AI & ML

Leveraging Unstructured Data: How Business Leaders Can Harness the Power of AI

By
Steve Hazelton
May 31, 2023
5 min read

Introduction:

In today's digital age, the sheer volume of data generated by businesses is staggering. Ironically, most of this data is unstructured and trapped in things like emails, support tickets, and phone calls. Until now, this meant that the only way to extract valuable insights was by using manual labor to categorize them. 

This is where the power of Artificial Intelligence (AI) comes into play. By harnessing AI, business leaders can unlock the hidden potential of unstructured data and gain a competitive edge. In this blog post, we will explore how business leaders can effectively leverage AI to extract valuable insights from unstructured data and drive innovation.

Understanding Unstructured Data:

Unstructured data refers to any information that lacks a predefined data model or organization. It includes text documents, social media posts, images, audio, videos, and more. Unstructured data is generated in abundance from various sources such as customer feedback, emails, surveys, social media platforms, and help desk interactions. The true value of unstructured data lies in its ability to reveal patterns, sentiments, and trends that can shape business strategies.

AI and Unstructured Data: Extract, Diagnose, Proact:

Artificial Intelligence, particularly techniques such as natural language processing (NLP) and deep learning, can process and analyze unstructured data with remarkable accuracy. By utilizing AI, business leaders can transform this seemingly chaotic mass of unstructured data into actionable insights.

Information Extraction:

  1. First, AI removes the ”manual labor tax” associated with leveraging unstructured data. AI efficiently extracts relevant information from unstructured text data, at scale, for a fraction of the cost of manual processing. Text mining techniques, including entity recognition, sentiment analysis, keyword extraction, and topic modeling, can be used to identify critical insights buried within vast amounts of unstructured text. This information can be invaluable for market research, competitive analysis, and trend forecasting.

Knowledge Diagnostics:

  1. The next step after extraction is leveraging this data to diagnose risks and opportunities. AI converts unstructured data into a powerful diagnostic tool. Unstructured data sources like customer emails and chat transcripts contain valuable information about individual products and processes. For example, a business leader may realize that just one feature is causing the majority of customer unhappiness. They might realize that a certain Account Representative is very good at improving sentiment. The possibilities for improving our businesses are almost endless.

Proactivity and Prediction:

  1. The “holy grail” of unstructured data is leveraging this information and knowledge to proact on and predict future events. By analyzing historical unstructured data, leaders can identify issues and monitor them going forward. For example, data might reveal that customers are more likely to cancel within 6 months of having a leadership change event. Not only will AI help leaders identify this warning sign, but by analyzing unstructured data in real-time, it will warn leaders and provide them with the opportunity to save revenue.

In the era of big data, unstructured data holds immense untapped potential. Business leaders who harness the power of AI can gain a competitive advantage by extracting valuable insights from this wealth of unstructured information. From sentiment analysis and text mining to predictive analytics, AI techniques provide the means to unlock the hidden value within unstructured data. By embracing AI and leveraging unstructured data, business leaders can make more informed decisions, drive innovation, and stay ahead in an increasingly data-driven world.

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The Most Dangerous Threat to CROs

Joel Passen
July 1, 2025
5 min read

The most dangerous threat to CROs doesn’t live in the opportunity pipeline.

It's churn.

  • It doesn’t scream like a missed quarterly pipeline goal.
  • It doesn’t show up in dashboards until it’s too late.
  • It's rarely caught by a generic 'health score'.
  • It's the board meeting killer.

Retaining and growing our customers is the only repeatable, compounding, capital-efficient growth lever left in B2B businesses.

📉 CAC is way up.

📉 Channels are saturated.

📉 Talent is expensive.

📉 Competition is fierce.

📉 Switching costs are low.

The path to $100M used to be “sell, sell, sell.”

Today? It’s “land, retain, expand.”

No matter how strong your sales motions are or how slick your product or service looks during the sales process, if your customers are churning, you’re stuck in a leaky bucket loop of doom.

Every net-new dollar you win is offset by dollars you lose. It's just math.

Yet most GTM orgs still operate like retention is someone else’s problem. "That's a CS thing."

  • The CS team might “own” the customer post-sale.
  • Account Management may own the renewal and growth number.
  • Support is in the foxhole on the front line.
  • RevOps might model churn with last quarter’s data.
  • Marketing might send an occasional newsletter via email.
  • Finance may be leaning in on the forecasting.
  • Product is building things that supposedly the customers want.

But in reality, churn is the CRO's problem. We wear it - or should.

If your go-to-market motion isn’t designed to protect and grow customers from Day 1, you’re not just leaving money on the table — you’re setting fire to it.

Retention and expansion aren’t back-end functions. They’re front-and-center revenue motions.

The most valuable work these days starts after the contract is signed — not before.

We need to stop treating post-live as a department and start treating it as the engine of durable growth.

Software

Have you heard this from your CEO?

Joel Passen
April 29, 2025
5 min read

"How are we using AI internally?"

The drumbeat is real. Boards are leaning in. Investors are leaning in. Yet, too many leaders hardly use it. Most CS teams? Still making excuses.

🤦🏼 "We’re not ready."Translation: We don't know where to start, so I'm waiting to run into someone who has done something with it.

🤦🏼 "We need cleaner data."Translation: We’re still hoping bad inputs from fractured processes will magically produce good outputs. Everyone's data is a sh*tshow. Trust me. 🤹🏼♂️ "We're playing with it."Translation: We have that one person messing with ChatGPT - experimenting.

😕 "Just don't have the resources right now."Translation: We're too overwhelmed manually building reports, wrangling renewals, and answering tickets forwarded by the support teams.

🫃🏼 "We've got too many tools."Translation: We’re overwhelmed by the tools we bought that created a bunch of silos and forced us into constant app-switching.

🤓 "Our IT team won't let us use AI."Translation: We’ve outsourced innovation to a risk-averse inbox.

It's time to put some cowboy under that hat 🤠 . No one’s asking you to rebuild the data warehouse or perform some sacred data ritual. You don’t need a PhD in AI.

You can start small.

Nearly every AI vendor has a way for you to try their wares without hiring a team of talking heads to perform unworldly 🧙🏼 acts of digital transformation.

Where to start.

✔️ Pick a use case that will give you a revenue boost or reveal something you didn't know about your customers.

✔️ Choose something that directs valuable work to the valuable people you've hired.

✔️ Pick something with outcomes that other teams can use.

Pro Tip: Your CEO doesn't care about chatbots, knowledgebase articles, or things that write emails to customers.

What do you have to lose? More customers? Your seat at the table?

CX Strategy

Talent gets you started. Infrastructure gets you scale.

Joel Passen
April 29, 2025
5 min read

We obsess over hiring A-players. But even the best GTM talent will flounder if the foundation isn’t there.

I’ve seen companies overpay for “rockstars” who quit in 6 months—not because they weren’t capable, but because they were dropped into chaos. No ICP. Bad data. No process. No enablement. No system to measure or coach.

Great GTM teams aren’t built on purple squirrels. They’re built on a strong foundation.

That foundation looks like this:

✅ A crisp, written ICP and buyer persona (not just tribal knowledge)

✅ Accurate prospect data to target the right ICP

✅ A playbook that outlines how you win—and how you lose

✅ A clear point-of-view that your team can rally around in every email, call, and deck

✅ Defined stages, handoffs, and accountability across marketing, sales, CS

✅ A baseline reporting system to see what’s working—and what’s not

When this exists, you can onboard faster, coach better, and scale smarter. It's not easy, and it’s not sexy, but it works.

Want to cut CAC and increase ramp speed? Start with your infrastructure. Hire into a structure.

How many customers will you have to lose before you try Sturdy?

Schedule Demo
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