ServiceNow 与 Databricks 携手“言出必行”：利用人工智能彻底改变市场营销方式.pdf

1、ServiceNow Walks the Talk with DatabricksRevolutionizing Go-To-Market With AIAmulya GuptaMili Merchant1.Plan&Prospect2.Progress Deal3.Deploy&Drive Value4.Renew&Grow5.Manage Business3 Lead Scorer Rate Leads Outreach Assist Generates outreach content Demo Assist Generates discussion points and creates

2、 a demo presentation.Deal manager Generates deal summary Customer Success Customer Support Partner FinderCustomer DownsellCustomer UpsellCustomer Cross-SellPipeline ManagementOperation ManagementPeople ManagementComponentsLife of Jane(SN rep)NOTE:1.Percentage of a GTM representatives salary is based

3、 on the amount of net new business they generate.2.GTM=Go-To-Market3.SN=ServiceNowGTM AccelerationPowered by Databricks1.Plan and ProspectLead Scorer1.Plan and ProspectDetailsWhat?Predicts a Leads likelihood of converting into an opportunity(Stage 1+)in the next 90 daysProvides Marketing and SDRs a

4、ranked ordered list of Leads based on conversion rate into Stage 1+opportunityWho?SDRs,AEs1 MillionLeads scored in 2024Multi-million dollarAverage quarterly pipeline generated by MQL leads91%of MQL scored leads were converted to opportunitiesNOTE:1.SDR=Sales Development Representatives2.AE=Account E

5、xecutive3.MQL=Marketing qualified leadLead Scorer:Identify high-value LeadsLead ScoreSpend Time Closing,Not Sorting!Overview of Lead ScorerOld Workflow1Process batches of n leads15 minsFormulate batches of nleads at a specific interval.2Numerous systems to score n leads3-4 hourNumerous systems to co

6、llect relevant lead info and run the ML model.31Process stream of n leads in Real-Time 4 hoursfor n leads 20 minper lead1000 leads per day(avg.)Outreach Engine on Databricks1.Unified Orchestration with Databricks Workflows.2.Health Dashboards and Job Notifications.Behind the scenes-Outreach AssistRo