Convert Website Visitors into Pipeline with Qualified AI

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[MUSIC]

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Hello, everyone, and welcome to Go to Market AI,

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the future of your Go to Market tech stack.

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I'm your host, Sarah McConnell.

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These days, it seems like every company has AI,

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but on this show, we want to go a level deeper so you can see

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firsthand how businesses are actually applying AI to solve your business

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challenges.

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We're going deep into the use cases and showing you live demos of

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the latest in greatest in technology.

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And speaking of the latest in greatest in AI technology,

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today I'm joined by Crystal Reitmeyer,

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director of product marketing at Qualified.

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Crystal, welcome to the show.

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Thank you. It's such a treat to be here, Sarah.

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No, it's such a disc full circle moment.

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Obviously, I'm a power user qualified.

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I'll start this show and usually be like, I haven't seen a demo of this product

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I'm so excited to see it. But in this case,

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I've seen many demos and I use this product every single day,

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which makes me so much more excited to bring it to our viewers so they can see

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firsthand,

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Qualified AI functionality.

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But before we get into it, Crystal, can you tell everyone a little bit,

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who's Qualified, what do you do and who are you helping?

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Absolutely. So Qualified is an AI pipeline generation platform,

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and we help B2B sales and marketing leaders

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increase website conversions from the website,

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but more specifically with Qualified buyers.

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And so hence the name, Qualified.

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Okay, so quick and easy.

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Let's get right into the demo.

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I would love to see what the AI functionality of Qualified looks like in real

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time.

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All right.

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So first off, I'm going to go ahead and kick things off here within the Qual

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ified application.

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And so at Qualified, we totally get that when you have thousands of website

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visitors

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on your site every month, it can be really tricky to know how to separate the

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signal

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from the noise, which visitors do focus on who matters most to your business.

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It can be really tricky.

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And so what you see here is live streams and segments.

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So this is a visual representation of everything that's going on on your

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website,

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but it's taking all of these visitors and it's neatly organizing them

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and prioritizing them based on what we know about them.

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So with Qualified, we're able to identify all of your website visitors and then

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segment them

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and then put them, put these in these really organized streams and segments.

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And this really helps your go-to market teams know exactly where they should be

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focusing

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their attention and which buyers matter most to the business.

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Now I'm going to go ahead and switch views here to a visitor.

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So let's say my name is Molly and I work at Autodesk and I am interested in a

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pipeline

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generation solution.

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Naturally, I'm going to go to the Qualified website.

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So I'm going to go ahead and browse around the site just learning a little bit

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more about

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the products and the solutions, just getting to know it a little bit more.

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Forgive my internet, it's a little spotty.

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Okay, so what you can see here, let me get to a good place here.

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Okay, so what you can see here in the bottom right, this is our AI powered chat

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bot.

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It knows that my name is Molly, I work at Autodesk so it knows that it should

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initiate a conversation

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with me proactively.

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Let's say however, I'm not quite ready to engage.

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I'm going to continue browsing around the website.

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But while I browse, the chat bot is continuing to watch my browsing behavior

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and then it's

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going to go ahead and use that information to nudge me with a really contextual

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message

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and try to hook me into a demo.

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So these chat bots, their primary mission is to generate pipeline.

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So it's using all this information about me to engage me.

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So let's say I'm going to go ahead and say I'm ready to engage with this chat

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bot.

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So I'd like to know more about customer stories.

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So right now the chat bot is going through the system and trying to figure out

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what is

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the best possible answer it can give me.

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Let's give it a minute here.

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Okay, so absolutely Molly, we have a variety of customer stories in case

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studies.

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So it's given me a really personalized answer.

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But what I also want to call out here is it says is there a specific industry

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or anything

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that else that you're interested in?

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So that's one thing that makes our chat bots so unique.

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It's not just sitting idly by giving you really reactive answers to questions.

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Our chat bots are proactively engaging website visitors that matter and they're

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giving and

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they're trying to continue the conversation.

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They want to keep someone engaged in that conversation so they continue to ask

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questions.

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So that's something that's really unique about our chat bots.

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So let's say it's a buyer.

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I want to know a little bit more about pricing.

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So again, the chat bot is going back through this and then trying to figure out

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an answer.

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So this is really interesting that I want to call out.

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This is actually a really intelligent answer that the chat bot is giving back.

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Obviously it's been trained on our pricing.

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It knows how our pricing and plans are structured.

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But our chat bots are built with goals in mind.

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And those goals are continuing the conversation with someone, getting that

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person into a sales

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meeting or handing them off to a sales rep for a live conversation.

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So with this particular question, the chat bot knows pricing is really nuanced.

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This is a difficult conversation.

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This is an opportunity for me to work towards that goal of getting this person

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into a demo.

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So I'm going to go ahead and say, yes, I'd like a demo.

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But now the chat bot is going through Salesforce traversing the entire instance

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matter how complex

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it may be, finding my dedicated sales reps for the Autodesk account and then

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serving

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up their calendar.

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So this is all happening in a matter of seconds.

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So just a few minutes ago, I was just a website visitor.

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And now with the chat bot, I'm booking time with my dedicated sales reps.

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So in just a few clicks, I can book some time that works for me.

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I'm going to do a courtesy for Molly at Autodesk and go ahead and change the

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email here.

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There we go.

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And just like that, I have a meeting booked.

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So like I said, this is really for me as a buyer, a really great booking

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experience.

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But it's also great for our sales reps because they don't have to spend time

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chasing me down,

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trying to get me into a meeting, which let's face it, ours a lot of times, a

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lot of drop

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off.

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Instead, they can focus on preparing for meetings because their calendars are

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going to be booked

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with meetings.

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So it's a great experience for buyers and sellers alike.

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Now let's just say I've changed my mind as a buyer and I actually have some

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pressing questions

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and I'd like to talk to someone now.

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Okay.

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So the top of a burst sales force is about who to go ahead and switch views

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again to show

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you what it looks like on the sales rep side.

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All right.

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So here we are within the qualified application once more and you can see this

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person was

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routed to me.

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And that's because I've been identified in sales force as their dedicated sales

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rep.

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So I'm going to go ahead and pick up the conversation.

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Okay.

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And I'm going to orient you real quick here.

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So on the far left, this is what we call a visitor 360.

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So we're taking all this data across all these disparate systems and we're

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putting it together

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in this really holistic user profile.

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So the sales rep, I can see everything I need to know about this particular

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visitor.

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In the center here, this is called live view.

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So I have a full browsing history of this particular visitor and how they've

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engaged with the site

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and I can also watch them engage with the site in real time.

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So I can give you a little glimpse of that.

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So you can see my cursor moving pretty wild.

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So it never gets old.

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Right?

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Exactly.

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Like this is honestly one of my favorite features and we've had it, you know,

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since

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day one.

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So let's say as a sales rep, I'm ready to start the conversation.

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So I can see here on the right hand side, I have a full history of the

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conversation that

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this fires had with the chat bot.

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So I'm going to go ahead and start the conversation.

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All right, let me just jump in and introduce myself.

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Hi, Mary.

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I'm Ali.

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How can I help?

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So let's say Mary wants a little more about pricing.

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Obviously, as a sales rep, I know how to answer this question, but I'm going to

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use our AI

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powered co-pilot features to help me answer this question much more quickly

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because when

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I'm in a live chat, time is of the essence, right?

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I don't want this person to abandon the conversation.

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I need to give them a quick, efficient and thorough answer as quickly as

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possible.

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So I can go ahead and just say, suggest and with qualified AI, it's going to

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recommend

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an answer for me based on this person's question.

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I have the option to go ahead and edit this to if I so choose, but I'm going to

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go and

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end it off.

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Okay.

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Now let's say Mary, she has another kind of complex question here about

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implementation.

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Okay.

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So again, as a sales rep, I know how to answer this question, but time is of

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the essence.

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So again, I'm going to use an AI powered feature called auto expand, which

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basically

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will just take bullet points or notes and expand on that.

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So I can say, qualified implementation, expand.

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And within a matter of seconds, it's going to return the most appropriate

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answer for

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me.

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Let's give it a second.

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There we go.

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So again, I have the option to edit, but I'm going to go and send it off.

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Now, as it seems, wrap, I can also seize this opportunity to go ahead and start

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a live conversation

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face to face with this buyer on the website.

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All I have to do is turn on my camera and say a quick hello, just like that.

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And I'm having what's that or crystal and crystal moment here.

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Exactly.

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Exactly.

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But now I'm having a face to face conversation with this buyer, which is

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totally revolutionary

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and super exciting.

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And this is just one more way that you can generate more pipeline from your

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website.

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So I'm going to go ahead and end the conversation there.

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Okay.

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So I just covered a lot of things.

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Let me do a quick recap before I move on.

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Basically what you saw was our AI powered chatbots, which were able to identify

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and

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segment a visitor who actively engaged them, monitor website activity, answer

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questions

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in a meaningful way, book a conversation or excuse me, book a meeting, work

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towards

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goals and do a sales handoff.

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And all of this is happening automatically without any human intervention

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whatsoever.

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It's, it's pretty wild to be honest.

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And then what's more, you saw our AI powered co-pilot features to help me as a

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sales rep

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operate more efficiently.

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So you saw auto suggest and auto expand.

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And again, it's just helping me to work much faster and more thoroughly.

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Questions Sarah before I move on?

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No, I, again, I use this every day.

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So it's so fun to see sort of like the demo side of it, but I get to benefit

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from what

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you just showed every single day.

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And some of the coolest things to me are always one, the pricing nuance, being

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able to train

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AI to not answer specific questions that I might not even let normal sales reps

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or SCRs

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answer something like pricing, having a chatbot and AI chatbot that knows now

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is a time with

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my goals to try to book a meeting is so important.

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I'm not worried about it.

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I'm not stressed about it.

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I know it's working towards those goals that I've set that I care about as a

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demand-gen

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marketer, and then I've also seen our reps with like auto expand, auto suggest

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it's just

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so easy.

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When it's time for human conversation, we obviously want to do that seamless

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handoff

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to a human because there are times when that human conversation really does

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need to happen

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for your VIP buyers.

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And we're just trying to build all of these things that make it so much easier

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for them

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to have those live conversations when they do happen.

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So it is really cool.

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I can say again, as someone who uses this product every day, it will help you

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book more

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meetings, like your reps calendars are going to have meetings.

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They're not going to be booked with the wrong people.

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It's going to be with the right people because of our sales force.

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So this is amazing.

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But totally.

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I mean, I think you kind of hit it.

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It's like when you're in it every day and you see this product every day, you

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kind of

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lose sight of how special it is.

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But really, this is some groundbreaking stuff.

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And now that we're turbocharging it with AI, it's just all the more reason why

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it's going

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to generate more pipeline from your website.

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But I have a little bit more to show you.

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So I'm going to-- there's more.

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So I'm going to pivot over to qualified meetings now.

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Let's say, Ali-- or excuse me, Mary is back on the website.

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But let's say I don't have time right now to engage with the sales rep or talk

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to a chat

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bot.

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But I do want to book a meeting.

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So I can come back onto the website and use the CTA button to schedule a

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timeout.

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Now, typically, this will trigger form that can be a little bit arduous, a

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little bit

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obnoxious to fill out.

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And let's face it, oftentimes, there is some drop off.

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But with qualified, they already know who I am.

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They already know that I'm a qualified buyer.

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And so it's going to automatically serve up a calendar invite with my dedicated

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sales

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reps.

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And so this is speed to lead.

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And this is just like a huge accelerator when it comes to pipeline from your

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website.

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So I can go ahead and just book some time.

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And just like that, times and books and just a few clicks, it couldn't be any

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easier.

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I call my meetings one of my favorites.

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It is a newer-ish product, although we've had so much innovation the last

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couple of

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years.

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It doesn't even feel that new anymore.

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But for me, as someone who spends a lot of time doing ABM, qualified meetings

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is just

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so impactful.

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Like I've got reps outbound into these people.

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We know that they're important to us.

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If they're on the website and they want to schedule a demo, I already know you

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're qualified.

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I don't need to spend time going back and forth with me.

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I'm going to book you time right with your reps.

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My reps love it.

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It helps with the sales and marketing alignment.

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They're getting meetings with the people that they care about and not with the

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wrong

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people and buyers love it.

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It's a very biocentric experience.

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You're not making them answer really long in arduous forms like you talked

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about.

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And they get to talk to the reps who know stuff about their accounts already.

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So qualified meetings has always just been one of my favorite features.

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And I will say from a pipeline perspective, it's made one of the biggest

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impacts on our

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pipeline number.

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Totally.

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I couldn't agree more.

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And our customers, honestly, are echoing that same sentiment.

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No, I have one last thing that I want to show you, which is called qualified

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signals.

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And it's an AI-powered product that is for buying intent specifically.

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So I'm going to hop on over to that now.

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So here we are in signals.

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And this is a really powerful product that's all powered by predictive AI.

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So it's basically taking all this really valuable first party website data,

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like page

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scrolls, time on site, clicks, page views, all this data that's really under

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utilized.

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And it's combining it with third party research data to present you with this

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buying intent.

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And so it's basically saying like, okay, these are all of the accounts that are

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in your sales

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force or on your website, and it can figure out, we think that these accounts

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are showing

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the highest propensity to buy.

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And so this helps your go-to-market teams to really focus on that low hanging

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fruit,

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because otherwise, why would you go after a cold account?

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So this really helps your teams to focus their time and their energy in a way

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that

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matters.

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So what's more is I have this whole list of different accounts that I can go

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after,

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but I can also click into each one of these accounts to better understand or

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have a deeper

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understanding of how this account has engaged with my site.

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So I can scroll up and down and see all the different pages that they've

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visited.

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I can see how their intent has changed over time.

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And I can also see all the different visitors that are associated with this

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account who

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have been on my website.

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So I have, like I said, just a complete holistic profile of everything I need

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to know about

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this account to help inform my next best step on my go-to-market teams and just

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to help

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me better understand the history of this account.

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So I know exactly what to do to get this account to convert.

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That is amazing.

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Crystal, thank you so much for taking us through everything in Qualified.

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There is a whole different AI functionality to choose from within Qualified's

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product.

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Thank you for showing it to us.

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Now, I would love to move on into our lightning round Q&A section if you're

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ready.

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All right, let's go.

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Okay, so first question is, how long have you been building AI into Qualified?

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Really great question.

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So I would say the debut of Signals, which was about three, I think over three

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years ago,

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that was really our first kind of foray into AI because even back then we

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realized AI is

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the future.

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That's where we're going.

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So we wanted to start infusing it into our product suite.

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And so Signals was our first foray into that.

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Amazing.

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And is what you showed today available for customers?

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There are pizzas of what I showed today that are currently available for

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customers,

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specifically our AI powered co-pilot features like Autosuggest and AutoX Band.

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Those are available for customers today.

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Our AI chatbots are currently just kind of getting refined with our product

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team and

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those are getting released ready.

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But those should be available, I would say, in maybe another quarter or two.

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Amazing.

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And speaking of customers, who are some of the customers benefiting from Qual

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ified's AI functionality?

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So my answer to that is I would argue that all of our customers are benefiting

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from our

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AI functionality.

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But more specifically, I would say we have customers like GAMA and FreshBooks

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that are

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really leveraging those co-pilot features that I talked about.

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But we also have customers like Dialpad who are using our Signals product.

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And again, that's really helping them to focus on those high-end 10 accounts.

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Absolutely.

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Next question is, what is next on Qualified's AI roadmap?

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So like I said, we are leaning in hard to AI.

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I mean, this is truly where the industry is going.

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And it's definitely work-qualified.

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It's going.

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We are at the forefront.

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And so we're bringing AI into our entire product suite.

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So if you look at our roadmap, basically our entire roadmap has dedicated to AI

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at this

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point.

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But kind of the bigger chunks that we're talking about is AI chatbots.

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This is currently available in early access for select customers.

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But it's super exciting.

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Our customers are just clamoring to get their hands on it.

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So we also have a really exciting product called Qualified Offers.

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So we recently announced this particular product and it's getting ready to

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debut.

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Our engineers have been hard at work getting this thing built.

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But this is a really cool product because again, it's another way to maximize

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pipeline

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from your website.

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So basically what you can do is you can capitalize on all of your website real

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estate.

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And you can serve these really tailored personalized marketing offers to every

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single website

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visitor based on what you know about them.

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So because you can identify your visitors, you can segment and you know exactly

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which

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accounts they belong to and where they are in the buying journey, you can then

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tailor

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those marketing offers.

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So for example, maybe you have somebody who's like earlier on in their buying

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journey, you

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can offer them something like an ebook.

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But then maybe you have somebody who's like further down the funnel on the

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decision stage.

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Maybe you offer them something like an exclusive invite to an event, something

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along those

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lines.

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And that way you can really maximize those conversions because you're tailoring

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those

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offers.

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But what's more is it's powered by AI.

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So our AI on the back end is recommending which offer should be served to each

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person.

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And then it's continuously optimizing for peak performance.

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So this is like a pretty awesome product and it's going to be coming out in the

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next couple

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of quarters.

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And you really get the nail in the head.

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I know this first am that AI truly is our entire roadmap.

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So there's a lot of coffee.

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And then the last question for you, Crystal, what are some other AI powered

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products that

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our team is using and loving right now?

18:51

Totally.

18:52

Well, first and foremost, I would say qualified.

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We seriously do drink our own champagne at qualified.

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We are constantly stress testing the product.

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We're trying to learn best practices.

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And then we're sharing that with our customers so that they can get the most

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out of our product.

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That is truly so important to us.

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So for me, personally working on product marketing, I actually really love Fig

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ma, which never

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thought I would say that.

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I love Figma because it really helps me to visualize how I want to tell a story

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, visualize

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a narrative, and visualize a value prop for any particular product or feature

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that we're

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rolling out.

19:27

And it also just really helps me to have these clear lines of communication

19:30

with our creative

19:31

team.

19:32

Sarah, what about you?

19:33

That is such a fun one because I feel like I can actually answer this question

19:37

because

19:37

it is qualified and qualified.

19:39

Some other ones I'd love to give a shout out to.

19:41

We use $0.06 for our ABN.

19:43

They were one of our-- it was actually our marquee first episode of season one

19:46

of GoToMarket.ai.

19:47

They've got some really awesome AI functionality throughout their entire

19:52

product.

19:52

Salesforce is another great one.

19:54

We are built on Salesforce.

19:56

We live and breathe Salesforce.

19:57

They've really been a pioneer in the AI industry as well.

20:00

So we get a lot of benefit from their product.

20:02

And those are, I think, the two biggest ones that come to mind besides

20:05

obviously qualified,

20:06

which Crystal already said, but I'm our power user qualified.

20:09

So got to say it twice.

20:11

Well, qualified is probably my most frequently used AI powered product.

20:15

Absolutely.

20:16

Awesome.

20:17

Well, Crystal, thank you so much for joining us on this show today.

20:19

This was such a fun one for me.

20:21

It was great to see you show keep some of the product functionality that I use

20:25

and love

20:26

every single day.

20:27

So thank you so much for joining me.

20:29

This was a pleasure.

20:30

Thank you, Sarah.

20:31

[MUSIC]

20:32

(upbeat music)