Conversica > Case Studies > Talend's Successful Implementation of Conversica® to Drive Revenue and Pipeline Opportunities

Talend's Successful Implementation of Conversica® to Drive Revenue and Pipeline Opportunities

Technology Category

Application Infrastructure & Middleware - Data Exchange & Integration
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Equipment & Machinery
Oil & Gas

Applicable Functions

Product Research & Development
Sales & Marketing

Use Cases

Demand Planning & Forecasting
Leasing Finance Automation

Services

Cloud Planning, Design & Implementation Services
System Integration

About The Customer

Talend is a next-generation leader in cloud and big data integration software. The company's innovative open-source solutions quickly and efficiently collect, prepare, and combine data from a wide variety of sources. This allows organizations to optimize it for virtually any aspect of their business, helping them become more data-driven. With a massive focus on data central to its business, Talend is always on the lookout for technologies that can help maximize lead generation and conversion. The company is listed on NASDAQ under the ticker symbol TLND.

The Challenge

Talend, a leader in cloud and big data integration software, faced the challenge of effectively engaging lower-quality leads to drive customer wins. The company's core business is centered around data, and they wanted to ensure that their marketing technology stack was as rigorous as their core offering. Adam Benitez, Marketing Operations Manager at Talend, was looking for new technologies that could help his team maximize lead generation and conversion. Initially, there was skepticism about Conversica, a new technology, and how it would fit into the company's overall strategy and framework. There were concerns about it being similar to Marketo, their existing marketing automation platform, and whether the investment would be a waste of time and money.

The Solution

Talend decided to test Conversica's AI Assistant, Cara Daly, against 500 leads to see how they would react and progress through the funnel. Despite initial fears, the technology proved to be seamless and effective, with a 17 percent engagement rate in the first month. The results showed that the opportunities produced and pipeline created by Conversica far outweighed the leads that did not progress. Conversica was found to complement their existing marketing automation solution, rather than competing with it. The platform was integrated into their existing sales organization, with the AI assistant handling all of their C-ranked leads. Conversica was used along with Salesforce and Marketo as part of their marketing technology stack, allowing for effective management of lead campaigns and generation of follow-up performance reports.

Operational Impact

The implementation of Conversica's AI Assistant, Cara Daly, brought about significant operational results for Talend. The AI assistant was able to engage with lower-tiered leads that were previously left untouched, maximizing their potential. The technology was seamlessly integrated into the existing sales organization, complementing the existing marketing automation solution. The AI assistant was seen as a valuable team member, handling a significant volume of leads and achieving a high engagement rate. The technology was used globally, with good results seen worldwide. The AI assistant was promoted to permanent employee status, handling all C-ranked leads. The implementation of Conversica did not compromise the experience prospective customers have with Talend's brand, and the AI assistant was seen as an indispensable part of the sales team.

Quantitative Benefit