For B2B Sales, Customer Success, Marketing, and Value Teams
During Ecosystems’ exclusive invite-only ELEVATE 2023 conference in downtown Chicago at Salesforce Tower, we gathered progressive leaders from top SaaS companies like Adobe, ServiceNow, Google Cloud, Salesforce, HP, and more to collaborate on best practices. During the event, our Customer Value Community “Value Disruptors” shared the top ways they are using AI at their organizations.
We put together a list of the top 5 innovative uses of AI that you can start using with your teams today:
1. Demand Generation and Notetaking at Scale
SaaS companies are seeing an uptick in leveraging AI to create Account-Based Marketing (ABM) content quickly. By being able to create ABM content at scale, companies are able to further expand their outgoing campaigns and increase their reach.
Beyond ABM content, companies are also using AI to seamlessly transcribe meetings and interviews for a quick and thorough turnaround on content.
2. Research AI is being used for research in 3 key areas:
Customer/Prospect Accounts
Ahead of executive meetings, accounts teams are utilizing AI to research the company and its top priorities to feel confident walking into customer and prospect meetings. Teams are bringing their research from 80% to 100% with AI by taking advantage of tools like the PDF add-on feature in ChatGPT to import and query customer 10-K reports and other data.
Ecosystems’ AI-powered Virtual Value Engineer (ViViEN) helps empower your account teams to have value conversations with customers/prospects at scale with ViViEN’s well-researched Value Driver Library. Your sales and customer success reps are able to easily query in natural language the most credible discovery questions, benchmarks, and other industry data from IDC, the premier global market intelligence firm.
Competitors
AI is being leveraged to bring competitive team capabilities to the next level and enhance understanding of competitive products and pricing. This is helping companies get a better edge over
their competitors.
Benchmarking Data for Business Cases
AI is lending a hand in researching benchmarks for business cases by automating industry research. However, be sure to check your sources are credible when using AI. Ecosystems’ ViViEN can help you feel confident your AI research and benchmarking are credible by providing a comprehensive library of benefit templates compiled from industry research. Learn more here >
3. Financial Analysis
The ChatGPT plug-in/add-on analyzes PDFs so you can import 10-K’s and other financial reports, allowing your financial analysis to be done through AI. This helps your teams efficiently locate financial insights for customer conversations and account strategy.
4. Make the Existing Database Searchable for All Users
By using AI to leverage your existing customer data, you can make your database more searchable and user-friendly. The CVC Value Disruptors pointed out that data quality is never going to be where you want it to be, but if you know where your problems are, it can still be effective.
By putting all the company’s existing data into Generative AI, including historical business cases, you can create a broader library that benefits all users. For example, ViViEN stores all your company’s data and can guide your customers to utilize and leverage the data that best suits their needs.
5. Front-Line Enablement
Leading SaaS companies are using AI-powered software like ViViEN to enable and train reps on value. ViViEN gives continual guidance to your reps regardless of their background level in value. ViViEN calibrates inputs, measures user engagement, and performs audits of financial metrics, providing the support sellers need without leaving their CRM platform.
