AI QSA for SolutionVue The new AI QSA module for SolutionVue provides simple, selfguided discovery across high-demand AI areas including self-service chatbots, quality management, agent assist and coaching, among others. The tool eliminates time waste and guesswork during sales conversations and aims to quickly match customers’ short-and long-term needs with certified Telarus suppliers. “AI QSA contains a dynamic wizard questionnaire,” explained Telarus senior vice president Nate Juraschek. “Unlike many of the other surveys in this space, the tool actually changes the nature of all the questions that populate as you fill it out, based off of answers to previous questions.” After walking the customer through a short 10-minute questionnaire, the technology advisor receives a detailed summary containing expert research into the available technologies and suppliers. For the first time, SolutionVue now also offers unique Telarus perspectives along with each supplier recommendation. This way, advisors can explain why each recommendation is a potential fit. The AI QSA generates suggestions from a vetted supplier list and best practices from the company’s in-house team of AI subject matter experts. So while the tool only takes roughly a minute to produce each custom report, the results are based on years of deep research and insights around all of the various technologies and suppliers. How AI QSA Supports Technology Advisors Some technology advisors may feel apprehensive about using automated sales wizards that attempt to streamline customer conversations. But with the AI QSA module, advisors retain complete control over the output document and customer experience. The wizard produces a fully customizable Word document with a prioritized action plan, which advisors can edit before sharing with the customer. If needed, the advisor can adjust the document to reflect what they think the supplier conversation should look like. In addition, both the output document and guided wizard can be white labeled with full branding and messaging. “The output document helps guide the next part of the sales process, which is twofold,” Juraschek explained. “For example, after going through the questionnaire you can have a conversation with the customer around all the different suppliers and recommendations that are available. Or the customer can just hand their questionnaire off to a supplier. This saves everyone time and provides the customer and supplier with more relevant information.” Most importantly, the AI QSA helps advisors ask the right questions during AI consultations. When engaging with customers, it’s common for advisors to realize that topics around AI are much larger than they originally anticipated. “There are a lot of questions that a tech advisor may not think to ask in a qualification discussion with a client,” added Telarus senior director of product marketing Nick Ochoa. “The QSA questionnaire gives the advisor a roadmap for questions that uncover the client’s needs. It takes a lot of guesswork out of figuring out what to focus on.” Furthermore, technology advisors can use AI QSA reports to improve their overall subject matter expertise and become more competitive. Reports can be shared with team members or used to create knowledge bases and training materials. “The AI QSA provides the instantaneous, actionable guidance that give tech advisors credibility in their client conversations and advances the sales process more quickly,” Ochoa concluded. “And over the long term, it helps to complete increasingly complex deals where there are more stakeholders. In that context, the solution can offer great value.” o AI QSA is now available to all active technology advisors through the Telarus Agent Back Office, a management application with more than 4,000 users worldwide. How well do SMBs understand AI? SMB Owners SMB Employees How well does you understand AI? Very well 37.33% 18.82% Somewhat well 48.9% 53.53% Not well 13.77 27.65% How well does your team understand AI? Very well 37.52% 21.76% Somewhat well 46.11% 50% Not well 16.37% 28.24% Source: Cox Business SMB owner and employee surveys, 2024 How comfortable are SMBs with using AI in their businesses? SMB Owners SMB Employees Very comfortable 42.32% 26.47% Some comfortable 43.31% 49.02% Not comfortable 14.37% 24.51% Source: Cox Business SMB owner and employee surveys, 2024 23 JULY - AUGUST 2024 | CHANNELVISION
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