Market data is no longer just a by-product of trading activity — it is a high-value commodity, and market data providers or exchanges simply offering data is no longer sufficient. Data providers must learn to sell it more intelligently to stay ahead of a competitive landscape. That is where DRDM’s Intelligent Sales module comes in — an AI-powered solution designed to transform how exchanges and data vendors generate leads, engage clients, and maximise revenue.

Traditional Sales Methods Falling Short

The sale of market data has evolved with the rise of enterprise CRM platforms like Salesforce and HubSpot, which help sales teams move beyond manual processes and generic outreach¹. However, these tools are largely built around general supply-and-demand models, focusing on pipeline trends rather than providing visibility into how market data is consumed, by whom and under what terms.

Despite widespread adoption of data-driven sales strategies, market data remains tied to outdated contracts—often static PDFs that are disconnected from CRMs, entitlement systems, or usage analytics. This lack of integration makes it hard to track usage, spot under-utilised services, or engage clients proactively.

As a result, sales teams rely on lagging data and fragmented reporting, leading to missed renewals, poorly timed outreach, and lost opportunities. 

This is where Digital Rights for Data Management²  (DRDM) changes the game by offering a data-driven, automated, and scalable approach to market data monetisation. With DRDM’s extensive dataset of market data contracts and sales transactions, exchanges can proactively target clients with tailored product offerings and data-driven insights, eliminating guesswork and inefficiencies in the sales cycle.

What Are Intelligent Sales?

At its core, Intelligent Sales is a smart sales enablement platform powered by artificial intelligence (AI) and real-time analytics. Built specifically for exchanges and data providers, it analyses client usage, contract history, and market trends to generate qualified sales leads and actionable insights³.

Whether your teams are trying to upsell existing clients, reduce churn, or identify new prospects, Intelligent Sales helps you do it faster, with far greater accuracy and precision.

Key Capabilities:

1. AI-Driven Sales Lead Generation: Identifies opportunities based on contract usage, renewal cycles, and consumption trends – see previous article⁴.
2. Predictive Sales Insights: Utilising machine learning, it can predict which clients will likely renew, expand their licences, or require additional data services.
3. Personalised Client Recommendations: Match clients with the most relevant products based on usage history, market position, and industry benchmarks.
4. Automated Sales Workflows: Triggers notifications and follow-ups for sales teams, ensuring proactive engagement and swift deal closures.
5. Market Intelligence Dashboard: Gain real-time insights on sales opportunities, competitors, and customer behaviour trends.

How Intelligent Sales Work

The true strength of DRDM’s Intelligent Sales derives from how its deep integration with Digital Contracts⁵ and enterprise data systems is leveraged:

1. Data Aggregation – DRDM’s AI engine continuously collects and analyses contract data, historical sales interactions, and client usage patterns.
2. Opportunity Detection – The system identifies and highlights clients with underutilised licenses, upcoming renewals, or mismatched product tiers.
3. AI-Powered Matching – Based on predictive analytics, clients are matched with recommended products or upgrades.
4. Automated Engagement – The platform generates personalised proposals and sales prompts to optimise client outreach.
5. Real-Time Reporting – Provides instant insights into client engagement, deal progress, and revenue projections.

Value for Market Data Providers and Exchanges

Implementing Intelligent Sales leads to measurable commercial benefits:

• Increased Revenue: AI-powered insights uncover hidden opportunities for upselling and cross-selling.
• Accelerated Sales Cycles: Automated workflows and real-time alerts speed up client engagement and decision-making.
• Improved Retention: Predictive analytics help proactively address client needs, reducing churn rates.
• Sharper Market Positioning: Automating lead identification and engagement reduces the need for manual prospecting, improving efficiency.
• Lower Operating Costs: Sales teams become more efficient and scalable with less manual prospecting.

Why Choose DRDM’s Intelligent Sales?

Relying on intuition and manual analysis is unreliable or too slow, leading to missed opportunities. DRDM’s Intelligent Sales module provides a smarter way to sell market data based on AI-powered precision and automation, ensuring exchanges and data providers:

• Proactively identify high-value opportunities.
• Leverage deep insights from digital contract data to tailor pitches and pricing.
• Automate outreach and proposal generation for faster results.
• Gain a competitive advantage by anticipating client needs and movements.

Since Intelligent Sales is fully integrated with DRDM Digital Contracts, there is no disconnect between contractual data and sales strategy. This creates a closed-loop system where every data point fuels smarter decisions⁶.

The Future of Intelligent Data Sales:

AI and analytics are not just buzzwords, they are redefining how firms buy and sell data. With Intelligent Sales, market data providers and exchanges can turn their data assets into consistent revenue streams⁷ while improving the client experience and reducing churn.

As the financial services industry becomes increasingly digital and data-driven, those who adopt intelligent sales platforms early will have a clear edge over competitors who trail behind in adoption⁸.

Intelligent Sales is fully integrated with DRDM’s Digital Contracts⁹, ensuring a seamless link between contract management, data entitlements, and sales strategies. Exchanges and data providers can leverage real-time contractual insights to proactively drive sales, creating a data-driven ecosystem where contracts inform intelligent, automated sales decisions.

Next Steps

Transform your sales strategy with DRDM. Discover how AI-powered market data insights can maximise your revenue, optimise client engagement, and future-proof your sales strategy. Contact CJC today for a demonstration of Intelligent Sales.