Reviving Dead Leads: Zend Technologies' Success with Conversica's AI Sales Assistant
Technology Category
- Sensors - Haptic Sensors
Applicable Functions
- Product Research & Development
- Quality Assurance
Use Cases
- Visual Quality Detection
Services
- Testing & Certification
About The Customer
Zend Technologies is a dominant entity in the PHP space, founded by the co-authors of PHP, a widely-used open source scripting language used in almost 50% of all web development. The company provides enterprise-grade PHP solutions and support for development leaders, DevOps, and developers. Zend's customers use its products to improve application performance and quality, speed up release cycles, and mitigate risk. The company's challenge was managing the strong flow of new leads resulting from PHP's popularity, which includes around seven million developers. The leads ranged from students and hobbyists to large enterprises, making it difficult to distinguish between 'good' and 'bad' leads.
The Challenge
Zend Technologies, a leading provider of enterprise-grade PHP solutions, was facing a significant challenge in managing and leveraging their incoming leads. The popularity of PHP, with around seven million developers, resulted in a strong flow of new leads. However, Zend found it impossible to follow up with these leads constructively. Their initial solution, a traditional multi-modal multi-touch arrangement, proved impractical to implement and manage. The sales representatives were not able to make the required number of calls and emails, leading to inadequate coverage. Additionally, the quality of the leads varied greatly, ranging from students and hobbyists to large enterprises. This made it difficult to distinguish between 'good' and 'bad' leads, especially when the information provided by the leads was not always accurate. Zend was in need of a solution that could effectively engage with all these leads without the need to hire additional sales development representatives.
The Solution
Zend Technologies turned to Conversica's AI Sales Assistant to address their lead management challenge. Conversica's AI Sales Assistant, Nicole, was able to bring 'dead' C and D leads back to life with an impressive 18% engagement rate. This solution enhanced the customer experience by facilitating human-like conversations. It also improved opportunity creation across both old and new leads. The AI Sales Assistant was able to consistently engage with the leads, thereby increasing the chances of conversion. It was also able to effectively sift through the leads, identifying the 'good' ones from the 'bad'. This solution provided Zend with a way to touch all their leads, assess them, and follow up constructively without the need to hire additional staff. The AI Sales Assistant proved to be a practical and effective solution to Zend's lead management challenge.
Operational Impact
Quantitative Benefit
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