Conversica > 实例探究 > 人工智能提高了 Top Hat 的销售参与度和投资回报率

人工智能提高了 Top Hat 的销售参与度和投资回报率

技术

基础设施即服务 (IaaS) - 云数据库
平台即服务 (PaaS) - 应用开发平台

适用行业

教育

适用功能

销售与市场营销

用例

智慧校园
时间敏感网络

关于客户

Top Hat 是一个基于云的交互式教学平台，使教授能够通过引人注目的内容、工具和活动吸引课堂内外的学生。该平台被 700 所北美领先学院和大学的数百万学生使用。 Top Hat 于 2010 年推出，旨在改善学习并提高毕业率。基于云的软件允许教育工作者构建创新的、必须参加的课程，同时用 Top Hat Marketplace 的教育资源补充他们的材料。

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挑战

Top Hat 是一个基于云的教学平台，在管理和响应数据库中大量积压的入站潜在客户方面面临着重大挑战。该公司每月从多个渠道收到数千个潜在客户，销售代表有责任在这些潜在客户进入时对其进行管理。但是，由于潜在客户数量庞大且销售代表人数有限，因此并不总是能够及时跟进这些线索。此外，规模较小的营销团队发现几乎不可能跟踪每个销售代表的入站销售线索的进度。根据销售代表所在学校的位置，将线索分配给销售代表，但有时销售代表因在校园、会见教授或度假而无法立即跟进。这导致潜在客户闲置，而入站潜在客户列表不断增长。

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解决方案

为了应对这一挑战，Top Hat 求助于 Conversica，这是一款具有无限带宽的 AI 自动销售助理。他们一次在一个渠道上推出了名为 Lauren McKinnon 的 Conversica AI 销售助理，以在整个营销范围内推广之前测试她的有效性。劳伦的任务是首先跟进通过有机搜索产生的入站线索，然后添加其他渠道。当营销业务开发代表 (BDR) 团队无法通过电话或电子邮件建立联系时（大约 50% 的情况会发生这种情况），这些线索将交给 Lauren 进行联系。这种人工智能驱动的流程使销售团队能够更轻松地管理每月平均 5,000 个入站销售线索。劳伦和高帽领导之间互动的透明度也受到重视，因为销售代表可以看到劳伦在后台工作，在必要时处理未解决的问题。

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运营影响

The implementation of Conversica's AI Automated Sales Assistant resulted in seamless, transparent interactions between the AI and Top Hat’s leads. The sales reps could see that the AI was working in the background, tying up loose ends whenever necessary. This not only made the process more efficient but also increased the engagement rate with potential customers. The AI's neutral approach elicited information from prospects that wouldn’t readily be shared with sales reps. The sales team embraced the AI, as it equipped them with insight about each account, enabling them to respond appropriately. The AI assistant was able to manage the high volume of leads, resulting in a significant increase in engagement rate and a positive impact on the sales pipeline.

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数量效益

42% engagement rate with leads
200% ROI on Conversica-handled opportunities
26% of Hot Leads converted to opportunities

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