INTRODUCTION
What are Conversational Heroes made of?
Revenue teams are always looking to champion
their technologies, processes, and people to
uncover and accelerate revenue opportunities
Fortunately, there is a solution helping supercharge Marketing and Sales teams as they engage, qualify, and accelerate revenue opportunities: Conversation Automation from Conversica.
Conversation Automation solutions—including Intelligent Virtual Assistants—help companies of all sizes scale personalized, two-way conversations that drive revenue opportunities.
Conversica AI Assistants autonomously engage leads in two-way conversations, battled-tested to move leads through the customer journey. By scaling prompt, persistent, and personalized conversations across email, SMS, and website chat, Conversica AI Assistants turn Marketing and Sales professionals into superheroes!
Meet Our Customer Heroes
In the following customer stories, you’ll meet innovative
revenue team leaders that are leveraging Conversational
AI from Conversica to significantly boost lead
engagement and conversion for their companies.
Here are the companies you’ll learn about:
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
YES, THERE ARE REAL NUMBERS
If you’re a little skeptical, we don’t blame you. We had to re-check the math a few times ourselves, just to be sure. But this is really
what Conversica AI Assistants for Marketing and Sales delivered in 2021.
It’s not really apples to apples—more like apple seeds to apple pie—but honestly, nobody does engagement like Conversica
Just slide that decimal point to the right and enjoy 10x the handraisers
Give your Sales team something
to really sink their teeth into.
As in, 10 days from initial outreach to the lead saying, “Yup, let me talk to Sales.” How’s that for pipeline velocity?
Our AI Assistants give more than 30 hours a day back to your team—extra time to focus on the stuff they do best.
Turn $1 into $10. Or $36. Or $52. Check the ROI calculator to see what Conversica can do for you.
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
MARKETING HEROES
Challenge
Adam Benitez, Marketing Operations Manager at Talend, wanted to make sure his
team’s martech stack was as rigorous as it could be. The Marketing team at Talend
prides itself on keeping a pulse on new technologies to drive ROI, boost efficiency,
and keep up with large swaths of untouched leads. With serious incremental
revenue on the line, engaging every single leads was very important. This includes
C-ranked leads that had a low probability of converting—which were hard to justify
chasing down, but whom the team still suspected had some hidden value.
Solution
When first examining the possibility of adopting an AI Assistant, much of the team
was skeptical that it could deliver. But after just one month, the team was blown
away by the results Conversica delivered. Within the first year, Talend handed
over 21,000 leads to Conversica and were amazed to see a 31% engagement rate
with leads, prompted by two-way interactions delivered by the AI Assistant. This
helped surface 890 hot leads from a pool of low-quality leads that SDRs typically
wouldn’t touch, generated almost $10 million in pipeline, and converted nearly
$1 million in bookings.
Results
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
MARKETING HEROES
Challenge
Tyler Fields, Senior Director of Growth Marketing at Corelight, ran into a common
problem facing Marketing teams—there are too many leads and not enough
‘people power’ to work them effectively. Nevertheless, the team knew there
were opportunities hidden amongst their untouched leads. The team was similarly
interested in prompt email follow-up for event attendees and reactivating
dormant leads to uncover potential opportunities. All of these contacts need
education about the company’s offerings to motivate them to convert.
Solution
Corelight brought on a Conversica AI Assistant for Conversational Marketing to
help engage leads in two-way conversations at scale, and help move leads through
the funnel. Event attendees are autonomously delivered relevant content by the
AI Assistants. Similarly, Corelight uses its AI Assistant to cultivate early interest
from pre-MQLs, reactivate dormant leads, and reach out to event registrants
to generate interest or set meetings in advance. During these two-way
conversations, the AI Assistant identifies intent and passes sales-ready leads to a
Salesperson for a meeting.
Results
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
MARKETING HEROES
Challenge
Byron O’Dell, Head of Corporate Marketing and Executive Director at IHS Markit, has a good problem—IHS Markit generates a lot of interest in its services. But a good problem is still a problem when you can’t keep up with an excessive number of incoming leads from website traffic, in-person events, virtual events, content downloads, and more. The Marketing team needed a scalable way to elevate leads fitting its ideal customer profiles or identify sales-ready leads.
Solution
IHS Markit adopted a Conversica AI Assistant for Conversational Marketing to help determine which leads really were ready to talk to a Salesperson. This went beyond traditional lead scoring—which is simply an estimate of how likely a lead is to convert based on their digital body language. Their AI Assistant autonomously and directly asks contacts if they are interested in talking to a Salesperson, if they have any questions, updating contact information, sharing relevant content, or opting out uninterested parties. This proved to be a huge success. Conversica helped IHS Markit pass high-quality leads to the Sales team.
Results
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
SALES HEROES
Challenge
Aline Mardelli, Senior Manager of Ticket Sales at LA Galaxy, serves a large fan base. But with large lead pools inevitably comes a common challenge: effectively engaging those leads and converting them into customers. Account Executives simply didn’t have enough time to effectively reach out to prospects. With a small Sales team, Aline knew that they were missing out on opportunities. Not to mention, the LA Galaxy had to contend with shutdowns due to the pandemic and navigate new ways to keep fans engaged.
Solution
With the introduction of a Conversica AI Assistant, the team was able to generate sales from leads who would otherwise have gone uncontacted, including some people who had previously been unresponsive. Conversica empowered the Sales team to easily collect and validate user contact information, pursue and qualify leads at scale, and improve relationships between Marketing and Sales. Instead of having to dedicate a lot of time to tracking down ticket sale opportunities, the AI Assistant elevated conversation-qualified opportunities for Sales to convert customers. This saved time while also delivering a 3.1-to-1 return on investment. Additionally, the LA Galaxy used their AI Assistant to invite fans to camps and clinics while large events were paused.
Results
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
SALES HEROES
Challenge
Ana Baroncelli, Director of Pipeline & Marketing Automation at Hootsuite, wanted a better way to enable the Sales team to tackle high lead volume. Because of Hootsuite’s popularity, the number of inbound leads outpaced the team’s ability to engage them. This resulted in missed opportunities. Additionally, the Sales team struggled with low-quality leads and spent too much time chasing the wrong leads at the wrong times.
Solution
The Hootsuite team quickly realized that Conversational Sales from Conversica could dramatically improve outcomes. The ability to deliver greater personalization, speed, and persistence at scale helped to elevate sales-ready leads. Hootsuite’s strongest use case for Conversational AI is filtering all content leads through Conversica as a first step in the customer journey, by which they’ve boosted engagement rates from 0.5% to 4%, which translates to about half of their demo request engagement rate. Additionally, the team routed all leads that were not high intent through their AI Assistants, which increased lift as well.
Results
Conversational AI Heroes: Legendary Marketing & Sales Customer Stories
About Conversica
We make every connection personal.
Conversica is the leading provider of
Conversational AI helping companies
attract, acquire and grow revenue across
the customer lifecycle. Our omnichannel AI
Assistants engage in human-like, two-way
dialogue in real-time or on buyers’ time to
boost productivity, increase performance, and
ultimately drive revenue opportunities.
With built-in best practices and over a decade
of experience with 1 billion interactions,
Conversica AI Assistants help Marketing, Sales,
and Customer Success teams work smarter
to meet customer expectations. Empower
your revenue teams with true, sophisticated
AI-powered by Natural Language Processing
(NLP), deep learning capabilities, and business
process automation.
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