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Star2Star case study

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Communications Provider Uses AI to Improve Lead Management and Increase Sales Star2Star Communications delivers the world's leading hybrid cloud communications solution. They unify customers' voice, video, fax, chat, presence management, and more into a single, easy-to-use solution that enables visibility and improves productivity. Their award-winning, patented technology overcomes the reliability and quality limitations of other hosted technologies, guaranteeing 99.999% uptime reliability. Star2Star has been named to the Gartner Magic Quadrant for UCaaS, as a top 10 VoIP/UC Provider by Infonetics, and as a leader by Inc. 500|5000, Forbes, and Deloitte, all multiple times. Channel Prospecting Like many technology product and service providers, Star2Star utilizes a channel sales model, heavily leveraging partners' and resellers' sales efforts. So their challenge is reaching the right partners—those who fit their ideal profile—and convincing them to market Star2Star's business communications offerings. To attract new prospects, the company used their website to market their product and service offerings, and their primary method for generating leads was to capture information from businesses visiting it, according to John Roth, senior vice president of Star2Star's Sales Operations. Engagement Challenges "Companies would come to our website and fill out a form to request information about the reseller programs," says Roth. "That request would be sent out to the regional people in the company who would respond. But not in seconds or minutes—it was often hours or even days later. The request could sit for four or five days. So once they get a call back, they're already cold." Customer Star2Star Communications is a recognized leader in the field of unified communications (UC) Challenge Effectively identify opportunities from their inbound leads Conversica Solution Conversica's AI Automated Sales Assistant Conversica Virtual Persona Rachel Simmons Conversica Assists • Email engagement increased to a 30% rate • Conversica contributed to 24% influenced sales • The sales team's productivity improved—their time can be focused on selling, instead of reaching out to gauge interest from leads "And that's when we all realized that Conversica is not your regular one-way, email campaign platform. There's real intelligence there." John Roth Senior Vice President, Star2Star Sales Operations Technology Case Study

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