outreach.

Solution: The agent connects to Salesforce, marketing automation, and product usage via 500+ connectors. Predictive algorithms analyze firmographics, engagement recency, deal history, and product usage patterns to assign a Next Best Customer score (1-99) to every account nightly.

Results: Pipeline coverage increased from 1.8x to 3.4x in 60 days. Qualified pipeline grew 45% while outbound volume stayed flat. Reps report 30% fewer wasted meetings.

Predict Deal Close Probability & Flag At-Risk Opps

28% improvement in win rates by giving reps a real-time predictive score for every open opportunity, replacing gut-feel forecasts.

Scenario: A mid-market technology firm runs 400 open opportunities per quarter across three regions. Forecast accuracy hovers at 55% because reps self-report stage progression. Deals stall in negotiation with no early warning.

Solution: The agent ingests CRM activity logs, email engagement, meeting cadence, and historical win/loss patterns. A classification predictive algorithm scores each deal 1-99 for close probability and flags deals whose score drops more than 15 points in a week.

Results: Forecast accuracy rose from 55% to 82% within 90 days. Win rates improved 28% as reps focused coaching time on flagged deals. Average deal cycle shortened by 11 days.

Customer Expansion Predictive Analytics Use Case

Trigger Expansion Plays on High-LTV Customers

22% increase in net revenue retention by auto-surfacing cross-sell and upsell opportunities before renewal conversations begin.

Scenario: A platform company with 800 enterprise customers discovers expansion revenue only during renewal calls - often too late. CSMs juggle 60+ accounts each and rely on spreadsheets to track product usage. Upsell motions are reactive.

Solution: The agent connects CRM, billing, product telemetry, and support ticketing. Predictive analytics model customer lifetime value trajectories and flag accounts with rising usage that match historical upsell patterns. The agent auto-creates opportunities and triggers outreach.

Results: Net revenue retention improved from 105% to 127% within two quarters. CSMs engaged expansion conversations 45 days earlier on average. Expansion pipeline grew 3x without adding headcount.

Predict, Decide & Act - How the Next Best Customer / Next Best Deal Agent Works

Next Best Customer Next Best Deal Agent Workflow

From raw account data to prioritized, activated pipeline in 6 steps - no code, no manual handoffs, no spreadsheet reconciliation.

Step 1 - Connect: Link CRM, ERP, marketing automation, CPQ, billing, support, and product telemetry systems through Integration Designer with 500+ pre-built connectors. No custom code. Every data source that influences buying behavior feeds the agent.
Step 2 - Analyze: Automated profiling normalizes account records, opportunity stages, contact roles, engagement scores, product usage metrics, and contract terms. Duplicates merge, gaps fill, and data quality issues resolve before they reach scoring models.
Step 3 - Predict: Predictive algorithms run continuously - classification models score purchase propensity, time-series models forecast close dates, and anomaly detection flags engagement drops. Every account and deal gets a living score updated nightly.
Step 4 - Decide: Business rules and guardrails convert predictions into actions. Accounts above the threshold route to reps. Deals below the risk line trigger manager escalation. Expansion signals create opportunities. Thresholds set by RevOps, no code.
Step 5 - Act: The agent executes in target systems - updating CRM fields, creating tasks, launching outreach sequences, posting alerts in Slack or Teams, opening expansion opportunities, and refreshing pipeline dashboards in real time.
Step 6 - Learn: Closed-won and closed-lost outcomes feed back into predictive models. The agent monitors model drift, recalibrates scoring weights, and adjusts thresholds through analytics. Accuracy improves every quarter without manual retraining.

ROI Benefits: Next Best Customer / Next Best Deal Agent

Quantified outcomes from replacing manual pipeline prioritization with predictive AI-driven revenue operations orchestration.

Pipeline Quality Uplift: Increase qualified pipeline by 45% within 60 days. Predictive account scoring eliminates wasted outreach by focusing reps on the top 20% of accounts responsible for 80% of closed revenue. Classification predictive algorithms replace static MQL lists with dynamic propensity scores.
Win Rate Acceleration: Improve win rates by 28% within 90 days - from 18% to 23% on average. Real-time deal scoring with classification predictive analytics identifies at-risk deals 3 weeks earlier, giving managers time to intervene before opportunities stall or die.
Forecast Accuracy Improvement: Increase forecast accuracy from 55% to 82% in one quarter. Time-series predictive analytics replace rep self-reporting with data-driven close-date projections, giving finance and leadership confidence to plan headcount and spend.
Net Revenue Retention Growth: Boost NRR from 105% to 127% within two quarters. Predictive customer lifetime value models surface expansion opportunities 45 days earlier, triggering automated upsell and cross-sell plays before renewal conversations begin.
Sales Productivity Gain: Recover 8+ hours per rep per week currently spent on manual account research, list building, and CRM updates. The agent handles scoring, prioritization, and routing so reps focus exclusively on selling.
Cycle Time Reduction: Shorten average deal cycle by 11 days within 90 days. Predictive deal scoring identifies bottlenecks in stage progression and triggers automated nudges, approvals, or escalations before deals stall.

Next Best Customer / Next Best Deal Agent Leader

David Hrynk

Director of Program Management

“Having our global teams all working from the same page is critical to our success. Put It Forward exceeded way beyond where others died.”

Uma Asthana

Director of Operations and Technology

“What you just did for our teams' productivity and how we work was magic - you guys are rock stars, I’m truly blown away”

Udo Waibel

CTO

“Put It Forward takes us where no others could - we struggled for years with an enterprise data story - this solved it across the board”

Sarika Saoji

Marketing Platform Technologist

“For me when our internal teams tried to replicate the Put It Forward technology that was when the pin dropped … these are really smart people”

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Why Teams Choose Agentic AI Over Rules, Chatbots, and Manual Work

The Only Option Built for Safe, Explainable, Multi‑System Decisions

17 agent capabilities that matter most when choosing between rules, generic LLM chatbots, and manual processes.

Capability	Put It Forward Agent	Traditional Rules / Workflow Automation	Generic LLM Chatbot	Manual Human Process
Agent execution & scale
No‑Code Agent Configuration	Yes, configure via UI + templates	Limited, technical admin	Limited, prompt‑based only	No
Multi‑System Context Awareness	Yes, native across connected systems	Yes, with complex wiring	No, single‑channel context	Yes, but inconsistent
Data Preparation & Validation	Yes, uses integration layer transforms and validators	Build and maintain logic	No state or very limited	Yes, in people’s heads/spreadsheets
Stateful, Long‑Running Workflows	Yes, native	Limited, brittle state handling	No state or very limited	Yes, in people’s heads/spreadsheets
Enterprise Integration Footprint	Runs on the same governed integration fabric (APIs, services, on‑prem)	Build per system	Channel‑only	System by system
Decision Intelligence & Autonomy
Business Rules + AI Policies	Rules + ML + policy guardrails	Rules only	Ad hoc LLM behavior	Tribal knowledge
End‑to‑End Decision + Action	Yes, orchestrates decisions and API actions across systems	Yes, but static and brittle	Suggests, doesn’t execute across systems	Yes, but slow and inconsistent
Continuous Process Intelligence	Yes, Embedded	No	No	Manual analysis
Autonomy Modes	Simulate, Recommend, Auto‑Act Within Guardrails	Auto‑Act only, no simulation or learning	Suggest only, no structured guardrails	Manual judgment only
Trust, Control & Ops for Agents
Policy & Guardrail Management	Central policies, RBAC, data scopes	Scattered in config and code	Prompt only, no enforcement	Policy documents, inconsistent enforcement
Safe Failure Handling	Native error capture, auto‑rollback/compensation options	Limited, build your own	Opaque failures	Manual investigation & fixes
Agent Performance & Impact Analytics	KPIs, action logs, impact by process (Q2C/O2C)	Basic logs, no business KPI tie‑in	No structured reporting	Manual reporting
Explainability & Audit Trail	Why‑logs for each action, full audit trail	Limited technical logs	Nearly none	Email, tickets, inconsistent records
Agent Extensibility & Integration APIs	APIs/SDKs to embed and extend agents + integration	Varies, often product‑specific	Mostly channel APIs, not orchestration	N/A
Agent Design & Tuning Support	Full design/tuning support and best‑practice playbooks	Self‑serve / ad‑hoc	Self‑serve / ad‑hoc	Self‑serve / ad‑hoc
Agent & Integration Roadmap Alignment	Co‑evolves with connector and system API roadmaps	No / lagging	No / lagging	No / lagging

The intelligent decision automation playbook for revenue, operations and IT

IDC Put It Forward Next Generation Business Requirements

Take A Tour Of How The Agents Work

Next Best Customer Agent Activation

See how Put It Forward Predictive Analytics uses no-code Agentic AI to predict your next best customer, connect key data sources, and automate decisions that grow revenue.

Target high-potential customers and improve marketing ROI with predictive analytics.
Integrate data, create models, and orchestrate AI agents without writing code.
Keep your customer acquisition strategy continuously optimized as the market changes.

Natural Language Automation

Put It Forward’s Agentic Co-Pilot lets anyone use natural language to automate and change complex workflows, speeding decisions, easing IT bottlenecks, and enabling new AI-powered ways of working.

Trigger multi-step changes with simple conversational commands.
Boost productivity by simplifying complex tasks and reducing specialized effort.
Help business and technical teams co-create smarter, more agile processes.

Conversational AI Agents

Discover how Put It Forward's AI-powered Integration Designer uses conversation to simplify complex business rule creation.

Convert complex business rules from natural conversation into functions
Go faster without having to learn how Put It Forward works at an expert level
Reduce the costs of IT and increase the quality of your data

3-Day Agent Automation Enhancement, Not 3-Month Projects

Put It Forward Workday ServiceNow Integration Project Plan

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We all implement new technology; a transformation or automation project can be simple, targeted, or enterprise-wide.

Accelerate time-to-value and reduce risk with a proven integration plan.

Our proven methodology ensures low-risk, high-impact integrations. Most clients see measurable ROI in the first year accelerated by best practices and enterprise-grade support.

Most clients see improved intelligent automation performance within 48 hours
Zero disruption guarantee - No downtime to existing systems, pipelines or data loads

Implementation timeframes depend on scope and complexity:

Hour 1-2: Configure connection source and destination
Hour 2-36: Business rule configuration and validation
Hour 36-48: Full deployment

Put It Forward Agentic Resources

Guide to Agentic Workflows

This guidebook gives Integration Designer users a practical roadmap to implement AI agentic workflows, integrating intelligent automation and predictive analytics, to optimize business processes and decision-making.

Guide to Agentic AI Workflows

Two Ways To Integrate Agents

Learn how to integrate an agent into a process using two different methods via the Put It Forward Integration Designer and a direct service call. This helps both non-technical and technical teams find new revenue.

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Agentic AI Orchestration

Put It Forward’s Agentic AI Orchestration connects AI agents, data, and automation tools into end-to-end workflows so enterprises can cut cycle times, handle exceptions intelligently, and scale automation for measurable ROI in weeks, not months.

Solution: Agentic AI Orchestration

What You Should Do Next

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Revenue Operations IT Intelligent Automation Playbook

Revenue, Operations and IT Playbook

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Buyer Guide For Intelligent Automation

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How Decision Automation Works

See and learn how decision automation works at scale. Connect the pieces, tools, and outcomes together in Put It Forward to unlock value and reduce complexity.

Next Best Customer / Next Best Deal Agent - Frequently Asked Questions (FAQs)

How are the predictive models behind this agent trained and what data do they learn from?

The agent uses your historical CRM data - closed-won deals, closed-lost deals, engagement logs, product usage, and firmographic attributes - to train classification and time-series predictive models. No external data leaves your environment. Models retrain automatically on a rolling 12-month window so scoring reflects your latest sales patterns, not stale benchmarks. You can simulate the agent on your own data before going live.

How does the agent explain its scoring decisions so my team trusts the output?

Every account and deal score includes a driver breakdown showing the top factors that influenced the prediction - for example, engagement recency contributed 32%, firmographic fit contributed 28%, deal velocity contributed 22%. Reps and managers see these drivers directly in CRM context cards. This transparency converts skepticism into adoption because the reasoning is visible, not a black box.

Can my team override the agent decisions or change scoring thresholds?

Yes. RevOps leaders set all scoring thresholds, routing rules, and escalation triggers through a no-code configuration interface. Reps can override any agent recommendation - for example, manually promoting or demoting an account. All overrides are logged in the audit trail and feed back into model learning so the agent adapts to your team judgment over time.

How is agent performance and model accuracy monitored over time?

Put It Forward provides a built-in analytics dashboard that tracks model accuracy (precision, recall, AUC), score distribution drift, and outcome correlation on a rolling basis. When model drift exceeds a configurable threshold, the system alerts RevOps and can trigger automatic retraining. You always know whether the agent is improving or needs recalibration - no data science team required.

How does the agent handle data security and access governance?

Put It Forward is built with enterprise-grade security, including SOC 2 and ISO 27001 compliance, role-based access controls, end-to-end encryption, and full audit trails. The agent only accesses data that your governance policies permit. Sensitive fields can be excluded from scoring models entirely. All data processing occurs within your authorized environment with no external sharing.

Which systems does the agent connect to and where does it operate in my revenue workflow?

The agent connects to CRM (Salesforce, HubSpot, Dynamics), ERP, CPQ, marketing automation, billing, support, product telemetry, and collaboration tools via 500+ pre-built connectors. It operates natively inside Revenue Operations, Customer 360, and Pipeline Management flows. No middleware or custom integrations required - the Integration Designer handles mapping and orchestration visually.

What ROI timeline and measurable improvements should I expect?

Most organizations see measurable pipeline quality improvements within 30 days of deployment. By 60 days, qualified pipeline typically grows 30-45%. By 90 days, win rates improve 20-28% and forecast accuracy increases to 80%+. The agent deploys in days, not months, using pre-built predictive models and no-code configuration. Schedule a simulation to see projected ROI on your own data before committing.