
Bain Capital Ventures’ Kevin Zhang: The ‘Unlockable Potential’ in Lending, Investing, and Insurance
Kevin Zhang, partner at Bain Capital, assess the technological tailwinds for emerging players in lending, investing, and insurance....
Corinne Riley~quoteblock
What’s interesting about the GTM stack is that, at its core, the pain point to be solved is a data and automation problem. The volume of information available about one’s customers is both a blessing and a curse. On one hand, companies can learn more about their prospects and current customers than ever before in order to better predict revenue, upsell more effectively, and even automate away tedious parts of the lead warming process.
At the same time, the sheer amount of talent that it would take to make all that happen is burdensome for any growing company. A number of intelligent apps are emerging to fill that void, whether they be new players or innovative add-ons from existing incumbents.
Tools that provide valuable insights and tangible ROI are going to have the opportunity to own a slice of the very valuable GTM stack pie, and hopefully grow from there.
Q: What can you say about the timing? What is the time horizon for broad business/corporate adoption of the technologies or behaviors that underpin your Thesis?
A: "This is all happening in real time, the question is whether value is going to accrue to new players that are able to leverage AI to create best-in-breed wedges, or if existing incumbents will prove themselves agile enough to add to their existing platforms."
While we rarely see it fully implemented, Intelligent GTMOps could augment and connect several aspects of the sales process. “GTM Operations refers to the idea that coordinating customer facing teams, particularly sales ops, marketing ops, and customer success, can improve GTM channels and create a more efficient sales process” says Riley. “Essentially, a lot of data needs to be shared and operationalized across different parts of the organization. While there is still a lot to be done at a structural level to enable this type of work, I think there are opportunities to use natural language to improve data discovery accessibility, and to then intelligently surface customer opportunities and automatically trigger outbound engagement processes” she says.
Kevin Zhang, partner at Bain Capital, assess the technological tailwinds for emerging players in lending, investing, and insurance....
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Technology, innovation, and the future, as told by those building it.