2020-2021
UX, UI, Product Design
UX/UI Lead
Scopify.ai was created for sales teams, marketing teams and executives looking to book more qualified meetings. Scopify.ai curates, personalizes, and presents leads with AI and machine learning technology.
Wasted productivity and budgets in B2B sales and marketing.
An AI powered automation platform that aligns demand and inside sales to close more deals in the B2B space.
UX research
UI/UX design
User testing
Initial research focused on better understanding users' needs related to acquiring B2B customers and lead generation practices.
What current solutions exist that serve the top of funnel in the sales pipeline?
How much productivity and money is wasted on inefficient sales processes?
What are the pain-points that marketing teams face?
What are the pain-points that sales teams face?
A positioning matrix was constructed to identify our competitors' strengths and weaknesses to inform Scopify's design that will provide a superior experience for the users in this product landscape.
A series of in-depth interviews were conducted with 10 participants to further identify pain points, frustrations, and needs with existing methods to determine how Scopify could improve this experience.
Existing lead scoring systems are not aligned to account the complexity of the company’s selling process.
Marketing campaigns are account specific – marketing is creating content that is not being consumed.
Sales specialists are not connected to all decision makers in the account they are trying to close.
Complex hand offs – Marketing –> BDR –> SDR. Sales spends too much time looking for information.
Low conversion rate from MQL’s to SQL’s. Sales is spending more time qualifying leads that come from Marketing than closing.
Sales Teams want a lead-scoring solution that is transparent to how they are sourced.
A journey map was created to place some market research into context. Real numbers and percentages are shown to reflect pain points at every stage of the sales pipeline.
After conducting research, all the findings were synthesized to identity themes, opportunities, and features that Scopify could focus and improve upon.
A series of 3 personas were defined based on the data collected to help drive design decisions and keep the product focused on solving users pain points, frustrations, and their goals.
Insights from the discovery stage are reframed into opportunities in the sales and marketing problem space through HMW statements. These were then mapped to a user journey to draw connections.
Structuring ideas through prototyping and mock-ups based on the feedback and insights gained from research and analysis.
The primary user flow is the process of prospecting, intelligent messaging, and booking a meeting. The information architecture was informed by multiple card-sorting sessions with prospective users.
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A few rounds of solution sketching followed by a low-fidelity prototype was created to iterate upon. Using the feedback and insights gained from these iterations, the prototype is continuously improved upon.
A style guide was built to serve as the one source of truth for all design and creative initiatives. They are categorized into Primitives, Iconography, and Components.
Scopify assists users in identifying and engaging with their ideal customers using proven lead generation strategies and criteria to close more deals.
Browse leads based on your company's ideal customer profile. Pre-qualification is done by Scopify's data intelligence such that the user only sees the most relevant leads.
View a lead's information of their Budget, Authority, Needs and Timeline to determine if they are a good fit for collaboration.
Kickstart the outreach process! Authority Intel provides detailed information for each decision-maker so you can plan your approach.
Send your outreach message through the Scopify platform to book an initial meeting with your Decision Maker. Close the sale!
Provide feedback on the decision maker and the lead information. Through machine learning, the quality of the data provided will be improved.
50 sign-ups in 3 months after launch
Higher rate of closed deals for sales teams that use the Scopify platform
Users found a higher degree of project alignment with their companies
When introducing a new product to the market, the strategy was to launch and bring the product to the market as early as possible. By getting the product in the users hands, initial assumptions can be validated, and the user feedback loop can be started. Launching the Scopify.ai platform with this strategy allowed for immediate adjustments and optimizations to the product - such that more value can be brought to the users.
A 'lite' version of the Scopify.ai platform is currently in development to cater to the unique use cases and needs of mobile users.
