Let's get started and jump right in. So, what I want to talk about first is how AI is everywhere and can really be overwhelming. For us, we started five years ago building AI into our company. We launched an AI company. Today, I'm speaking as one of the AI experts on this panel, but the reality is, I'm learning every single day, just like everybody else. It feels like just scratching the surface. There's so much to learn.

But there are a few things we've learned with AI that can help solve a big problem that everybody has. For background, the inspiration for Lift AI came when I bought a book in the airport in Boston in 2018. It quickly became clear that this was exactly what we needed. We were running a company called MarketLink, an outsourced live sales chat agency, for over 15 years. When I read this book, I knew right away that this was perfect and something we should be doing.

MarketLink worked on a pay-for-performance basis to engage potential buyers on websites with live salespeople. We were highly motivated to figure out how to make this work and use AI to identify visitors and potential buyers. We got paid on straight commission, and AI was a breakthrough for us.

One of our clients had 77,000 different pathways that visitors could take to purchase. If you're trying to look at customer journeys and replicate that, it was impossible with a couple of hundred chat invitations. So, we built a prediction machine. We had the problem to solve, and AI came to the rescue. Now, Lift AI powers Drift's new product called Drift Engage, and we're really excited about that.

This transformation happened due to the impact we've had on Drift's customers. We've been using lyt AI to predict the buying intent of every visitor, translating into nine times more conversations turning into pipeline for Drift customers. That's why Lift AI became a Drift product.

Moving on, let's discuss the three major challenges in converting website visitors. Firstly, most of your website traffic is anonymous. Secondly, interested visitors want real-time engagement, and they exhibit complex behavior. There are countless pathways and permutations in their journey, making it impossible for the human brain to comprehend.

We scored website visitors, like every marketer, using hypotheses such as time on site and page views to predict an MQL (Marketing Qualified Lead). However, website behavior isn't linear; it doesn't work that way. Visitors bounce around pages, making it impossible to identify intent manually. Humans and traditional software can't recognize these behavior patterns.

So, we built a prediction machine for website buyer intent. It's over 85% accurate and isn't subject to human bias. This machine makes predictions based on real-time behavior and pattern recognition, trained on clean, accurate purchase data and 14 million live sales chat conversations.

Our first Drift client sold to Enterprises with year-long sales cycles. They saw immediate impact - a 63% increase in leads - and continued reaping benefits. They get 24% of their conversations with high and mid-intent visitors generating 56% of their Drift opportunities and pipeline. This has significantly impacted their business.

Understanding visitor behavior in real-time is crucial. Lift AI focuses solely on behavior to predict intent without needing visitor details. Combining language AI from Drift with prediction AI from Lift AI can vastly enhance conversion rates.

In 2023, B2B marketers prioritize increasing revenue over brand awareness. There's pressure to leverage AI tools effectively. 90% of B2B buyers demand a seamless, personalized experience, akin to B2C spaces, challenging B2B marketers to match those standards.

Traditional software performs specific tasks as directed, while AI recognizes patterns, adapts dynamically, and charts its course for results. The core types of AI for marketing are language AI, vision AI, and prediction AI. Lift AI falls under prediction AI, specifically tailored for predicting visitor buying intent in real-time.

This AI distinguishes anonymous and known visitors' intent before engagement. Combining language AI from Drift with prediction AI from Lift AI can drive and advance conversion rates. Language AI handles most conversations, but identifying and engaging high-intent visitors quickly with humans is crucial for conversion.

...you know it's telling you they're looking at a few pages. It's more advanced, it's deeper, but it falls short dramatically compared to what we do at Lift AI. We're like a microscope focused solely on website behavior, doing a deep dive.

So, there's this gap, and the website engagement metrics that these tools provide are okay, but they're not showing the complete picture. They're just showing that someone's visited the site, maybe looked at a few pages. It's measuring the impact of ad spend, but it's not giving you the depth of insight you truly need.

Here's where Lift AI steps in: we bridge that gap. We fill in the missing pieces. We don't just look at the fact that someone visited or looked at a few pages. We dive into behavior, predicting intent based on those behaviors. It's an entirely different level of understanding, and it's crucial.

So, when you're in this mindset of creating demand versus capturing demand, the focus has been heavily on creating it. But what about the potential demand that's there, lying dormant, just within your website visitors? That's what Lift AI identifies.

And then, coming back to ABM and intent, ABM focuses on matched accounts. But here's the thing: only about 30% of your website traffic can typically be identified. So, what about the rest? That's where Lift AI's microscope on website behavior comes into play. It's a different perspective, focusing solely on the behavior happening on your website.

Think of it this way: your ABM efforts are like a telescope, looking at your entire market, understanding your ideal customer profile, your total addressable market, and analyzing the In-Market signals. But your website, for Lift AI, is just a microscope. It zooms in on behavior, and that's crucial because your website is where the closest proximity to revenue lies.

If someone's on your website saying, "Hey, I want to talk to sales," that's the lowest hanging fruit. These high-intent visitors, whether known or anonymous, are your best prospects, the ones most ready to buy. And these are the visitors often ignored in the current scenario.

Anonymous visitors represent a massive, overlooked opportunity for almost every company. They contribute significantly to revenue and pipeline, yet they're commonly disregarded. Leveraging AI to identify and engage these high-intent visitors, whether known or anonymous, can massively accelerate conversions.

We've witnessed this firsthand with companies like Truckstop, experiencing remarkable ROI within the first month and exponential growth by identifying and engaging high-intent visitors. This approach, when adopted in a transactional sales motion, can have an unparalleled impact on your business.

We've been in the live chat space for almost 20 years, over three years with Drift, and during this time, we've developed deep capabilities. But there's so much more potential in using these AI capabilities across different areas and tools like landing pages, pop-ups, content personalization, retargeting, and more.

Speaking of retargeting, it's a particularly exciting use case. It's an easy setup that brings immediate impact and savings by retargeting only high and mid-intent visitors deserving of the spend.

So, Lift AI provides this unique capability in capturing demand from website behavior, which previously didn't exist before AI. However, knowing this about anonymous visitors is one aspect. What about your target accounts or ABM? That's a different ball game. ABM tools focus on matched accounts, but they can only identify around 30% of your website traffic.

This gap between what ABM tools provide and what Lift AI dives into with website behavior is immense. And the systemic change needed in understanding the shift from creating demand to capturing demand is crucial in truly maximizing revenue potential. It's about balancing the emphasis between the two and recognizing the incredible potential dormant within your website visitors that AI can reveal.

Um, you know you can use it to uh, you know, at the influence of those uh specific Pages then ties into the overall your segmentation and saying okay, well, you know this is where the company is at in their stage and there's some interaction with your your web properties but again it's more advanced, it's more sophisticated but it's still really just scratching the surface of well what you know that that web website signal and from our perspective, you know, the website signal is the should should Trump all of the other ones it's the most pronounced but again you're looking at it from a buyer out perspective rather than an account in and our way of thinking about it is well if you've got somebody that's on your website already whether they're known whether they're Anonymous they're in your store so we can capture that information and we know they have high intent well then we know we have one visitor who's in our store right now on our website right now that individual could be our champion inside the account and you know we're not trying if you're doing an Outreach you know you're not trying you're not doing an Outreach to the buying group you're trying to get a spark you're trying to get one person in that account that you can get a spark from that you can engage and you can get the say okay well now I've got um I'm I'm engaged with this uh person inside the uh this account I can use them as a champion and help get in and Advance the sales uh process and get started with that account so from our perspective the most important thing is your website and the most important thing is that buyer on your website right now in real time doesn't mean you don't want to do all these things because you're never going to get them to your website if don't but you want to be able to say to prioritize I want to find that that buyer that champion even if it's a year-long salale cycle I want to find somebody in that organization um that I can uh engage and and and and start to advance the opportunity with them.

So again the reason well why you start with the website well that's the proximity to revenue that's where the closer you know that and now if we're talking about um known visitors and not Anonymous is still these high intent visitors the ones where you've got you know what account they come from but you don't know where you know they're from Coca-Cola but you don't know who they are so now you you've got on the other side of it you say well why couldn't I use drift I've got drift and if they want to talk to somebody I can use conversation AI or I can use Bots which well as we talked about earlier that's going to give you for the bulk of your visitors but it's not going to give you for the the those High intent ones it's not going to create the the sales velocity and motion and volume of Revenue and pipeline that that you're going to want and need like I said that's that's that 9x nine times as many conversations turn into Pipeline with lift AI so you use your Bots and your conversational AI for for most of your visitors at the vast majority and that's that's that's what that's what drift is built for you know it's to be able to hey that everything starts with a conversation you want to be able to engage the vast majority of the visitors on your website using automation but you can't have sales talk to every visitor that's not going to work because your sales teams are going to be frustrated well by the same token you can't rely on Bots to maximize conversions because then your customers are going to be frustrated so you've you've got this Balancing Act in trying to use the technology and that's where you need to use humans and AI get together to capture all of the demand and I shared this earlier even in 2023 you know people want to have a conversation you need to ask good questions and you need to ask good questions after good questions to really understand the customer understand their problem and earn their trust this is where LIF AI comes in so we like to think about it as Bridging the Gap and capturing all of the demand when you have your ABM tool you have your drift and being able to get everything out of your website capture all of the demand from your website and accelerate so when you start to look at capturing demand now you go well I'm going to identify all of the visitors on my website in real time I'm going to start with that and when I start with that then I go okay well if I know I have a buyer then I'm going to go from there and and whether it's known or Anonymous but if if I if I do that first I go okay I've got a buyer in my store that's my priority they're on my website in real time and I'm able to reveal the company and and contact data if that's possible if I get that 30% if I'm able to get that surfaced up and again remember it's the average 70% of visitors are going to be completely Anonymous and when we say Anonymous I mean Anonymous I don't mean like a lot of people and A lot of the phrasing and branding around this is well somebody from Coca-Cola is on my website so I don't know who they are they're Anonymous and it's that you know the anonymous um dark funnel and and so on um but when we say an a Miss we mean we don't it's we don't know anything about them we don't know that they work for Coca-Cola or they don't they're 100% is B based on their behavior so now we can go okay so if we know who that visitor is we know what account that they come from or they're completely Anonymous we can use a lift AI a buyer intent to segment every single visitor low medium high known and Anonymous now we've got um some simple yet really powerful segmentation.

So now you go and you say okay now that I have that segmentation I can create and prioritize uh my engagement experiences based on the intent of each and every visitor on my website so now I go okay so I take I I've got that segmentation now I want to go okay well now I want to create my experience and build my playbooks in drift or the experiences that you know I want to create for a visitor that doesn't chat with me the personalization and so forth but I could create and design these experience for for every visitor based on their intent and prioritized by intent and now you know now you're going okay they're known they're Anonymous I I'm going to try and get those High intent visitors in the hands of my salespeople either way and and then I can go well now now I'm maximizing the the conversions and the number of opportunities that I can create okay.

Now in addition to that those are just people that are are going to chat and that's going to typically be one one and a half percent uh that are going to engage in a chat conversation you have a dialogue either with that live agent or um with with uh you know your bionic Bots or your conversational AI but in addition to that now you're going to take if it's an own account you can take that individual buyer intent score add it into your CRM add it into your marketing automation platform add it into your ABM and have it in prospector so that now you can go I'm going to prioritize my sales and marketing efforts based on the intent of that individual ual.

So let me kind of I like to walk through if you take lift Ai and you take your ABM tool this is how you can get Bullseye using them both okay so top of the presentation talking about Anonymous this really just digging in on well now you know who this visitor is so you've got all of your ABM in market and ID reveal tools and and you know looking at contact and account data looking at in Market intent signals so you're doing all of those things now with lift AI you're looking at and you're saying okay what is the visitor behavior in real time whether in what and what is the whether they're D or Anonymous what is their likelihood to convert so we've got a known visitor we've got an ABM stage and we have a lift AI intense score gives you if you are able to ID reveal 30% you know you'll know what stage they're at in your ABM platform and you'll know what their lift AI intent score is in this Bullseye but the bullseye within the bullseye is okay well now they're in a purchase stage uh and you've got a lift a eye High intense score now you've got a much smaller group of uh prospects and and customers that are are going to their beh Behavior and the opportunity based on their intent is going to be considerably better than the the rest of it here's an example.

So here's a customer that's going okay we're we've got our ABM platform set up we've got all of our accounts in these stages and with this particular customer they've got 289,000 people that are and and site visitors that are in a purchase stage and those in the purchase stage are converting at 2.32% % which you can see is the highest conversion going from Target as you would expect you know they're advancing they the the the propensity of that uh visitor is is is higher to convert and and you can see that reflected in the numbers now when you take lift Ai and you add the intense score now you've got a lift AI now you've got a high intense score now you've got a a segment of visitors that's only 26,000 people that are converting at almost 12 uh per. so it's a massive increase in conversion with a much smaller segment because you're able to by be able to segment those visitors in real time now you're able to have a different experience and the way you engage them in order to maximize your conversions and here's another example.

So this company has 151,000 people that are in this purchase state age and they're converting at 0.53% and again you can see as they go from Target through purchase you know it's advancing and you know the conversion percentage of those um individual visit is is advancing along you know Same as the uh the previous slide and again when you add the lift AI High intent score in here well now the result is even more dramatic. There's only 5,000 visitors out of 151,000 in your ABM platform that are saying well I'm at a purchase St so you want to give a totally different experience to these people in order to maximize your conversion rate. So now you got a conversion rate that jumps up to 3.39% and you know which is a game changer.

And some of that you know is that finding the high intent is where you want to get to a live salesperson but you also want to identify the low intent and the mid intent so you can say well now that's because that's the bulk of the conversations the bulk of the visitors that's where you want to be using the conversational Ai and the bots. So now you go there's 67,000 people that are in this low intent that out of 151,000 and they're only converting at 0.13% so like there's a 26x different between these two so the experiences you want to provide to that visitor while they're on your website and how you want to engage them are dramatically different.

And once you know so you're taking you're getting that telescope view of going okay I know these accounts are advancing but then LIF AI gives you the individual view to say okay based on this real-time Behavior intent of this visitor I want to treat them in this fashion in order to maximize my conversions. So now you get this combined intent working together you use your ABM data you create the target accounts you personalize the experience based on those prioritize accounts right those are the ones they have fit they're the ones you want to prioritize they're known visitors you can create your experiences based on that you can create your follow-ups based on that.

Now with lift Ai and drift engage you take all your Anonymous visitors that historically are ignored or you know given the wrong type of experiences and you segment them by their intent and all of a sudden you go well let's find and get those Anonymous buyers into the mix as well and that that's where you're able to create the outsize gains with those Anonymous visitors but now by combining the two you've got much more uh distinct and actionable segments of visitors on the website leveraging your ABM leveraging your drift and leveraging lift AI to bring all this together to maximize the conversions.

And just a last reminder don't forget about the anonymous visitors because in this that same scenario the 151,000 um known visitors converting the anonymous visitors for this customer if they're high intent are actually converting significantly higher than the known which is pretty typical and me one of the reasons for this is that if it's a if it's a known visitor and if you're using you know the G2 and bombora and you know understand okay where they fit most of your competitors are probably using the same whereas if they're Anonymous visitors if you do this right and you get them surfaced up and you get them engaged sometimes you know you're the only one in the deal and if you're the first one in the deal you typically win more than 50% of them.

So by leveraging uh that that Anonymous visitor um intent score in data you know that's that's a dramatic game changer. But let's talk a little bit about how you can use the specifically use the AI capabilities in these three like I say we're drift Partners we're six sense Partners these are the ones that we have the closest understanding of but what you want to do from an AI perspective is you want to use conversational and AI bots for most of the conversations right again that's going to be the vast majority of the conversations you are going to use that language AI capability.

But you want to use live sales agents with the high intent opportunities and you want to use the lift AI drift engage capability of identifying who those High intent people are in order to create that experience. And that's where you're you're you're using both of those AI capabilities at the same time same with six sense if you if you've got and using the AI of six sense to tell you you know the fit and the inm market activities and the advancements of those accounts and you're combining that with the real-time buyer intent score from the individual on the website now you get I say those much more distinct and actionable segments where you can apply your resources to apply the sales resources to and certainly in in you know investing your marketing resources as well in order to maximize the conversions in the yield.

Okay so we like to think of it is you know if you take these that's closing that Gap both on where you can take drift to and where you can take six sense to and by integrating and adding lift AI you not only get all of that Anonymous visitor value and contribution but it also accelerates for all of your ABM and your known account activity.

So we have started uh our background is conversational marketing we've been doing this a long time um we've been working with drift for a few years now we've been working 6 cents for a few years now so we've we've integrated and are working which we think is the heaviest lift you know it's it's um but there's there's a lot of other areas where you can also leverage uh the scores and I I i' alluded to this earlier but you know there's a number of areas that uh that we can help but you know of course the drift on the conversational marketing the inm market intent and really leveraging all of that but things like you know the the using the lead score uh in HubSpot rather than an MQL um is immediate and and dramatic um you know using uh you know there's Mutiny and and tmis um are are good drift Partners you know and and you using this course in combined with those personalization tools it's a huge opportunity for lift and I mentioned earlier the easiest fastest one is retargeting and remarketing and just using those ad dollars and remarketing dollars to focus on and spend on the ones that have a high propensity to convert.

And um you know so that's another area where uh our customers can get a lot of impact all right so I appreciate your time it's very um detailed and in depth uh presentation I hope it worked for you and there's some ideas uh surfaced up that you can use in your business happy to uh to help any and all and in the advancement of what you're trying to do in in your conversations and career and and Company um and our friends that drift uh your account manager if you're a drift customer your client success manager if you're a drift customer or if you're a drift uh looking at drift or a drift Prospect I'm sure that there will be uh a sales resource that will be happy to help you look at both drift and and drift engage if it's something that you want to pursue so hopefully this was helpful I appreciate your time uh and uh look forward to the opportunity to to do business and and and work with many of you thank you.