“When it comes to my return on invested dollars with DiscoverOrg, it has to be about sixty times over. These are sales we would not have made without DiscoverOrg.”
Showing 1-12 of 28 Case Studies
Deal IQ needed reliable, automated opportunity alerts and accurate contact data to identify, engage, and win more Fortune 500 target accounts at the right key moment in their buyer’s journey....
“The unique nature of our offerings mean we’re targeting businesses that check very specific boxes,” Donegan says. “Things like employee totals, revenue growth numbers, technology stacks used – now we can search, filter, and save by these parameters and truly identify our targets and territories.”
“Searching data is all about effectiveness and efficiency. We get both with DiscoverOrg.” -Brian Lamendola, Senior Research & Knowledge Management Lead
Vectra needed more accurate data to confidently power its prospecting activities and drive planned growth into new territories, without wasting hours each day slogging through manual, time-consuming research and unreliable information.
“DiscoverOrg’s data lets us see our accounts from an organizational hierarchy level,” explains Fang-Fang Fei, Account Development Manager at Folloze. “Who are the key decision makers we need to talk to, and where do they sit in the organization? Now, we can map our outreach.”
Marketing-qualified leads (MQLs) grew 30% the quarter after fully implementing DiscoverOrg. And the Bonfyre sales team has slashed their account research and selection time by 50%, while drastically improving prospect quality.
DiscoverOrg was able to help Mendix improve their MQL-to-Opportunity rate by 14x, boosting it from barely 2% to well over 28%. This has allowed Mendix to not only win more deals, but to shorten its sales cycles and win more often.
“We need to determine all potentially compelling events that give us a reason to engage with stakeholders,” says the Senior Director of Sales Development at Demandbase. “We can do that with DiscoverOrg.”
MindTickle needed more reliable, in-depth organization charts and contact information to break into large enterprise accounts quickly and reach all key stakeholders and decision-makers as part of an account-based marketing (ABM) strategy.
This quartet of IT case studies demonstrate how sudden, ubiquitous access to sales intelligence makes it easier than ever for start-ups and mid-sized companies to disrupt established industries and displace legacy vendor relationships.
The Coit Group builds client dream teams, but as it transitioned from inbound referrals to targeting select prospecting accounts, it was having trouble building out its own Account-Based Marketing (ABM) strategy.
Zenoss relied heavily on DiscoverOrg to append their targeted 2,000 accounts as they embarked on ABM and found DiscoverOrg operated more as a partner than provider.