Use-case: CenturyLink (this company is a member of the S&P 500 index and the Fortune 500)
An interesting use of AI (Artifical Intelligence) for increase revenue due to a better use of available data.
Due to a long history of mergers and acquisitions, CenturyLink (a telecom company now offering a bunch of digital services such as communications, network services, security, cloud solutions, voice, and managed services), created a number of information silos.
This most likely happens for companies that suffer such changes and the higher the number of such changes the higher the number of such information silos in the final company.
The drawback is that such silos prevent sellers from accessing the necessary account information about customers.
CenturyLink turned to Customer Revenue Optimisation (CRO) platform (name of provider is not important as I am not wrtiting this article to sell something specific).
“They (i.e. sales people) need AI insights to understand the kinds of triggers telling them which customer they should reach out to, and then look for other buying signals that can be reasons to go back and contact the customer. We like the prospect of leveraging activity as a way to give our frontline managers insight into what to do next, and AI helps drive that.”
Within three months of implementing the CRO platform, CenturyLink developed $250,000 a month in recurring revenue from one opportunity manager implementation, and a 350% funnel increase from top 40 accounts with account planning, according to https://www.computerweekly.com/news/252483148/CenturyLink-digitally-revamps-sales-framework
A major benefit of the implementation was the high level of accuracy it gave CenturyLink to make sales forecasts, which helped sellers to refocus on deals that were more attainable.
For more information about what IT solution you need that aid sales, is cost effective and suited to your specific situation, I would provide advise to your business (see my contact details)
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