Avaya GmbH & Co. KG, headquartered in Frankfurt, ensures its customers have smooth process workflows and uncomplicated communication between departments. For over 100 years, Avaya has enabled companies globally to work profitably and securely, thanks to intelligent technologies. Avaya develops open, convergent, and innovative solutions to facilitate and improve communication and cooperation, whether in the Cloud, onsite or as a hybrid model. This is exactly how uncomplicated Avaya wanted to map the data flow and information supply for their sales team. The Frankfurt-based company stumbled across our sales and marketing intelligence solutions upon a recommendation—and now, the stress-free provision of B2B-information is guaranteed!
Avaya relies on Echobot particularly for customer acquisition in German-speaking countries. In this way, the sales team is able to keep track of all the important innovations in their target markets, as well as of exciting target companies.
Who isn’t familiar with the following situation: Although the possibilities of the internet are useful to save yourself lots of input, when it comes to summaries, how up-to-date information is, and the time spent, manual research often has its limits. For Avaya, one thing was clear: A data provider that could reliably supply the sales team with up-to-date, high-quality B2B data was a must.
The most important task is direct contact to customers, especially in sales. However, at Avaya the problem was that many employees primarily had to collate the most important information themselves. The Frankfurt-based company had to research all B2B information such as company reference data, turnover, current news and social media accounts individually—a waste of time and money!
In addition to currency of information, automation and resource planning, Avaya also wanted to do something towards digitization. As a result of the Coronavirus pandemic, daily sales work shifted to the virtual space completely. For Avaya, this meant an opportunity to take a big step toward digitization.
Since the introduction of Echobot, almost 60 sales employees at Avaya could gain access to our cloud software. This means that those 60 people now no longer need to manually search for up-to-date and complete data on their existing or prospective customers.
Thanks to the Cloud approach of our tool and of the flat rate model, Avaya is no longer “stuck” with old data: this form of data streaming only allows the company to access the information when needed. The Artificial Intelligence that supports our tools, however, takes over the research. In this way, Avaya benefits from bang up-to-date B2B data and can focus entirely on the needs of its customers.
With Echobot 13 million companies from the DACH region are available to Avaya. Avaya generates special company lists with the most important information according to topic and target audience. Furthermore, the Hunting teams like to use email alerts from Echobot. They can have an info email sent directly to their inbox about a specific trigger event—for example, trade fair visits or expansions within target companies! This makes it easy for Avaya’s sales staff to get in touch with (potential) customers.
The detailed company dossiers containing the latest company news are frequently used, especially for cold calling. Avaya knows which companies are suitable for acquisition right away, and also has valuable input that they can draw on when approaching them. In addition, the company can use numerous filter functions to control the input in a way that is most useful for them.