Given the complex nature of customers’ businesses and needs, sales teams must serve as trusted advisors who deeply understand each customers’ strategic priorities, business needs, and how to meet them.
Celonis is a leader in process mining and intelligence, helping organizations uncover inefficiencies and optimize operations. The company’s account executives must dig deep into customers’ financials to pinpoint targets and the message that will break through, aiming to create strategic narratives to drive value for their customers. While this approach helped the Celonis team build trusted relationships and close high-value deals, they struggled with the extensive research and manual processes, which took away valuable time from direct customer engagement.
To help them address these challenges and scale their approach, Celonis adopted DatabookAI, a conversational enterprise sales agent designed to execute agentic workflows, deliver trusted insights and help GTM teams repeatedly pursue their largest deal.
Databook’s domain-specific workflows, fueled by the combination of public and private datasets, advanced AI and deep B2B sales domain expertise, allow Celonis’ Account Executive for Strategic Accounts Kate Higgins to quickly pinpoint the right targets accurately and efficiently, and automatically create customized outreach emails. Databook’s agentic workflows also provide the team with higher-quality data that is shared with the BDR team to directly improve email response rates.
Outreach Response Rates
With DatabookAI, Celonis saw measurable improvements in efficiency and effectiveness, saving more than nine hours per account across prospecting, strategy, outreach, and meeting preparation. This newfound efficiency led to a 20% increase in outreach effectiveness, improving both engagement rates and pipeline growth.
By automating routine, time-consuming tasks and accessing precise insights when and where they’re needed most, Higgins and her peers can open their day to concentrate on building relationships and proactively engaging buyers instead of battling tools and data.
“Sales tasks that used to take me up to 10 hours now only take me five minutes when I use DatabookAI,” said Higgins. “I 100% trust the information I get from DatabookAI.”
The results speak for themselves: Increased pipeline, improved response rates, and a more productive, confident sales force.
