Qualified Pipeline AI

0:00

So we're going to show you some super exciting stuff in today's demo.

0:04

First, we'll look at the back end of the qualified application and show you

0:07

everything that makes this AISDR Piper so intelligent.

0:11

Then, we'll show you how Piper can proactively engage top-of-unnel visitors,

0:16

serve the marketing offers, and hand them off to a sales rep.

0:19

Next up, we'll show you how Piper can trigger workflows and other apps and take

0:23

action on AI intent data.

0:25

And then, we'll show you Piper proactively engaging a target buyer and getting

0:29

them into their pipeline.

0:31

Last but not least, we'll wrap it up with analytics.

0:34

To show you how Piper is moving the business forward.

0:37

So let's dive in.

0:39

Okay, so qualified as designed to engage and convert valuable website visitors

0:42

into pipeline.

0:43

And today, we're going to show you how you can set Piper loose on your website

0:47

to generate pipeline 24/7 around the clock.

0:51

But before I show you Piper in action, let's take a step back.

0:54

Let's look at how you onboard Piper and teach it all about your visitors and

0:58

your business.

0:59

Well, to begin, here's what Piper sees.

1:02

Piper has a bird's eye view of every single person who's on your website at

1:07

this exact moment.

1:08

And Piper has a clear picture of who these visitors are.

1:11

It can see visitors by segment so it can cruise through and know which buckets

1:15

they fall into.

1:16

For instance, it can see there are some visitors on the site right now who work

1:19

at a target account.

1:20

And there are some visitors that are showing high in 10 and even visitors who

1:24

have arrived by clicking through a paid ad and so on.

1:27

But not only can Piper see visitors at this 30,000 foot view, Piper also has an

1:32

insane amount of knowledge on each unique visitor.

1:35

So let's take a look.

1:37

Moving into one visitor, it can see a ton of information about this person.

1:41

On the left, it's the visitor 360.

1:43

Now this is jam-packed with data about this individual and their account pulled

1:47

in from all of your different go-to-market systems, like your Salesforce CRM

1:52

and your ABM platform.

1:53

Then in the middle, Piper can see exactly what this visitor is doing at this

1:58

very moment.

1:59

It sees every click, every scroll, and every mouse movement.

2:03

And right below that, it can see all of this visitor's browsing history,

2:07

including what drove them to the site.

2:09

Talk about 2020 vision. This level of insight is absolutely insane and Piper

2:15

can see it all.

2:16

This information gives Piper all of the context it needs to have really

2:20

personalized interactions.

2:22

Now that we know what Piper can see about your visitors, let's explore how we

2:26

've coached Piper to talk and act.

2:28

So we'll head over to our AI studio.

2:31

You know how you onboard new sales reps and send them through bootcamp?

2:34

Well, we do the exact same for Piper.

2:37

Here we've added all of our relevant marketing content, our most valuable web

2:42

pages, plus snippets of our most important messaging and FAQs.

2:45

Piper's constantly reading this information to stay up to date with the latest

2:50

and greatest.

2:51

There's also a testing ground here, so we can see how Piper would answer

2:55

questions, review its historical responses, and you can provide feedback on how

2:59

it's doing.

3:00

This whole onboarding mechanism is what helps Piper be knowledgeable about your

3:04

business and on message in every single response.

3:08

As marketers, this gives you a ton of confidence that your buyers are having a

3:12

positive experience, and Piper's out there representing your brand really well,

3:16

which is super important.

3:18

But in order for Piper to be effective, it needs so much more than good

3:21

messaging.

3:22

Piper needs goals. It needs to have clear objectives and know how to handle

3:27

different visitors.

3:28

So here's where we set that up.

3:30

You can see here that we've built a goal for top of funnel visitors to share an

3:34

offer and then route to a rep when the time is right.

3:37

But for high-end 10 buyers at target accounts, get a meeting on the books.

3:42

These goals are really the driving force behind Piper's behavior.

3:46

Okay, so now we've looked at what Piper sees about your visitors and how we've

3:49

trained it for greatness, but there's one more thing.

3:52

Piper has to work in concert with how your business operates. So first up, let

3:57

's look at routing.

3:58

Because we're so deeply connected to Salesforce, Piper knows which sales reps

4:02

are attached to any lead, contact, or account.

4:05

And when it's time to route conversations or book meetings, Piper knows in

4:10

milliseconds who to hand off to.

4:12

This level of sophistication ensures that Piper is working with your business

4:16

operations and not against them.

4:18

The last thing you need is an AI-SDR routing conversations to the wrong reps or

4:22

booking meetings with the wrong AEs.

4:24

Not here, not with Piper.

4:26

Okay, so let's go one step further and look at workflow automation.

4:30

This is where you can tell the app where to send information and track

4:33

different events so that your team and Piper can take action.

4:37

Okay, so let's recap what we just saw.

4:39

We showed you everything Piper sees about your website visitors.

4:43

Plus, we showed you what Piper knows about messaging and goals.

4:46

And last but not least, we talked about how Piper can pull data from and push

4:51

data to other systems to work in concert with your marketing operations.

4:55

Okay, so Piper is ramped up and ready to go.

4:58

Let's see how Piper can nurture top-of-the-funnel visitors and serve as co-p

5:03

ilot with a human SDR.

5:04

So here we are on the website.

5:06

Molly, a senior manager of finance, is visiting the site for the first time.

5:10

In the background, a ton of stuff is happening.

5:13

Piper is immediately identifying Molly and knows that she falls into their

5:17

target account segment.

5:18

That means this is a visitor Piper wants to engage with.

5:21

So it greets Molly with a friendly message, welcoming her to the site.

5:25

And because Piper is observing all of Molly's engagements with the website, we

5:29

call this digital body language,

5:31

it knows Molly is browsing around and looking to learn more about travel cards.

5:35

And check this out.

5:36

Piper sends her a nudge at exactly the right moment.

5:39

And not just any nudge, it's not just "Hey Molly, are you there?"

5:42

But a relevant message that is referencing the exact page that she's on.

5:46

So, of course, Molly bites.

5:48

And she's looking for more resources.

5:50

Now, Piper is putting that training to work.

5:53

Remember earlier how we onboarded Piper and taught it our entire sales playbook

5:57

Well, in the background, it's running through all of that content and serving

6:01

up the most relevant pieces.

6:02

If I'm a marketer watching this conversation, I'd be proud with how Piper is

6:05

responding.

6:06

Perfectly on message.

6:08

And remember those goals we outlined for top-of-the-thunnel visitors like Molly

6:12

We had told Piper to serve top-of-the-thunnel visitors' offers to move them

6:15

down the funnel.

6:16

And check this out.

6:18

The AI just analyzed all the offers that they have in market, from webinars to

6:22

free trials, and serves Molly the perfect offer.

6:25

It's doing its job and achieving its goals.

6:28

Piper is moving Molly down the funnel and giving her more familiar with their

6:32

brand.

6:33

But we set one other goal for top-of-the-thunnel visitors.

6:36

Goal number one was serve up relevant content.

6:38

Check.

6:39

Goal number two, hand off to a rep for live chat.

6:42

So watch this.

6:43

Piper knows Molly is ready for a live conversation.

6:46

And not a conversation with just anyone.

6:48

She's got to talk to the right rep.

6:50

So how does it know who to route Molly to?

6:53

Piper is reading Salesforce and identifying the rep on her account.

6:56

It's Lauren.

6:58

And just like that, Piper achieves goal number two.

7:01

It's successfully handed this top-of-the-thunnel visitor off for a live chat.

7:05

So now, let's flip back into qualified application.

7:08

This is what Lauren, the human sales rep, sees through her point of view.

7:12

Molly has been routed to her for a live conversation, and Lauren is ready to

7:15

jump in.

7:16

But is Lauren on her own?

7:18

Absolutely not.

7:19

Piper is by her side writing shotgun.

7:22

Clicking into the visitor, Lauren too can reference all of that valuable

7:25

visitor 360 information.

7:27

And see all of that rich data from their go-to-market systems.

7:31

And of course, Lauren can see the live view.

7:34

And she can see the exact conversation Molly had with Piper.

7:37

Lauren has all of the context she needs, and she's ready to jump in.

7:41

So Lauren says hello to Molly.

7:43

And right off the bat, Piper is an incredible co-pilot.

7:46

Lauren can look to Piper to suggest responses.

7:49

And Piper tabs into its training, serving up answers and helping Lauren be

7:53

perfectly on message

7:54

without having to waste valuable time, sifting through resources.

7:58

Lauren can even lean on Piper to expand short bullets into elegant responses,

8:02

helping Lauren be quick in her responses.

8:05

But that's not all.

8:06

Piper can even guide Lauren to be on tone, tuning her responses to strike the

8:11

perfect,

8:11

friendly and professional cord.

8:13

Lauren's got Piper writing co-pilot.

8:15

It's every SDR's new best friend.

8:17

Now, when the moment is right, Lauren wants to offer that white glove

8:21

experience.

8:22

Lauren can even upgrade to a live video call.

8:25

This is how you can add a human touch for your VIP visitors.

8:29

Okay, so let's recap what we just saw.

8:31

Piper identified this visitor Molly and monitored her browsing behavior

8:35

so that it can engage her with a contextual message at the exact right time.

8:39

Then, Piper intelligently answered Molly's questions.

8:42

And it achieved its goals.

8:44

Piper knew it was on a mission to serve Molly relevant offers

8:47

and hand her off to a sales rep when the time is right.

8:50

And it did just that.

8:52

But that's not all.

8:53

Piper knew who to route Molly to.

8:55

The sales rep on her account.

8:57

And then served as Lauren the human SDR's co-pilot,

9:00

helping her up fast, efficient conversations.

9:03

Piper is doing a ton of heavy lifting to engage and nurture this account.

9:07

Plus, working beautifully with the sales rep, talk about a dream team.

9:11

But of course, that's not all.

9:13

We're just getting started.

9:15

Okay, so now it's time to talk about how Piper can trigger workflows

9:19

and take action on your data.

9:21

Okay, so now that Molly is then bopping around the side

9:23

and interacting with Piper and its team, this account Autodesk,

9:26

it's totally heating up.

9:28

Here we are in AI signals where we can see which accounts are showing

9:32

by an intent and who to take action with.

9:34

This is super valuable information that can really guide your outbound team.

9:38

And remember those workflow automations we referenced earlier?

9:42

Thanks to that automation, Qualified can push this AI intent data

9:46

into any system, including sales engagement platforms like GONG,

9:50

Clary, Sales Off, or Outreach.

9:52

So now the reps in the Autodesk account have a task to start swarming this

9:57

account.

9:57

That interaction Piper had with Molly has now fueled a full-on account-based

10:02

motion.

10:03

So the sales team starts sequencing this account and check this out.

10:07

Let's see how Piper can convert this account into Pipeline.

10:11

The number one buyer on this account, the CFO Mark, just click through an email

10:15

and land it on the site.

10:17

So of course, Qualified instantly identifies this visitor,

10:20

so it's time to roll out the red carpet.

10:22

First up, you'll see that Mark receives a hyper-personalized marketing offer,

10:26

inviting him to an exclusive CFO wine-tasting series.

10:29

Qualified is doing so much more than what's happening in the right-hand corner.

10:33

It's completely transforming the website and optimizing it for conversion.

10:37

And it's serving up relevant offers just for Mark to capture his attention

10:41

and improve his likelihood of engaging.

10:44

But that's not all.

10:45

Qualified completely transforms calls to actions across the site.

10:48

Check this out.

10:49

The main CTA in the hero now says "book a demo."

10:52

For non-target accounts, it's a contact S button, but not for Mark,

10:56

because he's a high-intent target buyer.

10:58

So Qualified gives him a direct path to meet with sales.

11:01

This button quickly surfaces the calendar of Mark's account team for him to

11:05

book a demo,

11:06

talk about quick, easy meeting scheduling.

11:09

This is a totally frictionless website experience for Mark.

11:12

But Mark doesn't buy it yet on the marketing offer or the meeting,

11:15

but this is where Piper shines and is ready to work.

11:19

As you know, Piper has all of the relevant information at its AI fingertips.

11:24

Mark is the number one buyer at their target account Autodesk.

11:27

This account is heating up and showing intent.

11:29

We've been outbounding to this account.

11:31

And Mark just clicked during email.

11:33

Piper even knew the exact content of that email right down to which link Mark

11:38

clicked.

11:39

Zooming into the bottom right-hand corner, you can see that proactive

11:42

personalized greeting from Piper.

11:44

And of course, it's watching Mark interact with the site.

11:47

So as he browses around the site, Piper gives in that friendly nudge at exactly

11:52

the right moment

11:53

with a super contextual message.

11:55

Observing his digital body language plus that coaching is helping Piper catch

11:59

Mark's eye.

12:00

And look at this, Mark engages.

12:03

Mark has some questions about system integrations.

12:06

Oof.

12:07

This could be a big ask for a newly onboarded SDR, but not for Piper.

12:11

Piper is so knowledgeable about all of your content,

12:14

so it doesn't shy away from hard questions.

12:17

And there's no wait time for Mark either.

12:20

Piper has a fast, completely on message response.

12:23

That onboarding we did is totally paying off.

12:27

And remember, Piper is on a mission to accomplish its goals for high-intent

12:31

visitors at target accounts,

12:32

to book a meeting.

12:34

Piper doesn't just answer the questions.

12:36

It's not just a Q&A chatbot.

12:38

It is so much more than that.

12:40

Piper keeps the conversation going.

12:44

Piper moves it along smoothly and when the time is right invites Mark to book a

12:47

meeting.

12:47

And, you guessed it, not just a meeting with anyone,

12:50

but a meeting with the exact right combination from the account team.

12:54

Piper is instantly referencing Salesforce and pulling in the AE and the SE on

12:58

this account

12:59

and cross-referencing their calendar availability.

13:02

And boom, check this out.

13:04

Mark books a meeting for a demo and is ready to rock.

13:07

Okay, that was a lot, so let's recap that sequence.

13:10

Qualified completely transformed the website experience for Mark with

13:13

personalized offers and buttons.

13:15

Then, Piper instantly identified this visitor and knew he worked for a target

13:19

account.

13:20

Piper read the whole email that Mark was sent and knew what Link Mark clicked

13:24

on.

13:24

Piper watched his browsing behavior and engaged at the perfect moment with a

13:29

contextual message.

13:30

Piper answered questions intelligently and kept the conversation going.

13:35

But most importantly, Piper booked a sales meeting with the exact right folks

13:40

on the account team.

13:41

Piper just generated Pipeline. It's totally incredible.

13:45

Awesome. Okay, so last but not least, let's talk about business impact.

13:49

Piper is doing a ton of work. It's having conversations, it's capturing leads

13:54

and it's booking meetings.

13:55

And it's doing all of this 24/7.

13:58

And you can see the impact. You can see how Piper in concert with your S.E.R.s

14:02

is maximizing Pipeline from the website

14:04

without adding any headcount.

14:07

This is Qualified Pipeline AI in action. It's using AI and automation to

14:11

maximize Pipeline.

14:13

This is the future of Pipeline Generation.