Case Study: Array achieves better account targeting and sales efficiency with Kernel Ai

Array enhances account targeting and sales efficiency with Kernel

Array, a fintech infrastructure company, faced significant challenges in accurately categorizing and prioritizing target accounts within their CRM. Their rapidly growing RevOps team found that standard industry classifications were too broad, leading to inefficiencies in identifying high-potential opportunities. To address their problems with vertical classification, account tiering, and size prediction, they turned to vendor Kernel Ai for a solution.

Kernel Ai implemented its AI-powered agents directly into Array's Salesforce environment. The solution cleaned existing account data, mapped accounts to precise industry segments, and then tiered and estimated the potential value of each account. This partnership enabled Array to identify 6,000 new high-quality accounts, expanding their pipeline by millions in ARR. Most notably, the solution boosted their sales team's scheduling efficiency from 6% to 21% and reduced their annual SaaS spending.

Array

Marc Cherichella

Head of RevOps