Agentic Video Messaging That Actually Converts

01:30:04.290 –> 01:30:11.380
Julia Nimchinski: Elias Blake. We are transitioning to our next session and welcome. Mary Shea

04:11:53.560 –> 04:11:55.119
Bini Kanungo – Vidyard: I am well, thank you. How are you?

1344
04:11:55.850 –> 04:12:02.540
Julia Nimchinski: I’m great super excited to dive in into some agentic video prospecting.

1345
04:12:04.120 –> 04:12:12.043
Bini Kanungo – Vidyard: Excellent should I steal the share? Oh, that’s the background of this Zoom Meeting. Oh, that’s so cool. Okay,

1346
04:12:12.840 –> 04:12:14.460
Bini Kanungo – Vidyard: sorry. I’m just going to thank you

1347
04:12:14.900 –> 04:12:35.380
Bini Kanungo – Vidyard: also. Hello, everybody! Hope you’re all having a great day here so far so great to have you all. My name is Vinny, and I am on the solutions consulting team here at Vidyard, and I’m incredibly excited to be able to walk you through some of our latest innovations and show you exactly how we’re helping sales. Teams scale their outreach improve engagement and ultimately close more deals

1348
04:12:35.380 –> 04:13:00.300
Bini Kanungo – Vidyard: before we do that, though it’s probably pretty important to talk about a quick elephant in the room, which I’m sure you’re all pretty familiar with already, but it’s this one about how selling today is much harder than it has been in a very long time, maybe even ever and there’s all sorts of different signs we’re seeing. With respect to this, things like, say more than 2 thirds of reps, no longer hitting quota anymore. And and ultimately there’s this crazy recognition that the sales landscape has shifted dramatically.

1349
04:13:00.300 –> 04:13:25.290
Bini Kanungo – Vidyard: And so why is this? You know, it’s probably something we need to ask ourselves. And there’s probably a wide range of reasons to why this is happening. But some of them include things like, say, budgets being tighter than ever before. Buyers are harder to reach, and even in those situations where your reps are getting decision makers on the line, making sure they’re saying the right things at the right time in ways that actually resonate are is quite challenging. And so as a result. We’re seeing some not so great outcomes.

1350
04:13:25.290 –> 04:13:34.109
Bini Kanungo – Vidyard: things like say, for example, less confidence in teams hitting their targets, outreach again, getting lost in the noise or deal cycles taking longer than before.

1351
04:13:34.110 –> 04:13:50.950
Bini Kanungo – Vidyard: and I’m supposed to ask if that sounds familiar. But I know it does for probably preaching to the choir here in many respects, and it’s pretty fair to say there’s an expectation out there that buyers expect engagement to be personal, relevant, and valuable. Despite all these challenges that are being faced here. And this is where Vidyard comes in

1352
04:13:51.100 –> 04:14:15.909
Bini Kanungo – Vidyard: for those of you that aren’t as familiar. Vidyards. A, b 2 b video platform built for go to market teams and sellers and marketers to break through the noise. For sellers. We provide a really great product to create and send scalable personalized video messages in seconds in ways that actually get responses. And for marketers, we have a powerful tool to allow you to host track and ultimately optimize your video content in such a way that generates and qualifies, leads

1353
04:14:16.244 –> 04:14:29.930
Bini Kanungo – Vidyard: and again, all sorts of solutions. We have to to address these here, just a couple that we have listed, that we’ll take a quick look at here today. And I think maybe the best way to take a look and maybe understand how we could do this for you is to dive right in. So let’s do that

1354
04:14:31.100 –> 04:14:57.329
Bini Kanungo – Vidyard: now for those of you that aren’t again using video as part of your outreach strategy today. It’s definitely something you’d want to consider. I think hopefully, by the end of my 15 min that you’re able to get to that point, particularly when leveraging AI and these agentic experiences. But there is a recognition required to realize that it’s a new step for some people. And so we try to make it super easy for folks to record videos, even just using their real self, which we’ll start with before diving into the AI side of things.

1355
04:14:57.638 –> 04:15:12.150
Bini Kanungo – Vidyard: And so through our free chrome extension, we can allow folks record videos super easily, and all sorts of different styles, as you see here. You move yourself around, resize yourself as you see fit. You have access to teleprompters, script generators, all these different things.

1356
04:15:12.150 –> 04:15:30.460
Bini Kanungo – Vidyard: such that you could again just record videos in seconds. Here, once, videos are generated or created. Rather, you’re able to then pop them directly into your outreach. Here I’m in outlook. For example, we have a plugin within. Gmail is the same also other platforms like crms and marketing automation platforms. We also have these types of plugins with.

1357
04:15:30.460 –> 04:15:49.790
Bini Kanungo – Vidyard: but all you gotta do is just simply select videos. Pop them right in. You’ll see here that we’re able to embed them directly in without actually attaching the video in here. So we’re keeping email sizes small. We’re not triggering spam filters. And you’re also able to see we’re able to create these automatic you know, thumbnails, or these eye catching thumbnails to allow folks to dive right in.

1358
04:15:49.790 –> 04:16:13.650
Bini Kanungo – Vidyard: and why this matters, and having a face in there is particularly effective due to the fact that we know that video based emails are 8 times more likely to get replies in their text based counterparts, which is a pretty intuitive idea like. It’s a pretty crazy metric, but a very intuitive idea, due to the fact that we’re social creatures. I mean, it’s all on the spectrum. Sure some people are more than others, but we are still social creatures one way or another, and people like to hear from people

1359
04:16:13.650 –> 04:16:32.089
Bini Kanungo – Vidyard: ultimately, especially over paragraphs, especially in a business context. And it’s not just us saying it. Optinmonster called out the fact that sales teams that use video tend to generate 66% more qualified leads per year versus those that do not so definitely something you want to be leveraging. And you know, you want to be left behind

1360
04:16:32.260 –> 04:16:36.940
Bini Kanungo – Vidyard: by not including video as part of your outreach. If you’re experiencing those issues we saw beforehand.

1361
04:16:37.360 –> 04:17:01.219
Bini Kanungo – Vidyard: But that being said, we recognize that not everybody is always able to create videos all the time. There are a wide range of reasons for this. You know. Many people are camera shy. You’re not in an environment that’s very conducive to creating video. And so about a year ago, we introduced something that I think will tie into today’s conversation quite well. We introduced something that was an industry 1st concept, which is this idea of an AI avatar

1362
04:17:01.220 –> 04:17:26.220
Bini Kanungo – Vidyard: which was a hyper. Realistic solution for scaling, go to market productivity. And we did this a year ago, so our models have improved quite tremendously since, and continue to do so. But here are 3 examples of my avatars, as you can see here, you know, and then there’s all sorts of stock ones that we provide, but lots of variety with respect to how we get to this point. And to get to this point, all we really need to do is just provide us a 90 second training video to give us a sense of what we look of what you look like, what you sound

1363
04:17:26.220 –> 04:17:36.319
Bini Kanungo – Vidyard: like, what are your mannerisms when you speak, etc, etc. And then, once we get an avatar created, we’re able to simply feed it a script. So I’ll select a style of avatar here

1364
04:17:36.630 –> 04:17:53.820
Bini Kanungo – Vidyard: if you did a script using all those same tools we saw earlier, like a script generator, or, you know, templated scripts, anything like that. And then I should also note, too, that even if you’re not, your avatar is multilingual. So there’s a lot of really cool functions. You can leverage here a lot of great global unlocks that you could leverage

1365
04:17:53.820 –> 04:18:18.550
Bini Kanungo – Vidyard: to. Then, just just like that. Generate a video again without having to actually get in front of a camera yourself. And so this kind of changed everything for a lot of teams where now reps are able to leverage a lot of the benefits of personalized videos. They’re able to send these hyper personalized videos to every new lead follow up every closed one deal. You know, handoffs are made that much easier, due to the fact that people that weren’t as comfortable getting in front of cameras are now able to leverage the power of

1366
04:18:18.550 –> 04:18:20.440
Bini Kanungo – Vidyard: personalized video in this way.

02:23:43.520 –> 02:23:52.160
Mary Shea: you know, what kind of AI tools are you experimenting with right now? And I’d love to go through everyone and and get a bunch of tools out there.

1367
04:18:20.690 –> 04:18:44.419
Bini Kanungo – Vidyard: Now you may be wondering, you know, how do we do this at scale, though. Well, great question. Imagine, let’s say, a situation where you’ve attended a whole bunch of different conferences or events. And now you want to follow up with all those different great leads that you collected from there. You know, it doesn’t really make sense to create a hundred different videos individually, as we just saw there through that individual flow. And so, instead, what we have here within Vidyard is this concept of a campaign

1368
04:18:44.420 –> 04:19:01.039
Bini Kanungo – Vidyard: where we’re able to essentially create templates of what we want somebody to say, based upon certain fields or or just, you know, use cases that we have where we could then incorporate different fields coming in from anywhere that we’d like. We’ll 1st see a flow with a Csv file first, st but you’ll see here once we set these all up.

1369
04:19:01.200 –> 04:19:14.499
Bini Kanungo – Vidyard: we could then save that, and then upload a Csv file where we could then do a quick little column match to get all sorts of details about who these people are that we want to reach out to. We then take these details and merge them right into the scripts that we created beforehand.

1370
04:19:14.500 –> 04:19:41.749
Bini Kanungo – Vidyard: and just like that. Now create, you know, 10, 5,100 videos at once that once created, what we’re then able to do is not necessarily do what we saw earlier and like, say, for example, coming into outlook and create now a hundred different emails to send out to a hundred different people instead of we’re able to do is come right in here, and we’re able to now generate a singular link for our distribution platform of choice. Let’s just say we’re saying, this is part of a salesforce campaign. But again, there’s a whole range of solutions that we support here

1371
04:19:41.750 –> 04:20:04.479
Bini Kanungo – Vidyard: where I’m not going to open up salesforce. But within a campaign or match a cadence step, or in in other platforms, you just paste that link right into that particular message, and you’ll see here we have a merge field incorporated right within the link of the video that will automatically plug in the right link. Sorry, the right email for the right recipient, so that all you have to do as a rep is, generate those videos, plug them directly into

1372
04:20:04.480 –> 04:20:29.470
Bini Kanungo – Vidyard: an email, template or a cadence step, and then your recipients are all able to receive personalized videos that address them by name. They click into it. They’ll be brought to a page that looks like this except branded for your organization, your headers, your footers, things like this, where again they’re receiving personalized messages. So it’s addressing my name. As mentioned, the message is tailored to their needs. The communication feels that much more relevant and engaging because it’s based upon the things that they

1373
04:20:29.470 –> 04:20:51.469
Bini Kanungo – Vidyard: about. And from a rep perspective, you’re streamlining the distribution of all these to again 100 people with a single link. You’re saving time in the video generation side of things all the while ensuring that every recipient feels valued along the way. And so I think this is a good point to maybe just take a quick pause to maybe see what the output of one of these sounds like and what it looks like, and then we shall continue from there.

1374
04:20:51.560 –> 04:20:56.849
Bini Kanungo – Vidyard: Hey, Sean, this is Benny from ABC. Sales Co. It was so great getting to meet you at Dreamforce.

1375
04:20:56.970 –> 04:21:01.980
Bini Kanungo – Vidyard: I know you chatted about wanting to improve Murata technologies as sales efforts forward to it.

1376
04:21:02.280 –> 04:21:22.100
Bini Kanungo – Vidyard: So kind of get the idea kind of skipped ahead there just in the interest of time. And here we have a call to action at the end. But yeah, all sorts of really great use cases for this, whether it be event follow ups as we just saw. Event invites product announcements, renewal reminders, seasonal promotions. You know, there’s all sorts of really crazy things you could do with this, and I think this is a great example of personalization at scale.

1377
04:21:22.360 –> 04:21:42.340
Bini Kanungo – Vidyard: But if I may perhaps channel my inner Billy Mays for a second, I have to say that. But wait. There’s more yet another layer to scaling outreach, which is one where we don’t just want to personalize outreach at scale. But now we want to automate it. And this is now where the whole agentic experience really is able to be to be leveraged here. And this is where vidyards video sales agent comes in.

1378
04:21:42.380 –> 04:22:02.629
Bini Kanungo – Vidyard: Now, what video sales agent or Vsa is is essentially a tool that automates the creation and delivery of personalized videos triggered by specific actions in your Crm, your marketing automation platform sales, engagement platform or otherwise that allows us to then create videos and then send them out to folks based upon whatever is relevant, based upon that trigger.

1379
04:22:02.630 –> 04:22:26.890
Bini Kanungo – Vidyard: And so here’s just a demo flow we’re going to go through. But do bear in mind that in this particular case the trigger is somebody filling out a web form, but the trigger could be anything right. It could be a trigger like somebody’s on your pricing page for more than a minute, or somebody’s been added to a campaign or a cadence. Or maybe it’s a stage change, really any sort of trigger that you’d like to have a personalized video be created and sent out to somebody, for you’re able to accommodate using video sales agent.

1380
04:22:27.530 –> 04:22:49.629
Bini Kanungo – Vidyard: So in this particular flow, you know, somebody might be browsing their site. In this case it’s vidyard site. They like what they see. They fill out the form. They book time with us, and what this traditionally does for a lot of our customers is that it’ll send a task to whoever this deal has now been assigned to to reach out to Sean in this case, and, you know, follow up with them, introduce themselves, and kind of warm themselves up before that meeting actually takes place.

1381
04:22:49.660 –> 04:23:13.729
Bini Kanungo – Vidyard: But we know that to be a relatively time consuming process, though effective. But with video as video sales agent, what we’re able to do is based upon a script similar to what we saw earlier over here, where we could have, let’s say, like a prospect re-engage script. For example, you know you have all these scripts and all that already built out based upon this. We’re able to then do is then generate videos automatically embedded within a template that makes sense

1382
04:23:13.730 –> 04:23:21.649
Bini Kanungo – Vidyard: and then sent out directly to in this case is Sean’s inbox in this case it’s me in my car saying something like, Hey, sorry! Just stepped out, but looking forward to chatting with you.

1383
04:23:21.922 –> 04:23:49.670
Bini Kanungo – Vidyard: You know I’m able to do this without having to get in front of a camera. Sean’s able to receive this directly to his inbox, and by seeing my face, hearing my voice, and you know, just generally getting to be introduced to me. Sean’s able to feel this level of sense and trust and connection with me that he wouldn’t otherwise have without being able to see me. And buyers love this right according to salesforce, 84% of buyers say that being treated like a person and establishing that human connection is critical to winning their business. And so

1384
04:23:49.670 –> 04:24:00.520
Bini Kanungo – Vidyard: it all comes to no surprise that when sales teams start to use video as part of their outreach and and personalize it. They tend to see things like 5 times higher open rates and 8 times higher reply rates, as mentioned earlier.

1385
04:24:00.520 –> 04:24:25.250
Bini Kanungo – Vidyard: And the coolest thing about this, too, is that vidyards video sales agent integrates seamlessly into your existing tech stack. So whether you’re using platforms like sales loft, Hubspot, Salesforce, Marketo, and others we fit right in. And so for sales or marketing leaders. This one time setup enables your entire team to be able to trigger personalized videos automatically ensuring the right message is always being sent to the right person at the right time. While also, then scaling your video

1386
04:24:25.250 –> 04:24:35.010
Bini Kanungo – Vidyard: outreach effortlessly. And so ultimately, by setting up these workflows for your team, you empower every rep to deliver the type of top performer experiences that drive results effortlessly.

1387
04:24:35.120 –> 04:25:00.690
Bini Kanungo – Vidyard: and I should be clear. This has probably been said over the course of today’s webinar in general. But this isn’t about replacing sellers with bots. It’s really about augmenting sellers and allowing them to connect with all the different customers throughout the sales cycle much more effortlessly. And it’s really about allowing technology to do the heavy lifting for us so that sales reps could focus on what matters like, say, building. Well, I shouldn’t say what matters. But you know, focusing on other high value activities like building customer trust and moving deals over the finish line.

1388
04:25:01.860 –> 04:25:25.069
Bini Kanungo – Vidyard: And so, you know, small engagements like what we’ve seen here today, you know, ultimately really help, strengthen sales, reps, relationships with with their prospects, positioning them as a trusted advisor, keeping accounts top of mind all without having to necessarily spend all the tedious hours on the manual outreach side of things. And so while video is video sales, agent automates a lot of that work at the top of funnel. Other things like campaigns or single link, send

1389
04:25:25.070 –> 04:25:41.059
Bini Kanungo – Vidyard: help us, you know, create those tailored experiences a little bit further down the sales cycle or further down the funnel, and then regular messages does the same. And together all these tools ultimately help sales, team deliver consistent high value experiences that strengthen relationships and drive results.

1390
04:25:41.260 –> 04:26:03.860
Bini Kanungo – Vidyard: And this is just the beginning, right sales teams ultimately need to beat buyers expectations. And we’re able to do this, especially when leveraging AI to scale personalized outreach with hyper, realistic, AI generated videos, sorry automating video messages. So Sellers could focus on closing more deals as well as by delivering more engagement, higher response rates and shorter deal cycles. And so

1391
04:26:03.860 –> 04:26:24.910
Bini Kanungo – Vidyard: the best way to really see the impact of this, I would say, is just to try yourself right? So if this you know, is interesting, or it’s piqued your interest in any way, or if you’d like to explore a little bit more as to how leveraging video and leveraging AI. And these agent experiences altogether. How this could perhaps help your team really looking forward to chatting with y’all get in touch with us, and I look forward to those conversations that take place.

1392
04:26:25.460 –> 04:26:27.579
Bini Kanungo – Vidyard: Thank you again for for your time as well.

1393
04:26:28.260 –> 04:26:35.150
Julia Nimchinski: Super productive. Thank you so much, Penny. Love the product and welcome Kevin White.