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 accounts more efficiently to align the efforts of sales and marketing, and achieve results.
Alfresco is now using technographics from HG Insights to score their accounts and achieving much better results in the process.