DocStar 通过用于营销和销售的对话式 AI 促进管道增长
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 解决方案，是一种可扩展、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，但有一段时间这两个组织拥有单独的 Salesforce 实例。
挑战
DocStar 企业内容管理 (ECM) 是 Epicor Software Management 的一个部门，在管理其潜在客户量方面面临着挑战。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，他们根据人口统计、公司统计和行为数据对它们进行评分，然后将其发送给业务开发团队进行跟进。然而，业务发展代表 (BDR) 很难满足每个潜在客户的外展尝试次数配额，尤其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，对潜在客户没有任何价值。 DocStar 于 2017 年 1 月被 Epicor 收购，但有一段时间这两个组织拥有单独的 Salesforce 实例。当 Epicor 于 2018 年 10 月采用 Conversica 的对话式 AI 时，他们发现潜在客户通过电子邮件的参与率显着提高。
解决方案
在目睹了 Epicor Conversica 对话式 AI 的成功后，DocStar 决定采用相同的技术来提高流程和运营效率。他们采取了分阶段的方法来采用人工智能助手。第一阶段的重点是重新吸引入站潜在客户，从小批量已休眠的潜在客户和联系人开始。一旦启动并运行，他们就添加了实时入站销售线索。在第二阶段，Conversica 和 DocStar 共同努力推动渠道推动去年关闭/丢失的机会，以及突然休眠且不参与后续请求的机会。在第三阶段，DocStar 团队决定研究 Conversica 解决方案的具体用例，包括现场活动和贸易展览。 AI 助理 DocStar 聘请了活动前的注册人员并在活动后进行跟踪以发现热门线索。 DocStar 还使用自助对话编辑器工具来测试向不同受众描述其产品优势的不同方式。
运营影响
数量效益
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