MindTickle: Case study

MindTickle Breaks Into ABM with Powerful DiscoverOrg Data and Integrations

Client: MindTickle
Location: San Francisco, California
Industry: Sales Enablement

The Challenge

MindTickle needed more reliable, in-depth organization charts and contact information to break into large enterprise accounts quickly and reach all key stakeholders and decision-makers as part of an account-based marketing (ABM) strategy.

The Solution

  • DiscoverOrg’s Marketing Dataset
  • DiscoverOrg’s Human Resources Dataset
  • DiscoverOrg’s Sales Dataset
  • DiscoverOrg’s C-Suite Dataset
  • DiscoverOrg’s CRM Application for Salesforce
  • DiscoverOrg’s Outreach Data Connector
  • DiscoverOrg’s Webhook for HubSpot

Benefits

  • 2X higher call connection rate
  • 3X more calls executed per day
  • Greater visibility into large enterprise accounts
  • Accurate, up-to-date, in-depth organization charts
  • Highly granular territory mapping
  • Robust ABM strategy cross-selling and up-selling opportunities

“We are now driving highly-targeted programs within our key accounts, and that’s thanks to DiscoverOrg.”

– Steve Reyes, Lead Generation Manager

The Customer

MindTickle, www.mindtickle.com, is an industry leader in sales enablement, providing a revolutionary end-to-end platform that offers robust and engaging solutions for everything from representative onboarding and training to ongoing coaching, feedback, and analysis. MindTickle recently received a Stevie® Award for New Product or Service of the Year, and was named a Top Sales Tool of 2017 by Smart Selling Tools for its user-friendly design and unmatched performance.

The Challenge

Fresh off being recognized with several prominent industry awards, MindTickle was ready to shift its prospecting activities to larger, more valuable enterprise accounts.

But despite offering one of the most advanced sales enablement solutions on the planet, MindTickle found itself struggling to connect with the right stakeholders and decision-makers within these multi-tiered, opaque organizations.

Unreliable market intelligence data meant MindTickle’s talented BDRs were wasting their valuable time trying to flesh out accurate organization charts and stakeholders’ roles, track down up-to-date contact information to connect with them in the first place, and navigate the time-sapping maze of dead-end phone transfer after phone transfer when forced to call into a single general HQ.

Further, MindTickle struggled to reliably identify new opportunities in specific territories due to unreliable and insufficiently granular data.

With time of the essence and a tremendous opportunity wasting away, MindTickle turned to DiscoverOrg for powerful sales enablement of its own.

The Solution

MindTickle selected the Marketing, Human Resources, Sales, and C-Suite datasets, as well as the Salesforce Native Application, Outreach Data Connector, and HubSpot Webhooks. Its teams instantly got access to the most complete, accurate, and in-depth market intelligence data and integrations in existence.

Not only did MindTickle leverage DiscoverOrg’s extremely broad range of non-IT datasets, gaining visibility into dozens of disparate industries, but it got powerful tools, as well. The Outreach Data Connector allows MindTickle’s team to export DiscoverOrg’s data to its SDR tool in one click, without the need to manually input data sheets.

The Salesforce Native Application provides access to DiscoverOrg’s platform directly within Mindtickle’s Salesforce instance, and matched all Salesforce records against DiscoverOrg’s data, automatically updating and verifying the former. The HubSpot Webhook instantly completes all incoming records as they’re created with full DiscoverOrg profiles, improving conversion and bounce-back rate, and accelerating lead scoring.

Now, MindTickle had the tools it needed to go after the big fish.

“We needed better data top-down and laterally into these large organizations,” MindTickle Lead Generation Manager Steve Reyes says. “DiscoverOrg’s organization charts and ability to match our personas is exceptional. The data is a BDR’s dream.”

And the results don’t lie. MindTickle’s team now enjoys a 100% improvement in call connection rate, and is able to make 3X as many calls per day thanks to DiscoverOrg’s ability to connect them to the right stakeholder, the first time, every time.

MindTickle’s biggest boost has come in prospecting and cross-selling.

“With DiscoverOrg’s data, our reps are able to understand who the key buyers are before ever meeting with the client. This not only shortens research time, but broadens our account understanding. We’re now able to get to all stakeholders more quickly, shortening deal cycles and increasing deal sizes since reps are able to reach out to buyers at multiple locations and regions,” Reyes says.

“The data has increased our number of opportunities within each target account. It’s a gold mine.”

MindTickle’s territories are healthier than ever before, too. “We can now align accounts within our territory mapping based on any number of multiple, granular factors, like revenue, employee counts, technology owned, and so forth,” says Reyes. Now, each one of MindTickle’s BDRs can truly maximize his or her potential with the least amount of waste possible, all while never missing an opportunity.

This has allowed MindTickle to enact a truly robust account-based marketing (ABM) strategy, touching each key decision-maker within an account with tailored content targeted specifically for them. “We can now run full ABM plays against all of our target personas within key accounts,” says Reyes. “My team finally has the air cover they need.”

More visibility, more opportunities, and more revenue? At DiscoverOrg, that’s what we call sales enablement.

 

View All Case Studies
logo
© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
logo