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,...
According to an IDC report, Commvault’s data backup, recovery and access solution has helped its customers in average to reduce hardware & software costs by 44% and 62% reduction in annual unplanned downtime. The potential revenue growth for Commvault is huge as...
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...
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...
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...
