At Boomi, we’re on a mission to harness the power of AI to drive innovation and transform the way we operate. Our company-wide mandate is clear: leverage AI wherever we can to streamline processes, enhance efficiency, and deliver exceptional value to our customers and prospects.
One area where we saw a significant opportunity for improvement was in the realm of sales enablement, specifically in how our sales reps accessed and utilized case studies. Having worked with sales professionals my whole career, I’ve witnessed firsthand the challenges reps face when trying to find the perfect case study that resonates with a prospect’s unique needs and goals.
Exploration gave us the freedom to redefine what success meant, we saw real improvements that gave tangible business impact.
The Case Study Conundrum: Empowering Reps with Contextual Insights
In the past, our reps spent valuable time sifting through a vast library of case studies, often reaching out to our team for assistance in finding the most relevant examples. This process created bottlenecks and delayed their responsiveness to prospects, hindering their ability to provide timely and tailored solutions.
Recognizing this challenge, we collaborated with our AI team to develop an innovative solution: the Case Study Finder Agent. This powerful tool leverages AI to streamline the process of finding relevant case studies, but more importantly, empowering our reps with contextual insights so they can relate the case study’s proof points in a way that will resonate with their prospects’ specific needs.
Scaling Sales Efficiency: A Self-Serve AI Solution
The Case Study Finder Agent is a self-serve AI tool that guides reps through a series of questions, gathering essential information about the prospect, their industry, challenges, and desired outcomes. With just a few inputs, the AI analyzes this data and presents relevant case study examples, tailored to the prospect’s context.
We found that this had a significant time saving. We calculated all the time that it takes from the rep searching on their own, trying to remember where some of these resources even live, scanning case after case for relevance, and then finally reaching out to our team for help. We determined that reduced that from around 60 minutes of searching to about five minutes per request.
But the true magic lies in the AI’s ability to not only provide a list of case studies but also to relate the information within those studies to the prospect’s specific needs and goals. Sales reps want the perfect fit for their prospect’s situation. This contextual relevance ensures that reps can effectively communicate the value proposition, even when a perfect one-to-one case study match doesn’t exist.
Crafting Compelling Narratives with AI-Driven Relevance
By leveraging AI to curate and contextualize case studies, our reps can now craft compelling narratives that resonate with prospects on a deeper level. The AI-driven insights enable them to tailor their messaging, highlighting the most relevant aspects of each case study and demonstrating how our solutions can address the prospect’s unique challenges and objectives.
And this is in production and live. We’ve empowered the entire go to market team, 1000 plus people, with strategic assets.
This level of personalization and relevance not only enhances the prospect’s experience but also increases the likelihood of successful conversions and accelerates the sales cycle.
Embracing an AI-First Approach for Accelerated Go-to-Market Success
The Case Study Finder Agent is just the beginning of our AI-driven sales enablement journey. Developed and deployed in under two months, this tool embodies our AI-first mandate and will be integrated into a suite of AI-powered offerings, including a Marketing Asset Generator and a Value Analysis Catalyst.
By embracing AI as a core component of our go-to-market strategy, we’re empowering our entire sales team with the tools and insights they need to sell more effectively, efficiently, and with greater relevance to our prospects’ needs.
At Boomi, we’re committed to pushing the boundaries of innovation and leveraging cutting-edge technologies like AI to drive tangible business impact. The Case Study Finder Agent is a testament to our dedication to transforming the sales experience, streamlining processes, and delivering exceptional value to our customers and partners.
