The go-to-market team (GTM) at a large enterprise software company wanted to perform a deep segmentation of its client base to feed into its annual strategic review and help prioritise the upsell efforts. To achieve this glass.ai performed an ‘x-ray’ of around ten thousand accounts, reading all publicly available content about each company and using our AI language models to build a granular categorisation of the accounts and their activities. With this data and insights about existing clients, our AI capability was then able to identify ‘lookalike’ prospects across different countries.
The music and podcast industries are highly complex and poorly defined, made up of record companies, publishers, distributors, licensing, artists, etc. Trying to map these sectors was a challenge for a large music streaming platform. Using our AI crawler we built an industry-specific knowledge graph that encompassed the sector and the relationships between its constituents. It allowed our client to identify independent artists and companies providing podcasting services to the enterprise market.
Removing the barriers to signing up for online services often results in collecting very little data on your B2B customers, which was exactly the problem facing this professional standards and training organisation. Using only minimal attributes, glass.ai was able to enrich this customer’s CRM to give a full picture of the companies that were using the services. Moreover, our AI uncovered evidence of companies that are active in sustainability activities. These insights enabled a very successful account-based marketing (ABM) campaign.
“When I saw glass.ai I had high hopes and the quality of the output has not disappointed.”
