How A.I. Will Change The SaaS Landscape with Martin Cloake @ Raven.ai

About this video

Dan Martell interviews Martin, founder of Raven AI (formerly Raven Telemetry), which helps manufacturers act on their data. Martin explains Raven combines machine data (what a process is doing) with human context gathered by asking operators a small number of simple questions at a station tablet — likened to Waze asking why you stopped — to build a timeline he calls ’the truth.’ He stresses there is no value in analysis unless someone acts on it, so guidance must be extremely clear and short, like a 1997 pager message. A major waste is people waiting for maintenance or support; Raven alerts supervisors to that. He says one Danaher plant increased output by close to 20% in its first year using Raven, as his claim. Martin recounts starting in manufacturing at Blinds To Go in 2003 after telecom, being sent to sell blinds in Totowa, New Jersey, and learning persuasion and sales there — skills he says now drive recruiting, capital and customers. His co-founder Braden did a PhD at Toronto’s Institute for Aerospace Studies. On selling, Martin spends the first 15 minutes of a 30-minute call asking questions and listening, and he applies self-determination theory (autonomy, mastery, community) rather than forcing leaderboards on everyone.

Key takeaways

• Collect machine data plus human context to build one timeline of truth
• Analysis has no value unless someone acts on it
• Make guidance pager-short and clear so people act immediately
• Sell by asking questions first and letting prospects talk
• Motivate with autonomy, mastery and community, not forced leaderboards

Episode details: published April 12, 2021 · 40:09 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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