Conversica > Case Studies > ESET Boosts Sales Efficiency with AI Sales Assistant

ESET Boosts Sales Efficiency with AI Sales Assistant

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Technology Category
  • Cybersecurity & Privacy - Endpoint Security
Applicable Industries
  • National Security & Defense
Applicable Functions
  • Sales & Marketing
About The Customer
ESET is a global IT security software and services company with a 30-year history. The company develops industry-leading IT security software and services for businesses and consumers worldwide. ESET's product range includes solutions for endpoint security, encryption, and two-factor authentication. These high-performing, easy-to-use products give individuals and businesses the peace of mind to enjoy the full potential of their technology. ESET operates in the technology industry and has a unique sales structure without a dedicated sales development team.
The Challenge
ESET, a global IT security software and services company, faced a unique challenge in its sales structure. Unlike many businesses, ESET did not have a dedicated sales development team (SDRs). Instead, leads were qualified by marketing programs before being passed on to the sales team. This setup resulted in prospective leads remaining stagnant in the sales funnel, leading to a lower volume of sales qualified leads. The lack of a dedicated team to engage and qualify leads meant that potential opportunities were being missed, and the sales team was not able to focus on interested buyers.
The Solution
ESET implemented the Conversica AI Sales Assistant to address this challenge. The AI assistant reaches out to leads that have shown engagement via the website, webinars, content downloads, and events. It validates and qualifies each lead through personalized, two-way conversations. Once a prospect expresses interest, the AI Assistant passes the Sales Qualified Lead (SQL) to the sales rep for follow-up. This solution allows the sales team to focus on interested buyers rather than wasting time on leads that may never return a call or email. Additionally, the customer database stays up to date with help from the AI Assistant that engages old leads and updates contact information.
Operational Impact
  • The implementation of the Conversica AI Sales Assistant has significantly improved ESET's sales process. The AI assistant has enabled the sales team to focus on interested buyers, increasing efficiency and productivity. It has also ensured that the customer database remains up to date by engaging old leads and updating contact information. The AI assistant has been instrumental in re-engaging leads and verifying contact information, as well as engaging international leads with English and French-speaking capabilities. This has resulted in a more streamlined and effective sales process, leading to increased revenue and opportunities.
Quantitative Benefit
  • 44% opportunity to closed-won rate generated from leads that went through Conversica, compared to average 14% opportunity to closed-won rate.
  • 23K+ leads engaged in the first 12 months.
  • $236K in recorded closed-won revenue in the first 12 months.

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