ReachForce



Company Profile:
NetQoS software and services help service providers, government agencies, and large enterprises – including half of the Fortune 100 – improve the delivery of applications over wide area networks by enabling them to monitor application service levels, troubleshoot problems quickly, and plan for change.

Challenge:
NetQoS was adding new customers fast and needed to identify prospects who had not responded to campaigns to provide fresh, accurate and targeted contacts to Sales.

Solution:
ReachForce Insight analyzed NetQoS's CRM data to provide a profile of their target market 'sweet spot' and identified new companies to target. ReachForce then discovered accurate role-based contact databases enabling NetQoS to grow their sales pipeline.

Results:
Using ReachForce, NetQoS–

  • ROI of 4200%
  • 3 to 17 times more cost effective per qualified lead
  • Added hundreds of new opportunities

NetQoS Case Study

Gaining Insight into the Sales Funnel

With more than 800 of the Fortune 2000 as customers, NetQoS, a provider of network performance management products and services, thought they had almost exhausted new direct sales opportunities with their #1 target market. Being a current ReachForce Data Services customer, they turned to ReachForce for help identifying the right companies to laser-focus their marketing efforts at the "late majority" that hadn’t responded to other traditional marketing campaigns.

Using ReachForce Insight, NetQoS was able to run real-time analytics on their salesforce.com data, to determine a profile of their winning market segments based on where they were currently winning new customers and by what kinds of companies were in the sales funnel. ReachForce identified hundreds more target companies out there that were not currently being marketed to or responding to campaigns.

"We were amazed and thrilled that ReachForce Insight was able to identify so many new companies for us to target. Insight delivered in minutes what would have taken a consultant weeks to provide. And, it dynamically updates as we win new accounts and as new opportunities move into the sales pipeline," said Pam O'Neal, Senior Director of Marketing at NetQoS.

NetQoS immediately ordered a database of contacts based on these results using ReachForce Discover Services. ReachForce was able to identify the highly technical buyers NetQoS was looking for as well as other members of the needed decision making unit. To date NetQoS has seen a 4200% ROI from using ReachForce services. ReachForce is 3 to 17 times more cost effective per qualified lead than previous methods.

"ReachForce Insight is one of the few tools both Sales and Marketing can agree on," continued O’Neal. "At any given moment, I can get instant visibility into my best buyers and identify additional prospects with the same characteristics to precisely target my campaigns. That means more qualified leads that move through the pipeline quickly and, of course, ultimately more revenue."

About ReachForce Discover and ReachForce Insight

ReachForce Discover is a high-quality contact discovery solution that dramatically improves marketing results and sales conversions by identifying prospects by their role or function in the organization vs. their title.

ReachForce Insight, a software-as-a-service, determines your target market 'sweet spot' by analyzing your customer win data, in funnel opportunities and sales pipeline flow, turning static information into actionable campaigns based on current deal flow.