Leveraging AI to accelerate sales effectiveness

Transcript

1. The only payments partner you need Leveraging AI to accelerate sales effectiveness Sales Enablement Summit | London | December 2019
2. Click to edit master title style Arup Chakravarti | Head of Sales Enablement & Productivity 2 • Responsible for European Salesforce CRM management, and commercial analytics • Corporate career grounded in B2B financial services • Sales operations, sales enablement, data & analytics • Confluence of analytic capabilities with business operational data
3. Click to edit master title style 5.5B Annual Transactions1 $132B European Volume 1 550+ FI Partners Worldwide Acceptance Currencies 17 Settlement Currencies 11 Countries 4,550 Employees $315B North American Volume 1 1.3M Customers Worldwide1 36 Countries with License Coverage 1 Published in Nilson Report 2018 SMB Enterprise Airlines Hospitality Healthcare Elavon, a global leader in payments Broad Reach 3
4. Click to edit master title style Why has Elavon invested in an AI programme? 4 • Rapidly changing industry • Historic, strong growth attracted increased investments… • … with an expectation of accelerated returns Slower sales productivity, higher customer attrition
5. Click to edit master title style AI makes our sales channels more effective Enabling the right person 5 Our AI programme has focused on segmentation opportunities, delivering ‘intelligent’ targeting and improving our time to - and time within - market with the right message to target the right opportunities at the right time
6. Click to edit master title style A simple model of AI… and how we use it at Elavon 6 A generalised model of AI… Self adjusting algorithms = deep learning (DL) Automated feedback loop = Machine Learning (ML) Contextual data: typically binary 1 Leveraging data to learn outcomes & generate predictive frameworks 2 Operationalising models to predict outcomes 3 4 5 … and our application at Elavon Manual feedback of wins/losses Historic sales & retention data 1 Data manually loaded to AI to train algorithms & output prediction profiles 2 Scan data to generate target lists on a campaign basis 3 4
7. Click to edit master title style Build it… or Buy it? “[With Lattice] Dell was able to cut the number of leads it sent to the sales organization by 50% – and results ‘went up by almost double’ in terms of sales productivity, efficiency, and revenue.” 7 Lattice Engines Tracks 200M+ Businesses Globally and Provides the Largest Source of B2B Buying Signals2 1 http://pages.lattice-engines.com/Forrester-CDP-Wave.html 2 Lattice proprietary materials 1
8. Click to edit master title style AI at Elavon 8
9. Click to edit master title style Conversion results: New business pilot programme 1 Expressed as a ratio of sales activities (SF Opportunities) / qualified leads (Converted Leads) Sources: EU Sales Cloud CRM pipeline data, 31.05.2019 23% 77% 8% 20% 11% 31% 0% 6% Worked leads mix Qualified leads converted to sales activities Unresponsive sales deals1 Closed won deals1 Low fit High fit 9
10. Click to edit master title style Conversion results: Pre-emptive retention 1 Expressed as a ratio of saved cases / valid at risk cases Sources: EU CAM Database, 21.11.2019 81% 19% 16% 38% 7% 11% 58% 73% Worked cases mix Valid ‘At Risk’ cases Unresponsive case contacts Saved cases1 Old way New way 10
11. Click to edit master title style Our insights 11 • Providing timely & high conversion opportunities - AI/ML enables two (of the four) pillars of sales enablement • Driving AI/ML adoption is a classic ‘sales ops’ issue • Executing a multi-channel communications strategy, with relevant propositions, will further improve conversion ratios • Leveraging AI/ML to develop a Partner value proposition extends our brand value & B2B footprint in the market place
12. The Only Payments Partner You Need Questions?