DiscoverOrg Helps Avecto Sales Reps Reallocate 60% of Their Time from Research to Selling
Triggers, IT Org Charts, access to good data prove valuable assets for the Avecto sales team
VANCOUVER, Wash., November 26, 2013 – Avecto, a leading provider of privilege management software, found that its sales reps were spending up to 25% of their time researching opportunities, an inefficient approach that took away from time actually spent selling. Even with all this time spent researching, Avecto’s reps still didn’t have good data on prospect accounts.
To solve this problem, Avecto turned to DiscoverOrg, a three-time Inc. 500 recipient and provider of technology sales and marketing intelligence tools used by the top IT vendors in the country. In 2013, Avecto’s sales reps have been able to reallocate 60% of their time from research to selling, thanks to their use of DiscoverOrg’s Enterprise, Mid-Market, SMB and Government and Higher Education datasets, as well as its IT Org Charts and Triggers. You can learn more here about the business benefits Avecto realized from using the DiscoverOrg solution.
Each DiscoverOrg dataset provides highly accurate, up-to-date contact information, with 98% including email addresses and 92% having direct-dial phone numbers. This means Avecto sales reps have good data which is continually refreshed, allowing them to connect directly with decision makers, not gatekeepers.
Ways DiscoverOrg has benefitted Avecto include:
- IT Org Charts provide a detailed view into the reporting and decision structure within the IT departments of target accounts.
- Triggers include alerts of buying signals like executive moves and pending projects
- A location mapping feature allows reps in the field to see a visual representation of prospects in a given area and to set up sales calls more efficiently and effectively, saving Avecto time and money
- A native integration with the Salesforce Platform lets reps maintain a familiar workflow while accessing good data on key IT personnel, real-time buying signals and up-to-date organizational structures.
Armed with these powerful tools, Avecto reps can now walk into a sales meeting with the right decision maker, presenting a tailored offering that meets the company’s immediate needs.
“DiscoverOrg has increased the sales teams’ satisfaction because reps now waste far less time doing research and more time selling,” said Ben Audley, Vice President of Sales, Americas for Avecto. “This has a double benefit as people are generally more successful at their job when they’re happy doing it. DiscoverOrg also provides richer data than our reps could find on their own.”
“It’s exciting to see how leading IT companies like Avecto are able to increase the effectiveness and performance of their sales team using our highly accurate datasets and powerful sales intelligence tools,” said Henry Schuck, Co-Founder and Chief Revenue Officer of DiscoverOrg. “We do all the heavy lifting of research so all the reps have to do is line up opportunities and do what they do best-sell.”
Avecto is the leader in Windows privilege management, helping organizations to deploy secure and compliant desktops and servers. With its award winning Privilege Guard technology, organizations can now empower all Windows-based desktop and server users with the privileges they require to perform their roles, without compromising the integrity and security of their systems.
Companies of all sizes rely on Avecto to reduce operating expenses and strengthen security across their Windows-based environments. Our mission is to enable our customers to lower operating costs and improve system security by implementing least privilege. Avecto is building a worldwide channel of partners and system integrators and is headquartered in Manchester, UK.
DiscoverOrg is the leading sales and marketing 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 16,000 companies complete with verified email addresses, direct-dial phone numbers, reporting structure, IT project updates and technology installed base. Each of the over 260,000+ IT decision makers in the DiscoverOrg database are updated and refreshed by the company’s team of 80+ in-house researchers at least once every 90 days, enabling customers to reach the right person at the right company with the right message. For more information, please visit DiscoverOrg.com.