The Customer

Vectra, a San Jose-based cybersecurity company, is changing the way information assurance teams protect their most sensitive data by applying powerful artificial intelligence (AI) in the fight against cyber attackers. With its revolutionary machine learning platform, Vectra provides “security that thinks,” and was named a Visionary in the 2018 Gartner Magic Quadrant and a 2018 Global Excellence Award winner by the Info Security Products Guide.

The Challenge

Vectra knows data better than anyone. It has won multiple awards for its innovative use of AI to defend large enterprises’ data against threats and cyberattacks.

But data was also Vectra’s largest challenge. Vectra struggled with prospecting confidence, its talented team wasting hours each day on the “grunt work” of target account research like tracking down contact information, manually verifying it, and trudging through the time-sapping scourge of wrong numbers and email bounce backs.

As a result of this inaccurate and incomplete data, Vectra missed out on several promising growth opportunities, and the rest of its expensive tech stack – which needed reliable data to add real value – was failing to deliver the ROI Vectra expected.

In need of a different kind of data security, Vectra enlisted DiscoverOrg.

The Solution

To support Vectra’s territory-specific, prioritized plan of attack, DiscoverOrg delivered its Global IT Data, which includes North America, Europe, Australia, New Zealand, Asia & Middle East, providing not just the most accurate, in-depth, and up-to-date prospecting data in the world, but DiscoverOrg’s powerful suite of search and targeting tools.

“Not only is our data hygiene vastly improved, but we can create advanced search criteria for specific campaigns,” says Derek Eid, Manager of Global Territory Development at Vectra. “DiscoverOrg Research Requests let us submit a prospecting query while we continue to do the valuable parts of our jobs, and 4 hours later, like magic, we get the enriched data. And the Like Accounts feature automatically suggests similar accounts to our ideal target. Then, we can bring all this data into Salesforce with ease.”

And that ease of integration is what adds real value for Vectra. “DiscoverOrg is embedded in all our workflows and processes,” Eid says. “We use it to enrich, qualify, and engage with every lead across all of our inbound and outbound sales efforts.” Thanks to DiscoverOrg’s native integration with Salesforce, Vectra is able to target, manage, and expand its accounts based on its existing territories.  Its inbound leads (like trade shows and form submissions) are instantly enriched with DiscoverOrg prospecting data like company size, relevant contacts, technologies owned, and more.

Vectra is using DiscoverOrg data to plan and execute further expansion and growth into Europe and Asia.  Specifically, DiscoverOrg helps Vectra make educated decisions based on hard data like territory and average account size to quickly plan out new regions.

“We’re getting higher returns on our existing technology investments, and we’re seizing more growth opportunities due to our confidence in the accuracy of DiscoverOrg’s data,” says Eid.

Today, each of Eid’s team of 15 global Vectra SDRs saves an estimated 3 hours every day of additional productivity thanks to DiscoverOrg’s prospecting ease-of-use. And Vectra has big growth plans in mind.

“We’re currently hiring, and reps have literally told me they accepted our job offer because we use DiscoverOrg,” Eid says. “It saves them that much time, and improves their chances of hitting their quotas that much more.”

Prospecting confidence, higher returns, and more growth opportunities. That’s the power of accurate data. That’s the power of DiscoverOrg.