Ayehu: Case Study

Ayehu Saves Time, Budget, and Increases Conversion Rate 200% Using DiscoverOrg

DiscoverOrg Case Study: Ayehu

Client: Ayehu
Location: Palo Alto, California
Industry: Cybersecurity

The Challenge

Ayehu needed a much faster and less resource-intensive way to compile data about prospect accounts, without burning through its marketing budget on staff, hours, and dead ends.

The Solution

  • DiscoverOrg Mid-Market IT Dataset
  • DiscoverOrg Enterprise IT Dataset
  • DiscoverOrg European IT Dataset

Benefits

  • Improved conversion rate 200%
  • Increased prospecting velocity
  • Received more complete, accurate, in-depth, up-to-date market data than ever
  • Enabled an efficient account-based marketing strategy

The Customer

Ayehu, ayehu.com, is a leading provider of IT Process Automation & Orchestration solutions for IT and Security professionals to identify and resolve critical incidents and enable rapid containment, eradication, and recovery from cybersecurity breaches.

The Challenge

With such a rapidly changing security landscape, every second counts for Ayehu. Whether prospecting, segmenting, or finalizing deals, time is quite literally money for the tech company. But with the incomplete or out-of-date market data Ayehu was relying upon, it was stuck using inefficient prospecting methods and wasting marketing resources on incorrectly segmented leads. Ayehu was manually researching accounts, attempting to build its own organizational charts from scratch, and making guesses at potential client pain points. With a high-performance product offering, Ayehu needed data that could keep up with – and grow – its business.

The Solution

Ayehu selected the Mid-Market, Enterprise, and European IT datasets from DiscoverOrg. Instantly, Ayehu got access to the most complete, accurate, and in-depth market intelligence data in existence. Ayehu could now see exactly which stakeholders and decision makers influenced deals within accounts, what technology and solutions clients already used or didn’t use, and how to directly connect with every manager, director, and executive officer they needed to.

Complete organizational charts that used to take a day’s 8-hour work to compile now take just minutes, increasing prospecting velocity. Additionally, Ayehu can now much better granulate the leads going into its CRM, dividing by parameters like technology owned, project task, budget, position, company size, and more, effectively doubling its prospecting success and resulting in a 200% increase in conversion rates. “DiscoverOrg is always adding data, constantly improving its interfaces, it has great notifications and alerts, and it’s highly accurate,” raves Michael Udasin, Ayehu Enterprise Account Manager. “If I had to choose all over again, I’d choose DiscoverOrg,”

Business Benefits

  • DiscoverOrg’s highly accurate and continually updated system has increased Ayehu’s prospecting velocity by slashing the time reps spend researching potential accounts through manual efforts and wading through incomplete or out-of-date market data.
  • DiscoverOrg’s highly detailed IT Org Charts propelled a 200% increase in conversion rates by allowing the strategic targeting of deal influencers and technology owners coupled with direct contact information.
  • DiscoverOrg’s actionable Triggers give insight into potential client pain points and enable Ayehu to get their foot in the door, at the right time, with the right message.
  • With DiscoverOrg’s wide variety of data segmentation points, Ayehu is able to granulate the leads going into its CRM and execute an efficient account-based marketing strategy.
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© 2017 DiscoverOrg, All Rights Reserved
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