#42: I got Friends in AI places- Casual Analytics and AI Podcast with Mark, Digital Workers, CFOs Can't Wait on AI, Diagnostic Reasoning, ROX

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Now with all that being said, lets move forward with todays newsletter which is:

We have #42 with the the CEO of ProofAnalytics.ai Mark Stouse talking about how casual analytics creates major 8x impact with AI.

To access the rest of the articles and reviews, subscribe for free to the newsletter

TIME on Digital Workers and what is coming

CFO's cannot wait on AI adoption

Digital Reasoning

GTM AI Tool of the week: Rox

Some AI posts from this last week in case you missed it:

Prompt for ICP research or refinement

AI, AI+ Automation, AI Agents, whats the difference?

Impact of Agents coming on GTM teams

AI will kill SAAS as we know it

Now to the podcast!

You can go to Youtube, Apple, Spotify as well as a whole other host of locations to hear the podcast or see the video interview.

AI for Business Leaders: How Causal Analytics Drives 8X Growth

Featuring Mark Stouse CEO of proofanalytics.ai

Episode Overview

In this power-packed episode, Mark Stouse reveals how causal analytics and AI are revolutionizing business decision-making. From his journey as an HP executive to becoming a pioneer in AI analytics, Mark shares insights on turning data into profitable business decisions.

Key Insights

1. The AI Multiplication Effect

- Traditional view: AI drives efficiency

- Reality: AI multiplies human capability

- Formula for Success:

- High performers + AI = Exponential growth

- Average performers + AI = Steady improvement

- Low performers + AI = Minimal impact

2. Marketing's Hidden ROI

- Breakthrough Finding: Marketing acts as a performance multiplier

- Impact on Sales Teams:

- 8x increase in effectiveness

- 5x boost in efficiency

- Warning: Cutting marketing shows delayed negative impacts

3. Evolution of Business Analytics

- Past: Months of manual statistical work

- Present: Real-time GPS-like guidance

- Future: AI-powered causal forecasting

Quotable Moments

"In the era of cheap money, who cared about inefficiency? Now everything has changed."

"Data becomes a proto-asset that as soon as you use analytics to turn it into something of utility, an insight that helps you make a better decision, that helps you make more money. Then and only then does it become an asset."

"The definition of a good model is how close it gets to real life... They have to confront a whole bunch of assumptions, usually, that they've always made that turned out to not be true."

"I'm a corporate version of a UN translator" - (when discussing his ability to bridge communication gaps between different C-suite roles)

"When you don't speak the other guy's language... CDOs and CFOs were both using the word 'predictive' and yet it became very clear to me sitting there that they were using it very differently."

"If you're in high school and no one wants to date you and then something happens and everybody wants to date you... that's what it's like" - (discussing how market demand for their solution changed when economic conditions shifted)

Deep Dive: Causal Analytics

Why It Matters Now:

- Economic uncertainty demands better forecasting

- Complex market conditions require deeper insights

- Time lag effects need better measurement

How It Works:

- Combines internal & external data

- Accounts for time lag effects

- Creates "spaghetti models" for probability analysis

Executive Application

1. Decision Making

- Move from gut feelings to data-driven insights

- Understand true cause-and-effect relationships

- Measure impact across time horizons

2. Resource Allocation

- Identify highest-impact activities

- Understand multiplier effects

- Optimize investment timing

3. Risk Management

- Model multiple scenarios

- Account for external factors

- Predict long-term impacts

Rox is an AI-driven sales productivity platform designed to enhance the efficiency and effectiveness of sales teams. By integrating seamlessly with existing systems, Rox offers a suite of tools that streamline account planning, research, and engagement processes. Its AI agents provide personalized insights and automate routine tasks, allowing sales professionals to focus on building relationships and closing deals.

Why GTM Professionals Should Care

For Go-To-Market (GTM) professionals, Rox presents a significant opportunity to optimize sales operations. The platform’s AI capabilities enable teams to gain deeper insights into customer behavior, predict sales trends, and tailor strategies accordingly. By automating repetitive tasks, Rox frees up valuable time, allowing GTM teams to concentrate on strategic initiatives and customer engagement. This leads to improved efficiency, higher conversion rates, and ultimately, increased revenue.

Leveraging Rox for GTM Success

1. Enhanced Account Planning: Rox consolidates data from various sources, providing a comprehensive view of each account. This enables GTM teams to develop targeted strategies based on real-time insights.

2. Automated Research: The platform’s AI agents continuously monitor market trends and customer activities, delivering timely information that informs decision-making and keeps teams ahead of the competition.

3. Personalized Engagement: Rox assists in crafting customized communication tailored to individual client needs, fostering stronger relationships and increasing the likelihood of successful outcomes.

4. Performance Monitoring: With robust analytics, Rox allows GTM professionals to track the effectiveness of their strategies, identify areas for improvement, and adjust tactics to maximize impact.

Industry Reception and Its Significance in AI Evolution

Rox has garnered attention from industry leaders and investors, reflecting its potential impact on sales technology. Sequoia Capital, in their partnership announcement, highlighted Rox’s innovative approach, stating that “Rox represents the future of enterprise sales.” (Sequoia Capital) Similarly, General Catalyst emphasized Rox’s role in building a new revenue operating system for the applied AI era. (General Catalyst)

This positive reception underscores a broader trend in AI development: the shift towards specialized, user-centric applications that address specific industry challenges. Rox’s success illustrates how AI can be effectively integrated into complex workflows, providing tangible benefits without overwhelming users with unnecessary complexity. As AI technology continues to evolve, platforms like Rox set a precedent for creating tools that are both powerful and accessible, paving the way for more widespread adoption across various sectors.

Sample Workflow: Sales Prospecting and Outreach

Before Rox

1. Researching Accounts

The sales rep manually researches prospective companies, sifting through LinkedIn, company websites, and news articles to gather relevant details. This process takes hours per account.

? Time Spent: 3–4 hours per account.

? Challenges: Information overload, outdated or irrelevant data, inconsistent insights.

2. Prioritizing Prospects

The rep uses gut instinct, limited CRM insights, or a basic lead scoring system to decide which accounts to prioritize.

? Time Spent: 1–2 hours sorting and ranking.

? Challenges: Lack of accurate predictions, potential high-value accounts overlooked.

3. Crafting Outreach Messages

The rep drafts personalized emails and LinkedIn messages by hand, attempting to tailor each one based on their limited research.

? Time Spent: 15–30 minutes per email.

? Challenges: Generic messaging, missed opportunities for deeper personalization.

4. Follow-Up Management

The rep manually tracks follow-ups using spreadsheets or basic CRM tools, often missing optimal follow-up windows.

? Time Spent: 1–2 hours daily.

? Challenges: Missed leads, inefficiencies in scheduling follow-ups.

After Rox

1. Researching Accounts

Rox’s AI agents automatically gather, filter, and analyze relevant account information, delivering a concise summary directly to the rep’s dashboard. The AI highlights recent news, key decision-makers, and competitive insights.

? Time Spent: 15–20 minutes per account.

? Benefits: Comprehensive, up-to-date information presented without manual effort.

2. Prioritizing Prospects

Rox leverages AI to rank prospects based on factors such as engagement history, likelihood to close, and company fit. It provides actionable recommendations for the highest-priority accounts.

? Time Spent: Almost instant.

? Benefits: Data-driven prioritization, focus on the most promising leads.

3. Crafting Outreach Messages

Rox generates hyper-personalized outreach templates using AI, based on account insights and past successful communications. Reps only need to tweak minor details, saving significant time.

? Time Spent: 2–5 minutes per email.

? Benefits: Highly personalized messaging, greater response rates.

4. Follow-Up Management

Rox automates follow-up scheduling and reminders, optimizing timing based on previous engagement data. The platform sends nudges for ideal follow-up opportunities or even drafts automated messages for approval.

? Time Spent: Minimal—managed by Rox.

? Benefits: Fewer missed opportunities, streamlined follow-up process.

Key Outcomes

? Before Rox: Reps spend 6–8 hours on research, prioritization, messaging, and follow-ups daily, with inconsistent results.

? After Rox: Reps reduce workflow time to 2–3 hours, with more strategic and effective outputs, leading to increased productivity and deal success rates.

This streamlined process enables sales reps to focus on high-value activities like building relationships and closing deals rather than being bogged down by administrative tasks. Rox enhances not just efficiency but also the quality of engagement with prospects.

Coach's review:

Overall cool tech, I have experimented with it on several accounts and the concept is awesome, but I did find a lot of hallucinations when it came to account research. For well known companies, it did awesome, but for up and coming or not as well known companies it hallucinated like crazy even when given the correct URL and background info. SO something to be aware of and double check the results.

Free to test and no I am not paid for this, try it out and tell me what you think!