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    Audience Expansion and Discovery – Regie.ai

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    Regie Auto-Pilot Agents work around the clock to engage with untapped segments of our customer’s markets.

    A stand-out feature of Auto-Pilot is Audience Expansion & Discovery, in which the Agent can build our customer’s lead lists while also looking for more audiences to expand into.

    What is audience expansion?

    Audience expansion is a replacement for the work SDRs to do to find either new contacts in the accounts they are working, or new accounts that contain prospects like the ones you sell to already.
    Working to find new contacts when there are existing assigned accounts is typical of Account-based Marketing (ABM) or Account-based Sales, where accounts are assigned and the sales team works within those.

    When and where should you apply it?

    Any outbound motion should have audience expansion. The numbers are not on the side of people who say they have the contacts, unless they have a large ops team constantly getting new data, and following the sales team as they prospect into new accounts, new personas, new geos.

    What logic does Regie Agents use to decide who to discover and engage?

    For discovery and audience expansion, Regie uses the domain or website from the account record in Salesforce, not the account name, to discover more contacts for audience expansion.

    Currently, Regie takes the connected list of accounts and randomly selects 200 accounts from the list each day. It then searches the Regie Database for all of the relevant contacts at each account that match a persona card and are eligible (good email, etc.) it will then add them into Regie based on the settings (if they have daily add limits etc.).

    Important Note:

    There is no exclusion from previously searched or logic to "waiting to search that account again". The same account could get searched every day and another account could take a month to get searched - although this is statistically unlikely.

    How do job titles work for Audience Expansion from Persona Cards?

    The audience expansion matching is "exact substring match". So if you add "director, software engineering" into the job titles of a persona card Regie will find:

    • director, software engineering
    • senior director, software engineering
    • director, software engineering productivity.

    It would not find:

    • director, software eng.

    However, for common job abbreviations ( ex: Sr or VP) we will automatically expand Sr to Senior.
    So if you typed Sr director, software engineering into the job titles of the Persona Card Regie would find:

    • Sr director, software engineering
    • Senior Director, Software engineering.

    2 Use Cases for Audience Expansion

    • Discovering New Contacts and Accounts - Regie discovers both net new companies and individuals
    • Discovering New Contacts within existing Accounts

    Additional Notes:

    • Salesforce (SFDC) Account = Domain used to identify all prospects in our data set
    • All prospects identified by Audience Discovery are matched to personas
    • All matched personas are checked against existing aliases
    • Existing alias = do not import new prospect AND do not sequence
      • Not existing alias (but meets persona requirements) = added to Regie, Salesforce CRM, an integrated Sales Engagement Platform (SEP) and sequenced

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