What can the automotive industry learn from Watson and Siri ?

1. What can the automotive industry learn from Watson and Siri? • Don Crawford Don Crawford | Conversica | Director of OEM & Dealer Groups | donc@conversica.com

2. Introducing Watson, Siri and Cortana..

3. Introducing Artificial Intelligence (AI) • AI is the science and engineering of making intelligent machines, especially intelligent computer programs • Around since 1950s, but gained traction in last 25 years • Used for deduction, reasoning, problem solving, learning, planning • Thriving in logistics, data mining, medical diagnosis • More recently used in customer service and sales applications

4. Introducing Artificial Intelligence (AI) Google Ventures Puts $258M Into Uber, Its Largest Deal Ever

5. AI in customer service

6. AI used by U.S. Army – Sergeant Star OVERVIEW SERGEANT STAR: THE ARMY’S VIRTUAL GUIDE Sergeant Star is your virtual guide to goarmy.com. He’s here to help answer any questions you have about the Army. Just type in what you are looking for and he’ll find the information you need – fast.

7. AI in automotive • BMW has leveraged AI in its i Genius mobile app • Interacts with potential customers in a live Q&A • Test a question relating to BMW and the i Genius system will instantly respond with a detailed and helpful answer • Can interpret words, the context of those words and the sentiment behind each question in order to respond • Subsequent questions can be asked allowing an informative, real-time conversation

8. Leads, leads everywhere • Most sales teams are drowning in leads • More lead sources available than ever before • But it’s not about quantity • It’s all about quality

9. Lead conversion is the challenge • 79% of marketing leads never convert to sales1 • After 48 hours, Conversica polled 273,000 leads and found 27% had not received a call or information from a sales rep • Less than two-thirds of sales reps meeting quota • Less than 57% of companies hit their revenue targets2 • With so many leads, why is this happening? • What’s broken and how can it be fixed? 1 MarketingSherpa; 2 CSO Insights, 2012

10. It’s not rocket science . . . we spend too much time contacting instead of connecting Connect Engage Qualify Close Follow Up

11. Or is it . . . ? Sales is still inefficient

12. Current solutions – pick up the phone • Expensive, inefficient and not scalable if there are thousands of leads to contact • Leads screen phone calls and are often not available. • Calls are made (9 a.m.- 9 p.m.) but often miss the 24/365 consumer • Often leads do not provide a phone number • Bottom line – it’s really hard and time consuming to reach a prospective lead

13. Current solutions - email • 1 in 5 emails don’t make it • Only 60-83% CRMS emails are getting through… • Autoresponders and canned messages are often deleted or are never received (spam) • Software applications have automated many phases of the sales cycle except the most critical – qualifying leads and determining when interest changes to intent and the lead is ready to engage

14. As a result …

15. What if you could automatically determine when interest changes to intent?

16. Applying AI to sales situations

17. AI enables polite persistence and consistent follow up

18. Connect & engage with personalized emails

19. With engagement and response you can automatically determine interest or intent

20. Medicare

21. Life Insurance

22. College of Design

23. With AI you can Automate Sort Prioritize

24. Applying AI to sales • AI can be used by any company in any industry with a marketing, sales or inside sales department. Basically any company with leads. • AI is used by lead aggregators e.g. cars.com, autotrader.com, lendingtree.com, bill.com, accuquote.com, quotewizard.com • AI is used to: • Connect with and develop leads in real time • Engage leads and qualify their intent • Re-engage stale leads • Nurture leads from interest to intent

25. The AI payoff • Sales teams can focus on selling qualified leads that intend to purchase • No wasted resources chasing dead leads or trying to make contact • Sales teams can handle more leads because they are the right leads • Increases sales opportunities and sales team productivity

26. The Future of (AI) • “robots will be responsible for the loss of 50 percent of the jobs in the service sector in 10 years…the cost of labor will drop to just the cost of power.” • “AI can today do most of the things that humans can do, they can think better than humans, they can translate and understand 85 languages and they can read and write” • Dr. Peter Diamandis, Co-Founder of Singularity University and Founder of the X-Prize

27. The Future of (AI) • Embracing technology will enable your dealership to become more lean and efficient while serving the customer better and quicker.

28. Share an important takeaway you received from this session using hashtag #DD17 for a chance to win an iPad. For more information, visit www.conversica.com Contact Info Full Name: Company: Job Title : Email: Don Crawford Conversica Director of OEM & Dealer Groups donc@conversica.com