Download PDF
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
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.
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 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
Quantitative Benefit
Related Case Studies.
Case Study
Smart Water Filtration Systems
Before working with Ayla Networks, Ozner was already using cloud connectivity to identify and solve water-filtration system malfunctions as well as to monitor filter cartridges for replacements.But, in June 2015, Ozner executives talked with Ayla about how the company might further improve its water systems with IoT technology. They liked what they heard from Ayla, but the executives needed to be sure that Ayla’s Agile IoT Platform provided the security and reliability Ozner required.
Case Study
IoT enabled Fleet Management with MindSphere
In view of growing competition, Gämmerler had a strong need to remain competitive via process optimization, reliability and gentle handling of printed products, even at highest press speeds. In addition, a digitalization initiative also included developing a key differentiation via data-driven services offers.
Case Study
Predictive Maintenance for Industrial Chillers
For global leaders in the industrial chiller manufacturing, reliability of the entire production process is of the utmost importance. Chillers are refrigeration systems that produce ice water to provide cooling for a process or industrial application. One of those leaders sought a way to respond to asset performance issues, even before they occur. The intelligence to guarantee maximum reliability of cooling devices is embedded (pre-alarming). A pre-alarming phase means that the cooling device still works, but symptoms may appear, telling manufacturers that a failure is likely to occur in the near future. Chillers who are not internet connected at that moment, provide little insight in this pre-alarming phase.
Case Study
Premium Appliance Producer Innovates with Internet of Everything
Sub-Zero faced the largest product launch in the company’s history:It wanted to launch 60 new products as scheduled while simultaneously opening a new “greenfield” production facility, yet still adhering to stringent quality requirements and manage issues from new supply-chain partners. A the same time, it wanted to increase staff productivity time and collaboration while reducing travel and costs.
Case Study
Integration of PLC with IoT for Bosch Rexroth
The application arises from the need to monitor and anticipate the problems of one or more machines managed by a PLC. These problems, often resulting from the accumulation over time of small discrepancies, require, when they occur, ex post technical operations maintenance.
Case Study
Robot Saves Money and Time for US Custom Molding Company
Injection Technology (Itech) is a custom molder for a variety of clients that require precision plastic parts for such products as electric meter covers, dental appliance cases and spools. With 95 employees operating 23 molding machines in a 30,000 square foot plant, Itech wanted to reduce man hours and increase efficiency.
