Customers Were in the Dark
For over 80 years, VELUX has transformed spaces by bringing natural light and fresh air in through skylights, roof windows and daylighting solutions. To help prospects explore design options, VELUX offered showroom tours, an app, and personalized renderings.
However, these strategies faced challenges. Geographic distance made showroom visits difficult, prospects were hesitant to download the app, and custom renderings took weeks, causing a drawn-out sales process. Additionally, with VELUX’s prior system, the sales team lacked the timely data and resources to engage marketing-sourced leads effectively, leading to missed opportunities.
Programs Marketing Manager, Allyzon Zook, expressed the need for change: “If we could spend less time writing the perfect sales snippets and use AI to create more VELUX-toned marketing messages, we could focus more on connecting with customers, analyzing sales insights, and quickly generating renderings.”
VELUX realized they needed a more efficient, personalized solution to empower their sales team and help customers envision their skylights with confidence.
A Window of Opportunity to Improve the Customer Journey with Breeze
VELUX decided to experiment with Breeze to accelerate the sales process and improve customer confidence. If they could help sales agents have richer interactions with prospects and deliver meaningful collateral, it would spark excitement for their products.
They leveraged Breeze Copilot’s image generator to create custom skylight visuals in just a few minutes, helping customers better understand how their space would improve. Prior to using Breeze Copilot, VELUX’s team used an external vendor that would render a high-quality image of the customer’s home, but this process would take weeks. Prospects and sales reps needed a quicker solution. That’s where Breeze Copilot’s image generation capabilities came in.
VELUX advisors gather details from prospective customers on how their homes look, to help create a simulation of how the space would look with skylights. They input specific keywords such as “small home office with skylights” or “bedroom with light blue walls and skylights” in Breeze Copilot (formerly ChatSpot), enabling the AI to generate images quickly. This streamlined the process, reducing wait times from 2-3 weeks to minutes, allows prospects to quickly visualize skylights in their spaces and keep the sales momentum going.
In addition to their marketing efforts, VELUX integrated Breeze Copilot into their sales workflow, providing a seamless solution for sales reps to handle tasks like drafting emails, researching customer data, and generating sales reports. By automating routine tasks, Breeze Copilot allowed sales reps to dedicate more time to customer interactions, enabling quicker, more personalized responses during conversations. This integration within Sales Hub not only boosted productivity but also reduced administrative burdens, allowing the team to focus on actively engaging prospects and closing deals more efficiently.
By leveraging a unified experience in HubSpot, sales teams gained enhanced visibility into marketing efforts. They could easily access marketing campaigns and gather valuable insights about their leads, enabling more personalized and informed conversations. With real-time access to lead data, sales reps were able to engage prospects with timely communications, improving overall engagement and effectiveness.
This strategic implementation of Breeze provided VELUX with an innovative edge, helping them engage prospects earlier in the customer journey and more effectively while enhancing the overall purchasing experience.
Breeze Copilot was easy to use and improved the customer journey with no lengthy onboarding or training for our sales people. Copilot provided immediate benefits for our team and customers, while ensuring customer information remained protected.
Customers Can See the Light with Enhanced Communications
The integration of Breeze revolutionized VELUX’s sales process, enabling the delivery of personalized visualizations to customers and account information to sellers with speed and precision. By using AI to provide tailored skylight renderings in minutes, VELUX empowered customers to make confident, informed decisions faster, resulting in stronger customer relationships and a more seamless sales experience.
Allyson joined us on stage at INBOUND '24 and shared that with Breeze, VELUX has achieved:
- Happier customers who have more confidence in their purchases through tailored skylight visualizations.
- More meaningful discussions with prospects, shortening sales cycles from weeks to just days. Cut down on room renderings by 420%; production went from weeks to minutes!
- Increased efficiency, as sales reps use AI-generated emails, quick information lookups, and reports to streamline follow-up tasks. They save an average of 15 minutes per report building and one week of marketing resource time.
- Empowered sales teams who work more autonomously and effectively with the support of Breeze Copilot’s customer context summaries and communication tools. The wait time between consultations was shortened from 15 minutes to 5 minutes.
VELUX has demonstrated how AI can transform complex processes into streamlined workflows. By automating tasks and enhancing efficiency, their team is now achieving greater impact with less manual effort. This innovation showcases the potential for AI to drive significant improvements across the entire customer journey in the manufacturing industry.
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