“I have worked in IT sales and marketing for more than 14 years, and I have never witnessed response rates anywhere near what we’ve seen with DiscoverOrg.”
– Bryan Lambert Director of Channel Sales at RealLinx

The Customer

RealLinx provides managed broadband, voice, security and hosting solutions at affordable prices to a broad range of clients – from small businesses to Fortune 500 companies. Founded in 2002 and based in Austin, Texas, RealLinx offers services including xDSL, T1, Bonded T1, DS3, OC3-OC192, Ethernet Over Copper, Gigabit Ethernet, SIP Trunking, PRI, Managed Hosted VOIP PBX, and fully managed Unified Threat Management (UTM).

The company’s customers include everything from privately held businesses with little name recognition to industry giants like SAIC, CSC, Stanford University, the New Jersey Devils, EchoStar-Dish Network, Kimpton Hotels, Goodwill Stores and The Salvation Army.

The Challenge of finding fresh IT Sales leads

RealLinx’s primary revenue acquisition strategy had not changed in more than eight years. And the volume of leads it was getting from paid lead sources such as BuyerZone, Broadband Locators and Velocify (formerly Leads360) was diminishing quickly to the point that they could no longer sustain the company’s growth goals.

RealLinx needed to find a reliable new source of fresh leads among its core audience of IT sales executives. Just as important, the company needed to find a way to uncover additional IT sales opportunities with in its customer base.

The Solution

RealLinx selected DiscoverOrg’s entire database, including its Enterprise, Mid-Market, and Government and Higher Education datasets. With DiscoverOrg’s IT Org Charts, which come with every dataset, RealLinx gained an extensive profile of the organizational and reporting structures of more than16,000 IT and finance departments. This helped RealLinx not only efficiently identify IT decision makers but also learn about a company’s IT infrastructure and deployed technologies.

“Being able to pull up an IT Org Chart on a current customer or prospect is a game changer for us,” said Bryan Lambert, director of channel sales for RealLinx. “We’re now able to see who reports to whom and where other opportunities lie within our target accounts.”

DiscoverOrg’s highly accurate data features 95.5 percent direct-dial accuracy, 98 percent confirmed emails and a guarantee that its data is verified at least once every 90 days.

“I have never seen data quality equal to that provided by DiscoverOrg,” Lambert said. “I’ve used many of the leading data providers and DiscoverOrg is hands down the most valuable solution in the bunch.”

RealLinx maximized the benefits of DiscoverOrg’s email accuracy right away. After uploading contacts in to salesforce.com for companies in the same vertical industries as its customers, RealLinx launched an email campaign leveraging its success with market leaders to establish credibility and spark interest among targeted prospects.

Like all DiscoverOrg customers, RealLinx had access to DiscoverOrg’s team of 85 research analysts dedicated to updating and augmenting data. Lambert found DiscoverOrg’s service unmatched. “Imagine getting an email bounce, emailing the rejected message to DiscoverOrg’s research team, and within five minutes getting a response with the full contact information of the person’s replacement,” he said. “That’s exactly the kind of innovation that sets DiscoverOrg apart from other data providers. There is simply is no comparison.”

In addition, DiscoverOrg’s powerful Salesforce.com Connector made the extensive data transfer as easy as a click of a button.

The Results

RealLinx’s first email campaign using DiscoverOrg, aimed at 900 IT buyer contacts in the restaurant industry, resulted in nearly 300 human responses and five immediate sales opportunities. This was a significant accomplishment for a service provider with most of its customers bound to multi-year contracts.

More important, the email campaign took less than 30 minutes to set up and implement through DiscoverOrg for salesforce.com, and produced more than 150 warm prospects who agreed to additional contact. Many of those prospects also provided details of their current contract terms, major pain points with current providers, and services of interest for their next discussion.

For Lambert, who once worked for Hoover’s Online and Dun & Bradstreet, the success with DiscoverOrg was impressive. “I have worked in technology sales and marketing for more than 14 years, and I have never witnessed response rates anywhere near what we’ve seen with DiscoverOrg,” he said.

This background gave Lambert a unique perspective on just how powerful DiscoverOrg’s IT sales intelligence is and the impact it can have on a company.

“I enthusiastically and unreservedly recommend DiscoverOrg to any organization that wants to fundamentally change or augment the way it acquires new revenue,” he said. “DiscoverOrg will empower you to become independent and proactive in your acquisition and vertical expansion strategies, enable you to engage prospects on undiscovered opportunities, and help you establish a huge lead on your competition.”