Tegile, a Western Digital brand, makes all-flash and hybrid storage arrays that help organizations accelerate their infrastructure, simplify storage management, and reduce costs by consolidating all of their workloads onto a single flash platform.
As a startup, Tegile needed technology installation data (technographics) on its prospects because its incumbent competitors had decades-long, dedicated customers, who would only consider a startup if it met a technological need that the incumbent could not. Technographics helped Tegile identify and maintain a laser focus on the companies who were best served by their solutions, namely organizations with a technological need for hybrid or all flash across multiple protocols.
Now that Tegile is part of Western Digital, they can have have a conversation with anyone, but technographics is still a key part of their outreach strategy. Today, Tegile’s challenges are to close opportunities faster and to sell into higher-yield accounts. Seamlessly integrating technographic data into Salesforce so that it’s available for target market assessments, competitor and alliance reports, SDR pitches, and more, is a key part of that strategy.
According to Tegile’s Global Marketing Ops Manager, James Schoensiegel:
“Tech install data from HG Insights helped us identify accounts with the right technology profile for our solutions. As a result, we can now identify the accounts that are 64% more likely to turn into closed/won revenue for us. HG Insights’ seamless integration with Salesforce also enabled us to access and act on the data in real time so that we can take advantage of opportunities the moment they arise.”
- Tegile Case Study: get a quick snapshot of how Tegile uses technographics to deliver more predictable results.
- Tegile Webinar: see how Tegile uses technographics to to understand who to target, develop SDR pitches, select the right alliance partners, score accounts, and more in this in-depth webinar you can watch on-demand.