“With DiscoverOrg as our primary IT data intelligence provider, we now have a seamless, efficient and intuitive Salesforce.com integration system,”

– Mike Sorgenfrei, Director of Business Development for WatchDox

The Customer

WatchDox, www.watchdox.com, provides businesses a way to be more mobile and collaborative while reducing the risk, complexity and cost of sharing information across and beyond enterprises.

Unlike other file sharing solutions, WatchDox offers a document-centric security solution that allows enterprise organizations to access, share and control corporate data across the extended and mobile enterprise on various devices.

More than 500 organizations – including top-10 global financial service companies, government agencies and Fortune 500 companies – depend on WatchDox to protect their business-critical information.

The Challenges of Salesforce.com Integration

WatchDox found that even with the use of numerous IT intelligence service providers it still didn’t have enough accurate and useful information available for its sales team. “None of the data service providers we were using, and we’ve used them all, worked for what we needed,” said Mike Sorgenfrei, Director of Business Development for WatchDox.

WatchDox had some great leads delivered from marketing that were incomplete or difficult to decipher. Additionally, because the IT intelligence providers they were working with had inadequate Salesforce.com integration, WatchDox’s IT sales reps were forced to work outside their normal Salesforce.com-first business process. As a result, they found themselves spending too much time moving between multiple systems, and more time researching leads than closing deals, limiting both efficiency and productivity. “We needed an efficient system with great information that worked with – not against – how WatchDox runs its business,” Sorgenfrei said.

The Solution

WatchDox selected the Enterprise, Mid-Market and SMB datasets from DiscoverOrg because they provided not just a list of names but actionable business intelligence for its sales team. It found the DiscoverOrg datasets delivered unmatched accuracy, including the names, titles, direct dial phone numbers, verified email addresses and IT intelligence on the profiled companies. More than 98% of the email addresses in the datasets are verified, and 95% include direct dial numbers, making it far and away the leader in this category. The information in all DiscoverOrg datasets is completely refreshed every 90 days.

In particular, the powerful Salesforce.com connector is what really set DiscoverOrg apart from the competition. With one click of a button, WatchDox was able to seamlessly transfer any record as a lead or contact into Salesforce.com. While the connector transferred data, it would simultaneously search for and eliminate any duplicate records in both leads and contacts. This gave WatchDox the seamless integration capability it needed within an intuitive user interface.

WatchDox found it saved time and eliminated frustration by using DiscoverOrg’s Paste ‘n Go feature. They could now take marketing-generated leads and paste in their emails, and DiscoverOrg matched them to their database. This gave WatchDox missing information while also adding valuable data on reporting structure, IT org charts, technologies deployed and job responsibilities.

Perhaps one of the most time-saving features for Yallech and his sales team was DiscoverOrg’s automatic updating of leads and contacts. And with DiscoverOrg’s Scoops, they could immediately act on buying opportunities, increasing face time with decision makers and win rates.

“With DiscoverOrg as our primary IT data intelligence provider, we now have a seamless, efficient and intuitive Salesforce.com integration system,” Sorgenfrei said. “We also have significantly more direct-dial numbers and accurate IT org charts with more contacts for my team to go after. No one else offered us a complete package with all these features and benefits.”

The Results

DiscoverOrg’s IT org charts have given Sorgenfrei’s sales team a much clearer picture of the reporting and decision-making structure in client and prospect accounts. As a result, they were better equipped to make direct contact with decision makers instead of relying on internal contacts.

Armed with this new intelligence, WatchDox has seen a 300% increase in outbound sales during its 2013 marketing campaign. Members of its sales team have been able to make good use of their marketing leads based on the high number of quality direct-dial numbers provided by DiscoverOrg.

“We needed a massive amount of direct-dial numbers because we run our business through Salesforce.com and by a direct-dial numbers game,” Sorgenfrei said. “Coming to DiscoverOrg allowed us to get the best direct dials and the most complete and accurate organizational charts through a native Salesforce.com integration. As a result, we’ve seen a dramatic increase in productivity for each sales rep.”

During WatchDox’s development phase, the company had little brand awareness, “so we needed to vindicate our solution by getting as many people on the phone so we could get as many eyes on our product,” explains Sorgenfrei.

Business Benefits

  • DiscoverOrg’s fully functioning integration with Salesforce allowed WatchDox reps to operate efficiently and productively like never before.
  • DiscoverOrg helped WatchDox significantly increase efficiency per rep and saw a 300% increase in outbound sales.
  • The IT Org Charts helped WatchDox sales reps identify key decision-making personnel at both existing and new accounts and book more appointments with them.
  • The IT Org Charts also helped WatchDox reps understand the mapping of the IT departments which allowed them to leverage contacts by asking for referrals to key IT decision makers.
  • DiscoverOrg’s Paste n’ Go feature gave WatchDox the ability to paste a lead’s email which would be matched in DiscoverOrg’s database and give them the leads name, direct phone number, reporting structure, IT Org Charts and responsibilities.