Highly accurate datasets, IT Org Charts unlock more opportunities for Confio technology sales reps
VANCOUVER, Wash., September 5, 2013 – Confio Software, makers of the award-winning Ignite database performance monitoring tools, is rapidly growing and expanding its market share globally. Because of this growth, the company’s sales managers needed to gain efficiency in their outbound sales and gain direct access to top IT decision makers.
To meet this challenge, Confio turned to DiscoverOrg, a three-time Inc. 500 recipient and provider of marketing and sales intelligence tools used by the top IT vendors in the country. By leveraging DiscoverOrg’s Enterprise, Mid-Market and SMB datasets and its IT Org Charts, Confio saw its sales increase 15 percent in the first year while realizing a 30 percent gain in sales efficiency.
DiscoverOrg enabled Confio’s technology sales reps to bypass gatekeepers and get in direct contact with those who have the authority to approve IT purchases. Additional details about Confio’s success story can be found here.
Another deciding factor for Confio in choosing DiscoverOrg over an incumbent competitor was its contact location mapping feature. This allows reps in the field to see a visual representation of where IT sales leads are in a given area and be more efficient and effective in terms of setting up technology sales calls.
“Because IT sales require a very complex sales process, it’s critical that reps identify all the stakeholders involved in the buying decision early on in the sales cycle,” said Jon Freeman, Vice President of Worldwide Sales and Service for Confio. “This is not an easy task as corporate hierarchies often prevent sharing this kind of vital information. With DiscoverOrg our reps can forge direct access paths to the right decision makers without working through complex internal structures.”
Other benefits realized by Confio with DiscoverOrg include:
- 25% of the contacts initiated by Confio’s sales reps were the result of using DiscoverOrg
- The IT Org Charts helped Confio sales reps identify key decision-making personnel at both existing and new accounts, and book more appointments with them.
- Confio reps were also able to expand their reach and footprint within existing and new accounts using the IT Org Charts.
“Due to the highly competitive nature of IT sales, reps need every advantage they can get to surface opportunities, find the right contact, book time with them and close the deal,” said Henry Schuck, co-founder and Chief Revenue Officer of DiscoverOrg. “Because our datasets provide unmatched accuracy – 98 percent have email addresses and 92 percent include direct-dial numbers – and our IT Org charts give a birds-eye view into a department’s reporting structure, Confio’s IT sales reps have been better able to overcome obstacles and meet with the right decision-maker at the right time.”
About Confio Software
Confio Software develops and delivers software that enables IT departments to respond to pressures created by the huge expansion of data under management, the move to virtual and cloud infrastructure and the proliferation of agile software processes. It does this by improving the process of managing database performance for teams of developers, database administrators (DBAs) and management. Its main product, Confio Ignite™, is used to improve service delivery for systems based on Microsoft SQL Server, Oracle, IBM DB2 and SAP Sybase databases, running on VMware virtual servers as well as conventional platforms. For more information, visit www.confio.com.
DiscoverOrg is the leading marketing and sales intelligence tool used by the top IT vendors, staffing companies and consultants targeting IT departments of Fortune-ranked, Mid-Market and SMB companies in North America. Offered in the form of a constantly refreshed database, DiscoverOrg specializes in mapping out the IT org charts of 15,000 companies complete with verified email addresses, direct-dial phone numbers, reporting structure, IT project updates and technology installed base. Each of the 225,000+ IT decision makers in the DiscoverOrg database are updated and refreshed by the company’s team of 100+ in-house researchers at least once every 90 days, enabling customers to reach the right person at the right company with the right message at the right time. For more information, please click here.