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Newly Patented Technology Helps Companies Create Stronger Relationships, Increase Productivity, and Win Deals Faster
BOSTON, December 17, 2015 – Bullhorn®, the human-centric CRM company that helps businesses proactively manage relationships, today announced that it has been granted United States Patent 9,189,770. The newly patented technology is the cornerstone of Bullhorn’s sales acceleration solution, Bullhorn Pulse, which enables companies to radically improve the way sales teams manage their relationships with all key stakeholders, helping them create and engage champions, eliminate deal blind spots, and win business faster.
Bullhorn Pulse, which powers Bullhorn’s CRM platform and is also available as a standalone product that integrates with any sales force automation system, has transformed CRM from something that salespeople struggle to use to a business asset that is universally-adopted, proactive, and intelligent. Every sales leader knows that relationships are the key to winning new business. However, most sales acceleration tools only focus on increasing the volume of leads and speed of lead handoff, when what’s needed is a way to measure and improve relationship strength, empowering salespeople to take control of their deals. Bullhorn’s patent represents a new era in sales acceleration – enabling the automated collection of relationship data by listening to conversations and activity related to customers and prospects. This server-level capability provides engagement insight and relationship strength so that sales leaders can win more business.
Today, buyers are 57 percent through the sales cycle before they engage with a vendor, according to research from CEB, and sales teams are struggling to adapt to this new buying methodology. Relationships are now paramount, yet knowing what’s actually going on at an account—who’s engaged on a deal and how deep a relationship runs—is impossible to glean from standard sales activity reporting. Bullhorn Pulse provides a clear picture of which deals teams are winning and which ones they’re losing.
In fact, based on an analysis of hundreds of B2B sales opportunities at various stages, Bullhorn has found that winning deals have between three and four times as much engagement activity (defined as volume of emails exchanged) with executive sponsors (C-level and higher) than losing deals.
Why Bullhorn Pulse matters:
Brent Leary, managing partner at CRM Essentials and noted CRM industry expert, notes the value of Bullhorn Pulse in a fragmented CRM landscape: “Adoption continues to be a hard sell for many organizations, as CRM systems are still viewed as being more beneficial to management than to sales professionals. In fact many feel using CRM applications have them spending more time acting as data entry clerks with little to show for it, leaving them with less time for working deals and building relationships with prospects and customers. However, by analyzing companywide relationship interactions, Bullhorn Pulse can automatically provide sales professionals with timely, important insights that can directly impact their ability to more efficiently and effectively close deals. These are insights they might not be able to get anywhere else, providing them with the type of incentive needed to increase CRM adoption rates, which should also provide sales management with the kind of information they crave in order to more accurately understand what’s in the pipeline, optimize resource allocation throughout the sales cycle, and increase the likelihood of winning deals.”
“Sales activity reporting is dead,” said Art Papas, co-founder and CEO of Bullhorn and the originator of the sales acceleration technology. “Lots of activity and no engagement equals no results – we’ve learned this from listening to our customers over 16 years. Relationships are everything, and the standard sales process that other CRM systems facilitate doesn’t say anything about relationships. Bullhorn Pulse solves this relationship insight quandary; we’ve created a CRM that listens to every conversation, automatically and unobtrusively, to tell you which deals you’re going to win and which deals you’re going to lose. Bullhorn Pulse has fundamentally shifted the conversation around what CRM should be – effortlessly intelligent, proactive, and up-to-date – versus what it traditionally has been – manually-intensive, robotic, and two-dimensional.”
How Bullhorn Pulse works:
Upon detecting an email message, Bullhorn’s patented data capture technology automatically enters a copy of the message to the activity records of the sender and contact within the Bullhorn CRM system. Attachments such as meeting and event invitations or cancellations are also automatically added to or updated in users’ records. This zero-click capability ensures that all relationship data is logged and analyzed consistently across an entire organization. Existing CRM applications require the user to either manually add email messages to contact records or utilize third-party applications to tag email messages with contact information to link the fields together. With either of these methods, user action is required. As a result, there’s no universal, organization-wide adoption of the solution. No other solution provides automatic, server-side data capture. Bullhorn captured and analyzed 3.4 billion emails for its customers last year.
For more information about Bullhorn, please visit www.bullhorn.com.
Bullhorn provides cloud-based CRM solutions for relationship-driven businesses. Its relationship data capture and proactive intelligence gives companies what they need, from insight to action, to win new customers and keep them happy. Today, Bullhorn serves more than 10,000 clients and 350,000 users, and its software solutions are used by some of the world’s most prominent business services enterprises to help increase sales and improve the customer experience. Headquartered in Boston, the company has offices in St. Louis, London, and Sydney, with 525 employees globally. The company is founder-led and backed by Vista Equity Partners. To learn more, visit www.bullhorn.com or follow @Bullhorn on Twitter.
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Executive Vice President of Enterprise and Salesforce
Ryan Murphy is the Executive Vice President of Enterprise and Salesforce. He began his 10-year career at Bullhorn as a finance and sales intern, affording him a 360-degree view of the software-as-a-service industry and Bullhorn’s business model. Prior to his current role, Ryan served as an Enterprise Account Executive where he honed his customer-first leadership style and championed Bullhorn’s offerings to its most strategic clients. Today, Murphy is charged with leading the enterprise strategy and go to market for both Bullhorn and Bullhorn for Salesforce, enabling customers to maximize their investments on both platforms and deliver an incredible experience to their customers and candidates. Ryan has a Bachelor of Arts in Business Administration from Boston University.
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President and Chief Technology Officer
As President and CTO, Matt leads Bullhorn’s architectural, technical, and software design and development efforts. He also directs the product management team’s work defining product strategy, and global customer support and success. Since joining Bullhorn in 2004, Matt has held a variety of leadership positions managing the growth of various technical and services teams, including Vice President of Professional Services. Prior to Bullhorn, Matt worked at PricewaterhouseCoopers, specializing in systems process assurance for such companies as Fidelity and State Street Global Advisors. Matt holds a Bachelor of Science in Business Administration with a concentration in Finance from Boston University’s School of Management.
SVP, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for the successful delivery of all products and services globally and is committed to creating and maintaining incredible long-term customer experiences in the Candidate to Cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora and Apttus: specializing in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
SVP, Client Services & Support
As Senior Vice President of Services and Support, J.R. leads global client services, professional services, and support for all Bullhorn product lines. J.R. directs both the company’s customer service and professional service efforts around the world, engaging customers throughout all points in the customer journey, both proactively and retroactively, and delivering incredible customer experiences via transactional interactions and client engagements. He brings a broad range of customer service leadership skills and experience to the company, spanning performance management, employee and leadership development, organizational design, and strategy, all of which align to a focus on driving an incredible customer experience. Prior to joining Bullhorn, J.R. led call center optimization efforts for AT&T Mobility, directing the call center strategy for more than 100 contact centers. J.R. has spent 20 years working in the contact center space and held a number of key leadership roles prior to joining Bullhorn.
Founder & CEO
Art Papas is the Founder and CEO of Bullhorn, Inc, the global leader in software for the staffing & recruitment industry. Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 8,000 companies around the world run their businesses. Art is the Chairman of the Board at Career Collaborative, an organization that teaches unemployed and underemployed adults how to build careers that change lives and strengthen families. In 2014, Ernst & Young named Art an EY Entrepreneur of the Year Award Winner in New England. Prior to starting Bullhorn, Art started his career as a software engineer at Thomson Reuters. Art is a graduate of Tufts University, holding a Bachelor of Science degree in Mathematics.
SVP, Workforce & Revenue Cloud
As Bullhorn’s SVP of Workforce & Revenue Cloud, Ed drives the company’s middle office strategy and overall product offering. Ed joined Bullhorn as part of the Peoplenet acquisition where he spent 7 years as the President/CEO leading up to the acquisition in late 2017. Prior to joining the Bullhorn family, Ed has spent his career designing, building and managing technology solutions for numerous Fortune 500 companies. He has been a Partner in an ERP-focused consulting firm, a CIO for a global pharmaceutical company, a supply-chain leader for a retail company and the leader of a services company from its inception to $50MM in revenue. Ed was born in Florida but has spent the last 20+ years in Atlanta, GA. Ed loves to play golf, tennis and basketball and occasionally gets out kite boarding when the wind is just right.
Ed holds a Bachelor of Science in Industrial and Systems Engineering from the Georgia Institute of Technology and an MBA from Goizueta Business School at Emory University.
Vice President of Product
Jonathan Novich is Vice President, Product for Bullhorn, the global leader in CRM and operations software for the recruitment industry. A staffing technology innovator, he has developed broad and deep product and technical experience consulting to staffing firms over the past 15 years. Jonathan has acted as an independent consultant for some of the largest staffing companies in the world and advised companies on acquisition targets.
At Bullhorn, he oversees product initiatives as more than 7,000 staffing companies rely on Bullhorn’s cloud-based platform to drive sales, build relationships, and power their recruitment processes from end to end. He graduated with honors from Princeton University, earning a Bachelor of Science in Engineering in Computer Science and a certificate in Operations Research.
Brian Sylvester is Bullhorn’s Chief Financial Officer (CFO) with more than 15 years of financial leadership experience. Brian leads Bullhorn’s financial, accounting, and legal functions. Prior to becoming CFO, Brian spent three years at Bullhorn in various finance & accounting roles. Prior to Bullhorn, Brian was Corporate Controller at Pegasystems, a global provider of business process management software where he scaled the finance organization during a period of 2.5x revenue growth. Brian began his career at PricewaterhouseCoopers in their technology audit practice.
Brian is a CPA in Massachusetts, has a Master’s of Science in Accounting from Boston College and a Bachelor’s of Science in Accounting from Bryant University.
VP of Alliances and Business Development
Nina Eigerman is Bullhorn’s VP of Alliances and Business Development, responsible for the company’s technology and services partnerships. Prior to joining Bullhorn, Nina ran the Business Services practice at G2 Capital Advisors, helping agencies and their providers with capital market transactions. Earlier in her career, she was the President of Aquent Solutions and a consultant with McKinsey & Company. She also ran a full desk at a-connect, a global strategic staffing firm. Nina has a Bachelor of Arts from Harvard College and graduated from the MIT Sloan School of Management.
Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations across EMEA and APAC in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch. In addition to growing the international team to over 50 staff and establishing Bullhorn as the UK’s market leading recruitment software in fewer than three years, Peter has expanded Bullhorn’s reach into EMEA and APAC and achieved a user base of more than 10,000 international users. Prior to taking on the launch of Bullhorn in the UK, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.
Chief People Officer
As the Chief People Officer, Kim is responsible for driving a highly effective people strategy, leading global talent acquisition, and directing training and learning programs while ensuring an engaging culture. Kim brings over 20 years of human resources management experience to Bullhorn. Prior to joining Bullhorn, Kim worked for Harvard University as the Director of Organizational Effectiveness and for E Ink Corporation as the Director of Human Resources. Kim started her career in the staffing industry as a recruiter placing temporary employees. Kim graduated magna cum laude with a Bachelor of Arts in Psychology from Syracuse University and has an Master of Science in Industrial/Organizational Psychology from Rensselaer Polytechnic Institute.
Chief Revenue Officer
As Bullhorn’s Chief Revenue Officer, Mike drives the company’s global revenue growth. Mike was one of the first 15 team members of Bullhorn Inc. in Boston and relocated to London in 2010 to start up the International team. In his 6 years in London, Mike drove regional expansion into the Netherlands, Germany, Singapore, and Australia. He has supplied cloud-based solutions to recruitment consultancies in over 50 different countries worldwide for the past 10 years. Mike was born and raised in the Boston-area where he grew up an avid sport fan. He earned his Bachelor of Science in Business Management from Babson College.
Chief Marketing Officer
As CMO, Gordon Burnes directs the company’s marketing and business development efforts, including product marketing, demand generation, PR, branding, creative, and Bullhorn Marketplace. He brings a broad range of skills and experience to the company across the product, marketing, sales, and business development functions to help drive growth. Gordon was previously the IBM executive in charge of worldwide marketing for the Risk Analytics group, which became the leading provider in the industry over the course of his tenure. Prior to IBM, Gordon ran marketing and business development for OpenPages, which was acquired by IBM in 2010. Gordon has a Bachelor of Arts in Anthropology from Harvard College and an MBA from Columbia University.