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.

A leading Aerospace company wanted to understand the competitive landscape and get a sense of how the market was reacting to recent challenges. In particular, the company was interested in monitoring the activities of its competitors around emerging technologies. glass.ai monitored thousands of news, competitor websites and sector sources to build a detailed picture of key developments, technologies and innovations developed by the competitors. Our AI research capability picked up on a regular basis relevant signals like product launches, joint ventures, customer wins, new partnerships, greenfield investments, key hires and other indicators.

A leading investment promotion agency in Canada needed to develop programs and initiatives to attract foreign investment and increase the wealth and jobs in the region. The agency had to research and monitor its tech ecosystem and gather robust evidence about the capabilities of the region. Our AI has mapped the entire economy of the region and monitors selected sectors, going deeper into the activities and ‘growth signals’ of thousands of companies. The results are used to fine-tune the marketing messages. Our AI research capability is also helping the agency identify relevant targets abroad.

The inside sales team at a global SaaS company needed to gather specific data points or ‘signals’ from publicly-listed targets. The team knew that these data points would lead to higher conversation rates but the data couldn’t be collected manually or via existing sales intelligence tools. glass.ai deep-crawled thousands of investor relations websites, annual reports and quarterly earnings on a monthly basis to uncover the relevant evidence. The results were delivered directly to the business development representatives (BDRs), accelerating their go-to-market efforts and providing valuable context to approach and engage with B2B targets.

A leading national industry association wanted to understand the ownership structure of both its members and potential member organisations. Among other uses the results would be used to survey the identified businesses to get deeper insights into the different ownership structures - in particular they were interested in employee owned businesses. Reading the web content available for candidate businesses and also correlating that with official data, our machine reading AI was able to identify a broad range of relevant businesses - and demonstrate a significant increase in coverage on previous studies. With the businesses identified, the crawl was extended to find key individuals in the businesses who formed the sample frame for the survey.

A regional promotion agency for an area with a traditional presence in car manufacturing wanted to understand the region’s growing expertise in the electric vehicle sector and related supply chain. glass.ai was engaged to use its AI based web research capability to build a map of the EV sector and also map the supply chain of companies that fed into the sector and the onward supply chain of customers. Additionally, the agency wanted to engage with the players in the industry to see what help the sector needed to expand outside of the region and into other countries. This involved producing a targeted sample with contact details and key people for businesses that were more likely to benefit from such engagement. For this, glass.ai identified signs of growth in these businesses through its automated web research to help prioritise the contact strategy.

Trade is an important aspect of growth for the economy of any country so it is something that governments regularly need to monitor and want to capture inputs from the businesses involved. This is easier for industries where products are being physically shipped abroad, for service industries and sectors where products are being offered remotely (e.g. SaaS or streaming products) this is much more difficult. In partnership with a global market research firm, we have used our AI language understanding capability to read the web for signs of businesses being active in certain countries, for example local employees or offices, customers, press announcements or job ads, to build sample frames of businesses to contact. Together with classifying these businesses within product or services industries, this has enabled a number of surveys to be run for government trade departments to better understand the activity that is taking place.