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2021 State Of The Machine Learning Market: Enterprise Adoption Is Strong

data science, machine learning, enterprise software, AI, artificial Intelligence
  • 59% of all large enterprises are deploying data science (DS) and machine learning (ML) today.
  • Nearly 50% of all organizations have up to 25 or more ML models in use today.
  • 29% of enterprises are refreshing their data science and machine learning models every day.
  • The higher the data literacy an enterprise can achieve before launching Data Science & Machine Learning initiatives, the higher the probability of success.

These and many other insights defining the state of the data science and machine learning market in 2021 are from Dresner Advisory Services’ 2021 Data Science and Machine Learning Market Study. The 7th annual report is noteworthy for its depth of analysis and insight into how data science and machine learning adoption is growing stronger in enterprises. In addition, the study explains which factors drive adoption and determine the key success factors that matter the most when deploying data science and machine learning techniques. The methodology uses crowdsourcing techniques to recruit respondents from over 6,000 organizations and vendors’ customer communities. As a result, 52% of respondents are from North America and 34% from EMEA, with the balance from Asia-Pacific and Latin America. 

“The perceived importance of data science and machine learning correlates with organizational success with BI, with users that self-report as completely successful with BI almost twice as likely to rate data science as critical,” said Jim Ericson, vice president, and research director at Dresner Advisory. “The perceived level of data literacy also correlates directly and positively with the current or likely future use of data science and machine learning in 2021.” 

Key insights from the study include the following:

  • 59% of large enterprises are deploying data science and machine learning in production today.  Enterprises with 10K employees or more lead all others in adopting and using DS and ML techniques, most often in R&D and Business Intelligence Competency Center (BICC)-related work. Large-scale enterprises often rely on DS and ML to identify how internal processes and workflows can be streamlined and made more cost-efficient. For example, the CEO of a manufacturing company explained on a recent conference call that DS and ML pilots bring much-needed visibility and control across multiple plants and help troubleshoot inventory management and supply chain allocation problems.
machine learning
  • The importance of data science and ML to enterprises has doubled in eight years, jumping from 25% in 2014 to 70% in 2021. The Dresner study notes that a record level of enterprises sees data science and ML as critically important to their business in 2021. Furthermore, 90% of enterprises consider these technologies essential to their operations, rating them critically important or very important. Successful projects in Business Intelligence Competency Centers (BICC) and R&D helped data science and ML gain broad adoption across all organizations. Larger-scale enterprises with over 10K employees are successfully scaling data science and ML to improve visibility, control, and profitability in organizations today.
machine learning
  • Enterprises dominate the recruiting and retention of data science and machine learning talent. Large-scale enterprises with over 10K employees are the most likely to have BI experts and data scientists/statisticians on staff. In addition, large-scale enterprises lead hiring and retention in seven of the nine roles included in the survey. It’s understandable how the Business Intelligence (BI) expertise of professionals in these roles is helping remove the roadblocks to getting more business value from data science and machine learning. Enterprises are learning how to scale data science and ML models to take on problems that were too complex to solve with analytics or BI alone.    
machine learning
  • 80% of DS and ML respondents most want model lifecycle management, model performance monitoring, model version control, and model lineage and history at a minimum. Keeping track of the state of each model, including version control, is a challenge for nearly all organizations adopting ML today. Enterprises reach ML scale when they can manage ML models across their lifecycles using an automated system. The next four most popular features of model rollback, searchable model repository, collaborative, model co-creation tools, and model registration and certification are consistent with the feedback from Data Science teams on what they need most in an ML platform. 
machine learning
  • Financial Services prioritize model lifecycle management and model performance monitoring to achieve greater scale from the tens of thousands of models they’re using today. Consistent with other research that tracks ML adoption by industry, the Dresner study found that Financial Services leads all other industries in their need for the two most valuable features of ML platforms, model lifecycle management and model performance monitoring. Retail and Wholesale are reinventing their business models in real-time to become more virtual while also providing greater real-time visibility across supply chains. ML models in these two industries need automated model version control, model lineage and history, model rollback, collaborative, model co-creation tools, and model registration and certification. In addition, retailers and Wholesalers are doubling down on data science and machine learning to support new digital businesses, improve supply chain performance and increase productivity.
machine learning
  • Enterprises need support for their expanding range of regression models, text analytics functions, and ensemble learning. Over the last seven years, text analytics functions and sentiment analysis’ popularity has continually grown. Martech vendors and the marketing technologists driving the market are increasing sentiment analysis’ practicality and importance. Recommendation engines and geospatial analysis are also experiencing greater adoption due to martech changing the nature of customer- and market-driven analysis and predictive modeling. 
machine learning
  • R, TensorFlow, and PyTorch are considered the three most critical open-source statistical and machine learning frameworks in 2021. Nearly 70% of respondents consider R important to getting work done in data science and ML. The R language has established itself as an industry standard and is well-respected across DevOps, and IT teams in financial services, professional services, consulting, process, and discrete manufacturing. Tensorflow and Pytorch are considered important by the majority of organizations Dresner’s research team interviewed. They’re also among the most in-demand ML frameworks today, with new applicants having experience in all three being recruited actively today.   
machine learning
  • Data literacy predicts DS and ML program success rates. 64% of organizations say they have extremely high literacy rates, implying that DS and ML have reached mainstream adoption thanks partly to BI literacy rates in the past. Enterprises that prioritize data literacy by providing training, certification, and ongoing education increase success odds with ML. A bonus is that employees will have a chance to learn marketable skills they can use in their current and future positions. Investing in training to improve data literacy is a win/win.
machine learning
  • On-database analytics and in-memory analytics (both 91%), and multi-tenant cloud services (88%) are the three most popular technologies enterprises rely on for greater scalability. Dresner’s research team observes that the scalability of data science and machine learning often involves multiple, different requirements to address high data volumes, large numbers of users, data variety while supporting analytic throughput. Apache Spark support continues to grow in enterprises and is the fourth-most relied-on industry support for ML scalability.   
machine learning

2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth

2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth

Demand for TensorFlow expertise is one of the leading indicators of machine learning and AI adoption globally. Kaggle’s State of Data Science and Machine Learning 2020 Survey found that TensorFlow is the second most used machine learning framework today, with 50.5% of respondents currently using it.

TensorFlow expertise continues to be one of the most marketable machine learning and AI skills in 2021, making it a reliable leading indicator of technology adoption. In 2020, there were on average 4,134 LinkedIn open positions that required TensorFlow expertise soaring to 8,414 open LinkedIn positions this year in the U.S. alone. Globally, demand for TensorFlow expertise has doubled from 12,172 open positions in 2020 to 26,958 available jobs on LinkedIn today.  

Demand for machine learning expertise, as reflected in LinkedIn open positions, also shows strong growth. Increasing from 44,864 available jobs in 2020 to 78,372 in 2021 in the U.S. alone, organizations continue to staff up to support new initiatives quickly. Globally, LinkedIn’s open positions requiring machine-learning expertise grew from 98,371 in 2020 to 191,749 in 2021.

Market forecasts and projections also reflect strong growth for AI and machine learning spending globally for the long term. The following are key takeaways from the machine learning market forecasts from the last year include the following:

  • Forrester says the AI market will be defined and grow within four software segments, with AI maker platforms growing the fastest, reaching $13 billion by 2025, helping drive the market to $37 billion by 2025. Forrester is defining the four AI software segments as follows: AI maker platforms for general-purpose AI algorithms and data sets; AI facilitator platforms for specific AI functions like computer vision; AI-centric applications and middleware tools built around AI for specialized tasks like medical diagnosis; and AI-infused applications and middleware tools that differentiate through advanced use of AI in an existing app or tool category.  New AI-centric apps built on AI functions such as medical diagnosis and risk detection solutions will be the second-largest market, valued at nearly $10 billion by 2025. Source: Sizing The AI Software Market: Not As Big As Investors Expect But Still $37 Billion By 2025, December 10, 2020.
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • IDC predicts worldwide revenues for the artificial intelligence (AI) market, including software, hardware, and services, will grow from $327.5 billion in 2021 to $554.3 billion in 2024, attaining a five-year compound annual growth rate (CAGR) of 17.5%. IDC further predicts that the AI Software Platforms market will be the strongest, with a five-year CAGR of 32.7%. The slowest will be AI System Infrastructure Software, with a five-year CAGR of 13.7% while accounting for roughly 36% of AI software revenues. IDC found that among the three technology categories, software represented 88% of the total AI market revenues in 2020. It’s the slowest growing category with a five-year CAGR of 17.3%. AI Applications took the largest share of revenue within the AI software category at 50% in 2020. Source: IDC Forecasts Improved Growth for Global AI Market in 2021, February 23, 2021
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • AI projects continued to accelerate in 2020 in the healthcare, bioscience, manufacturing, financial services, and supply chain sectors despite economic & social uncertainty. Two dominant themes emerge from the combination of 30 diverse AI technologies in this year’s Hype Cycle. The first theme is the democratization or broader adoption of AI across organizations. The greater the democratization of AI, the greater the importance of developers and DevOps to create enterprise-grade applications. The second theme is the industrialization of AI platforms. Reusability, scalability, safety, and responsible use of AI and AI governance are the catalysts contributing to the second theme.  The Gartner Hype Cycle for Artificial Intelligence, 2020, is shown below: Source: Software Strategies Blog, What’s New In Gartner’s Hype Cycle For AI, 2020, October 20, 2020.
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Capgemini finds that Life Sciences, Retail, Consumer Products, and Automotive industries lead in the percentage of successfully deployed AI use cases today. Life Sciences leads all interviewed industries to AI maturity, with 27% of companies saying they have deployed use cases in production and at scale. Retail is also above the industry average of 13% of companies that have deployed AI in production at scale, with 21% of companies in the industry has adopted AI successfully.  17% of companies in the Consumer Products and Automotive industries now have AI in production, running at scale. Source: Capgemini, Making AI Work For You, (The AI-powered enterprise: Unlocking the potential of AI at scale) 2021
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Between 2018 and 2020, there’s been a 76% increase in sales professionals using AI-based apps and tools. Salesforce’s latest State of Sales survey found that 57% of high-performance sales organizations use AI today. High-performing sales organizations are 2.8x more likely to use AI than their peers. High-performing sales organizations rely on AI to gain new insights into customer needs, improve forecast accuracy, gain more significant visibility of rep activity, improve competitive analysis, and more. Source: Salesforce Research, 4th Edition, State of Sales, June 2020
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • While 24% of companies are currently using AI for recruitment, that number is expected to grow, with 56% reporting they plan to adopt AI next year. In addition, Sage’s recent survey of 500 senior HR and people leaders finds adoption of AI as an enabling technology for talent management increasing. AI is proving effective for evaluating job candidates for potential, improving virtual recruiting events, and reducing biased language in job descriptions. It’s also proving effective in helping to improve career planning and mobility. Josh Bersin, a noted HR industry analyst, educator, and technologist, recently published an interesting report on this area titled The Rise of the Talent Intelligence Platform. Leaders in the field of Talent Intelligence Platforms include Eightfold.ai. Grounded in Equal Opportunity Algorithms, the Eightfold® Talent Intelligence Platform uses deep-learning AI to help each person understand their career potential, and each enterprise understands the potential of their workforce.Sources: VentureBeat, 8 ways AI is transforming talent management in 2021, March 25, 2021, and Eightfold.ai.
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • 84% of marketers are using AI-based apps and platforms today, up from 28% in 2018. Salesforce Research’s latest State of Marketing survey finds that high-performing marketers use an average of seven different applications or use cases. The familiarity high-performing marketers have with AI is a primary factor in 52% of them predicting they will increase their use of AI-based apps in the future. Source: Salesforce Research, 6th Edition, State of Marketing, June 2020
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Marketing and Sales lead revenue increases due to AI adoption, yet lag behind other departments on cost savings.  40% of the organizations McKinsey interviewed see between a 6 and 10% increase in revenue from adopting AI in their marketing and sales departments. Adopting Ai to reduce costs delivers the best manufacturing and supply chain management results based on the McKinsey survey results. Revenue increases and cost reductions based on AI adoption are shown in the graphic below. Source: McKinsey & Company, The state of AI in 2020, November 17, 2020
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • AI sees the most significant adoption by marketers working in $500M to $1B companies, with conversational AI for customer service as the most dominant. Businesses with between $500M to $1B lead all other revenue categories in the number and depth of AI adoption cases. Just over 52% of small businesses with sales of $25M or less use AI for predictive analytics for customer insights. It’s interesting to note that small companies are the leaders in AI spending, at 38.1%, to improve marketing ROI by optimizing marketing content and timing. Source: The CMO Survey: Highlights and Insights Report, February 2019. Duke University, Deloitte, and American Marketing Association. (71 pp., PDF, free, no opt-in).
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Three out of four companies are fast-tracking automation initiatives, including AI.  Bain & Company found that executives would like to use AI to reduce costs and acquire new customers, but they’re uncertain about the ROI and cannot find the talent or solutions they need. Bain research conducted in 2019 found that 90% of tech executives view AI and machine learning as priorities that they should be incorporating into their product lines and businesses. But nearly as many (87%) also said they were not satisfied with their Company’s current approach to AI. Source: Bain & Company, Will the Pandemic Accelerate Adoption of Artificial Intelligence? May 26, 2020
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Gartner’s Magic Quadrant for Data Science and Machine Learning Platforms predicts a continued glut of exciting innovations and visionary roadmaps from competing vendors. Competitors in the Data Science and Machine Learning (DSML) market focus on innovation and rapid product innovation over pure execution. Gartner said key areas of differentiation include UI, augmented DSML (AutoML), MLOps, performance and scalability, hybrid and multicloud support, XAI, and cutting-edge use cases and techniques (such as deep learning, large-scale IoT, and reinforcement learning). Please see my recent article on VentureBeat, Gartner’s 2021 Magic Quadrant cites ‘glut of innovation’ in data science and ML, March 14, 2021.
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • 76% of enterprises are prioritizing AI & machine Learning In 2021 IT Budgets. Algorithmia’s survey finds that six in ten (64%) organizations say AI and ML initiatives’ priorities have increased relative to other IT priorities in the last twelve months. Algorithmia’s survey from last summer found that enterprises began doubling down on AI & ML spending last year. The pandemic created a new sense of urgency regarding getting AI and ML projects completed, a key point made by CIOs across the financial services and tech sectors last year during interviews for comparable research studies. Source: Algorithmia’s Third Annual Survey, 2021 Enterprise Trends in Machine Learning.
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Technavio predicts the Artificial Intelligence platforms market will grow to $17.29 billion by 2025, attaining a compound annual growth rate (CAGR) of nearly 35%. The research firm cites the increased levels of AI R&D investments globally combined with accelerating adoption for pilot and proof of concept testing across industries. Technavio predicts Alibaba Group Holding Ltd., Alphabet Inc., and Amazon.com Inc. will emerge as top artificial intelligence platforms vendors by 2025. Source:  Artificial Intelligence Platforms Market to grow by $ 17.29 Billion at 35% CAGR during 2021-2025. June 21, 2021
2021 Roundup Of AI And Machine Learning Market Forecasts Show Strong Growth
  • Tractica predicts the AI software market will reach $126 billion in worldwide revenue by 2025.  The research firm predicts AI will grow fastest in consumer (Internet services), automotive, financial services, telecommunications, and retail industries. As a result, annual global AI software revenue is forecast to grow from $10.1 billion in 2018 to $126.0 billion by 2025. Source: T&D World, AI Software Market to Reach $126.0 Billion in Annual Worldwide Revenue by 2025.

Sources of Market Data on Machine Learning:

The Most Innovative Companies of 2021 According to BCG

The Most Innovative Companies of 2021 According to BCG
Apple Headquarters, Apple Park in Cupertino, CA. 
  • Apple, Alphabet, Amazon, Microsoft, and Tesla are considered the five most innovative companies, according to BCG’s analysis of the 50 most innovative companies of 2021. 
  • Abbott Labs, AstraZeneca, Comcast, Mitsubishi, and Moderna join the top 50 most innovative companies for the first time this year.
  • The fastest movers include Toyota, who jumped from 41st to 21st; Salesforce, who jumped from 35th to 22nd; and Coca-Cola, who jumped from 48th to 28th.
  • 90% of companies that outperform on innovation outcomes demonstrate clear C-suite ownership of the innovation agenda.

These and many other insights are from the Boston Consulting Group’s (BCG) 15th annual report defining the world’s 50 most innovative companies in 2021. BCG surveyed 1,500 global innovation executives and found a 10% point increase, to 75%, in executives reporting that innovation is a top-three priority at their companies today. That’s the most significant year-over-year increase in the 15 global innovation surveys BCG has conducted since 2005. BCG’s Most Innovative Companies 2021: Overcoming the Innovation Readiness Gap is available for download free here (28 pp., PDF).  This years’ report methodology focuses on identifying the factors causing a large innovation readiness gap between the world’s most innovative companies and their peers across industries. Please see page 23 of the study for the methodology.

Key insights from BCGs’ most innovative companies of 2020 include the following:

  • Creating a new COVID-19 vaccine in less than a year, inventing test kits in weeks to protect public health, and redefining online shopping and safe home delivery reflect the versatility of the world’s most innovative companies in 2021. Pzifer, Moderna, and Merck & Company’s innate ability to innovate gave everyone a decade of their lives back. Delivering a vaccine in a year when the initial projection was a decade reflects the innovative efficiency of these companies. 2021 is the first year Abbott Labs, who invented and scaled the production of COVID-19 test kits, is included in the 50 most innovative companies worldwide. Amazon and Walmart’s logistics and e-commerce expertise helped ensure safe online shopping and fast home delivery was available to millions of people under stay-at-home orders.
The Most Innovative Companies of 2021 According to BCG
  • Five factors most differentiate the most and least innovative companies. The basis of BCG’s methodology to identify the 50 most innovative companies in 2021 centers on their innovation-to-impact (i2i) framework. The framework is designed to help companies measure the readiness of their innovation programs to operate at a consistently high level of efficiency and effectiveness. The BCG i2i scoring system identified five factors that most differentiate innovative company leaders and laggards. The five factors that best indicate how innovative a company has the potential to be are shown in the following graphic:  
The Most Innovative Companies of 2021 According to BCG

  • Lack of collaboration between sales, marketing & R&D is the major obstacle to innovation.    31% of all companies surveyed see poor collaboration between marketing and R&D as the most significant obstacle to improving the return on their innovation investments. According to BCG, the collaboration between marketing, sales, and R&D is the most challenging in the Pharmaceutical industry, where 42% of respondents say it’s the biggest hurdle to achieving more significant returns on innovation.
The Most Innovative Companies of 2021 According to BCG
  • Digital transformation of the core business is now a top priority for 75% of CEOs, and 65% of firms are doubling down on their plans for transformation with renewed urgency. BCG identified six success factors that together—and only together—flip the odds of digital transformation success from 30% to 80%. Those six success factors are close integration of digital strategy with the business strategy, commitment from the CEO through middle management, a talent core of digital superstars, business-led and flexible technology and data platforms, agile governance, and effective monitoring of progress toward defined outcomes.

Conclusion

Companies that know how to collaborate quickly between customer and R&D teams have an inside edge on being innovation leaders. The world’s most innovative companies also have senior management teams committed to the long-term success of nascent, unproven programs. There’s greater tolerance for risk, more of a focus on customers first and innovating around their needs, and an intuitive sense of how to close innovation gaps that hold other companies back.  

Gartner Predicts Public Cloud Services Market Will Reach $397.4B by 2022

Gartner Predicts Public Cloud Services Market Will Reach $397.4B by 2022
  • Worldwide end-user spending on public cloud services is forecast to grow 23.1% in 2021 to total $332.3 billion, up from $270 billion in 2020.
  • Garter predicts worldwide end-user spending on public cloud services will jump from $242.6B in 2019 to $692.1B in 2025, attaining a 16.1% Compound Annual Growth Rate (CAGR).
  • Spending on SaaS cloud services is predicted to reach $122.6B this year, growing to $145.3B next year, attaining 19.3% growth between 2021 and 2022.  

These and many other insights are from Gartner Forecasts Worldwide Public Cloud End-User Spending to Grow 23% in 2021.  The pandemic created the immediate need for virtual workforces and cloud resources to support them at scale, accelerating public cloud adoption in 2020 with momentum continuing this year. Containerization, virtualization, and edge computing have quickly become more mainstream and are driving additional cloud spending. Gartner notes that CIOs face continued pressures to scale infrastructure that supports moving complex workloads to the cloud and the demands of a hybrid workforce.

Key insights from Gartner’s latest forecast of public cloud end-user spending include the following:

  • 36% of all public cloud services revenue is from SaaS applications and services this year, projected to reach $122.6B with CRM being the dominant application category. Customer Experience and Relationship Management (CRM) is the largest SaaS segment, growing from $44.7B in 2019 to $99.7B in 2025, attaining a 12.14% CAGR. SaaS-based Enterprise Resource Planning (ERP) systems are the second most popular type of SaaS application, generating $15.7B in revenue in 2019. Gartner predicts SaaS-based ERP sales will reach $35.8B in 2025, attaining a CAGR of 12.42%.
  • Desktop as a Service (DaaS) is predicted to grow 67% in 2021, followed by Infrastructure-as-a-Service (IaaS) with a 38.5% jump in revenue. Platform-as-a-Service (PaaS) is the third-fastest growing area of public cloud services, projected to see a 28.3% jump in revenue this year. SaaS, the largest segment of public cloud spending at 36.9% this year, is forecast to grow 19.3% this year. The following graphic compares the growth rates of public cloud services between 2020 and 2021.  
  • In 2021, SaaS end-user spending will grow by $19.8B, creating a $122.6B market this year. IaaS end-user spending will increase by $22.7B, the largest revenue gain by a cloud service in 2021. PaaS will follow, with end-user spending increasing $13.1B this year. CIOs and the IT teams they lead are investing in public cloud infrastructure to better scale operations and support virtual teams. CIOs from financial services and manufacturing firms I’ve recently spoken with are accelerating cloud spending for three reasons. First, create a more virtual organization that can scale; second, extend the legacy systems’ data value by integrating their databases with new SaaS apps; and third, an urgent need to improve cloud cybersecurity.

Conclusion

CIOs and the organizations they serve are prioritizing cloud infrastructure investment to better support virtual workforces, supply chains, partners, and service partners. The CIOs I’ve spoken with also focus on getting the most value out of legacy systems by integrating them with cloud infrastructure and apps. As a result, cloud infrastructure investment starting with IaaS is projected to see end-user spending increase from $82B this year to $223B in 2025, growing 38.5% this year alone. End-user spending on Database Management Systems is projected to lead all categories of PaaS through 2025, increasing from $31.2B this year to $84.8B in 2025. The following graphic compares cloud services forecasts and growth rates:

FinancialForce’s Spring 2021 Release Shows Why Being Customer-Centric Pays

FinancialForce's Spring 2021 Release Shows Why Being Customer-Centric Pays

Bottom Line: Customer revenue lifecycles are the lifeblood of any services business, making FinancialForce’s Spring 2021 release timely given the services-first revenue renaissance happening today.

The essence of an excellent services business is that it can consistently create expectations clients trust and the business regularly exceeds. Orchestrating the best people for a given project at the right time, tracking costs, revenue, and margin across all services revenue, including those associated with a client’s assets, is very challenging. Customer revenue lifecycles are in the data, yet no one can get to them because they’re hidden across multiple systems that aren’t integrated. Knowing how efficient a services business is at turning customer engagement into cash is what everyone needs to know, but no one can find. The challenge is equally as daunting for long-established services providers and those rushing into new services businesses to redefine themselves in the hope of profits that are more consistent and fewer price wars.

How Much Is Customer Engagement Is Worth?

Services businesses face the paradox of exceeding client expectations with every engagement but not knowing if extra time, resources, and staff invested are paying off with more revenue and profit. FinancialForce’s Spring 2021 release looks to solve this problem. What galvanizes the ERP, PSA, and platform announcements is a fresh intensity on customer centricity, both for the services business adopting the Spring 2021 release and the customers it’s intended to serve.

Knowing if and by how much a given customer engagement and its revenue lifecycle generate cash, and its potential is one of the core focus areas of the Spring 2021 release. It’s badly needed as many services are flying blind today, overcommitting resources for little return and too often losing control of client engagement and paying the price in lost margin and profits. FinancialForce sees that pain and wants to alleviate it with better financial visibility on all aspects of customer services revenue. FinancialForce aims to provide customer-centric financial reporting down to the revenue stream and costing measure level.  

FinancialForce's Spring 2021 Release Shows Why Being Customer-Centric Pays
Knowing every customer’s impact on revenue and profitability from all revenue streams will make managing services engagements much more accurate, easier to manage, and more profitable. 

Key Takeaways From The Spring 2021 Release

Customer centricity seen through a financial lens is the cornerstone of FinancialForce’s latest release. One of the primary goals of this release is to update more applications to Salesforce Lightning to provide FinancialForce users with a more consistent user experience across all applications.  Salesforce has been doubling down for years on Lightning and its user experience technologies, with FinancialForce reaping the benefits for over a decade. FinancialForce is transitioning their core Professional Services Automation (PSA), Billing, Accounting & Finance and Procurement, Order and Inventory Management to Lightning in this release in response to their customers wanting a consistent user experience across the entire FinancialForce suite of applications.  The Spring 2021 release reflects how FinancialForce strives to provide a real-time understanding of customer lifetime value for their ERP and PSA customers.  

Additional key takeaways include the following:

  • FinancialForce sees reducing days to close as one of the highest priorities they need to address today. The majority of new feature announcements center on how the days to close cycles can be streamlined, especially across multi-company and multisite locations across geographic and currency-specific regions of the world. Multi-company currency revaluation will help FinancialForce customers who operate across multiple geographies that operate in different currencies and will be especially useful for those clients creating new global channels and considering foreign acquisitions. Further showing the high priority they are putting on reducing days to close, the Spring 2021 release also includes automated eliminations, multi-company period close for software closes, which are designed to temporarily close out a financial report and revenue schedules that can provide a future view in revenues – a key factor in knowing customer revenue lifecycles.
  • New features and a new Lightning interface for Accounting, Billing Central, and Inventory Management simplifies complex transactions for users. FinancialForce has one of the most customer-driven product management teams in enterprise software. The depth of features they have added to inventory management, transactional and reconciliation processes for accounting, drop-ship use cases, and enhancements for adding products to billing contracts show how much FinancialForce is listening to customers.
  • AI-enhanced financial reporting that works with any Einstein data set. FinancialForce leads the Salesforce partner ecosystem when it comes to integrating Tableau CRM (formerly known as Einstein Analytics) into its platform. Now thirteen releases in, FinancialForce’s Spring 2021 release reflects the intuitive, adaptive intelligence that the product management team aims to achieve by integrating Einstein into their financial reporting workflows. 
  • Professional Services Automation (PSA) Applications Including Resource Management, Project Management, and Time & Expense upgraded to Lightning.  Transitioning three of the core PSA applications to Lightning will help broaden adoption and make them easier to upsell and cross-sell across the FinancialForce customer base. It will also help existing customers using these applications get new employees up to speed faster on them, given how much more streamlined Lightning is as an interface compared to previous versions.
  • Intelligent Staffing solves the complex challenges resource managers face when assigning the best possible associates to a given project. Designed to filter and intelligently rank potential resources based on region, practice, group skill sets, and availability, Intelligent Staffing is designed to get resource managers as close to an ideal match as possible for a given project’s requirements. This is a much-welcomed new feature by FinancialForce customers who are large-scale services providers as they’re facing the challenges of assigning the right person to the right project at the right time to ensure project success.    
  • Integration of Salesforce AI’s Next Best Action (NBA) will raise the level of project expertise at scale across customers.  Part of the customer centricity focus in Spring 2021 is focused on providing customers with new technologies and applications to share expertise and knowledge at scale. Next Best Action provides prescriptive guidance for the project manager and will see heavy use in new associate onboarding across services businesses and achieve greater corporate-wide learning at scale. This is consistent with the focus in the Spring 2021 release on bringing greater space and speed to mid-size and larger services customers.

Conclusion

FinancialForce defines customer engagement and centricity from a financial standpoint in the Spring 2021 release. Too often, services businesses commit to large-scale projects without a clear idea of the customer revenue lifecycle. With FinancialForce, they can stop and ask if the level of customer engagement they’re committing to is worth it or not – and if it isn’t, what needs to be done. FinancialForce is doubling down on user experience and accelerating time-to-close, two areas their customers want innovation to and look to them to deliver. Look for FinancialForce to scale out with more MuleSoft and Tableau integration scenarios, all aimed at capitalizing on their expertise developing on the Salesforce platform. There’s a bigger challenge to customer engagement on the horizon, and that’s providing a real-time view of financials across all customers with all available data across a business, making MuleSoft integration key to FinancialForce’s future growth.

The Top 20 Machine Learning Startups To Watch In 2021

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  • There are a record number of 9,977 machine learning startups and companies in Crunchbase today, an 8.2% increase over the 9,216 startups listed in 2020 and a 14.6% increase over the 8,705 listed in 2019.
  • Artificial Intelligence (A.I.) and machine learning (ML)-related companies received a record $27.6 billion in funding in 2020, according to Crunchbase. 
  • Of those A.I. and machine learning startups receiving funding since January 1, 2020, 62% are seed rounds, 31% early-stage venture rounds and 6.7% late-stage venture capital-funded rounds.
  • A.I. and machine learning startups’ median funding round was $4.4 million and the average was $29.8 million in 2020, according to Crunchbase.

Throughout 2020, venture capital firms continued expanding into new global markets, with London, New York, Tel Aviv, Toronto, Boston, Seattle and Singapore startups receiving increased funding. Out of the 79 most popular A.I. & ML startup locations, 15 are in the San Francisco Bay Area, making that region home to 19% of startups who received funding in the last year. Israel’s Tel Aviv region has 37 startups who received venture funding over the last year, including those launched in Herzliya, a region of the city known for its robust startup and entrepreneurial culture.  

The following graphic compares the top 10 most popular locations for A.I. & ML startups globally based on Crunchbase data as of today:

Top 20 Machine Learning Startups To Watch In 2021

Augury – Augury combines real-time monitoring data from production machinery with AI and machine learning algorithms to determine machine health, asset performance management (APM) and predictive maintenance (PdM) to provide manufacturing companies with new insights into their operations. The digital machine health technology that the company offers can listen to the machine, analyze the data and catch any malfunctions before they arise. This enables customers to adjust their maintenance and manufacturing processes based on actual machine conditions. The platform is in use with HVAC, industrial factories and commercial facilities.

Alation – Alation is credited with pioneering the data catalog market and is well-respected in the financial services community for its use of A.I. to interpret and present data for analysis. Alation has also set a quick pace to evolving its platform to include data search & discovery, data governance, data stewardship, analytics and digital transformation. With its Behavioral Analysis Engine, inbuilt collaboration capabilities and open interfaces, Alation combines machine learning with human insight to successfully tackle data and metadata management challenges. More than 200 enterprises are using Alation’s platform today, including AbbVie, American Family Insurance, Cisco, Exelon, Finnair, Munich Re, New Balance, Pfizer, Scandinavian Airlines and U.S. Foods. Headquartered in Silicon Valley, Alation is backed by leading venture capitalists including Costanoa, Data Collective, Icon, Sapphire and Salesforce Ventures.

Algorithmia – Algorithmia’s expertise is in machine learning operations (MLOps) and helping customers deliver ML models to production with enterprise-grade security and governance. Algorithmia automates ML deployment, provides tooling flexibility, enables collaboration between operations and development and leverages existing SDLC and CI/CD practices. Over 110,000 engineers and data scientists have used Algorithmia’s platform to date, including the United Nations, government intelligence agencies and Fortune 500 companies.

Avora – Avora is noteworthy for its augmented analytics platform, making in-depth data analysis intuitively as easy as performing web searches. The company’s unique technology hides complexity, empowering non-technical users to run and share their reports easily. By eliminating the limitations of existing analytics, reducing data preparation and discovery time by 50-80% and accelerating time to insight, Avora uses ML to streamline business decision-making. Headquartered in London with offices in New York and Romania, Avora helps accelerate decision making and productivity for customers across various industries and markets, including Retail, Financial Services, Advertising, Supply Chain and Media and Entertainment.

Boast.ai – Focused on helping companies in the U.S. and Canada recover their R&D costs from respective federal governments, Boast.ai enables engineers and accountants to gain tax credits using AI-based tools. Some of the tax programs Boast.ai works with include US R&D Tax Credits, Scientific Research and Experimental Development (SR&ED) and Interactive Digital Media Tax Credits (IDMTC). The startup has offices in San Francisco, Vancouver and Calgary.

ClosedLoop.ai – An Austin, Texas-based startup, ClosedLoop.ai has created one of the healthcare industry’s first data science platforms that streamline patient experiences while improving healthcare providers’ profitability.  Their machine learning automation platform and a catalog of pre-built predictive and prescriptive models can be customized and extended based on a healthcare provider’s unique population or client base needs. Examples of their technology applications include predicting admissions/readmissions, predicting total utilization & total risk, reducing out-of-network utilization, avoiding appointment no-shows, predicting chronic disease onset or progression and improving clinical documentation and reimbursement. The Harvard Business School, through its Kraft Precision Medicine Accelerator, recently named ClosedLoop.ai as one of the fastest accelerating companies in its Real World Data Analytics Landscapes report.

Databand – A Tel Aviv-based startup that provides a software platform for agile machine learning development, Databand was founded in 2018 by Evgeny Shulman, Joshua Benamram and Victor Shafran. Data engineering teams are responsible for managing a wide suite of powerful tools but lack the utilities they need to ensure their ops are running properly. Databand fills this gap with a solution that enables teams to gain a global view of their data flows, make sure pipelines complete successfully and monitor resource consumption and costs. Databand fits natively in the modern data stack, plugging seamlessly into tools like Apache Airflow, Spark, Kubernetes and various ML offerings from the major cloud providers.

DataVisor – DataVisor’s approach to using AI for increasing fraud detection accuracy on a platform level is noteworthy. Using proprietary unsupervised machine learning algorithms, DataVisor enables organizations to detect and act on fast-evolving fraud patterns and prevent future attacks before they happen. Combining advanced analytics and an intelligence network of more than 4.2B global user accounts, DataVisor protects against financial and reputational damage across various industries, including financial services, marketplaces, e-commerce and social platforms. They’re one of the more fascinating cybersecurity startups using AI today.

Exceed.ai – What makes Exceed.ai noteworthy is how their AI-powered sales assistant platform automatically communicates the lead’s context and enables sales and marketing teams to scale their lead engagement and qualification efforts accordingly. Exceed.ai follows up with every lead and qualifies them quickly through two-way, automated conversations with prospects using natural language over chat and email. Sales reps are freed from performing error-prone and repetitive tasks, allowing them to focus on revenue-generating activities such as phone calls and demos with potential customers.

Indico – Indico is a Boston-based startup specializing in solving the formidable challenge of how dependent businesses are on unstructured content yet lack the frameworks, systems and tools to manage it effectively. Indico provides an enterprise-ready A.I. platform that organizes unstructured content while streamlining and automating back-office tasks. Indico is noteworthy given its track record of helping organizations automate manual, labor-intensive, document-based workflows.  Its breakthrough in solving these challenges is an approach known as transfer learning, which allows users to train machine learning models with orders of magnitude fewer data than required by traditional rule-based techniques. Indico enables enterprises to deploy A.I. to unstructured content challenges more effectively while eliminating many common barriers to A.I. & ML adoption.

LeadGenius – LeadGenius is noteworthy for its use of AI to provide personalized and actionable B2B lead information that helps its clients attain their global revenue growth goals. LeadGenius’s worldwide team of researchers uses proprietary technologies, including AI and ML-based techniques, to deliver customized lead generation, lead enrichment and data hygiene services in the format, methods and frequency defined by the customer. Their mission is to enable B2B sales and marketing organizations to connect with their prospects via unique and personalized data sets.

Netra – Netra is a Boston-based startup that began as part of MIT CSAIL research and has multiple issued and pending patents on its technology today. Netra is noteworthy for how advanced its video imagery scanning and text metadata interpretation are, ensuring safety and contextual awareness. Netra’s patented A.I. technology analyzes videos in real-time for contextual references to unsafe content, including deepfakes and potential cybersecurity threats. 

Particle –  Particle is an end-to-end IoT platform that combines software including A.I., hardware and connectivity to provide a wide range of organizations, from startups to enterprises, with the framework they need to launch IoT systems and networks successfully.  Particle customers include Jacuzzi, Continental Tires, Watsco, Shifted Energy, Anderson EV, Opti and others. Particle is venture-backed and has offices in San Francisco, Shenzhen, Las Vegas, Minneapolis and Boston. Particle’s developer community includes over 200,000 developers and engineers in more than 170 countries today.

RideVision – RideVision was founded in 2018 by motorcycle enthusiasts Uri Lavi and Lior Cohen. The company is revolutionizing the motorcycle-safety industry by harnessing the strength of artificial intelligence and image-recognition technology, ultimately providing riders with a much broader awareness of their surroundings, preventing collisions and enabling bikers to ride with full confidence that they are safe. RideVision’s latest round was $7 million in November of last year, bringing their total funding to $10 million in addition to a partnership with Continental AG.

Savvie – Savvie is an Oslo-based startup specializing in translating large volumes of data into concrete actions that bakery and café owners can utilize to improve their bottom line every day.  In doing so, we help food businesses make the right decisions to optimize their operations and increase profitability while reducing waste at its source. What’s noteworthy about this startup is how adept they are at fine-tuning ML algorithms to provide their clients with customized recommendations and real-time insights about their food and catering businesses.  Their ML-driven insights are especially valuable given how bakery and café owners are pivoting their business models in response to the pandemic.

SECURITI.ai – One of the most innovative startups in cybersecurity, combining AI and ML to secure sensitive data in multi-cloud and mixed platform environments, SECURITI.ai is a machine learning company to watch in 2021, especially if you are interested in cybersecurity.  Their AI-powered platform and systems enable organizations to discover potential breach risk areas across multi-cloud, SaaS and on-premise environments, protect it and automate all private systems, networks and infrastructure functions.

SkyHive – SkyHive is an artificial intelligence-based SaaS platform that aims to reskill enterprise workforces and communities. It develops and commercializes a methodology, Quantum Labor Analysis, to deliver real-time, skill-level insights into internal workforces and external labor markets, identify future and emerging skills and facilitate individual-and company-level reskilling. SkyHive is industry-agnostic and supporting enterprise and government customers globally with a mission to reduce unemployment and underemployment. Sean Hinton founded the technology company in Vancouver, British Columbia, in 2017.

Stravito – Stravito is an A.I. startup that’s combining machine learning, Natural Language Processing (NLP) and Search to help organizations find and get more value out of the many market research reports, competitive, industry, market share, financial analysis and market projection analyses they have by making them searchable. Thor Olof Philogène and Sarah Lee founded the company in 2017, who identified an opportunity to help companies be more productive, getting greater value from their market research investments. Thor Olof Philogène and Andreas Lee were co-founders of NORM, a research agency where both worked for 15 years serving multinational brands, eventually selling the company to IPSOS. While at NORM, Anders and Andreas were receiving repeated calls from global clients that had bought research from them but could not find it internally and ended up calling them asking for a copy. Today the startup has Carlsberg, Comcast, Colruyt Group, Danone, Electrolux, Pepsi Lipton and others. Stravito has offices in Stockholm (H.Q.), Malmö and Amsterdam.

Verta.ai – Verta is a startup dedicated to solving the complex problems of managing machine learning model versions and providing a platform to launch models into production. Founded by Dr. Manasi Vartak, Ph.D., a graduate of MIT, who led a team of graduate and undergraduate students at MIT CSAIL to build ModelDB, Verta is based on their work define the first open-source system for managing machine learning models. Her dissertation, Infrastructure for model management and model diagnosis, proposes ModelDB, a system to track ML-based workflows’ provenance and performance. In August of this year, Verta received a $10 million Series A round led by Intel Capital and General Catalyst, who also led its $1.7 million seed round. For additional details on Verta.ai, please see How Startup Verta Helps Enterprises Get Machine Learning Right. The Verta MLOps platform launch webinar provides a comprehensive overview of the platform and how it’s been designed to streamline machine learning models into production:

V7 – V7 allows vision-based A.I. systems to learn continuously from training data with minimal human supervision. The London-based startup emerged out of stealth in August 2018 to reveal V7 Darwin, an image labeling platform to create training data for computer vision projects with little or no human involvement necessary. V7 specializes in healthcare, life sciences, manufacturing, autonomous driving, agri-tech, sporting clients like Merck, GE Healthcare and Toyota. V7 Darwin launched at CVPR 2019 in Long Beach, CA. Within its first year, it has semi-automatically annotated over 1,000 image and video segmentation datasets. V7 Neurons is a series of pre-trained image recognition applications for industry use. The following video explains how V7 Darwin works:

How The Pandemic Is Accelerating Endpoint Security’s Growth

  • 76% of enterprises increased their use of endpoint devices since the beginning of the COVID-19 pandemic, supporting their remote, work-from-home (WFH) and hybrid workforces globally.
  • 66% of enterprises believe securing their networks and infrastructure requires a more focused, proactive approach to endpoint resilience that doesn’t leave endpoint security to chance.
  • Cybersecurity leader’s top challenges today are maintaining compliance, enforcing security standards, and understanding the health of security controls on each endpoint.  
  • Just 38% of IT leaders can track the ROI of their cybersecurity investments, accentuating the need for more resilient, persistent endpoints that provide greater visibility and control.

These and many other fascinating insights are from Forrester Consulting’s latest study on endpoint security, Take Proactive Approach To Endpoint Security, completed in collaboration with Absolute Software. The study is noteworthy for its impartial, accurate view of the current state of endpoint security and the challenges IT teams face in creating greater endpoint resilience. The study’s methodology is based on 157 interviews with IT and security professionals located in the U.S. and Canada who are decision-makers in endpoint protection, with interviews completed in November and December 2020. 

Key insights from the study include the following:

  • Security leaders are reprioritizing endpoint automation efforts with a strong focus on sensitive or at-risk data. In 2021 automation efforts will focus on sensitive or at-risk data (60%), geolocation (52%), security control health (48%), web-based application usage (36%), patch management (35%), and hardware inventory (32%).  Each of these technologies is integral to supporting remote workers. There’s also a significant shift from how automation strategies were prioritized before the pandemic, as the graphic from the study below illustrates:
  • Maintaining compliance, enforcing security standards, understanding security controls’ health, and measuring security investments are the top challenges to managing endpoint security today. The majority of enterprises, 59%, cannot maintain or prove compliance of endpoints at any given time. Lack of compliance drags down the efficiency of endpoint security efforts, making an entire network more vulnerable. Just over half of enterprises can’t enforce security standards across endpoints or don’t know today’s health.  The most surprising finding of the study: 62% of enterprises cannot measure the ROI of their security investments – with half (31%) – strongly disagreeing with how measurable security ROI spend is.   
  • Enterprises see four key areas where endpoint management could improve today. Forrester asked enterprise IT and security leaders which capabilities need to be added to endpoint management systems to make them more effective. The executives first focused on securing sensitive and at-risk data, a sure sign enterprises are moving to a more data-centric cybersecurity model in the future. That’s good news as cyber attackers want to penetrate software supply chains and take control of systems managing data assets. Managing devices remotely at scale is second, which is also a frequent challenge IT and security teams encounter when attempting to patch endpoints. Having an unbreakable digital tether to devices is solving the scale issue while also providing greater endpoint resiliency, visibility, and control.

Conclusion

The pandemic forced every business to become more innovative in supporting work-from-home and hybrid work environments, improving endpoint security an immediate priority. What’s needed is an unbreakable digital tether to all devices, capable of delivering complete visibility and control, enabling real-time insights into the state of those devices, and allowing them to repair security controls and productivity tools autonomously. Of the many solutions available for securing endpoints today, the ones that take a firmware-embedded approach to secure endpoints are proving the most reliable. The more integrated an endpoint is to firmware, the more likely self-healing agents will be reliable while also providing complete visibility across every device on or off the network. Absolute’s firmware-embedded approach is noteworthy in its track record of securing endpoints during the pandemic.  

The Top 20 Cybersecurity Startups To Watch In 2021

  • Cybersecurity, privacy and security startups have raised $1.9 billion in three months this year, on pace to reach $7.6 billion or more in 2021, over four times more than was raised throughout 2010 ($1.7 billion), according to a Crunchbase Pro query today.
  • 22,156 startups who either compete in or rely on cybersecurity, security and privacy technologies and solutions as a core part of their business models today, 122 have pre-seed or seed funding in the last twelve months based on a Crunchbase Pro query.
  • From network and data security to I.T. governance, risk measurement, and policy compliance, cybersecurity is a growing industry estimated to be worth over $300B by 2025, according to C.B. Insight’s Emerging Trends Cybersecurity Report downloadable here.

Today, 680 cybersecurity, privacy, and security startups have received $6.8 billion in funding over the last twelve months, with $4 million being the median funding round and $12.6 million the average funding round for a startup. The number of startups receiving funding this year, funding amounts and the methodology to find the top 20 cybersecurity startups are all based on Crunchbase Pro analysis done today. 

New startups and established vendors are attracting record levels of investment as all organizations look to thwart increasingly complex, costly and unpredictable cyberattacks. There is an arms race going on between cyber attackers using A.I. and machine learning and the many startups and existing vendors whose goal is to contain them. CBInsights and PwC recently published their latest quarterly joint study of the venture capital landscape, MoneyTree™ Report, Q4, 2020. The study finds that monitoring and security deals were the third fastest-growing vertical in 2020, with Q4 being exceptional for all verticals, as the heat map below shows:

The 20 Best Cybersecurity Startups To Watch In 2021

Based on a methodology that equally weighs a startup’s ability to attract new customers, current and projected revenue growth, ability to adapt their solutions to growing industries and position in their chosen markets, the following are the top 20 cybersecurity startups to watch in 2021:

Axis Security – Axis Security’s Application Access Cloud™ is a purpose-built cloud-based solution that makes application access across networks scalable and secure. Built on zero-trust, Application Access Cloud offers a new agentless model that connects users online to any application, private or public, without touching the network or the apps themselves. Axis Security is a privately held company backed by Canaan Partners, Ten Eleven Ventures, and Cyberstarts. Axis is headquartered in San Mateo, California, with research and development in Tel Aviv, Israel.

Bitglass – What makes Bitglass unique and worth watching is how they are evolving their Total Cloud Security Platform to combine cloud access security brokerage, on-device secure web gateways, and zero-trust network access to secure endpoints across all devices. Its Polyscale Architecture is delivering uptimes of 99.99% in customer deployments. Bitglass’s 2020 Insider Threat Report has several interesting insights based on their recent interviews with a leading cybersecurity community. One interesting takeaway is 61% of those surveyed experienced an insider attack in the last 12 months (22% reported at least six).

Cado Security – Cado Security’s cloud-native forensics and response platform helps organizations respond to security incidents in real-time, averting potential breaches and security incidents. The Cado Response platform is built on analytics components that perform thorough forensic analyses of compromised systems. Cado’s platform, Cado Response, is an agentless, cloud-native forensics solution that allows security professionals to quickly and comprehensively understand an incident’s impact across all environments, including cloud and containers as well as on-premise systems. “Finding the root cause of security incidents in cloud or container environments is incredibly difficult. Traditional tools don’t support these new environments, and there is a shortage of people who know both forensics and cloud security,” said CEO James Campbell, formerly Director, Cyber Threat Detection and Response at PricewaterhouseCoopers. “Our Cado Response platform completely changes how security professionals can respond to incidents in the cloud.”

Confluera – Originally mentioned as one of the 20 Best Cybersecurity Startups To Watch In 2020, Confluera’s sustained innovation pace in the middle of a pandemic deserves special mention. They are one of the most resilient startups to watch in 2021.Confluera is a cybersecurity startup helping organizations find sophisticated security attacks going on inside of corporate infrastructures. The startup delivers autonomous infrastructure-wide cyber kill chain tracking and response by leveraging the ‘Continuous Attack Graph’ to stop and remediate cyber threats in real-time deterministically. Confluera’s platform is designed to detect and prevent attackers from navigating infrastructure. Confluera technology combines machine comprehended threat detection with accurately tracked activity trails to stop cyberattacks in real-time, allowing companies to simplify security operations radically. It frees up human security personnel to focus on more important work instead of spending hours trying to join the dots between the thousands of alerts they receive daily, many of which are false positives. The following is a video that explains how Confluera XDR for Cloud Infrastructure works:

DataFleets – DataFleets is a privacy-preserving data engine that unifies distributed data for rapid access, agile analytics, and automated compliance. The platform provides data scientists and developers with a “data fleet”​ that allows them to create analytics, ML models, and applications on susceptible data sets without direct access to the data. Each data fleet has easy-to-use APIs, and under-the-hood, they ensure data protection using advances in federated computation, transfer learning, encryption, and differential privacy. DataFleets helps organizations overcome data privacy and innovation struggle by maintaining data protection standards for compliance while accelerating data science initiatives.

DefenseStorm – DefenseStorm’s unique approach to providing cybersecurity and cyber-compliance for the banking industry make them one of the top startups to watch in 2021.  Their DefenseStorm GRID is the only co-managed, cloud-based and compliance-automated solution of its kind for the banking industry. It monitors everything on a bank’s network. It matches it to defined policies for real-time, complete and proactive cyber exposure readiness, keeping security teams and executives updated on bank networks’ real-time security status. The company’s Threat Ready Active Compliance (TRAC) Team augments its bank customers’ internal teams to protect business continuity and skills availability while ensuring cost-effective coverage and management.

Enso Security –  Enso is an application security posture management (ASPM) platform startup known for the depth of its insights and expertise in cybersecurity. With Enso, software security groups can scale and gain control over application security programs to protect applications systematically. The Enso ASPM platform discovers application inventory, ownership, and risk to help security teams quickly build and enforce security policies and transform AppSec into an automated, systematic discipline.

Ethyca –  Ethyca is an infrastructure platform that provides developers and product teams with the ability to ensure consumer data privacy throughout applications and services design. It also provides your product, engineering, and privacy teams with unmatched ease of use and functionality to better care about your user’s data. The company helps companies discover sensitive data and then provides a mechanism for customers to delete, see, or edit their data from the system. Ethyca’s mission is to increase trust in data-driven business by building automated data privacy infrastructure. Ethyca’s founder and CEO Cillian Kiernan is a fascinating person to speak with on the topics of privacy, security, GDPR, and CCPA compliance. He continues to set a quick pace of innovation in Ethyca, making this startup one of the most interesting in data privacy today. Here’s an interview he did earlier this year with France 24 English:

Havoc Shield – Havoc Shield reduces the burden on small and medium businesses (SMBs) by giving them access to advanced security technology that protects against data breaches, phishing, dark web activity, and other threats. The Havoc Shield platform offers comprehensive security and compliance features that meet the standards of Fortune 100 companies, making it easier for businesses working to win deals with those companies. “For a long time, cybersecurity technology has been virtually inaccessible to small businesses, who largely can’t afford those resources,” said Brian Fritton, CEO and co-founder of Havoc Shield. “We created Havoc Shield because we believe in democratizing cybersecurity for the little guy. Small businesses deserve the ability to protect what they’ve built, just as much as larger companies that have dedicated cybersecurity staff.” Since the end of Q2 2020, Havoc Shield has quadrupled its client list. In the coming months, the company aims to grow its team to help more small businesses protect themselves from threats and achieve customer trust.

Illumio – Widely considered the leader in micro-segmentation that prevents the spread of breaches inside data centers and cloud environments, Illumio is one of the most interesting cybersecurity startups to watch in 2021. Enterprises such as Morgan Stanley, BNP Paribas, Salesforce, and Oracle NetSuite use Illumio to reduce cyber risk and achieve regulatory compliance. The Illumio Adaptive Security Platform® uniquely protects critical information with real-time application dependency and vulnerability mapping coupled with micro-segmentation that works across any data center, public cloud, or hybrid cloud deployment on bare-metal, virtual machines, and containers. The following video explains why Illumio Core is a better approach to segmentation.

Immuta – Immuta was founded in 2015 based on a mission within the U.S. Intelligence Community to build a platform that accelerates self-service access to and control sensitive data. The Immuta Automated Data Governance platform creates trust across data engineering, security, legal, compliance, and business teams to ensure timely access to critical data with minimal risk while adhering to global data privacy regulations GDPR, CCPA, and HIPAA. Immuta’s automated, scalable, no-code approach makes it easy for users to access the data they need when they need it while protecting sensitive information and ensuring customer privacy. Selected by Fast Company as one of the World’s 50 Most Innovative Companies, Immuta is headquartered in Boston, MA, with offices in College Park, MD, and Columbus, OH.

Isovalent – Isovalent makes software that helps enterprises connect, monitor and secure mission-critical workloads in modern, cloud-native ways. Its flagship technology, Cilium, is the choice of leading global organizations, including Adobe, Capital One, Datadog, GitLab, and many more. Isovalent is headquartered in Mountain View, CA, and is backed by Andreessen Horowitz, Google and Cisco Investments. Earlier this month, Isovalent announced that it had raised $29 million in Series A funding, led by Andreessen Horowitz and Google with participation from Cisco Investments. Google recently selected Cilium as the next-generation dataplane for its GKE offering calling Cilium “the most mature eBPF implementation for Kubernetes out there” in its “New GKE Dataplane V2 increases security and visibility for containers” blog: https://cloud.google.com/blog/products/containers-kubernetes/bringing-ebpf-and-cilium-to-google-kubernetes-engine.

JupiterOne – JupiterOne, Inc. reduces cloud security cost and complexity, replacing guesswork with granular data about cyber assets and configurations. The company’s software helps security operations teams shorten the path to security and compliance and improve their overall posture through continuous data aggregation and relationship modeling across all assets. JupiterOne customers include Reddit, Databricks, HashiCorp, Addepar, Auth0, LifeOmic, and OhMD. Earlier this year, JupiterOne received $19 million in venture funding. The Series A round was led by Bain Capital Ventures, with additional investment from Rain Capital, LifeOmic, and individual investors. “JupiterOne has developed a compelling product that integrates quickly, has applicability across enterprise segments, and is highly reviewed by current customers,” said Enrique Salem, partner at Bain Capital Ventures and former CEO at Symantec. Salem now joins the JupiterOne board. “We see a multibillion-dollar market opportunity for this technology across mid-market and enterprise customers. Asset management is the first step in building a successful security program, and it’s currently a tedious, imperfect process that’s well-suited for automation.”

Lightspin –  Lightspin is a pioneer in contextual cloud security protecting native, Kubernetes, and microservices from known and unknown risks and has recently announced a $4 million seed funding round on November 24th. They will use the proceeds of the round to finance continued R&D on how to secure cloud infrastructures. The financing round was led by Ibex Investors LLC, the firm’s first global investment from its new $100 million early-stage fund, and also included participation from private angel investors. Lightspin’s technology uses graph-based tools and algorithms to provide rapid, in-depth visualizations of cloud stacks, analyze potential attack paths and detect the root causes, all of which are the most critical vulnerabilities that attackers can exploit.

Orca Security – Orca Security is noteworthy for its innovative approach to providing instant-on, workload-deep security for AWS, Azure, and GCP without the gaps in agents’ coverage and operational costs.Orca integrates cloud platforms as an interconnected web of assets, prioritizing risk based on environmental context. Delivered as SaaS, Orca Security’s patent-pending SideScanning™ technology reads cloud configuration and workloads’ runtime block storage out-of-band, detecting vulnerabilities, malware, misconfigurations, lateral movement risk, weak and leaked passwords, and unsecured PII.

SECURITI.ai – SECURITI.ai is an AI-Powered PrivacyOps company that helps automate all significant functions needed for privacy compliance on a single platform. It enables enterprises to grant individual and group rights to data and comply with global privacy regulations like CCPA and bolster their brands. They collect and manage consent from multiple sources, including web properties, web forms, and SaaS applications. Their AI-Powered PrivacyOps platform is a full-stack solution that operationalizes and simplifies privacy compliance using robotic automation and a natural language interface. SECURITI.ai was founded in November 2018 and is headquartered in San Jose, California.

SecureStack – SecureStack helps software developers find security & scalability gaps in their web applications and offers ways to fix those gaps without forcing them to become security experts. The results are faster time to business and a 60%-70% reduction in the app attack surface.

The SecureStack platform’s intelligent automation manages security controls across distributed infrastructures using rules and profiles customizable by customers. SecureStack is noteworthy for its analytics and logging expertise in helping enterprises scale applications across cloud infrastructures.

Stairwell – What makes Stairwell one of the top startups to watch in 2021 is its unique approach to cybersecurity built around a vision that all security teams should be able to determine what alerts are threat-related or not and why. Mike Wiacek, the founder of Google’s Threat Analysis Group and co-founder and former Chief Security Officer of Alphabet moonshot Chronicle, leads the company as its CEO and founder. Wiacek is joined by Jan Kang, former Chief Legal Officer at Chronicle, as COO and General Counsel. Stairwell is backed by Accel Venture Partners, Sequoia Capital, Gradient Ventures, and Allen & Company LLC.

Ubiq Security – What makes Ubiq Security one of the top cybersecurity startups to watch in 2021 is how rapidly their API-based developer platform is maturing while gaining traction in the market. Ubiq Security recently signed commercial agreements with the United States Army and the Department of Homeland Security. This month, the startup announced it had raised $6.4 million in a seed equity investment round. Okapi Venture Capital, an early investor in Crowdstrike, led the round with participation from TenOneTen Ventures, Cove Fund, DLA Piper Venture, Volta Global, and Alexandria Venture Investments. Ubiq will use the funds to accelerate platform development, developer relations, and customer acquisition.

Unit21 – Unit21 helps protect businesses against adversaries through a simple API and dashboard to detect and manage money laundering, fraud, and other sophisticated risks across multiple industries. Former Affirm and Shape Security employees Trisha Kothari and Clarence Chio founded Unit21 in 2018 and work with customers like Intuit, Coinbase, Gusto, and Line to create a powerful & customizable rules engine for risk and compliance teams. Unit21’s highly flexible, customizable, and intelligent cloud-based system provides a configurable engine for transaction monitoring, identity verification, case management, operations management, and analytics and reporting. On October 19th of this year, Unit21 announced a $13 million funding round led by A.Capital Ventures. Additional participation includes investors such as Gradient Ventures (Google’s A.I. venture fund), Core V.C., South Park Commons, Diane Greene (founder of VMWare), William Hockey (founder of Plaid), Chris Britt and Ryan King (founders of Chime), Sumit Agarwal (founder of Shape Security), and Michael Vaughan (former COO of Venmo). Unit21 will use the new capital to grow its product and distribution-focused management team, increase sales and marketing efforts, and sell into new industries.

10 Ways Cybersecurity Can Protect COVID-19 Vaccine Supply Chains

10 Ways Covid-19 Vaccine Supply Chains Need To Be Protected By Cybersecurity

  • The Pharma industry has lost $14 billion through Intellectual Property (IP) cyber theft worldwide, according to the United Kingdom Office of Cyber Security and Information Assurance.
  • 53% of pharmaceutical IP thefts and related breaches are carried out by someone with insider access, also according to the United Kingdom Office of Cyber Security and Information Assurance.
  • The pharma industry’s average total cost of a data breach is $5.06 million, with one of the highest costs of remediating the breach at $10.81 million across all industries, according to a recent ProofPoint study.
  • Over 93% of healthcare organizations experienced a data breach in the past three years, and 57% have had more than five data breaches, according to the Cybersecurity Ventures 2020 Healthcare Cybersecurity Report.
  • Gartner predicts the privileged access management (PAM) market will grow at a compound annual growth rate (CAGR) of 10.7% from 2020 through 2024, reaching $2.9 billion by 2024.

Bottom Line: Having developed COVID-19 vaccines in a fraction of the time it takes to create new treatments, pharmaceutical companies need to protect the priceless IP, supporting data, and supply chains from cyberattacks.

Showing how powerful global collaboration between pharmaceutical industry leaders can be, the world’s leading vaccine producers delivered new vaccines in record time. The IP behind COVID-19 vaccines and their supporting supply chains need state-of-the-art protection comprised of cybersecurity technologies and systems, as the vaccines’ IP is an asset that cyber attackers have already tried to obtain.

Pharmaceutical’s Growing Number of Threat Surfaces Make Cybersecurity a Priority 

In the race to create a COVID-19vaccine by collaborating across the industry, pharmaceutical companies have exposed more threat surfaces than existed before the pandemic. In R&D, Clinical Trials, Manufacturing, and Distribution, there’s a proliferation of new threat surfaces cyber attackers are targeting today, as evidenced by threat analysis reports from the U.S. Homeland Security Department’s Cybersecurity & Infrastructure Security Agency (CISA).

The report provides specifics about how cyber attackers could impersonate an executive from a Chinese biomedical company known for having end-to-end cold chain expertise, which is essential for delivering vaccines reliably. The cyber attackers conducted spear-phishing attacks against global companies who support the global cold chain needed for distributing vaccines. There were credential harvesting attempts against global organizations in at least six countries known today to access vaccine transport and distribution sensitive information.

Launching a phishing campaign with the goal of harvesting details on key executives and access credentials across the cold chain is just the beginning. According to Lookout’s Pharmaceutical Industry Threat Report, some of the most significant threat surfaces are the most problematic today, including the following:

Research & Development & Clinical Trials

  • Collaborative research teams across pharmaceutical manufacturers globally
  • Scientists creating initial compounds and completing primary research to define a vaccine.
  • Integration of study sites at the test device and reporting system level

Manufacturing and Distribution

  • Plant workers’ systems, including tablets with build instructions on them
  • Physician & Pharmacist Networks
  • Distribution Channels and their supporting IT systems

Cyber attackers are taking a more synchronized, multifaceted approach to attacking Covid-19 supply chains, reiterated in CISA’s report. There’s evidence that state-sponsored cyber attackers attempt to move laterally through networks and remain there in stealth, allowing them to conduct cyber espionage and collect additional confidential information from victim environments for future operations. Cyber attackers are initially focused on phishing, followed by malware distribution, registration of new Covid-specific domain names, and always looking for unprotected threat surfaces.

10 Ways Cybersecurity Can Protect COVID-19 Vaccine Supply Chains

By combining multiple cybersecurity best practices and strategies, pharmaceutical companies stand a better chance of protecting their valuable IP and vaccines. Presented below are ten ways the pharmaceutical industry needs to protect the COVID-19 vaccine supply chain today:

  1. Prioritize Privileged Access Management (PAM) across the vaccine supply chain, ensuring least privilege access to sensitive data starting with IP. CISA’s note finds that there have been multiple attempts at capturing privileged credentials, which often have broad access privileges and are frequently left standing open. PAM is needed immediately to institute greater controls around these privileged accounts across the supply chain and only grant just enough just-in-time access to sensitive IP, shipping and logistics data, vaccination schedules, and more. Leaders include Centrify, which is noteworthy for cloud-based PAM implementations at the enterprise and supply chain levels. Additional vendors in this area include BeyondTrust, CyberArk, Ivanti, Thycotic, Ping Identity, and Senhasegura.
  2. Assess every supplier’s security readiness in vaccine supply chains, defining minimum levels of compliance to security standards that include a single, unified security model across all companies. In creating a secured vaccine supply chain, it’s imperative to have every supplier network member on the same security model. Taking this step ensures accountability, greater clarity of roles and responsibilities, and a common definition of privileged roles and access privileges.  Leaders in this area include BeyondTrust, Centrify, CyberArk, Ivanti, and Thycotic.
  3. Taking a Zero Trust-based approach to secure every endpoint across the vaccine manufacturer’s R&D, Clinical Trials, Manufacturing, and Distribution networks is necessary to shut down cyber attackers taking advantage of legacy security weaknesses approaches. The pharmaceutical companies and myriad logistics providers see a much faster than the expected proliferation of endpoints today. Trusted and untrusted domains from legacy server operating systems are a time sink when it comes to securing endpoints – and proving unreliable despite the best efforts that Security Operations teams are putting into them. Worst of all, they leave vaccine supply chains vulnerable because they often take an outdated “trust but verify” cybersecurity approach. Leaders include Illumio, Ivanti (MobileIron), Cisco, Appgate, Palo Alto Networks, and Akamai Technologies.
  4. Extend the Zero Trust framework across the entire supply chain by implementing microsegmentation and endpoint security requirements across all phases of the vaccine’s development cycles. This will ensure cyber attackers don’t have the opportunity to embed code to activate later. The goal is to push Zero Trust principles to all related processes integrating with the vaccines’ pipeline, including all dependencies across the entire development lifecycle.
  5. Incorporating Multi-Factor Authentication (MFA) across every system in the vaccine supply chain is a given. Usernames and passwords alone are not enough, and MFA is low-hanging fruit to authenticate authorized users. MFA is based on two or more factors that can authenticate who you are based on something you know (passwords, PINs, code works), something you have (a smartphone, tokens devices that produce pins or pre-defined pins), or something you are (biometrics, facial recognition, fingerprints, iris, and face scans). For example, Google provides MFA as part of their account management to every account holder and has a thorough security check-up, which is useful for seeing how many times a given password has been reused.
  6. Alleviate the conflicts of who will pay for increasing cybersecurity measures by making supplier-level security a separate line item in any CISOs and CIO’s budget. Today certain pharma supply chain CISOs are expected to ramp up cybersecurity programs with the same budget before Covid-19. While there are slight increases in cybersecurity budget levels, it’s often not enough to cover the higher costs of securing a broader scope of supply chain operations. CISOs need to have greater control over cybersecurity budgets to protect vaccine IP and distribution. Relying on traditional IT budgets controlled by CIOs isn’t working. There needs to be a new level of financial commitment to securing vaccine supply chains.
  7. Consider using an AIOps platform adept at unifying diverse IT environments into a single, cohesive AI-based intelligence system that can identify anomalous network behavior in real-time and take action to avert breaches. Based on conversations with CIOs across the financial services industry, it is clear they’re leaning in the direction of AIOps platforms that provide real-time integration to cloud platforms combined with greater control over IT infrastructure. LogicMonitor’s prioritizing IT integration as a core strength of their platform shows, as they have over 2,000 integrations available out of the box. Relying on Collectors’ agentless system, LogicMonitor retrieves metrics such as cloud provider health and billing information. This collector then pulls metrics from different devices using various methods, including SNMP, WMI, perf Mon JMX, APIs, and scripts.
  8. Unified Endpoint Security (UES) needs to become a standard across all vaccine supply chains now. Vendors who can rapidly process large amounts of data to detect previously unknown threats are needed today to stop cyberattacks from capturing IP, shipment data, and valuable logistics information. Absolute Software’s approach to leveraging its unique persistence, resilience, and intelligence capabilities is worth watching. Their approach delivers unified endpoint security by relying on their Endpoint Resilience platform, which includes a permanent digital tether to every enterprise’s endpoint. Absolute is enabling self-healing, greater visibility, and control by having an undeletable digital thread to every device. Based on conversations with their customers in Education and Healthcare, Absolute’s unique approach gives IT complete visibility into where every device is at all times and what each device configuration looks like in real-time.
  9. Pharma supply chains need to have a strategy for achieving more consistent Unified Endpoint Management (UEM) across every device and threat surface of the vaccine supply chain. UEM’s many benefits, including streamlining continuous OS updates across multiple mobile platforms, enabling device management regardless of the connection, and having an architecture capable of supporting a wide range of devices and operating systems. Another major benefit enterprises mention is automating Internet-based patching, policy, configuration management. Ivanti is the global market leader in UEM, and their recent acquisition of Cherwell expands the reach of their Neurons platform, providing service and asset management from IT to lines of business and from every endpoint to the IoT edge. Neurons are Ivanti’s AI-based hyper-automation platform that connects Unified Endpoint Management, Security, and Enterprise Service Management. Ivanti is prioritizing its customers’ needs to autonomously self-heal and self-secure devices and self-service end-users.
  10. Track-and-traceability is essential in any vaccine supply chain, making the idea of cyber-physical passports that include serialization for vaccine batches more realistic given how complex supply chains are today. Passports are an advanced labeling technology that provides the benefits of virtual tracking, verification of specific compounds, and yield rates of key materials. Serialization is a must-have for ensuring greater traceability across vaccine supply chains proving effective in stopping counterfeiting. Having digital passports traceable electronically can further help thwart cyber attackers.

Conclusion

By closing the cybersecurity gaps in vaccine supply chains, the world’s nations can find new, leaner, more efficient processes to distribute vaccines and protect their citizens. It’s evident from the results achieved so far in the U.S. alone that relying on traditional supply chains and means of distribution isn’t getting the job done fast enough, and cyber attackers are already looking to take advantage. By combining multiple cybersecurity tactics, techniques, and procedures, the vaccine supply chain stands to improve and be more secure from threats.

How FinancialForce Is Using AI To Fight Revenue Leakage

How FinancialForce Is Using AI To Fight Revenue Leakage

Bottom Line: Using AI to measure and predict revenue, costs, and margin across all Professional Services (PS) channels leads to greater accuracy in predicting payment risks, project overruns, and service forecasts, reducing revenue leakage in the process.

Professional Services’ Revenue Challenges Are Complex

Turning time into revenue and profits is one of the greatest challenges of running a Professional Services (PS) business. What makes it such a challenge is incomplete time tracking data and how quickly revenue leaks spring up, drain margins, and continue unnoticed for months. Examples of revenue leaks across a customers’ life cycles include the following:

  • Billing errors are caused by the booking and contract process not being in sync with each other leading to valuable time being wasted.
  • When products are bundled with services, there’s often confusion over recognizing each revenue source, when, and by which PS metric.
  • Inconsistent, inaccurate project cost estimates and actual activity lead to inaccurate forecasting, delaying the project close and the potential for bad debt write-offs and high Days Sales Outstanding (DSO).
  • Revenue leakage gains momentum and drains margins when the following happens:
    • Un-forecasted delays and timescale creep
    • Reduced utilization rates across each key resource required for the project to be completed
    • Invoice and billing errors that result in invoice disputes that turn into high DSOs & write-offs
    • Incorrect pricing versus the costs of sales & service often leads to customer churn.
    • Revenue leakage gains momentum as each of these factors further drains margin

Adding up all these examples and many more can easily add up to 20-30% of actual lost solution and services margin. In many ways, it’s like death by a thousand small cuts. The following graphic provides examples across the customer lifecycle:

How FinancialForce Is Using AI To Fight Revenue Leakage

Why Professional Services Are Especially Vulnerable To Revenue Leakage 

Selling projects and the promise of their outcomes in the future create a unique series of challenges for PS organizations when it comes to controlling revenue leakage. It often starts with inaccurately scoping a project too aggressively to win the deal, only to determine the complexity of tasks originally budgeted for will take 10 – 30% longer or more. Disconnects on project scope are unfortunately too common, turning small revenue leaks into major ones and the potential of long Days Sales Outstanding (DSO) on invoices. When revenue leaks get ingrained in a project’s structure, they continue to cascade into each subsequent phase, growing and costing more than expected.

The SPI 2021 Professional Services Maturity™ Benchmark Service published by Services Performance Insight, LLC in February of this year provides insights into the hidden costs and prevalence of revenue leakage. The following table illustrates how organizations with high levels of revenue leakage also perform badly against other key metrics, including client referencability. The more revenue leakage an organization experiences, the more billable utilization drops, on-time project deliveries become worse, and executive real-time visibility becomes poorer.

How FinancialForce Is Using AI To Fight Revenue Leakage

How FinancialForce Is Using AI To Fight Revenue Leakage

It’s noteworthy that FinancialForce is now on its 12th consecutive product release that includes Salesforce Einstein, and many customers, including Five9, are using AI to manage revenue leakage across their PS business. Throughout the pandemic, the FinancialForce DevOps, product management, and software quality teams have been a machine, creating rich new releases on schedule and with improved AI functionality based on Einstein. The 12th release includes prebuilt data models, lenses, dashboards, and reports.

Andy Campbell, Solution Evangelist at FinancialForce, says that “FinancialForce customers have access to best practices to minimize revenue leakage by scoping and selling the right product and services mix to allocating the optimal range and amount of services personnel and finally billing, collecting and recognizing the right amount of revenue for services provided.” Andy continued, saying that recent dashboards have been built for resource managers to automate demand and capacity planning and service revenue forecasting and assist financial analysts in managing deferred revenue and revenue leakage.

By successfully integrating Einstein into their ERP system for PS organizations, FinancialForce helps clients find new ways to reduce revenue leakage and preserve margin. Relying on AI-based insights for each phase of a PS engagement delivered a 20% increase in Customer Lifetime Value according to a FinancialForce customer. And by combining FinancialForce and Salesforce, customers see an increased bid:win ratio of 10% or more. The following graphic illustrates how combining the capabilities of Einstein’s AI platform with FinancialForce delivers results.

How FinancialForce Is Using AI To Fight Revenue Leakage

Conclusion

FinancialForce’s model building in Einstein is based on ten years of structured and unstructured data, aggregated and anonymized, then used for in-tuning AI models. FinancialForce says these models are used as starting points or templates for AI-based products and workflows, including predict to pay.  Salesforce has also done the same for its Sales Cloud Analytics and Service Cloud Analytics. In both cases, Salesforce and FinancialForce customers benefit from best practices and recommendations based on decades of data, which should be particularly interesting considering the “black swan” nature of 2020 data for most of their customers.

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