6sense > Case Studies > AI-Powered Email Conversations: A Game Changer for Vendavo's Sales Team

AI-Powered Email Conversations: A Game Changer for Vendavo's Sales Team

Applicable Industries

Equipment & Machinery

Applicable Functions

Product Research & Development
Sales & Marketing

Use Cases

Inventory Management

About The Customer

Vendavo is a pricing management and optimization solution that has been helping global manufacturers and distributors drive predictable and profitable outcomes for over two decades. The company combines pricing science, best practices, and enterprise-class software to optimize prices at every stage, from segmentation to deal close. Vendavo currently has over 200 customers and more than 500 global employees. The company's ideal customer profile includes manufacturers and distributors that generate more than $1 billion annually, and thousands of companies fall within Vendavo's total addressable market.

The Challenge

Vendavo, a pricing management and optimization platform, was facing a significant challenge with lead follow-ups. The company's small team of sales development representatives (SDRs), consisting of five in the U.S. and three in Europe, each with a tenure of around five months, was struggling to engage prospects effectively due to their short tenure. Vendavo's ideal customer profile includes manufacturers and distributors that generate more than $1 billion annually, meaning each SDR had hundreds of contacts to manage. The poor timing on lead follow-ups was resulting in lost revenue opportunities.

The Solution

Vendavo turned to 6sense's AI-powered tool, Conversational Email, to address their lead follow-up challenge. This tool streamlines conversations between sales reps and contacts by automatically writing emails and responding to replies at scale. Vendavo's website visitors who download content are placed into an MQL dashboard visible to SDRs, and after a seven-day waiting period, an AI-assistant named 'Lisa' initiates outreach using Conversational Email. This AI-assistant handles everything from initial outreach to scheduling follow-ups. Additionally, all SDRs are part of the 6QA (6sense Qualified Account) process, which enables revenue teams to align on when in-market accounts are ready to convert into an opportunity. This enhances their Conversational Email strategy because SDRs can prioritize which accounts to engage via email.

Operational Impact

The implementation of 6sense's Conversational Email tool has significantly improved Vendavo's lead follow-up process. The AI-assistant 'Lisa' has been able to engage thousands of contacts and increase average meetings booked by 10%. This has not only helped the company's lean sales team to manage their large number of contacts more effectively but also enabled them to close more deals. The tool has also enhanced Vendavo's email strategy by allowing SDRs to prioritize which accounts to engage via email, thereby optimizing their outreach efforts.

Quantitative Benefit

In just six weeks, the AI assistant delivered the same results as three human SDRs, resulting in 24 qualified contacts, nine meetings booked, and two opportunities.
In 2022 overall, the AI Assistant 'Lisa' delivered for Vendavo 66 qualified contacts, 19 meetings booked, and 10 opportunities totaling $3.3M SaaS pipeline.