Challenge Citrix was looking for a data-driven way to make decisions between different sales and marketing strategies and programs. For strategic planning, they needed more granular business intelligence to help them see where market opportunities existed and optimize their sales territories. Day to day, they also wanted a way to quickly prioritize which accounts to
Unity was looking for a way to leverage online advertising for its ABM program in order to generate demand, nurture prospects and drive revenue growth across its gaming and non-gaming verticals. However, the targeting capabilities in advertising platforms such as Facebook, Twitter, and LinkedIn, were too broad making it challenging for Unity to penetrate its
Kimble, the only leading software vendor that focuses exclusively on professional services automation (PSA), advertises on LinkedIn to promote thought leadership content, special events, and educational webinars. In order to increase engagement rates and speed up campaign launches, Kimble was looking for an easy way to precisely target companies matching their ideal customer profile (ICP).
Alfresco had a rudimentary way of selecting accounts for its sales and marketing teams. In summary, they selected accounts using general firmographic criteria and revenue data. This meant marketing targeted their outbound toward accounts with large revenue sizes, while sales used time-intensive phone or desk research to qualify them. Alfresco needed a way to prioritize
According to an IDC report, Commvault’s data backup, recovery and access solution has helped its customers reduce hardware and software costs by 44%, while also reducing annual unplanned downtime by 62%, on average. The potential revenue growth for Commvault is huge as there are thousands of companies worldwide who could benefit from similar savings and
In just a year, Rubrik has more than doubled the size of its enterprise sales team. Prior to this growth, Rubrik assigned sales territories based on a set number of accounts matching a specific annual revenue size. However, without a deeper level of insight, it was difficult to create equitable territory assignments or know which
Equinix was looking to aggressively grow its business by focusing on 15,000 accounts they knew would benefit from its global interconnect platform. They had a strong value proposition, but in order to prove it they needed the right tech and IT spend intelligence to tailor their approach. Critical pieces of the puzzle included insights into
As a small startup who specialize in delivering unique digital experiences to corporate clients, 27partners needed a way to find the right prospects for its solutions. Their ideal customer profile (ICP) consisted of companies with a specific configuration of hardware and software, a certain level of budget spend in the software virtualization market, and an
The ability to provision, administer and secure multiple SaaS applications from one central location using BetterCloud software is a tremendous value to IT managers. BetterCloud knows that the more SaaS products IT has to manage, the more valuable their solution becomes to both the IT managers they serve and their own bottom line. For example,
See how Tegile uses technographics to identify accounts that are 64% more likely to turn into closed/won revenue
