{"id":52828,"date":"2024-07-01T14:03:38","date_gmt":"2024-07-01T21:03:38","guid":{"rendered":"https:\/\/www.gong.io\/?post_type=patterns-edge&#038;p=52828"},"modified":"2024-07-03T12:50:29","modified_gmt":"2024-07-03T19:50:29","slug":"how-ai-can-unlock-the-power-of-unstructured-data","status":"publish","type":"patterns-edge","link":"https:\/\/www.gong.io\/the-edge\/how-ai-can-unlock-the-power-of-unstructured-data\/","title":{"rendered":"How AI Can Unlock The Power Of Unstructured Data"},"content":{"rendered":"<block-edge-template class=\"Block EdgeTemplateBlock\" block-id=\"d3d611\" data-block=\"d3d611\">\n\n<div class=\"Block-wrap EdgeTemplateBlock-wrap\" slot=\"content\">\n<div class=\"Block-content EdgeTemplateBlock-content\">\n<block-edge-hero active__trigger=\"mounted\" class=\"Block EdgeHeroBlock\" block-id=\"ea1955\" data-block=\"ea1955\">\n\n<div class=\"Block-inner EdgeHeroBlock-inner\" slot=\"content\">\n<div class=\"Block-content EdgeHeroBlock-content\">\n<block-edge-hero-content class=\"Block EdgeHeroContentBlock\" block-id=\"ca8392\" data-block=\"ca8392\">\n\n<div class=\"Block-inner EdgeHeroContentBlock-inner\" slot=\"content\">\n<div class=\"Block-link EdgeHeroContentBlock-link\"><svg width=\"6\" height=\"10\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M5 9 1 5l4-4\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linejoin=\"round\" aria-hidden=\"true\"><\/svg><a href=\"\/the-edge\/\">Back to Edge<\/a><\/div>\n\n<div class=\"Block-byline EdgeHeroContentBlock-byline\">\n<div class=\"Block-avatar EdgeHeroContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/eilon-reshef.jpeg\" width=\"56\" height=\"56\" alt=\"Eilon Reshef\"><\/div>\n<p class=\"Block-author EdgeHeroContentBlock-author\">Eilon Reshef<\/p>\n<p class=\"Block-role EdgeHeroContentBlock-role\">Co-Founder and Chief Product Officer at Gong<\/p><\/div>\n<\/div>\n<\/block-edge-hero-content>\n\n<block-edge-hero-social class=\"Block EdgeHeroSocialBlock\" block-id=\"ed061e\" data-block=\"ed061e\">\n\n<div class=\"Block-inner EdgeHeroSocialBlock-inner\" slot=\"content\">\n<div class=\"color-violet Kicker mb-none Block-kicker EdgeHeroSocialBlock-kicker\">Share<\/div>\n<div class=\"Block-content EdgeHeroSocialBlock-content\"><div class=\"SocialMedia\">\n\t<ul role=\"list\">\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https:\/\/www.gong.io\/the-edge\/how-ai-can-unlock-the-power-of-unstructured-data\/\"\n\t\t\t\ttarget=\"_blank\" rel=\"noreferrer\" aria-label=\"LinkedIn\">\n\t\t\t\t<i class=\"fab fa-linkedin-in\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https:\/\/www.gong.io\/the-edge\/how-ai-can-unlock-the-power-of-unstructured-data\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Facebook\">\n\t\t\t\t<i class=\"fab fa-facebook-f\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https:\/\/www.gong.io\/the-edge\/how-ai-can-unlock-the-power-of-unstructured-data\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Twitter\">\n\t\t\t\t<i class=\"fab fa-twitter\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/block-edge-hero-social>\n\n\n<\/div>\n<\/div>\n<\/block-edge-hero>\n\n<block-edge-aside class=\"Block EdgeAsideBlock\" block-id=\"a56d69\" data-block=\"a56d69\">\n\n<div class=\"Block-inner EdgeAsideBlock-inner\" slot=\"content\">\n<div class=\"Block-content EdgeAsideBlock-content\">\n<block-table-of-contents class=\"Block TableOfContentsBlock\" block-id=\"b44689\" data-block=\"b44689\">\n\n<div class=\"Block-inner TableOfContentsBlock-inner\" slot=\"content\">\n<div class=\"color-purple-haze Kicker Block-kicker TableOfContentsBlock-kicker\">Table of Contents<\/div>\n<\/div>\n<\/block-table-of-contents>\n\n<block-edge-aside-signup class=\"Block EdgeAsideSignupBlock py-xSmall\" block-id=\"e60111\" data-block=\"e60111\">\n\n<div class=\"Block-inner EdgeAsideSignupBlock-inner\" slot=\"content\">\n<h2 class=\"font-inter Block-title EdgeAsideSignupBlock-title\">Stay up-to-date with data-backed insights<\/h2>\n<div class=\"Block-content EdgeAsideSignupBlock-content\">\n<block-marketo :use-asterisks='false' :use-styles='false' redirect-url=\"\" button-color=\"violet\" button-label=\"Subscribe\" ga-instance-label=\"\" chilipiper-router=\"\" form-values=\"\" consent-to-processing-text=\"\" consent-to-processing-usa-text=\"\" :has-chilipiper-typ='false' base-url=\"\/\/hitthe.gong.io\" munchkin-id=\"185-VCR-682\" :form-id='1069' class=\"Block MarketoBlock has- align-center color-default button-violet\" style=\"max-width:400px;--block-button-color:var(--color-violet)\" block-id=\"ddeb0c\" data-block=\"ddeb0c\">\n\n<div class=\"Block-inner MarketoBlock-inner\" slot=\"content\">\n<div class=\"Block-content MarketoBlock-content\">\n<block-title class=\"Block TitleBlock text-center is-h4\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"dc4835\" data-block=\"dc4835\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h4 Block-title TitleBlock-title\">Thank you for your submission.<\/h2>\n<\/div>\n<\/block-title>\n\n\n<\/div>\n<\/div>\n<\/block-marketo>\n\n\n<\/div>\n<\/div>\n<\/block-edge-aside-signup>\n\n\n<\/div>\n<\/div>\n<\/block-edge-aside>\n\n<block-edge-body class=\"Block EdgeBodyBlock\" block-id=\"cb3609\" data-block=\"cb3609\">\n\n<div class=\"Block-inner EdgeBodyBlock-inner\" slot=\"content\">\n<div class=\"Block-featuredImage EdgeBodyBlock-featuredImage\"><img decoding=\"async\" src=\"\" \/><\/div><div class=\"Block-content EdgeBodyBlock-content\">\n<block-edge-body-content class=\"Block EdgeBodyContentBlock\" block-id=\"b57685\" data-block=\"b57685\">\n\n<div class=\"Block-inner EdgeBodyContentBlock-inner\" slot=\"content\">\n<div class=\"Block-byline EdgeBodyContentBlock-byline\"><div class=\"Block-avatar EdgeBodyContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/eilon-reshef.jpeg\" width=\"56\" height=\"56\" alt=\"Eilon Reshef\"><\/div>\n<p class=\"Block-author EdgeBodyContentBlock-author\">Written by Eilon Reshef<\/p>\n<p class=\"Block-role EdgeBodyContentBlock-role\">Co-Founder and Chief Product Officer at Gong<\/p>\n<div class=\"Block-bio EdgeBodyContentBlock-bio\"><span data-sheets-root=\"1\">Eilon Reshef is the Co-Founder and Chief Product Officer at Gong, the leading platform in the revenue intelligence space. Since co-founding Gong in 2015, Eilon has spearheaded its product and engineering efforts, transforming how sales teams harness data to drive success. Gong uses AI to analyze sales interactions, offering actionable insights that help businesses grow revenue. Prior to Gong, Eilon co-founded Webcollage, a SaaS platform for e-commerce infrastructure. With deep expertise in product strategy and AI, Eilon is a key figure in advancing sales technology and operations\u200b.<\/span><\/div><\/div><div class=\"Block-content EdgeBodyContentBlock-content\">\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<em>This article was originally published on Forbes.com<\/em>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nGetting strategically valuable insights out of unstructured data has long been a corporate holy grail\u2014even more so now in the age of AI.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThis is largely because the digitization of business has led to a proliferation of data sources\u2014videos, audio clips, images, texts\u2014that all contribute to an unfathomably large trove of data waiting to be analyzed and acted upon. Deloitte estimated that the number of digital data bits in 2020&nbsp;<a href=\"https:\/\/www2.deloitte.com\/uk\/en\/insights\/focus\/tech-trends\/2017\/dark-data-analyzing-unstructured-data.html\" rel=\"noreferrer noopener\" target=\"_blank\">roughly equaled<\/a>&nbsp;the number of stars in the universe.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe problem: Unstructured data\u2014data from different sources in different formats and subject to different cataloging conventions\u2014is notoriously difficult to analyze and, even more so, to mine for valuable insights.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAt first glance, quick-minded large language models (LLMs) like GPT, trained on incredibly large datasets, look like just the fast, automated, superhuman tool we need to coax rhyme and reason from unstructured data. Wouldn&#8217;t it be great if we could just hand over the data to an LLM and ask it to unearth trends, predictions and other key business insights?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAI may someday get to this point and help businesses leverage the (conservatively)&nbsp;<a href=\"https:\/\/mitsloan.mit.edu\/ideas-made-to-matter\/tapping-power-unstructured-data\" target=\"_blank\" rel=\"noreferrer noopener\">80% of data<\/a>&nbsp;that is unstructured. However, businesses shouldn&#8217;t assume that just because LLMs are on the tip of every executive&#8217;s tongue, and just because you can literally ask them anything, they are a technology magic bullet.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nMaking the most of unstructured business data with generative AI still requires some strategic consideration.\n<\/p>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c49dcd\" data-block=\"c49dcd\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h1 class=\"has-text-align-left has-black-color has-text-color\">Four Considerations When Turning Unstructured Data Into AI-Generated Business Insights<\/h1>\n<\/div>\n<\/block-heading>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c4daee\" data-block=\"c4daee\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h2 class=\"has-text-align-left has-black-color has-text-color\">1. You need to get the data right.<\/h2>\n<\/div>\n<\/block-heading>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAs obvious as it may seem, the first challenge is to get ahold of all the right data to input into an LLM.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen dealing with structured data, the data is often in a modeled computer system: a relational database, a data warehouse or some other information system.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIn contrast, unstructured data tends to be distributed across different systems, locations, and sometimes, formats and versions. Unless you can systematically capture the majority of those unstructured conversations, the resulting analysis will end up being partial.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOther domains have similar challenges. Because analysis of unstructured data was deemed harder, companies often didn&#8217;t invest the resources to collect and categorize it, let alone make it readily available to AI systems. There is an abundance of write-ups located on people&#8217;s (virtual or physical) drives and in email communication; there&#8217;s data in spreadsheets, without any related business context. Without access to this data, any analysis will be incomplete.\n<\/p>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c4daee\" data-block=\"c4daee\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h2 class=\"has-text-align-left has-black-color has-text-color\">2. You need to translate the unstructured data into structured data.<\/h2>\n<\/div>\n<\/block-heading>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nEven the simplest business questions start with correlating discrete, structured values.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nFor example, if you&#8217;d like to know whether win rates increase when salespeople offer a discount, you have to start by answering two questions: what the win rate is (a discrete value, often located in a database system), and whether a discount was offered (a discrete value, hidden inside unstructured data).\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nUnless you can mine the discrete values out of the unstructured data (in this instance, sales conversations), you wouldn&#8217;t be able to apply almost any kind of data analysis\u2014drill-downs, aggregations, predictions and more.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe situation becomes even more complex when it comes to ordinal values beyond &#8220;yes&#8221; and &#8220;no.&#8221;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nFor example, to analyze company expenses, you&#8217;d have to figure out what category each expense maps to. In practice, some expenses would map to more than one category. Some categories may be standard\u2014like meals\u2014but others may be specific to your business.\n<\/p>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c4daee\" data-block=\"c4daee\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h2 class=\"has-text-align-left has-black-color has-text-color\">3. LLMs won&#8217;t perform magic.<\/h2>\n<\/div>\n<\/block-heading>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nPopular LLMs are trained to generate the most probable next word in a sentence, hence the term &#8220;generative AI.&#8221; They are not optimized for so-called classification tasks, which are the mechanism for converting unstructured data to discrete values.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOf course, you can ask an LLM to classify documents by providing it with a document and asking what category or categories it maps to, but the results may be mediocre.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nFirst, they lack context that&#8217;s specific to your business. Is a certain legal change acceptable to your business? Are the terms and conditions mentioned in such a legal document supported by the business?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThen, LLMs simply lack intrinsic accuracy needed for such tasks. LLMs are trained mostly on textual data and can thus answer textual questions (&#8220;How do I make an omelet?&#8221; &#8220;Can you give my story a funny title?&#8221;) that result in synthesizing text. In many cases, asking an off-the-shelf LLM to categorize even simple data can generate results that are\u00a0<a href=\"https:\/\/arxiv.org\/pdf\/2311.07509\" target=\"_blank\" rel=\"noreferrer noopener\">less than 50% accurate<\/a>. This may be sufficient for some basic tasks (hence the proliferation of summarization capabilities), but it would be irresponsible to make business decisions based on such low accuracy.\n<\/p>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c4daee\" data-block=\"c4daee\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h2 class=\"has-text-align-left has-black-color has-text-color\">4. Business value comes from contextualized, domain-specific systems.<\/h2>\n<\/div>\n<\/block-heading>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOff-the-shelf LLMs do a mediocre job of converting unstructured data into discrete values for further analysis. On the other hand, AI models can be adapted to help organizations make such analysis possible. This adaptation process is referred to as fine-tuning: taking an open-source LLM\u2014called a foundational model\u2014and layering on additional, domain-specific data, to optimize it for a certain business domain. Such fine-tuning can happen at an industry level (e.g., healthcare), a profession level (e.g., support agents) or even for one&#8217;s company.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOnce optimized for a specific domain or task, these AI systems can reliably handle unstructured documents. The process starts by leveraging the fine-tuned LLMs to process the unstructured documents and convert them into discrete values. Then, analysis can be made available for business users using conventional or domain-specific business intelligence software. At that point, data can also be analyzed further by data analysts or data scientists.\n<\/p>\n\n<block-heading class=\"Block HeadingBlock\" block-id=\"c4daee\" data-block=\"c4daee\">\n\n<div class=\"Block-inner HeadingBlock-inner\" slot=\"content\">\n<h2 class=\"has-text-align-left has-black-color has-text-color\">Final Thoughts<\/h2>\n<\/div>\n<\/block-heading>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen we&#8217;re able to harness unstructured data for generative AI effectively, companies will unlock new value. The hype around generative AI makes it sound like this is a plug-and-play process, but in reality, it&#8217;s still a complex task. Yet, the effort is worthwhile: It will<strong>&nbsp;<\/strong>significantly enhance the ability of businesses to extract actionable insights from their data, revolutionizing how they operate and compete.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<em><strong>Want more revenue leadership advice and data-driven insights?&nbsp;<\/strong><\/em><a href=\"http:\/\/gong.io\/the-edge\"><strong><em>Subscribe to The Edge<\/em><\/strong><\/a><em><strong>.<\/strong><\/em><a href=\"https:\/\/www.gong.io\/the-edge\/revenue-leaders-heres-how-to-take-a-more-strategic-approach-to-evaluating-your-revenue-tech-stack\/\"><\/a>\n<\/p>\n\n\n<\/div>\n<\/div>\n<\/block-edge-body-content>\n\n\n<\/div>\n<\/div>\n<\/block-edge-body>\n\n<block-edge-footer class=\"Block EdgeFooterBlock\" block-id=\"eba15d\" data-block=\"eba15d\">\n\n<div class=\"Block-wrap EdgeFooterBlock-wrap\" slot=\"content\">\n<div class=\"Block-content EdgeFooterBlock-content\">\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c0f274\" data-block=\"c0f274\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n<\/div>\n<\/block-title>\n\n<block-related-edge :equalize-heights='[\".RelatedEdgeBlock-content &#62; .Block &#62; .Block-inner &#62; .PostBlock-post article\"]' class=\"Block RelatedEdgeBlock\" block-id=\"c2f6ea\" data-block=\"c2f6ea\">\n\n<div class=\"Block-inner RelatedEdgeBlock-inner\" slot=\"content\">\n<div class=\"Block-content RelatedEdgeBlock-content\">\n<block-post class=\"Block PostBlock\" block-id=\"b52c7d\" data-block=\"b52c7d\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-48600\" class=\"TheEdgeResourceTeaser post-48600 patterns-edge type-patterns-edge status-publish has-post-thumbnail hentry category-revenue-intelligence category-guests category-sales-leadership category-sales-leaders\">\n\t<a class=\"EdgeTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/the-edge\/get-more-roi-out-of-your-sales-kickoff\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"801\" height=\"479\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/edge-roi-sales-kickoff.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/edge-roi-sales-kickoff.png 801w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/edge-roi-sales-kickoff-300x179.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/03\/edge-roi-sales-kickoff-768x459.png 768w\" sizes=\"auto, (max-width: 801px) 100vw, 801px\" \/>\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tFeb 27, 2024\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tGet more ROI out of your sales kickoff\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Revenue Intelligence<\/span><\/li><li><span>Sales Enablement<\/span><\/li><li><span>Sales Leadership<\/span><\/li><li><span>Sales Management<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"df094a\" data-block=\"df094a\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-58779\" class=\"TheEdgeResourceTeaser post-58779 patterns-edge type-patterns-edge status-publish has-post-thumbnail hentry category-company category-sales-leadership category-sales-leaders category-sales-strategies tag-sales-management tag-sales-strategies\">\n\t<a class=\"EdgeTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/the-edge\/alia-lamborghini-high-performance-culture-yahoo-dsp\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2487\" height=\"1483\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli.png 2487w, https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli-300x179.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli-1024x611.png 1024w, https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli-768x458.png 768w, https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli-1536x916.png 1536w, https:\/\/www.gong.io\/wp-content\/uploads\/2025\/02\/The-edge_-Dana-and-Alli-2048x1221.png 2048w\" sizes=\"auto, (max-width: 2487px) 100vw, 2487px\" \/>\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tFeb 19, 2025\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tHow Alia Lamborghini built a high-performance culture within Yahoo DSP\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Company<\/span><\/li><li><span>Sales Leadership<\/span><\/li><li><span>Sales Management<\/span><\/li><li><span>Sales Strategies<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"b2c42e\" data-block=\"b2c42e\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-53542\" class=\"TheEdgeResourceTeaser post-53542 patterns-edge type-patterns-edge status-publish has-post-thumbnail hentry category-sales-leadership\">\n\t<a class=\"EdgeTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/the-edge\/3-lessons-from-pitchbook-cro-paul-santarelli-for-high-growth-companies\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"803\" height=\"479\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/07\/Edge-article-with-PaulDana.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/07\/Edge-article-with-PaulDana.png 803w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/07\/Edge-article-with-PaulDana-300x179.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/07\/Edge-article-with-PaulDana-768x458.png 768w\" sizes=\"auto, (max-width: 803px) 100vw, 803px\" \/>\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tJul 18, 2024\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\t3 lessons from PitchBook CRO Paul Santarelli for high-growth companies\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Sales Leadership<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n\n<\/div>\n<\/div>\n<\/block-related-edge>\n\n\n<\/div>\n<\/div>\n<\/block-edge-footer>\n\n\n<\/div>\n<\/div>\n<\/block-edge-template>\n\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":32,"featured_media":52835,"template":"","categories":[223,218],"tags":[],"class_list":["post-52828","patterns-edge","type-patterns-edge","status-publish","has-post-thumbnail","hentry","category-sales-ai","category-sales-leadership"],"acf":[],"yoast_head":"<!-- This site is optimized with 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