AT A GLANCE

G O O D D A T A C U S T O M E R S T O R Y | A U T O P I L O T

Sending the Right Message with Data-Driven Sales AutomationListening to the CustomerIt’s often been said that the customer knows best. That’s why, when Autopilot

began evaluating the opportunity to create a new sales prospecting automation

tool delivering the same level of automation and insight as their marketing-centric

offering, they started with the customer. After quizzing hundreds of customer sales

teams on whether or not they would find value in the solution, they were met with

unanimous support to move forward.

In an increasingly digital world, where conversations with customers have shifted

predominantly online, most B2B marketing departments still maintain tight control

over digital communication and measurement tools, including marketing automation

systems. The feedback Autopilot was hearing from their customers was that the

historic divide between marketing and sales was placing a new breed of outbound

sales development representatives (SDRs) – responsible for email prospecting – at a

significant disadvantage.

Without access to automated tools, SDRs were relegated to manually performing

tasks to fill the gap between marketing automation and CRM programs -- including

planning and tracking email campaigns. Additionally, without the data an automated

tool could afford them, they lacked insights on how their efforts were performing,

and where to best invest their time.

Autopilot realized the opportunity to create a new line of business, addressing real

customers pain points. They set out to build CoPilot – a groundbreaking prospecting

automation tool designed to take the manual work out of outreach; improve the

performance of outbound email campaigns; and focus sales’ efforts on highly

engaged prospects to increase conversion.

Necessity, Meet InventionAutopilot identified the critical requirements for their new solution. They knew it needed

to allow SDRs to design and test their own campaigns, without requiring assistance from

marketing. It had to be working on their behalf at all time – doing the tasks that were

consuming way too much of their time, like responding in real-time to clicks and other

engagement activities. It had to be smart enough to deliver customized messages that

move prospects down the funnel, based on their behaviors, notifying sales when it was

time to reach out personally. And most importantly, it needed to give sales access on

demand to insights about campaign performance and prospect behavior so they could

make quick, informed decisions to drive better results.

With their existing marketing automation solution, Autopilot already had most of the

building blocks to quickly build a prototype for CoPilot and test it within their own

1© 2014 GoodData Corporation. All rights reserved.

Company: Marketing & Sales Automation, 30 employees

Customer Since: 2014

Solution: Powered by GoodData

Use Case: Internal & Customer Sales Automation

Favorite Metric: Most Engaged Prospects

Best Feature: Ability to push out reporting updates to CoPilot instantly

Results: ► New line of revenue created

► 2 week, self-service implementation

► On-time and on-target launch

team@gooddata.com 415-200-0186 @gooddataGet in touch.

G O O D D A T A C U S T O M E R S T O R Y | A U T O P I L O T

Delivering Value — FastAutopilot’s self-service implementation with GoodData took just two weeks, allowing

them to introduce analytic insights to their customers in sync with the launch of CoPilot.

Said Peter, “Time to value hits home for us. We managed to deliver beautiful, advanced

analytics to our end users in a very short period of time. We care deeply about helping

our users to maximize the performance of their sales prospecting campaigns, and our

reporting dashboard in CoPilot helps them do that thanks to GoodData.”

CoPilot now empowers the sales force with tools and information once reserved

strictly for marketing – helping them send the right message, at the right time, to the

right target. Reps can instantly access high-value metrics like Most Engaged Prospects

and Best Performing Campaigns so they can invest their time and resources where it

counts. Sharkey says “CoPilot users are blown away by the insights they have into the

performance of their campaigns. They’re using them to make better decisions, and

ultimately drive more revenue from their sales prospecting.”

organization. But they knew they needed the support of an analytics ally to deliver

a user experience that made it easy and fast for salespeople to find the information

they need. After evaluating a number of other business intelligence vendors, Autopilot

chose GoodData for, among other reasons, its incredible ease of use. As Peter Sharkey,

Co-Founder and Product Manager, stated “Many email reports are time consuming to

configure, difficult to interpret, and well...ugly. This was really important to us, given our

goal to deliver the most easy to use sales automation tool available. GoodData allows us

to provide advanced email reporting in CoPilot, without sacrificing ease of use.”

Additionally, GoodData’s platform offered the promise of rapid time to value via

GoodData’s open and accessible APIs – allowing Autopilot to easily integrate its

capabilities within CoPilot. GoodData’s cloud-based design offered a variety of benefits

as well, including the scalability they needed to handle their large client base, and the

ability for Autopilot’s product team to push out updates to clients virtually instantly.

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gooddata.com

CoPilot’s Email Campaign Performance Dashboard.All data has been genericized.

“By powering CoPilot’s analytics with GoodData, we’re able to provide our users with the most cutting edge insight, right inside of CoPilot itself.”

Peter SharkeyCo-Founder & Product Manager, CoPilot