For many B2B organizations, the challenge has become less about generating new leads and more about how to further engage those leads and move them into a next stage conversation. Critical elements of that include timing — with 87% of respondents in Demand Gen Report’s 2017 B2B Buyer’s Survey Report saying the “timeliness of a vendor’s response” is important — as well as the messaging in the follow-up.
To help address this, a growing number of B2B organizations, such as BeyondTrust, ScaleArc and Cox Media, are seeing early returns from using artificial intelligence (AI) driven applications with the goal of making follow-up engagement more efficient and effective.
A number of use cases are presented.
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