In this replay of a live program broadcast last week, CEO Alex Terry and CMO Carl Landers of Conversica drill into how artificial intelligence is being used to generate sales. AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy. In the interview with host Jim Obermayer, Alex and Carl make good on the promise that AI is the future for intelligent proactive lead generation. Highpoints:
An artificial intelligence system has a persona that works the lead
The persona acts as a sales assistant.
Sales at-bat conversations jump 80-90%
The AI system crafts messages based on data from thousands of data points.
The AI system decides what leads will be most likely to close.
Dramatic increases in sales are often the result as the salesperson only spends valuable time on the hottest leads.
Alex Terry, Chief Executive Officer
Alex is an accomplished general manager and leader with over 20 years of management experience
in high-growth SaaS companies. Previously, Alex was CEO at Become, Inc. an award-winning shopping analytics platform providing performance-based marketing services to thousands of merchants in North America, Europe and Asia. Prior to that, Alex was EVP and General Manager of the Zoomerang.com online survey business where he introduced new lines of business, re-energized growth and managed the business through its acquisition by SurveyMonkey, Inc. Alex was also President and CEO of NeoEdge Networks and spent five years at Time Warner/AOL in senior executive roles. A technology and business model innovator, Mr. Terry holds multiple patents for his work in Internet services, integrated communications, and interactive billing systems. He earned his MBA from Harvard Business School and his undergraduate degree from Dartmouth College.
Carl Landers, Senior Vice President and CMO
Carl has over 20 years of B2B marketing experience in high tech. Prior to joining Conversica, Carl was chief marketing officer at Serena Software, a leading provider of software development and deployment solutions to the Global 2000. He joined Serena as VP of product marketing and demand generation after serving in a similar role at CA Technologies in the company's portfolio management business unit. Carl's previous experience includes senior marketing, product management and product development roles at Niku Corporation, Tyco International and Raychem Corporation, and startups Perfect Commerce and Zoho Corporation. Carl holds a Bachelor of Science degree from Stanford University.
Conversica is the leading provider of lead engagement software for marketing, inside sales and sales organizations. Driven by artificial intelligence technology, Conversica’s custom online persona automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into an opportunity or opts out. The virtual sales assistant interprets the lead’s intention and sentiment in email replies and extracts key information, such as phone numbers and the best time to call. As a result, our customers find their next customers more quickly and efficiently, while ensuring no lead is left behind.
Used by more than 8,000 sales representatives worldwide, Conversica maximizes sales opportunities by optimizing sales team productivity and has helped create more than US$8 billion in sales revenue.
Founded in 2007, Conversica is a portfolio company of Kennet Partners and is headquartered in Foster City, California.