DocStar 借助 Conversica Sales AI Assistant 实现渠道增长
技术
- 基础设施即服务 (IaaS) - 虚拟私有云
- 可穿戴设备 - 虚拟现实(VR)眼镜/耳机/控制器
适用行业
- 设备与机械
- 石油和天然气
适用功能
- 采购
- 销售与市场营销
用例
- 智能包装
- 库存管理
关于客户
DocStar 企业内容管理 (ECM) 是 Epicor Software Management 的一个部门，是一种可扩展的、基于云的战略工具，允许业务用户安全地管理其所有内容，从捕获到销毁。 DocStar 专注于文档管理以及业务流程管理，包括应付账款和销售订单自动化。他们每月收到约 500 个潜在客户，其中大部分是通过其网站产生的入站潜在客户。 DocStar 于 2017 年 1 月被 Epicor 收购，有一段时间，这两个组织拥有独立的 Salesforce 实例。然而，他们决定在 2019 年底将 Salesforce 实例与 Epicor 合并。
挑战
DocStar 是 Epicor Software Management 的一个部门，专门从事文档管理和业务流程管理。他们每月收到约 500 个潜在客户，其中大部分是通过其网站产生的入站潜在客户。为了管理这些潜在客户，他们会根据人口统计、公司统计和行为数据对其进行评分，然后将其发送给业务开发团队进行跟进。然而，这种确定潜在客户优先级和后续跟进的方法提出了挑战。业务发展代表 (BDR) 很难达到每个潜在客户的外展尝试次数配额，特别是当潜在客户数量很高时。此外，外展的时机通常不是最佳的，在客户旅程中要么太早，要么太晚，对潜在客户没有价值。
解决方案
在见证了 Epicor 与 Conversica 销售人工智能助手的成功后，DocStar 决定采用相同的解决方案来提高管道和运营效率。智能虚拟助手（IVA）的采用是分阶段进行的。第一阶段的重点是重新吸引入站线索，从小批量的休眠线索和联系人开始，然后添加实时入站线索。第二阶段涉及对去年关闭/失去的机会以及突然休眠的机会进行管道推动。在第三阶段，DocStar 团队研究了 Conversica 解决方案的具体用例，包括现场活动和贸易展览。 IVA 在会前推动注册，并在会后跟进以发现热门线索。 Conversica 平台直观、简单，可以轻松根据需求调整营销活动。
运营影响
数量效益
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