ESET Boosts Sales Efficiency with AI Sales Assistant
Technology Category
- Cybersecurity & Privacy - Endpoint Security
Applicable Industries
- National Security & Defense
Applicable Functions
- Sales & Marketing
About The Customer
ESET is a global IT security software and services company with a 30-year history. The company develops industry-leading IT security software and services for businesses and consumers worldwide. ESET's product range includes solutions for endpoint security, encryption, and two-factor authentication. These high-performing, easy-to-use products give individuals and businesses the peace of mind to enjoy the full potential of their technology. ESET operates in the technology industry and has a unique sales structure without a dedicated sales development team.
The Challenge
ESET, a global IT security software and services company, faced a unique challenge in its sales structure. Unlike many businesses, ESET did not have a dedicated sales development team (SDRs). Instead, leads were qualified by marketing programs before being passed on to the sales team. This setup resulted in prospective leads remaining stagnant in the sales funnel, leading to a lower volume of sales qualified leads. The lack of a dedicated team to engage and qualify leads meant that potential opportunities were being missed, and the sales team was not able to focus on interested buyers.
The Solution
ESET implemented the Conversica AI Sales Assistant to address this challenge. The AI assistant reaches out to leads that have shown engagement via the website, webinars, content downloads, and events. It validates and qualifies each lead through personalized, two-way conversations. Once a prospect expresses interest, the AI Assistant passes the Sales Qualified Lead (SQL) to the sales rep for follow-up. This solution allows the sales team to focus on interested buyers rather than wasting time on leads that may never return a call or email. Additionally, the customer database stays up to date with help from the AI Assistant that engages old leads and updates contact information.
Operational Impact
Quantitative Benefit
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