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Company: Accenture, San Jose, CA
Company Description: Accenture plc is an Ireland-based multinational professional services company that specializes in information technology (IT) services and consulting. A Fortune Global 500 company, it reported revenues of $50.53 billion in 2021. Accenture's current clients include 91 of the Fortune Global 100 and more than three-quarters of the Fortune Global 500.
Nomination Category: New Product & Service Categories
Nomination Sub Category: Business-to-Business Products
 Nomination Title: Accenture Solutions.ai B2B Growth Product
- Which will you submit for your nomination in this category, a video of up to five (5) minutes in length about the nominated new or new-version product or service, OR written answers to the questions for this category? (Choose one):
A video of up to five (5) minutes
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the nominated video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video.
Please see the attached mp4 file for the video introduction.
- If you are providing written answers for your submission, you must provide an answer to this first question: If this is a brand-new product, state the date on which it was released. If this is a new version of an existing product, state the date on which the update was released:
This is a new release version 2.0 of our B2B Growth product. Details to see https://www.accenture.com/us-en/services/applied-intelligence/solutions-ai-b2b-growth.
- If you are providing written answers for your submission, you must provide an answer to this second question: Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 243 words used.
Pitch * In 250 or less words describe your nominee. Provide a brief pitch or biography.
As the world continues to become more digital, B2B businesses are using online channels to interact with their customers and connect with new ones. But the move online means buyers have more options and sellers receive a vast amount of useful yet noisy intent data. B2B sales should rethink where to focus by converting that data into actionable insights. They need to take quick and precise actions to identify their most valuable prospects and maximize sales effectiveness. Engagement with the best possible offer at the right time is essential to see success in improving conversion rates.
B2B Growth, part of Accenture Solutions.AI suite, is an AI-powered product for B2B sales to identify and deliver new revenue opportunities across the customer life cycle. By leveraging cloud-native infrastructure, the product has integrated and reusable components to solve for a variety of common aspects of B2B sales including lead generation, enrichment and scoring, customer segmentation, product recommendation, as well as real-time assistance for sales representatives. The customizable solution can be configured or extended to client-specific needs. The business outcome of the solution is multifold, e.g. (1) generate target lists 4x faster; (2) group and score prospects to uplift 20% conversion rate; (3) choose communications channels to match personalized preferences; (4) recommend products or services to meet customer needs; (5) improve customer experiences and agent performance during sales calls.
- If you are providing written answers for your submission, you must provide an answer to this third question: Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 232 words used.
Accenture B2B Growth solution has succeeded in helping clients in a wide range of industries overcome challenges and grow even during the unprecedented pandemic. For example, one of the largest global chemical distributors faced their challenge of driving incremental contribution margin for their value-based project and adapting to a recent merger amidst COVID market changes. B2B Growth modeled existing purchase behavior and analyzed patents for ingredients to predict additional products a customer would be looking to buy. The solution resulted in increasing incremental contribution margin of $12.1M in 2020 to $23.5M in 2021.
The most well-known food delivery services also attempted to scale by signing up small to medium size restaurants on their platform. B2B Growth targeted those with strong digital maturity, good customer reviews and helped to personalize sales engagement that helped business owners to make an informed decision and simplify the onboarding processes that allowed their food delivery business to grow by 20% in Q4, 2021.
Lastly, one global eCommerce company intended to expand presence of three target customer groups in growth markets. B2B Growth delivered a quick-to-deploy, outcome-based, fully integrated, analytics-driven solution to capture new customers. New leads were prioritized and targeted via optimal channels to improve customer acquisition performance. The results included 30% revenue growth, 13% increase in contact rate, and 65% reduction in average touchpoints.
Customer testimonials can be found at https://www.accenture.com/us-en/services/applied-intelligence/solutions-ai-b2b-growth
- You have the option to answer this final question: Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 191 words used.
B2B Growth is a unique end-to-end solution that generates new insights along the entire process of new customer acquisition, attaining upsell/cross-sell success, as well as engaging and retaining high value targets. Along the hyper-personalized user journey, the solution informs an optimal pricing strategy to maximize profit and helps to guide product improvement based on customer needs.
The one-of-a-kind functionality features deployment-ready and customizable product suites, cloud-native infrastructure, and either standalone or inside CRM analytics insights allowing the solution to cater to both sales and data science teams. Users gain a complete customer picture offline though AI-based sensing at scale and are powered by real-time intelligent customer profiling and personalized product recommendations during the sales calls. The patented technology features a) Hyper-targeting using optimized channel assignment through predictive analytics forecasting; b) Early detection of sales opportunities using knowledge graph modeling and learning on data from various sources; c) Recommendation engine with multi-task learning on diverse product and customer attributes. Unlike any other analytics platform, B2B Growth offers a one-stop-shop solution for B2B businesses to grow their revenue by turning the most valuable data-driven insights to profitable outcomes throughout the entire sales journey.
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