Telecom Reseller September-October 2017

TR
01AI sales assistant generates $2.5M in
pipeline opportunities for contact center
September/October 2017
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CASE STUDY:
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by Gary Gerber, Head of Product Marketing at Conversica (www. conversica.com)
For today’s contact centers, integrating arti cial intelligence and automation technology is not only a timesaver for
employees but actually a way to generate more opportunities and more revenue. Companies in the cloud communications space, like NewVoiceMedia, have seen rsthand how this new technology can turn leads into results and add an extra set of “hands” to the entire organization.
NewVoiceMedia, a leading global provider of cloud contact center and inside sales technology that enables businesses to have more successful conversations, automated conversion-rate optimization in its lead management process ›› with Conversica — a leader in AI-powered marketing and sales conversations — as a way to build out its marketing technology stack.
Even before Conversica, NewVoiceMedia had a solid management process for its large volume of website, trade show and corporate events leads. is information came into the system, and leads were added with contact and company data and then evaluated as to where to go next. But it was NewVoiceMedia’s sales team that was handling all of this data. “We knew that a large proportion of our leads were not converting
at an e ective rate by sending them straight to sales, and we were not creating an e cient and scalable model for pipeline growth,” said Mark Farnell, Vice President of Marketing Operations at NewVoiceMedia.
erefore, one of the main reasons for selecting Conversica was to nurture those leads with the highest likelihood of conversion, without requiring the sales team to si through the leads and follow up with leads that didn’t generate results.
“Our key challenge was identi ed by an analysis on inbound leads – we found that we were spending thousands of call minutes on leads that simply were not converting,” said
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AI sales assistant generates $2.5M in pipeline opportunities for contact center
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