Sales
Case Studies
A UK registered charity predicts visitor flow to its building with Markov chain algorithms
A UK registered charity leveraged technology from ASI to predict visitor flow. The provider used wifi usage data to track crowd movement within the building and gather information on the amount of time people spent in each location. ASI created a model indicating the most likely routes people would take through the attraction, congestion points and locations prone to overcrowding using Markov chain algorithms. The algorithm simulated the movement of 500 different hypothetical visitors over a fifteen minute period to come up with the results.
Linked use case: Optimise product layout in stores
Acxiom improves opportunity-to-close problems for their sales team, claiming near-100 percent renewal rate, with machine learning
Clari''s AI powered OTC solutions gives Acxiom''s sales team access to real-time activity and historical data to better manage opportunity pipelines to make accurate forecasts. The solutions use predictive analytics and analyzes customer behaviour by sourcing data from various sources.
Linked use case: Automate syncing of sales process data such as calendars and contact reports
Airbnb increases booking conversions by 5% using machine learning to match property hosts'' guest preferences with consumers
AirBnB wanted to better better understand what accommodation requests are accepted or rejected by property hosts. Using logistic regression techniques they modelled whether hosts preferred stays that resulted in limited gap nights, lots or fewer stays, and also how far in advance the bookings were made. AirBnB changed their consumer search results to emphasise host properties that would more likely be accepted. This led to a 5% increases in booking conversions. This demonstrated a two-sided marketplace with search results that were a function of not only consumer but host preferences.
Linked use case: Match expectations from both sides of a 2-sided online market
Amazon is testing its Prime Air drone delivery service promising to fly parcels to customers within 30 minutes of ordering.
Amazon has been testing drone delivery to enhance its Amazon Prime offerings through Prime Air, which will be able to autonomously fly packages to customers in less than 30 minutes, given they fulfil requirements, such as weight, size and distance of route.
Linked use case: Automate delivery to customer eg via drone or self-driving vehicle
Auto Trader improves second-hand vehicle valuation accuracy using machine learning
Auto Trader is training machine learning algorithms to extract data on car specifications and details. By analysing the data the technology is able to determine how each affects the valuation price of second hand cars resulting in greater accuracy.
Linked use case: Provide valuations of second hand products eg cars
Auto1 leverages machine learning to connect buyers and sellers of second hand cars across Europe
Auto1 is able to see clearing prices, assess buyers'' and sellers'' behaviour and evaluate criteria for valuation purposes with the use of machine learning. This has enabled the seller of used cars to upgrade its matching of buyers and sellers of second hand cars across European cities.
Linked use case: Provide valuations of second hand products eg cars
CenturyLink uses email based conversational agents to automatically contact, nurture, qualify and assign hot leads to sales reps with a 2000% ROI
CenturyLink, a large US telco provider, generates thousands of sales leads. It is challenging to be able to contact and qualify to identify hot leads. Implementing an email based conversational agent from Conversica AI, 30,000 emails are sent monthly to leads. The agent is able to classify answers to 99% of those emails and then qualifies and routes the leads to appropriate sales reps. It is claimed that the ROI is 2000% for the 40 of out of a total of 1,600 sales reps who are using the solution.
Linked use case: Automate prioritisation of potential sales leads
DM drugstores optimises shift planing in retail stores using advanced prediction modelling
German based DM drugstores implemented long-term prediction models of sales based on inputs such as historical sales data, opening goods, new product introductions, holidays and even local traffic diversions. Planning shifts to meet customer demand has traditionally been a difficult task for store managers. Either over or under staffing can create issues with unnecessary expenses, poor customer service and staff satisfaction. The models were strong enough to allow staff to book their shifts well in advance with few last minutes changes.
Linked use case: Optimise staff and resource planning
DXC Technology has increased new business wins by 20% by automating with a contract management platform
DXC Technology is using ContractRoom''s contract lifecycle management platform to automate contract due diligence by analysing contracts to extract relevant information. This has resulted in a competitive advantage by allowing DXC to conduct due diligence and then sign new contracts for transactions quickly.
Linked use case: Automate review of contracts such as NDAs
Danone reduces forecast error and lost sales by 20 and 30 percent respectively and achieves a 10 point ROI improvement in promotions with machine learning
Danone implemented ToolsGroup''s machine learning solution with the aim of identifying how promotional and media events affect their sales. They also needed to secure a more accurate forecast of demand, which is necessary given that their fresh products face volatile demand and a short shelf life. The solution leverages machine learning to predict demand variability and planning. Danone managed to create an efficient planning coordination between various departments such as marketing, sales, account management, supply chain and finance and has also reported a 20% reduction in forecast error, 30% reduction in lost sales, and a 10 point ROI improvement in promotions.
Linked use case: Forecast product / service demand levels
Dominos Pizza allows customers to order pizza through a voice conversational chatbot and machine learning
Dominos Pizza operated 14,000+ pizza restaurants in 85 countries. They wanted customers to be able to order their pizza through a voice conversational chatbot. They chose Google''s DialogFlow to support the large range of consumer intents and ordering options. The service was integrated into home assistants such as Google Home.
Linked use case: Automate sales conversations through a conversational agent
Epson America automatically follows up on 50,000 annual leads and generates 75% more qualified leads with the use of email conversational agents
Epson America was getting about 50,000 annual leads per year from marketing activities such as trade shows, direct and email marketing, social media and advertising. They were not following up efficiently on leads. Implementing an email conversational agent from Conversica AI, the leads were follow up by email with a 51% response rate and 75% increase in qualified leads. It also could identify customer support issues.
Linked use case: Automate sales conversations through a text chatbot
FSB saves loan application time for b2b lending using algorithms to match borrowers with lenders
The FSB fundraising platform was developed to match borrowers with potential lenders based on information inputted by the borrowers regarding their business and loan expectations. Lenders are sent anonymous borrow information and then register their interest, with the available options then borrowers are provided a list of potential lenders to choose from.
Linked use case: Automate credit risk profiling to support fundraising by small businesses through crowdfunding platform
Facebook enhances buyer and seller interactions on Marketplace through their automated AI assistant
When buyers and sellers interact on Facebook''s Marketplace, they are supported by the company''s chatbot, M. The automated assistant can provide information on an item''s availability, suggest alternatives or translate messages. The company has disclosed that their system has been trained with a focus on recognising intent using different neural net models and entity extractors.
Linked use case: Optimise website experience to improve engagement and conversion rates
Facebook optimises sellers'' listings on Marketplace using AI
Facebook enhances the seller''s experience on Marketplace through the use of artificial intelligence. As a seller is creating a listing and uploading photos for their item, the system is automatically enhancing the lighting of the photos. It also categorises it with similar products to make suggestions on pricing and title. Before these features, Facebook was experiencing a high number of sellers abandoning their listing process or not completing it effectively.
Linked use case: Optimise website experience to improve engagement and conversion rates
Facebook shuts down its virtual assistant chabot experiment as it proves it cannot live up to the difficulty of the tasks it is asked to perform
Facebook was testing its virtual assistant Messenger chatbot, M, available to 10,000 people in the San Francisco area. The bot was designed to perform tasks such as making restaurant reservations, changing flights or waiting on hold with customer service. However, as users were able to ask the chatbot any sort of question and use it to perform any kind of task, M did not prove to be capable of progressing to automate these tasks. It has been estimated that M never surpassed 30 percent automation and thus, it was shut down.
Linked use case: Automate sales conversations through a text chatbot
Facebook''s Marketplace achieves a nearly 100% increase in consumer engagement using computer vision and natural language processing
Facebook has leveraged computer vision and natural language processing to enhance the customer''s experience on Marketplace. The company has built a product index that draws information both from the text accompanying a product as well as the photos, through their image and text understanding systems. As a result, when searching for products, the recommended results are ranked based on a content retrieval system. This has enabled Facebook''s Marketplace to achieve a nearly 100% increase in consumer engagement.
Linked use case: Optimise search results
HMH, the publishing house, forecasts demand to optimise pricing quotes and define salesforce KPIs using machine learning
Houghton Mifflin Harcourt uses machine learning to identify new sales leads and create personalised KPIs for sales associates and adjust prices and quotes in real-time from historic data.
Linked use case: Predict sales and optimise sales funnel actions
Hipmunk has simplifyied travel planning with its free virtual travel agent powered by AI
Hello Hipmunk now answers questions that happen earlier in the planning process. Rather than just providing flight and accommodation options when asked about specific dates and destinations, we can give advice and recommendations and respond to questions like, “What’s the best time to go to Cancun from Chicago?”
Linked use case: Enable enhanced retail customer experience and service through chatbots
JD.com increases customer loan approval rate by 150% using Zest Finance''s machine learning platform
Working with Zest Financial''s ZAML platform, JD.com was able to apply machine learning to analyse customer data including online browsing and order history in order to offer loans to shoppers who previously may not have been approved.
Linked use case: Evaluate customer credit risk using application and other relevant data for faster and more efficient decisions
JLL plans to roll out Leverton''s automated contract analysis and management to make its lease management system more efficient
JLL has extended its contract with Leverton to implement their automated lease management system software, which analyses corporate documents, in additional markets.
Linked use case: Analyse legal documents and extract important data points and clauses
KLM introduces conversational agent to help customers book plane tickets and create packing lists
KLM has implemented Blue Bot (BB), a customer service bot which is accessible across Google Assistant and Facebook Messenger. The bot helps customers book tickets via text and helps them prepare packing lists with information about their destination via voice conversations.
Linked use case: Automate sales conversations through a text chatbot
LV= Brokers reduces the call volume from brokers by 91% by piloting a chatbot for queries
LV= Brokers are an insurance company piloting an internally facing chatbot to help their broker partners with queries.
Linked use case: Automate interaction between insurance agent with insurance company through chatbot functionality
Lapetus is tests a platform to assess smoking status and other health indicators using selfies for insurance purposes
Lapetus has begin trialling its JANUS platform which purports to be able to determine smoking status, age, BMI and other health indicators of its users, making it appealing to life-insurers who currently rely on self-reporting.
Linked use case: Enhance life insurance by improving life expectancy prediction and underwriting risk by analysing selfies
Lowes introduced Lowebot, a retail robot, to help customers and scan inventory in real-time to locate product or price discrepancies
Lowebot, a retail conversational robot using visual recognition, helps customers find items as it goes around the store constantly scanning for items to identify misplaced or out-of-stock items or price discrepancies.
Linked use case: Deliver "digital human" conversational interface with customers in physical locations