SaaS Company Develops Precision Signals to Target High-Conversion Prospects
Workiva, a Nasdaq-listed SaaS company specialising in solutions for investor relations, needed to identify high-potential targets across publicly listed companies in Europe. The sales team knew there were specific 'signals' within investor materials, like annual reports and earnings releases, that indicated a higher likelihood of conversion, but these crucial insights were impossible to extract manually or through existing sales intelligence tools.
By partnering with Glass.AI, Workiva leveraged AI to deep-crawl thousands of investor relations websites and other public sources. Using advanced language understanding, Glass.AI read through annual reports, quarterly earnings, and other financial disclosures to uncover key evidence that aligned with Workiva’s sales criteria. In particular cross-referencing documents, it identified potential errors, inconsistencies, or discrepancies in the reports, providing Workiva with precise, actionable intelligence to enhance their engagement with high-potential prospects.
These precise insights were delivered directly to Workiva's business development representatives (BDRs), enabling them to target prospects with relevant data and accelerate their go-to-market efforts. Armed with actionable signals, the team could engage with confidence, driving more effective outreach and higher conversion rates.
