603: Why B2B Brands Should Build an Alexa Skill w/ Bob Stolzberg

ABOUT THIS EPISODE

In this episode we talk to Bob Stolzberg, Chief Innovation Officer at VoiceXP.

LinkedIn: https://www.linkedin.com/in/bstolzberg/

Looking for a guaranteed way to create content that resonates with your audience? Start a podcast, interview your ideal clients and let them choose the topic of the interview, because if your ideal clients care about the topic, there's a good chance the rest of your audience will care about it too. Learn more at sweet fish Mediacom. You're listening to the B tob growth show, podcast dedicated to helping be to be executives achieve explosive growth. What you're looking for techniques and strategies or tools and resources? You've come to the right place. I'm Jonathan Green and I'm James Carberry. Let's get into the show. Welcome back to the BB growth show. We are here today with Bob Stolsburg. He has the founder and chief Innovation Officer at Voice XP. Bob, Hey doing today great. Thank you so much for having me on the show, James. I am so excited to chat with you ma, and we're just talking...

...offline. We're talking about Alexa Marketing. Today. We talked with someone, I think it was a couple weeks ago, about voice technology, but this is a completely different talk. So, Bob, tell our listeners you are the guy to be talking about this. Tell us what voice xp is doing and really just kind of dive into to what your company is all about. Sure, you know, we believe that, as voice technology, she is the most disruptive force that's going to change everything over the next couple of years and we're fortunate to be pioneers in the space and we're described as most innovative company, because what we're doing is rolling out things like Alexa marketing campaigns in a box per century Lin. We Program Television screenplays for TV shows. We've got platinum artists like Chingey who roll out skills to make it easier for their fans to get content, and we were with other companies like Arizona State University, you know, and ban our health to, you know, basically let...

...their customers, their audience, their prospects, engage with the brand just using their voice. Why it's so important? It's just easier to ask to get knowledge on demand then look at a screen and type with your hands to get some yeah, I love that, Bob. You mentioned that voice is kind of the next wave and you have come along. You've built a company solely focused on it. Is it just the fact that it saves time and that, you know, people don't have to type, they can start searching with their voice. Like is the time arbitrage of it the the reason that you think it is going to be the next thing. It's just easier to ask to do something. Our voice is most natural user interface it's been around. You know, the way that we talk and the way our brain processes words as much at a much faster rate than the way that we read and type. So it's just it's easier to ask for things in the technology is so complex that it's now simple enough to be able to, you know, place...

...orders for things using your voice or get information. You know, the way these platforms are moving is that you know you're just going to be in your car. It's built in your TV, on your tablets, on these devices. It's going to be in every room in your house. You're not just turn on your lights and get, you know, your news and stuff, but to interact with your work and your brands as well. Yeah, everywhere. So so I want to do a deep dive in a in a one of your customers, Bob, and specifically century link, and how they're leveraging an Alexis skill really in their ADM effort. As you were explaining it to me offline. I thought it was I thought it was fascinating. So walk us through what what century link is doing and and if you could even share an example. You're shore. You were showing me offline, but if you could share that example, I think it would really help folks get their head around how they could use an Alexa skill for in, you know, with a BM. Yeah, you know, sensual link is such an interesting use...

...case because they're a multibillion dollar company, they're going through digital transformation themselves. They actually practice innovation by adopting this new technology. And where where we saw the opportunity, and we're fortunate enough to work with them, is in a sales and marketing capacity. You know, they see value in putting an Alexa device in consumers homes working and putting it into imploy their employees and their prospects offices. And what they've done is really pioneering in that they created an Alexis skill with voice xp. It's packed with product and service information and what they'll do is, you know, we created this thing called an Alexa marketing campaign in a box. sincially, sickly has this great package of a box. It's all branded and you open it up and it's an experience with a device inside and a card that says hey, you know, ask these questions. Once you get this really great echo show plugged in and it will start their...

...software and it tells that prospect or that customer about the products and services that they have to offer. And so it's been a phenomenal door opener that's help sales conversions and help their sales reps differentiate, you know, from from a marketers math standpoint. Let's pretend for round number sake, this is the type of a campaign that might cost you fiftyzero dollars and they might set out a thousand of these devices at thirty bucks a pop, plus pay a company of like Voice Xp another twenty two to deliver and maintain that Alexa skill with your product and service Info. So you spent fifty to send it out to a thousand people and hopes to get ten percent of meetings. That's a hundred people and percent of those clothes. And if your average deal sides, if you're lucky enough you don't, let's just say it's twenty Fivezero a month for some, for some brands right you spent Thirtyzero, our Fiftyzero to make k a...

...month and in a new innovative way. And so sales is it's taking these devices with them to replace the power point. Brands are putting their message and their marketing materials out there because this is a new engagement channel. You know, this is part of an Omni strategy because just like you saw people having websites, then getting into mobile apps and then the social media space. Well, what are you going to do? From twenty percent of households in the US have an elexa device this Christmas, and statistics from manilists say that fifty five percent of US households, fifty five percent are going to have these voice personal assistants by two thousand and twenty two. So you got five years all these brands to set up shot. Yeah, it's just like the web in the early days, where you got to get presents, then you have to build in some engagement and then you have to have integration and it's part of your Omni Channel Strategy. So voice just the new thing. It's not the...

...next it's the now. Love it. I love it. And so, Bob, could you walk us through some of the things that that century link skill can do absolutely you know, for starters, it tells them it's got great welcome messages, tells them about the company. WHAT'S THE VISION? What's the mission? You can ask about products and services and I'll give you a list. And this is written in a way that it's an engaging experience. All your marketers know you want to keep people on your website, go to different pages, you know, get them to use it for as long as possible. That's what a voice sexp does is work with our customers to take that marketing content, put great calls to action like sign up for a free trial, or can I have somebody call you, or leading conversation pieces like hey, to learn about this, you can say, tell me about that, and you build in a rich content and experience. And what censory like is also done is they've worked with some of their partners, like bmwhere and...

...die in a trace, and others, to build in their content so it can act as a revenue stream or they're able to monetize it with their partners so that a customer or prospect can get information about both solutions providers to make sense. Yeah, and another thing that you you are showing me offline. I mean you can even do like fun things with it. So I you know, telling them about products and services, but that you you said something to like, example, yeah, the audience listening. This is what's possible. This is called a oneshot mode. So I can just ask their fill something. I could say, tell me about your products, like cloud, but here let's listen it to a joke. Ask Century Link for a joke. Why is the high speed Internet connection help you than a regular one? Because it's Hie and fiber. You can ask me such things as our mission or what we do for business. What would you like to do? Goodbye.

Pretty cool. I love that. And so when you're when century link is packaging these up and they're sending them to decision makers and their target accounts, does it come alongside? You know, I would imagine some sort of piece. That said, you know, that gives them an idea of what all they can ask. Absolutely okay. You know, Alexa is another touch point in your marketing campaigns and your sales prospecting strategy, and it's got a card in there that's got the ten questions to ask, because they're trying to guide them through an experience yeah, and, by the way, marketers, we've got rich analytics and bat tricks on the back end of this stuff, so that can tell you how many people, how long they spent, what are they asking, even down to the ABM who is asking this stuff, and then we feed that into a sales rep right. Let me give you another quick example of how you can get product and service Info and then give...

...you know, some information and have a salespersonal reach out. Alexa. Start Tesla. Welcome back to Tesla. I can give you contact info for a storm near you or schedule a test drive. How many I help you tell me about the roadster. ROADSTER is the quickest car in the world, with record setting acceleration. Everybody wants before let's up schedule a test drive. What date do you want to schedule? Tomorrow? What time do you want to schedule? Nine Am. What is your name, Bob? What's your last name? STOLESBURG. What's your phone number? Three one four, three hundred and ninety seven two one hundred. So you want to schedule a test drive on to seven fourteen, to two thousand and seventeen at nine o'clock for the roadster. Your name is Bob. Stoltzberg, and you can be contacted at three one hundred and four, three and ninety seven, two, six hundred...

...and two. Okay, yes, thank you for scheduling your Tesla test drive. Goodbye. That's incredible. In your very old Tesla. That is how we are going to interact with our brands. Yeah, the future. Now, I love it. And so you. You mentioned to me that Channel Partners, you know, folks are on the on the partner sales team, are using this. Direct sales teams are using this, they're using this at trade shows to create experiences at the booth. So many use cass for doing something like this and it adds value. I was at the reinvent Amazon's Fiftyzero Person Trade Show and Vegas two weeks ago. Century Link had a premier sponsor food and they put an echo show that ran their skill which is optimized to have multimodal visual and voice experiences, and it was like it was a mob to a plane they brought in put traffic and the people that work the booth...

...said, you know, this was a great experience. People didn't know that we did things like this. It showed our innovation and differentiated us and it just made it easier to have a conversation, because you know, we're not just like trying to look at a tear sheet. We'll ask questions and engaging. So having your own Alexa skill gives you added Roy you incorporate it in your trade shows and boots, and also it's another tool and your sales teams bag to make a didn't impact and differentiate. Yeah, I think it's I mean from a different chasing standpoint. I think it's huge and now is the time to jump on it. Before you know, all of your competitors are doing it as well. I really appreciate you sharing this with with this, Bob, this has been since has been incredible for me. I wouldn't have even thought about using an Alexa skill from an ABM perspective, but that's absolutely genius. If somebody listening to this, they want to stay connected with you, BOB, or they want to learn more about voice xp, what's the best way for them to go about doing that? It's so simple. Team...

...just email sales at voice xpcom. You know, we're so proud to be the pioneers of this. We're the ones that exclusively offer this. We've done this for many large enterprise, customers and brands, and we'd love to help your audience adopt voice, navigate this gauntlet and share our best practices and experience of doing this over the past year. You know, we are not a branding and marketing company. We are a software company that is focused on voice and we work with our customers to implement their visions and execute this stuff quickly. I love a Goo to roll out something like centralink hast does not take long and it's immediate Roi just email sales at voice xpcom. We would love to help you pro love it awesome, bable. Thank you so much for your time today. Again, this has been fantastic. I really appreciate it. Our pleasure. Thank you, James. If you've been getting valued from...

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