THE HUBSPOT SUCCESS STORY - … HUBSPOT SUCCESS STORY CHALLENGES Researching leads and accounts...
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Marketing and Sales Software Industry Software-as-a-Service Business Model Cambridge, MA Headquarters since December 2013 Datanyze Customer SARA DAVIDSON Marketing Operations at HubSpot Datanyze data has helped our sales reps quickly qualify inbound prospects and convert at a higher rate. The email alerts feature notifies our reps the day one of their accounts adds or drops specific technologies, and these accounts are 3x more likely to become opportunities. THE HUBSPOT SUCCESS STORY CHALLENGES Researching leads and accounts proved time-consuming, and our reps often had to curate disparate data sources to qualify prospects. For lead assignment, we lacked high quality web technology data to help get the lead to the right sales team quickly. Operationally, there was a missed opportunity to mine our large inbound database. Our reps weren’t aware when someone added a specific tech to their website, so they were unable to restart the conversation at the appropriate time. SOLUTIONS On the lead and account page layouts, our reps can see what Datanyze technologies are on the domain the moment they get assigned the lead. We use Datanyze data to send email notifications to the appropriate sales rep the day one of their leads or accounts has added or dropped specific technologies. When a rep receives a notification, the account is three times more likely to become an opportunity. We use Datanyze data for lead assignment (i.e. if there is an e-commerce tech on a website, the lead goes to the e-commerce sales team). This helps less leads slip through the cracks since it is more likely they get seen by the appropriate team. Our product marketing/customer marketing team is able to customize their email messaging based on the technologies detected on a domain. For instance, when a company’s website is not mobile optimized, they can send an email about our COS product to an audience who needs this solution.
Transcript of THE HUBSPOT SUCCESS STORY - … HUBSPOT SUCCESS STORY CHALLENGES Researching leads and accounts...
Marketing and Sales Software
I n d u s t r y
Software-as-a-Service
B u s i n e s s M o d e l
Cambridge, MA
H e a d q u a r t e r s
since December 2013
D a t a n y z e C u s t o m e r
S A R A D A V I D S O NM a r k e t i n g O p e r a t i o n s a t H u b S p o t
Datanyze data has helped our sales reps quickly qualify inbound prospects and convert at a higher rate. The email alerts feature notifies our reps the day one of their accounts adds or drops specific technologies, and these accounts are 3x more likely to become opportunities.
THE HUBSPOT SUCCESS STORY
C H A L L E N G E S
Researching leads and accounts proved time-consuming, and our reps often had to curate disparate data sources to qualify prospects.
For lead assignment, we lacked high quality web technology data to help get the lead to the right sales team quickly.
Operationally, there was a missed opportunity to mine our large inbound database. Our reps weren’t aware when someone added a specific tech to their website, so they were unable to restart the conversation at the appropriate time.
S O L U T I O N S
On the lead and account page layouts, our reps can see what Datanyze technologies are on the domain the moment they get assigned the lead.
We use Datanyze data to send email notifications to the appropriate sales rep the day one of their leads or accounts has added or dropped specific technologies. When a rep receives a notification, the account is three times more likely to become an opportunity.
We use Datanyze data for lead assignment (i.e. if there is an e-commerce tech on a website, the lead goes to the e-commerce sales team). This helps less leads slip through the cracks since it is more likely they get seen by the appropriate team.
Our product marketing/customer marketing team is able to customize their email messaging based on the technologies detected on a domain. For instance, when a company’s website is not mobile optimized, they can send an email about our COS product to an audience who needs this solution.
S U M M A R Y
Datanyze has given our sales team the tools to customize their conversations with prospects depending on the technologies on their domain. They are also able to better mine our inbound database when technologies are added or dropped. On the operational side, our lead assignment accuracy has improved which means less leads slip through the cracks. Lastly, our marketing team is able to utilize this data to send more targeted emails with messaging that speaks to the audience’s needs.
A B O U T D A T A N Y Z E
Datanyze provides sales acceleration software for technology companies looking to increase sales effectiveness and build pipeline. By combining data collection with predictive analytics and prospecting tools, Datanyze helps sales and marketing teams find and reach their best prospects every day. With 30,000 active users in over 30 countries, Datanyze is the preferred solution for companies looking to create a data-driven sales team that drives results.
S A L E S T E A M S P O W E R E D B Y D A T A N Y Z E
www.datanyze.com
W e b s i t e
[email protected] m a i l
415.237.3434
P h o n e
