Smart Search
A new way for software sales teams to locate the best content within their sales enablement platform with the integration of artificial intelligence. The goal of this feature is to help return the best, most effective sales documents, case studies, and slide decks to help sales teams win sales.
UX Designer
Discovery
Locate
Utilize
Research
Context
Ai can be valuable in several aspects of a Sales Enablement Platform to increase salespeople's productivity. By integrating Ai into various aspects of a Sales Enablement Platform, salespeople can enjoy increased productivity, more effective sales strategies, and ultimately, better sales results.
Challange
How might we discover pain points and challenges within the sales process, identifying opportunities to increase productivity with the integration of Artificial Intelligence into the Bigtincan ecosystem.
Questions &Curiosities
Our People
Artificial Inteligence
The Users
Sales Agent
Sales Enablement
Marketing & Design
Their Journey
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Actions
Secondary Research
Ai Capabilities
LLM’s
- Generally anything associated with understanding and generating natural language
- Translating, summarizing, reframing, questioning natural language
- Understand and map natural language to other format (voice to text)
Other Ai
- Consolidating and analyzing big data, forecasting, and predicting
- Search and recommendation algorithms
- Recognizing patterns and detecting anomalies
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Ai Insights
People
Users don’t need to know there using AI, tools can just be smarter or meaningful.
Ai tools can help teams save time and put more energy toward selling.
Technology
Ensuring that the integration of Ai fits product use case.
Ai isn’t a solution in itself but a technology that can enable a solution.
Remaining
Questions
Can a LLM be trained from the uploaded content in a customers tenant?
When generating Ai response, can we sight sources when applicable, and how many?
Primary Research
9 User Interviews
Research Goals
Gather rich, personal narratives about users in the context of the sales cycle, their day to day activities, challenges, and possible frustrations.
- Discover context to the daily tasks of Revenue Teams
- Explore challenges and pain points faced by users
- Understand user sentiment towards AI
“There’s a stat, I think it says that reps spend upwards of 8 hours a month just looking for content.”
Debra
Jeff
“People are always asking me, do we have this thing? And I know it, I know it exists, but I don't know where it is. I have an idea of what I'm looking for, but don't exactly where it is.”
“I do worry that if you're using Ai or these kind of automated emailing services that you are not gonna come across as genuine. I wanna try and build up a personal relationship with this person.”
Marsha
Learnings
User needs
Sales Agent
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Sales Enablement
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Marketing & Design
Pain points
Locating Content
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Sales Enablement
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Marketing & Design
Affinity Map
Solution Space
How might we
discover pain points and challenges within the sales process, identifying opportunities to increase productivity with the integration of Artificial Intelligence into the product ecosystem.
How might we
create an experience allowing users to find the information and content they are looking for faster, allowing them to spend more time closing sales and doing higher-level tasks like customer-relationship building.
Design
Framework
Content Discovery
Winning Content
Passive Ai Integration
Questions
& Curiosities
Fine Tuning
Can we train a LLM based on company uploaded content?
Current Search
How are people currently managing & finding content?
What are users querying?
Risks
Feasibility of managing unique LLM’s for customer tenants.
Sensitive company information passed into public domain.
Content permissions and ensuring that the right user receives information they have access to.
Semantic Search
Ai powered search experience
Overview
Utilizes advanced Ai algorithms to understand the context and intent behind sales-related queries, providing highly relevant and accurate search results.
- Trained on company’s unique dataset, including internal documents, communications, and domain-specific knowledge.
- Ensuring that the LLM is trained on a comprehensive set of company-specific content while maintaining strict data privacy and security protocols.
Experience Overview
Query
- Users need to locate something
- Knowledge to share with a buyer
- Looking for knowledge for themselves
- Articulate what they’re in need of
- Choose where you start search
Return Results
- Return useful & applicable content
- Returned a block of knowledge with source links
- Review source content
- Narrow down results w/ filtering
- Ask a followup to learn or new search
Utilize Findings
- Use what you found
- Familiarize yourself
- Add to a sales presentation
- Distribute to client
- Turn into training on search topic
Experience Map
Design Iterations
Feedback
- Doubles down on current Ai chat Ux Experience that is not fully flushed out
- Returned Ai search results could be overlooked
- Creates confusion with traditional vs new Ai results and which one should be used
Feedback
- Ai generated text wasn’t useful and could be a hinderance to them finding their content
- Developing and adding a new page section would be time consuming for engineering team
Solution Design
Next Steps
- Integrate an NPS Feedback system to further train each model
- User test to identify barriers to entry to create a meaningful first use experience
- Further develop use cases and integrations of ai
