Case Study: IBM achieves $6.5M pipeline and 26% lead engagement with Conversica's AI Automated Sales Assistant

IBM’s mission to improve digital engagement

IBM needed to make its digital channels perform like its long‑established, in‑person sales organization: modernize a dated, heavily customized marketing platform and overcome a sales-team perception that digital leads weren’t “phone‑ready.” The challenge was to increase the rate of qualified, sales‑ready leads coming from digital programs while integrating digital engagement into IBM’s broader customer journey.

IBM deployed Conversica’s AI Automated Sales Assistant (virtual persona “Lindsay Adams”) to nurture and qualify digital responses. Results included engagement rising from 0.03% to 26% (18% qualifying as hot leads), 54 high‑value opportunities from ~6,900 leads worth $6.5M in pipeline revenue, improved confidence in digital lead quality, better measurement of media buys, and freed marketing resources for broader adoption.

IBM

Kevin Pollack

Head of IBM’s Global Email Marketing Practice