Artificial Intelligence for Sales – Customer Success Stories
Company: Jacobs Douwe Egberts
AI solution: Customer management
Type of AI:
Domain: Sales
What they did:
In April of 2019, Jacobs Douwe Egberts joined forces with People which is an AI-powered matching engine that calculates required customer interactions to manage customer relationship and follow up on expiring contracts as well as create tasks in CRM system for sales.
Value it delivered:
After implementation, Jacobs Douwe Egberts saw their highest conversion rates were on tasks generated by this rule engine rather than other sources of leads and/or opportunities.
Company: Zoom
AI solution: Accelerate New Sales Rep Onboarding
Type of AI: Sales Coach
Domain: Sales
What they did:
In August of 2020, Zoom leveraged the conversational intelligence platform, Chorus, in order to prioritize call recommendations, scale coaching and enablement, as well as expedite onboarding for new employees.
Value it delivered:
After they implemented Chorus throughout the company, Zoom claimed to generate 20% growth in Sales as well as the ability to bring new employees "up to speed" quickly and efficiently.
Company: Silver Peak
AI solution: Improve revenue forecasts
Type of AI: Sales Expert
Domain: Sales
What they did:
In June 2020, Silver Peak began implementing Aviso in order to forecast revenue more accurately for each quarter by auditing trails of judgement across all management levels. By using information collected from CRM, e-mail and the web.
Value it delivered:
Aviso was able to provide Silver Peak with a true, predictable business outcome. Aviso was always within 3-4% of where Silver Peak ended up with regards to revenue.
Company: Kelly Services
AI solution: Increase productivity through efficient, interconnected CRM
Type of AI: Sales Assistant
Domain: Sales
What they did:
By using tact, Kelly Services was given the ability to implement CRM solutions that are frictionless, connected and prescriptive. It completely changed how their sellers incorporate CRM into their daily workflow.
Value it delivered:
25-30% increase in daily documentation, greater productivity by reducing admin time as well as much deeper visibility into sales activity and the pipeline.
Company: Groupon
AI solution: Opportunity prioritization, next best action
Type of AI: Sales Coach
Domain: Sales
What they did:
In April of 2020, Groupon decided to use Xant in order to assist Sales Reps prioritize content cadence as well as assisting Sales Reps with regards to when they should be calling and emailing throughout the day.
Value it delivered:
Xant was able to help Groupon increase the amount of closed contracts per rep per month as well as enable those reps to get ahold of decision makers more effectively.
Company: Oracle
AI solution: Grow customer base
Type of AI: Sales Assistant
Domain: Sales
What they did:
In January of 2020, Oracle teamed up with Conversica to gain AI enabled Virtual Assistants in order to attract, acquire, and grow customers at scale.
Value it delivered:
Oracle was able to not only increase conversation ready leads at scale and then convert those leads at 40% or better, but also allowed them to reach an overall higher amount of accounts as well as increasing productivity of sales reps.
Company: Diligent
AI solution: Coaching and Enablement
Type of AI: Sales Coach
Domain: Sales
What they did:
By using the AI platform, Gong, Diligent was able to create a sales enablement solution to help sales reps with skills development and reinforcement as well as gain powerful insights to infuse knowledge in coaching conversations to ultimately reinforce sellers' skills.
Value it delivered:
Diligent claims that they increased their close rates by 7.4% for Gong-influenced calls and reduced the time for reps to hit quota by 3 weeks.
Company: HubSpot
AI solution: Market Intelligence, Lead Management
Type of AI: Sales Coach
Domain: Sales
What they did:
By using Gong, HubSpot was provided insights that helped guide and inform self-reflection for HubSpot's Sales Reps to get better each and every day. Gong also supplied HubSpot with comprehensive market intelligence.
Value it delivered:
Allowed them to strategically make decisions on where to focus and who specifically to focus on.
Company: Okta
AI solution: Forecast transparency
Type of AI: Sales Assistant
Domain: Sales
What they did:
In the spring of 2019, Okta partnered with Clari to help enable a rigorous forecasting and pipeline management process by allowing sales reps to update their deal status in real time and show everyone in the company what is being forecasted and why as well as providing a detailed look of their pipeline generation against targets and so on.
Value it delivered:
Okta's rigorous forecasting process now drives better alignment; the process also provides a framework for understanding and discussing pipeline issues, generating continual conversations, driving meaningful actions, and surfacing overlooked sales opportunities. The company is now able to proactively manage and improve its early-pipeline development.
Company: Stack Overflow
AI solution: Manage Sales problems, Improve forecasting
Type of AI: Sales Assistant
Domain: Sales
What they did:
In May of 2020, Troops teamed up with Stack Overflow to help improve the team's forecasting through push alerts for contract renewals, improve communication and expedite approval processes as well as allow sales ops to catch any issues before they spiral out of control.
Value it delivered:
Stack Overflow claims they have since seen massive improvements in their data visibility and process efficiency such as increase subscription renewal pipeline by 30%, reduce internal sales ops support time by 70%, and drop enterprise approval time by 93%.
Company: Intercom
AI solution: Expedite lead engagement, Bridge communication gaps between teams
Type of AI: Sales Coach & Sales Expert
Domain: Sales
What they did:
A few months later in August of 2020, Troops joined forces with Intercom to pump activity-tracking data from Salesforce into Slack and then spread that information across the organization. Troops automates key workflows in minutes to get the right alerts, reports, and insights to the right people at the right time.
Value it delivered:
With Troops, Intercom states they have been able to bridge communication gaps between teams, simplify pipeline management, speed up and prioritize lead engagement, as well as improve sales culture and cross-team relationships.
Company: Pushnami
AI solution: Sales Planning
Type of AI: Sales Assistant
Domain: Sales
What they did:
Leading web-based ad agency, Pushnami, teamed up with Fusemachines to create and deploy a neural network based factorization model that trains itself on live data and tunes itself automatically multiple times a day based on live performance.
Value it delivered:
Fusemachines developed a critical data infrastructure for their Machine Learning pipeline reducing the time and resources needed to train models, iterate segments, and improve ROI.
Company: Frame.io
AI solution: Customer Insights
Type of AI: Sales Assistant
Domain: Sales
What they did:
Frame.io began working with Clearbit in order to leverage context on every visitor, lead, and customer – including the ability to natively combine all customer data with the entire Clearbit universe.
Value it delivered:
Frame.io was soon able to get more unique impressions across multiple channels and Facebook audience match rates tripled, from 15 to 50 percent to target with the precision of LinkedIn.
Company: Zenefits
AI solution: Market Intelligence
Type of AI: Sales Coach
Domain: Sales
What they did:
By implementing Clearbit into their company, Zenefits was able to create custom audiences that drew from multiple sources of first-party data, all enriched with Clearbit demographic and firmographic attributes. It also allowed them to decide which companies to target and how to reach those leads.
Value it delivered:
After using Clearbit, they claimed a 33% larger median company size as well as a 20% increase in conversion rate from prospect to qualified lead.
Company: LinkedIn
AI solution: Market Intelligence
Type of AI: Sales Expert
Domain: Sales
What they did:
Popular professional social networking site, LinkedIn, began using App Annie in order for themselves to look inward at their own company and cross-reference the marketplace.
Value it delivered:
After implementation, LinkedIn saw a 20% increase on engagement and developed a much more comprehensive, clear understanding of how they are doing in their marketplace more specifically.
Company: TTEC
AI solution: Market Intelligence
Type of AI: Sales Coach
Domain: Sales
What they did:
TTEC, the American customer experience technology and services company, utilized Everstring to gain the ability to create a clear customer profile as well as target which customers to go after.
Value it delivered:
By using Everstring, Sales qualified leads have increased by 150% and the number of those leads that have been accepted have increased by 317%.
Company: Vodafone
AI solution: Sales Planning
Type of AI: Sales Assistant
Domain: Sales
What they did:
Multinational telecommunications provider, Vodafone, looked towards Anaplan to create more efficient sales planning capabilities. By passing data from Salesforce into Anaplan, the platform was able to use that data for modeling to provide better insights as well as create more time for sales managers to focus on reps and create better, more strategic deals.
Value it delivered:
Since adopting Anaplan's platform, Vodafone saw a 50% faster sales planning cycle and up to 90% automated sales target-setting.
Company: Activision
AI solution: Rolling out Sales plan
Type of AI: Sales Expert
Domain: Sales
What they did:
Activision also looked towards Anaplan for assistance and have used the platform to manage trade promotion planning and management. Moreover, Activision has used the platform for every single product launch and they use custom reports to provide relevant stakeholders with real-time, transparent access to any data they may need.
Value it delivered:
Through this implementation, Activision saw a 50% improvement in planner productivity, 100% confidence in decision-making data as well as minimal reliance on IT for expansion into marketing and beyond.
Company: Dell
AI solution: Opportunity advancement
Type of AI: Sales Assistant
Domain: Sales
What they did:
Dell teamed up with account engagement platform, 6sense, who aims to help revenue teams know everything they need to know about their buyers so they can easily do anything needed to generate more opportunities, increase deal size, get into opportunities sooner, and compete and win more often.
Value it delivered:
Through this collaboration, Dell was 8X more likely to open an opportunity and has a 3.5X average deal size.
Company: Agile Frameworks
AI solution: Opportunity advancement
Type of AI: Sales Assistant
Domain: Sales
What they did:
Teamed up with the account engagement platform, 6sense, who aims to help revenue teams know everything they need to know about their buyers so they can easily do anything needed to generate more opportunities, increase deal size, get into opportunities sooner, and compete and win more often.
Value it delivered:
Agile Frameworks was able to generate pipeline growth by 4X, leading to an 8X increase in their closed deals.
Company: Spin Master
AI solution: Opportunity advancement
Type of AI: Sales Assistant
Domain: Sales
What they did:
Spin Master looked to Tubular Labs to monitor its share of voice, form KPIs around Tubular's V30 metric, benchmark their video performance against others, as well as discover high performing content trends and identify new influencers that fit within its target demographics.
Value it delivered:
2X the average YouTube engagement rate for an influencer campaign.
Company: O'Neill
AI solution: Customer prioritization
Type of AI: Sales Assistant
Domain: Sales
What they did:
Popular surf brand O'Neill teamed up with customer engagement AI platform, Reflektion, in order to individualize merchandising, site search as well as enhance smartphone and tablet experiences.
Value it delivered:
With Reflektion, O'Neill saw a 26% increase in site-wide conversion rate, 17% increase in average order size, and 62% increase in pages views.
Company: SAP
AI solution: Customer insights
Type of AI: Sales Assistant
Domain: Sales
What they did:
In 2020, SAP began using MRP's Prelytix platform to identify building locations, buying teams and even specific individuals that are likely buyers for their products and solutions.
Value it delivered:
After implementation, SAP saw a 400% increase in buyer engagement.
Company: SunTrust
AI solution: Call tracking & analytics
Type of AI: Sales Assistant
Domain: Sales
What they did:
SunTrust joined forces with call tracking and analytics platform, Invoca, to look at their paid search channel and figure out what was driving phone calls and why people were calling. They soon discovered 75% of prospects that landed on their website preferred a phone call to submitting a web form.
Value it delivered:
SunTrust saw a 50% increase in paid search conversions, 300% increase in call duration indicating quality calls, 50% average reduction in cost per conversion, as well as a 60% increase in call center efficiency.
Company: Backcountry
AI solution: Customer prioritization
Type of AI: Sales Assistant
Domain: Sales
What they did:
In February of 2018, outdoor apparel retailer, Backcountry, teamed with SugarCRM to implement a CRM platform that has scalability, extensibility, customization options as well as assist in improving customer relationships through cloud hosting with integrations for ERP and marketing automation.
Value it delivered:
Through SugarCRM, Backcountry's sales strategy became customer-focused which lead to an increase in sales call volume because of CRM efficiency and drastically improved pipeline reliability.
Company: KLM
AI solution: Customer assistance
Type of AI: Sales Assistant
Domain: Sales
What they did:
In January of 2018, KLM looked towards DigitalGenius to then deploy in four service channels through Facebook, Messenger, Twitter, and WhatsApp with four languages (English, Dutch, Spanish, Portuguese) with more channels/languages to come. KLM wants to always be where their customers are so they opened these channels for AI to respond to customer questions and provide faster answers.
Value it delivered:
KLM soon saw a 55% increase in accuracy between January and June 2018. Through automated answers to the most common questions, no human interference means that agents now have more time to focus on questions that require a human approach.
Company: Bloomingdale's
AI solution: Lead Generation and Lead Management
Type of AI: Sales Assistant and Coach
Domain: Sales
What they did:
All the way back in 2014, Bloomingdale's looked towards SmarterHQ to increase reach and conversions as well as improve existing campaigns while also powering new, more sophisticated ones.
Value it delivered:
They soon saw increased email-driven revenue by 50% from 2014-2016, targeted audience segments could be pulled in seconds versus days or weeks prior to SmarterHQ deployment and lastly, they collected five times as many emails using onsite collection models versus previous models. All of which contributed to an 18x return on investment
Company: G6 Hospitality
AI solution: Customer prioritization
Type of AI: Sales Assistant
Domain: Sales
What they did:
In the summer of 2018, G6 Hospitality engaged Afiniti to use behavioral pairing technology in its reservation call centers. By analyzing call histories, CRM data and multiple caller characteristics, Afiniti could predict patterns of interpersonal behavior and match guests with G6 Hospitality team members best equipped to serve them.
Value it delivered:
This lead to a 17,000 increase in annual reservations; 4% gain in reservations; incremental annual revenue of $2.1 million.
Company: Flexy
AI solution: Lead Generation
Type of AI: Sales Assistant
Domain: Sales
What they did:
Flexy used VOIQ's call platform to enrich their marketing channel efforts by having their own Flexy conversational VoiceBot call 10.000+ potential customers across Europe.
Value it delivered:
As of today, VoiceBots now account for 80% of their lead generation calls. Increasing the number of demo show-up rates and reducing repetitive, human-centric activities by 40%, allowing their marketing and sales team to focus on high-value customer nurturing and closing.
Company: Stjärnsäljarpodden
AI solution: Lead Generation
Type of AI: Sales Assistant
Domain: Sales
What they did:
Popular Swedish sales consultancy and sales podcast, Stjärnsäljarpodden, utilized Qualifier in order to automate their prospecting as well as automate outreach to potential clients.
Value it delivered:
This lead to an increase in booked meetings by 25% per week.