AI Use Case Prism for B2B Sales

Lead Scoring Price Optimization Cross-Selling and Upselling Guided Conversations Sales Forecasting Demand Generation Customer Lifetime Territory Optimization Value Analysis Knowledge Sales Content Management Personalization Lead Discovery Very Relationship High Intelligence High Opportunity Account Intelligence Scoring High

Business Value Medium Feasibility Medium

Low

Note: Low business value does not have any business use cases, so it does not appear.

Post-Sales Marketing Sales Customer Service

Price Optimization

Customer Lifetime Value Analysis

Lead Scoring Cross-Selling and Upselling Demand Generation Territory Optimization

Sales Content Personalization Lead Discovery Knowledge Management

Sales Forecasting

Guided Conversations

Opportunity Scoring

Account Intelligence Relationship Intelligence

Business Value Feasibility

External/ Cost Revenue Business Technology Organizational Efficiency1 Growth2 Viability3 Maturity4 Factors5

Price Optimization Customer Lifetime Value Analysis Lead Scoring Cross-Selling and Upselling Demand Generation Territory Optimization Sales Content Personalization Lead Discovery Knowledge Management Sales Forecasting Guided Conversations Opportunity Scoring Account Intelligence Relationship Intelligence

1 Includes operational efficiency Low 2 Includes additional revenue streams Medium 3 Includes investments for sustainable business transformation High 4 Includes requirements for acquiring data of sufficient quality and quantity Very High 5 Includes legal and ethical considerations, stakeholder adoption, available skills and infrastructure readiness

Price Optimization Lead Discovery Uses AI to suggest optimal pricing Uses AI to automate routine business for every deal. conversations and provide better lead qualification. Customer Lifetime Value Analysis Provides customer health scores for Knowledge Management all kinds of activities (e.g., churn, Uses ML models to surface relevant upselling). information to sellers for managing customer requests better and faster. Lead Scoring Uses ML models to predict conversion Sales Forecasting likelihood, to prioritize sales leads. Uses AI to predict sales forecasts based on historical data and seasonalities. Cross-Selling and Upselling Uses ML to identify new business Guided Conversations opportunities for existing customers. Uses NLP to uncover customer sentiments and helps in guiding Demand Generation customer conversations. Identifies new prospect segments from known characteristics of known Opportunity Scoring segments. Uses AI to predict win probabilities by sales stage for prioritizing next steps. Territory Optimization Produces a balanced set of territories, Account Intelligence based on geographic, account and Uses AI to recommend curated product data. content about the prospects/clients based on current news feeds. Sales Content Personalization Uses ML algorithms to recommend Relationship Intelligence personalized content to sellers for Uses AI to identify and suggest nurturing customers. relevant business contacts within the seller’s social network.